Daily Papers

Customer churn, the discontinuation of services by existing customers, poses a significant challenge to the telecommunications industry. This paper proposes a novel adaptive ensemble learning framework for highly accurate customer churn prediction. The framework integrates multiple base models, including XGBoost, LightGBM, LSTM, a Multi-Layer Perceptron (MLP) neural network, and Support Vector Machine (SVM). These models are strategically combined using a stacking ensemble method, further enhanced by meta-feature generation from base model predictions. A rigorous data preprocessing pipeline, coupled with a multi-faceted feature engineering approach, optimizes model performance. The framework is evaluated on three publicly available telecom churn datasets, demonstrating substantial accuracy improvements over state-of-the-art techniques. The research achieves a remarkable 99.28% accuracy, signifying a major advancement in churn prediction.The implications of this research for developing proactive customer retention strategies withinthe telecommunications industry are discussed.

As retailers around the world increase efforts in developing targeted marketing campaigns for different audiences, predicting accurately which customers are most likely to churn ahead of time is crucial for marketing teams in order to increase business profits. This work presents a deep survival framework to predict which customers are at risk of stopping to purchase with retail companies in non-contractual settings. By leveraging the survival model parameters to be learnt by recurrent neural networks, we are able to obtain individual level survival models for purchasing behaviour based only on individual customer behaviour and avoid time-consuming feature engineering processes usually done when training machine learning models.

Accurately predicting customer churn using large scale time-series data is a common problem facing many business domains. The creation of model features across various time windows for training and testing can be particularly challenging due to temporal issues common to time-series data. In this paper, we will explore the application of extreme gradient boosting (XGBoost) on a customer dataset with a wide-variety of temporal features in order to create a highly-accurate customer churn model. In particular, we describe an effective method for handling temporally sensitive feature engineering. The proposed model was submitted in the WSDM Cup 2018 Churn Challenge and achieved first-place out of 575 teams.

User churn, characterized by customers ending their relationship with a business, has profound economic consequences across various Business-to-Customer scenarios. For numerous system-to-user actions, such as promotional discounts and retention campaigns, predicting potential churners stands as a primary objective. In volatile sectors like fantasy sports, unpredictable factors such as international sports events can influence even regular spending habits. Consequently, while transaction history and user-product interaction are valuable in predicting churn, they demand deep domain knowledge and intricate feature engineering. Additionally, feature development for churn prediction systems can be resource-intensive, particularly in production settings serving 200m+ users, where inference pipelines largely focus on feature engineering. This paper conducts an exhaustive study on predicting user churn using historical data. We aim to create a model forecasting customer churn likelihood, facilitating businesses in comprehending attrition trends and formulating effective retention plans. Our approach treats churn prediction as multivariate time series classification, demonstrating that combining user activity and deep neural networks yields remarkable results for churn prediction in complex business-to-customer contexts.

In this paper, we introduce a novel predict-and-optimize method for profit-driven churn prevention. We frame the task of targeting customers for a retention campaign as a regret minimization problem. The main objective is to leverage individual customer lifetime values (CLVs) to ensure that only the most valuable customers are targeted. In contrast, many profit-driven strategies focus on churn probabilities while considering average CLVs. This often results in significant information loss due to data aggregation. Our proposed model aligns with the guidelines of Predict-and-Optimize (PnO) frameworks and can be efficiently solved using stochastic gradient descent methods. Results from 12 churn prediction datasets underscore the effectiveness of our approach, which achieves the best average performance compared to other well-established strategies in terms of average profit.

B2B sales requires effective prediction of customer growth, identification of upsell potential, and mitigation of churn risks. LinkedIn sales representatives traditionally relied on intuition and fragmented data signals to assess customer performance. This resulted in significant time investment in data understanding as well as strategy formulation and under-investment in active selling. To overcome this challenge, we developed a data product called Account Prioritizer, an intelligent sales account prioritization engine. It uses machine learning recommendation models and integrated account-level explanation algorithms within the sales CRM to automate the manual process of sales book prioritization. A successful A/B test demonstrated that the Account Prioritizer generated a substantial +8.08% increase in renewal bookings for the LinkedIn Business.

Recently, peoples awareness of online purchases has significantly risen. This has given rise to online retail platforms and the need for a better understanding of customer purchasing behaviour. Retail companies are pressed with the need to deal with a high volume of customer purchases, which requires sophisticated approaches to perform more accurate and efficient customer segmentation. Customer segmentation is a marketing analytical tool that aids customer-centric service and thus enhances profitability. In this paper, we aim to develop a customer segmentation model to improve decision-making processes in the retail market industry. To achieve this, we employed a UK-based online retail dataset obtained from the UCI machine learning repository. The retail dataset consists of 541,909 customer records and eight features. Our study adopted the RFM (recency, frequency, and monetary) framework to quantify customer values. Thereafter, we compared several state-of-the-art (SOTA) clustering algorithms, namely, K-means clustering, the Gaussian mixture model (GMM), density-based spatial clustering of applications with noise (DBSCAN), agglomerative clustering, and balanced iterative reducing and clustering using hierarchies (BIRCH). The results showed the GMM outperformed other approaches, with a Silhouette Score of 0.80.

As financial services (FS) companies have experienced drastic technology driven changes, the availability of new data streams provides the opportunity for more comprehensive customer understanding. We propose Dynamic Customer Embeddings (DCE), a framework that leverages customers' digital activity and a wide range of financial context to learn dense representations of customers in the FS industry. Our method examines customer actions and pageviews within a mobile or web digital session, the sequencing of the sessions themselves, and snapshots of common financial features across our organization at the time of login. We test our customer embeddings using real world data in three prediction problems: 1) the intent of a customer in their next digital session, 2) the probability of a customer calling the call centers after a session, and 3) the probability of a digital session to be fraudulent. DCE showed performance lift in all three downstream problems.

In the digital age, the dynamics of customer service are evolving, driven by technological advancements and the integration of Large Language Models (LLMs). This research paper introduces a groundbreaking approach to automating customer service using LangChain, a custom LLM tailored for organizations. The paper explores the obsolescence of traditional customer support techniques, particularly Frequently Asked Questions (FAQs), and proposes a paradigm shift towards responsive, context-aware, and personalized customer interactions. The heart of this innovation lies in the fusion of open-source methodologies, web scraping, fine-tuning, and the seamless integration of LangChain into customer service platforms. This open-source state-of-the-art framework, presented as "Sahaay," demonstrates the ability to scale across industries and organizations, offering real-time support and query resolution. Key elements of this research encompass data collection via web scraping, the role of embeddings, the utilization of Google's Flan T5 XXL, Base and Small language models for knowledge retrieval, and the integration of the chatbot into customer service platforms. The results section provides insights into their performance and use cases, here particularly within an educational institution. This research heralds a new era in customer service, where technology is harnessed to create efficient, personalized, and responsive interactions. Sahaay, powered by LangChain, redefines the customer-company relationship, elevating customer retention, value extraction, and brand image. As organizations embrace LLMs, customer service becomes a dynamic and customer-centric ecosystem.

Machine learning models in modern mass-market applications are often updated over time. One of the foremost challenges faced is that, despite increasing overall performance, these updates may flip specific model predictions in unpredictable ways. In practice, researchers quantify the number of unstable predictions between models pre and post update -- i.e., predictive churn. In this paper, we study this effect through the lens of predictive multiplicity -- i.e., the prevalence of conflicting predictions over the set of near-optimal models (the Rashomon set). We show how traditional measures of predictive multiplicity can be used to examine expected churn over this set of prospective models -- i.e., the set of models that may be used to replace a baseline model in deployment. We present theoretical results on the expected churn between models within the Rashomon set from different perspectives. And we characterize expected churn over model updates via the Rashomon set, pairing our analysis with empirical results on real-world datasets -- showing how our approach can be used to better anticipate, reduce, and avoid churn in consumer-facing applications. Further, we show that our approach is useful even for models enhanced with uncertainty awareness.

In real-world systems, models are frequently updated as more data becomes available, and in addition to achieving high accuracy, the goal is to also maintain a low difference in predictions compared to the base model (i.e. predictive "churn"). If model retraining results in vastly different behavior, then it could cause negative effects in downstream systems, especially if this churn can be avoided with limited impact on model accuracy. In this paper, we show an equivalence between training with distillation using the base model as the teacher and training with an explicit constraint on the predictive churn. We then show that distillation performs strongly for low churn training against a number of recent baselines on a wide range of datasets and model architectures, including fully-connected networks, convolutional networks, and transformers.

Financial Technology (FinTech) is one of the worldwide rapidly-rising topics in the past five years according to the statistics of FinTech from Google Trends. In this position paper, we focus on the researches applying natural language processing (NLP) technologies in the finance domain. Our goal is to indicate the position we are now and provide the blueprint for future researches. We go through the application scenarios from three aspects including Know Your Customer (KYC), Know Your Product (KYP), and Satisfy Your Customer (SYC). Both formal documents and informal textual data are analyzed to understand corporate customers and personal customers. Furthermore, we talk over how to dynamically update the features of products from the prospect and the risk points of view. Finally, we discuss satisfying the customers in both B2C and C2C business models. After summarizing the past and the recent challenges, we highlight several promising future research directions in the trend of FinTech and the open finance tendency.

Microsoft Azure is dedicated to guarantee high quality of service to its customers, in particular, during periods of high customer activity, while controlling cost. We employ a Data Science (DS) driven solution to predict user load and leverage these predictions to optimize resource allocation. To this end, we built the Seagull infrastructure that processes per-server telemetry, validates the data, trains and deploys ML models. The models are used to predict customer load per server (24h into the future), and optimize service operations. Seagull continually re-evaluates accuracy of predictions, fallback to previously known good models and triggers alerts as appropriate. We deployed this infrastructure in production for PostgreSQL and MySQL servers across all Azure regions, and applied it to the problem of scheduling server backups during low-load time. This minimizes interference with user-induced load and improves customer experience.

Uplift modeling, vital in online marketing, seeks to accurately measure the impact of various strategies, such as coupons or discounts, on different users by predicting the Individual Treatment Effect (ITE). In an e-commerce setting, user behavior follows a defined sequential chain, including impression, click, and conversion. Marketing strategies exert varied uplift effects at each stage within this chain, impacting metrics like click-through and conversion rate. Despite its utility, existing research has neglected to consider the inter-task across all stages impacts within a specific treatment and has insufficiently utilized the treatment information, potentially introducing substantial bias into subsequent marketing decisions. We identify these two issues as the chain-bias problem and the treatment-unadaptive problem. This paper introduces the Entire Chain UPlift method with context-enhanced learning (ECUP), devised to tackle these issues. ECUP consists of two primary components: 1) the Entire Chain-Enhanced Network, which utilizes user behavior patterns to estimate ITE throughout the entire chain space, models the various impacts of treatments on each task, and integrates task prior information to enhance context awareness across all stages, capturing the impact of treatment on different tasks, and 2) the Treatment-Enhanced Network, which facilitates fine-grained treatment modeling through bit-level feature interactions, thereby enabling adaptive feature adjustment. Extensive experiments on public and industrial datasets validate ECUPs effectiveness. Moreover, ECUP has been deployed on the Meituan food delivery platform, serving millions of daily active users, with the related dataset released for future research.

We utilize an offline reinforcement learning (RL) model for sequential targeted promotion in the presence of budget constraints in a real-world business environment. In our application, the mobile app aims to boost customer retention by sending cash bonuses to customers and control the costs of such cash bonuses during each time period. To achieve the multi-task goal, we propose the Budget Constrained Reinforcement Learning for Sequential Promotion (BCRLSP) framework to determine the value of cash bonuses to be sent to users. We first find out the target policy and the associated Q-values that maximizes the user retention rate using an RL model. A linear programming (LP) model is then added to satisfy the constraints of promotion costs. We solve the LP problem by maximizing the Q-values of actions learned from the RL model given the budget constraints. During deployment, we combine the offline RL model with the LP model to generate a robust policy under the budget constraints. Using both online and offline experiments, we demonstrate the efficacy of our approach by showing that BCRLSP achieves a higher long-term customer retention rate and a lower cost than various baselines. Taking advantage of the near real-time cost control method, the proposed framework can easily adapt to data with a noisy behavioral policy and/or meet flexible budget constraints.

The Know Your Customer (KYC) and Anti Money Laundering (AML) are worldwide practices to online customer identification based on personal identification documents, similarity and liveness checking, and proof of address. To answer the basic regulation question: are you whom you say you are? The customer needs to upload valid identification documents (ID). This task imposes some computational challenges since these documents are diverse, may present different and complex backgrounds, some occlusion, partial rotation, poor quality, or damage. Advanced text and document segmentation algorithms were used to process the ID images. In this context, we investigated a method based on U-Net to detect the document edges and text regions in ID images. Besides the promising results on image segmentation, the U-Net based approach is computationally expensive for a real application, since the image segmentation is a customer device task. We propose a model optimization based on Octave Convolutions to qualify the method to situations where storage, processing, and time resources are limited, such as in mobile and robotic applications. We conducted the evaluation experiments in two new datasets CDPhotoDataset and DTDDataset, which are composed of real ID images of Brazilian documents. Our results showed that the proposed models are efficient to document segmentation tasks and portable.

With the huge growth in e-commerce domain, product recommendations have become an increasing field of interest amongst e-commerce companies. One of the more difficult tasks in product recommendations is size and fit predictions. There are a lot of size related returns and refunds in e-fashion domain which causes inconvenience to the customers as well as costs the company. Thus having a good size and fit recommendation system, which can predict the correct sizes for the customers will not only reduce size related returns and refunds but also improve customer experience. Early works in this field used traditional machine learning approaches to estimate customer and product sizes from purchase history. These methods suffered from cold start problem due to huge sparsity in the customer-product data. More recently, people have used deep learning to address this problem by embedding customer and product features. But none of them incorporates valuable customer feedback present on product pages along with the customer and product features. We propose a novel approach which can use information from customer reviews along with customer and product features for size and fit predictions. We demonstrate the effectiveness of our approach compared to using just product and customer features on 4 datasets. Our method shows an improvement of 1.37% - 4.31% in F1 (macro) score over the baseline across the 4 different datasets.

Customer Lifetime Value (CLTV) prediction is a critical task in business applications. Accurately predicting CLTV is challenging in real-world business scenarios, as the distribution of CLTV is complex and mutable. Firstly, there is a large number of users without any consumption consisting of a long-tailed part that is too complex to fit. Secondly, the small set of high-value users spent orders of magnitude more than a typical user leading to a wide range of the CLTV distribution which is hard to capture in a single distribution. Existing approaches for CLTV estimation either assume a prior probability distribution and fit a single group of distribution-related parameters for all samples, or directly learn from the posterior distribution with manually predefined buckets in a heuristic manner. However, all these methods fail to handle complex and mutable distributions. In this paper, we propose a novel optimal distribution selection model OptDist for CLTV prediction, which utilizes an adaptive optimal sub-distribution selection mechanism to improve the accuracy of complex distribution modeling. Specifically, OptDist trains several candidate sub-distribution networks in the distribution learning module (DLM) for modeling the probability distribution of CLTV. Then, a distribution selection module (DSM) is proposed to select the sub-distribution for each sample, thus making the selection automatically and adaptively. Besides, we design an alignment mechanism that connects both modules, which effectively guides the optimization. We conduct extensive experiments on both two public and one private dataset to verify that OptDist outperforms state-of-the-art baselines. Furthermore, OptDist has been deployed on a large-scale financial platform for customer acquisition marketing campaigns and the online experiments also demonstrate the effectiveness of OptDist.

Product recommendation systems are important for major movie studios during the movie greenlight process and as part of machine learning personalization pipelines. Collaborative Filtering (CF) models have proved to be effective at powering recommender systems for online streaming services with explicit customer feedback data. CF models do not perform well in scenarios in which feedback data is not available, in cold start situations like new product launches, and situations with markedly different customer tiers (e.g., high frequency customers vs. casual customers). Generative natural language models that create useful theme-based representations of an underlying corpus of documents can be used to represent new product descriptions, like new movie plots. When combined with CF, they have shown to increase the performance in cold start situations. Outside of those cases though in which explicit customer feedback is available, recommender engines must rely on binary purchase data, which materially degrades performance. Fortunately, purchase data can be combined with product descriptions to generate meaningful representations of products and customer trajectories in a convenient product space in which proximity represents similarity. Learning to measure the distance between points in this space can be accomplished with a deep neural network that trains on customer histories and on dense vectorizations of product descriptions. We developed a system based on Collaborative (Deep) Metric Learning (CML) to predict the purchase probabilities of new theatrical releases. We trained and evaluated the model using a large dataset of customer histories, and tested the model for a set of movies that were released outside of the training window. Initial experiments show gains relative to models that do not train on collaborative preferences.