This is part of a case series. ZachSoft is a UK-based provider of software solutions. In its B2B software solutions business, ZachSoft had posted appreciable growth for 10 years in a row, but over the last five years, growth has stagnated. With increased competition and cost pressures on customers, the success rate of pitches had declined. Could a forecasting tool identifying key drivers of pitch success help ZachSoft enter a phase of growth again? Amy, in charge of the unit B2B software solutions at ZachSoft, had hired Phil, a young data analyst to set up a model and decided to implement it. While case A deals with the setup of the model, case B puts the learners in the situation of Fred, trying to apply the model in his pitch situation.

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