2016 Article Cash Flow Data 
Harvard Business
AUGUST 25, 2017
Data shows that sales reps give better terms to customers who wait until the last minute — with both sides knowing they can rely on dropped prices and a sure closing, thanks to the end-of-the-month company push. million sales transactions from the anonymized data of 151 U.S.
Harvard Business
DECEMBER 19, 2017
This is a relatively simple exercise when analysts have access to rich enough data (say, a firm’s transaction log) – in such a case, we can directly observe how old each and every customer was, and there are time-tested models traditionally employed by actuaries to predict drop-off patterns by tenure across customer cohorts.
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