VALOR improves uplift modeling for B2B sales revenue by using a treatment-gated sparse network and cost-sensitive focal loss, achieving 20% better rankability on benchmarks and 2.7x incremental revenue in a production A/B test.
Observational studies5(2), 37–51 (2019)
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VALOR: Value-Aware Revenue Uplift Modeling with Treatment-Gated Representation for B2B Sales
VALOR improves uplift modeling for B2B sales revenue by using a treatment-gated sparse network and cost-sensitive focal loss, achieving 20% better rankability on benchmarks and 2.7x incremental revenue in a production A/B test.