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Bugcrowd Inc. Customer Transaction Optimization

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Four members of the Bugcrowd senior project team pose for a photo

Team Members
Alec Wilson, Averie Collins, Jonah Epstein, Julia Massaro

Faculty Mentor
Ross Shachter

Bugcrowd logo

The Client: Bugcrowd

Bugcrowd is an enterprise cloud computing and computer security crowdsourcing company that offers a platform for security testing, web, mobile, source code, and client-side applications.

The Problem to Solve

Bugcrowd would like to have a better understanding of their new conversion rate and the flow of leads in their sales pipeline as a result of their lead-generation efforts.

Engineering a Solution

Tools and Methodologies

The team analyzed Bugcrowd’s client data and spoke with Bugcrowd employees in order to develop a data-driven solution that will improve the internal processes involved in handling customer transactions. Specifically, they wanted to collect more data on the following metrics:

  • The amount of time that customers spend in each of Bugcrowd’s designated pipeline stages.
  • Average time spent in the pipeline.
  • Closed deal metrics
  • Annual win rates

One takeaway the group gleaned from this deep dive was that there was an overall sparcity of useful information in the previous data set.

Recommendations and Deliverables

  • Shorten deal time by reducing the number of process stages from 8 to 4.
  • Begin more consistent data collection and segmentation.
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