B2B Analytics at Expedia Group
Turning ML outputs into a $2B sales targeting engine for 1,500+ professionals
Impact
$2B global portfolio · 1,500+ global users · 80–90% attainment accuracy
The problem
The $2B B2B segment had no unified performance framework. 1,500+ sales professionals across global markets relied on inconsistent, manual, weekly reporting, leaving leadership without reliable visibility into sales attainment and growth drivers.
The approach
Partnered with senior leadership to deploy a data-driven targeting strategy translating ML model outputs into actionable sales goals. Architected the unified KPI framework and automated daily Tableau reporting used across all levels of the Global Sales organization. Built a Q&A self-service portal with the Ops team and integrated contextual tooltips in dashboards to scale autonomy.
The outcome
$2B global portfolio tracked with 80–90% attainment accuracy. 5x increase in reporting frequency (weekly to daily), eliminating 4 hours of manual effort. 25% decrease in support volume through self-service tooling. Trusted weekly analytics advisor to sales executives.