{"id":104942,"date":"2026-10-26T01:49:14","date_gmt":"2026-10-25T23:49:14","guid":{"rendered":"https:\/\/twodots.gr\/?p=104942"},"modified":"2026-10-26T01:49:14","modified_gmt":"2026-10-25T23:49:14","slug":"explainable-ai-crm-provlepsi-churn-sosti-energeia","status":"publish","type":"post","link":"https:\/\/twodots.gr\/fr\/explainable-ai-crm-provlepsi-churn-sosti-energeia\/","title":{"rendered":"L'IA explicable dans le CRM : de la pr\u00e9vision du taux de d\u00e9sabonnement \u00e0 l'action appropri\u00e9e"},"content":{"rendered":"<p class=\"td-article-lede\">\u03a4\u03bf explainable AI \u03c3\u03c4\u03bf CRM \u03bc\u03b5\u03c4\u03b1\u03c4\u03c1\u03ad\u03c0\u03b5\u03b9 \u03ad\u03bd\u03b1 churn score \u03b1\u03c0\u03cc \u03b1\u03c0\u03bb\u03cc \u03c0\u03bf\u03c3\u03bf\u03c3\u03c4\u03cc \u03ba\u03b9\u03bd\u03b4\u03cd\u03bd\u03bf\u03c5 \u03c3\u03b5 \u03b5\u03bb\u03ad\u03b3\u03be\u03b9\u03bc\u03b7 \u03b1\u03c0\u03cc\u03c6\u03b1\u03c3\u03b7: \u03b4\u03b5\u03af\u03c7\u03bd\u03b5\u03b9 \u03c0\u03bf\u03b9\u03bf\u03b9 \u03c0\u03b1\u03c1\u03ac\u03b3\u03bf\u03bd\u03c4\u03b5\u03c2 \u03b5\u03c0\u03b7\u03c1\u03ad\u03b1\u03c3\u03b1\u03bd \u03c4\u03b7\u03bd \u03c0\u03c1\u03cc\u03b2\u03bb\u03b5\u03c8\u03b7, \u03c0\u03bf\u03b9\u03b1 \u03b5\u03bd\u03ad\u03c1\u03b3\u03b5\u03b9\u03b1 \u03b1\u03be\u03af\u03b6\u03b5\u03b9 \u03bd\u03b1 \u03b5\u03be\u03b5\u03c4\u03b1\u03c3\u03c4\u03b5\u03af \u03ba\u03b1\u03b9 \u03c0\u03ce\u03c2 \u03c4\u03bf \u03c0\u03c1\u03b1\u03b3\u03bc\u03b1\u03c4\u03b9\u03ba\u03cc \u03b1\u03c0\u03bf\u03c4\u03ad\u03bb\u03b5\u03c3\u03bc\u03b1 \u03b5\u03c0\u03b9\u03c3\u03c4\u03c1\u03ad\u03c6\u03b5\u03b9 \u03c3\u03c4\u03bf \u03c3\u03cd\u03c3\u03c4\u03b7\u03bc\u03b1. \u0397 \u03b5\u03be\u03ae\u03b3\u03b7\u03c3\u03b7, \u03cc\u03bc\u03c9\u03c2, \u03c0\u03b1\u03c1\u03b1\u03bc\u03ad\u03bd\u03b5\u03b9 \u03ad\u03bd\u03b4\u03b5\u03b9\u03be\u03b7 \u03c4\u03bf\u03c5 \u03c4\u03c1\u03cc\u03c0\u03bf\u03c5 \u03bb\u03b5\u03b9\u03c4\u03bf\u03c5\u03c1\u03b3\u03af\u03b1\u03c2 \u03c4\u03bf\u03c5 \u03bc\u03bf\u03bd\u03c4\u03ad\u03bb\u03bf\u03c5 \u03ba\u03b1\u03b9 \u03cc\u03c7\u03b9 \u03b1\u03c0\u03cc\u03b4\u03b5\u03b9\u03be\u03b7 \u03b1\u03b9\u03c4\u03b9\u03cc\u03c4\u03b7\u03c4\u03b1\u03c2.<\/p>\n<div class=\"td-article-toc\">\n<div class=\"td-toc-title\">Sommaire<\/div>\n<ul>\n<li><a href=\"#provlepsi-den-arkei\">\u0393\u03b9\u03b1\u03c4\u03af \u03b7 \u03c0\u03c1\u03cc\u03b2\u03bb\u03b5\u03c8\u03b7 \u03b1\u03c0\u03bf\u03c7\u03ce\u03c1\u03b7\u03c3\u03b7\u03c2 \u03b4\u03b5\u03bd \u03b1\u03c1\u03ba\u03b5\u03af<\/a><\/li>\n<li><a href=\"#peirama-montela\">\u03a4\u03ad\u03c3\u03c3\u03b5\u03c1\u03b1 \u03bc\u03bf\u03bd\u03c4\u03ad\u03bb\u03b1 \u03c3\u03c4\u03bf \u03af\u03b4\u03b9\u03bf \u03c3\u03cd\u03bd\u03bf\u03bb\u03bf \u03b4\u03b5\u03b4\u03bf\u03bc\u03ad\u03bd\u03c9\u03bd<\/a><\/li>\n<li><a href=\"#apodosi-montelon\">\u03a4\u03bf \u03b1\u03c0\u03bb\u03bf\u03cd\u03c3\u03c4\u03b5\u03c1\u03bf \u03bc\u03bf\u03bd\u03c4\u03ad\u03bb\u03bf \u03b1\u03c0\u03bf\u03b4\u03b5\u03af\u03c7\u03b8\u03b7\u03ba\u03b5 \u03b1\u03bd\u03c4\u03b1\u03b3\u03c9\u03bd\u03b9\u03c3\u03c4\u03b9\u03ba\u03cc<\/a><\/li>\n<li><a href=\"#drivers-churn\">\u03a0\u03bf\u03b9\u03b1 \u03c7\u03b1\u03c1\u03b1\u03ba\u03c4\u03b7\u03c1\u03b9\u03c3\u03c4\u03b9\u03ba\u03ac \u03c3\u03c5\u03bd\u03b4\u03ad\u03b8\u03b7\u03ba\u03b1\u03bd \u03bc\u03b5 \u03c4\u03bf churn<\/a><\/li>\n<li><a href=\"#shap-lime\">SHAP \u03ba\u03b1\u03b9 LIME: \u03b4\u03cd\u03bf \u03b5\u03c0\u03af\u03c0\u03b5\u03b4\u03b1 \u03b5\u03be\u03ae\u03b3\u03b7\u03c3\u03b7\u03c2<\/a><\/li>\n<li><a href=\"#crm-layers\">\u0391\u03c0\u03cc \u03c4\u03bf risk score \u03c3\u03b5 \u03c4\u03ad\u03c3\u03c3\u03b5\u03c1\u03b1 \u03bb\u03b5\u03b9\u03c4\u03bf\u03c5\u03c1\u03b3\u03b9\u03ba\u03ac \u03b5\u03c0\u03af\u03c0\u03b5\u03b4\u03b1 CRM<\/a><\/li>\n<li><a href=\"#action-templates\">\u0397 \u03b5\u03be\u03ae\u03b3\u03b7\u03c3\u03b7 \u03b3\u03af\u03bd\u03b5\u03c4\u03b1\u03b9 template \u03b5\u03bd\u03ad\u03c1\u03b3\u03b5\u03b9\u03b1\u03c2, \u03cc\u03c7\u03b9 \u03b1\u03c5\u03c4\u03cc\u03bc\u03b1\u03c4\u03b7 \u03b1\u03bb\u03ae\u03b8\u03b5\u03b9\u03b1<\/a><\/li>\n<li><a href=\"#calibration-impact\">Calibration \u03ba\u03b1\u03b9 \u03b5\u03c0\u03b9\u03c7\u03b5\u03b9\u03c1\u03b7\u03bc\u03b1\u03c4\u03b9\u03ba\u03cc\u03c2 \u03b1\u03bd\u03c4\u03af\u03ba\u03c4\u03c5\u03c0\u03bf\u03c2<\/a><\/li>\n<li><a href=\"#feedback-governance\">Feedback loop, fairness \u03ba\u03b1\u03b9 \u03c0\u03c1\u03bf\u03c3\u03c4\u03b1\u03c3\u03af\u03b1 \u03b4\u03b5\u03b4\u03bf\u03bc\u03ad\u03bd\u03c9\u03bd<\/a><\/li>\n<li><a href=\"#production-plan\">\u0388\u03bd\u03b1 \u03b5\u03c6\u03b1\u03c1\u03bc\u03cc\u03c3\u03b9\u03bc\u03bf \u03c0\u03bb\u03ac\u03bd\u03bf \u03b3\u03b9\u03b1 \u03bf\u03bc\u03ac\u03b4\u03b5\u03c2 marketing \u03ba\u03b1\u03b9 CRM<\/a><\/li>\n<\/ul>\n<\/div>\n<div class=\"td-note\">\n<p class=\"td-note-title\">La r\u00e9ponse en bref<\/p>\n<p>\u0388\u03bd\u03b1 \u03ce\u03c1\u03b9\u03bc\u03bf churn workflow \u03b4\u03b5\u03bd \u03b1\u03c1\u03ba\u03b5\u03af\u03c4\u03b1\u03b9 \u03c3\u03c4\u03bf \u00ab\u03c0\u03bf\u03b9\u03bf\u03c2 \u03b8\u03b1 \u03c6\u03cd\u03b3\u03b5\u03b9\u00bb. \u03a3\u03c5\u03bd\u03b4\u03ad\u03b5\u03b9 risk tier, \u03ba\u03b1\u03c4\u03b1\u03bd\u03bf\u03b7\u03c4\u03bf\u03cd\u03c2 drivers, \u03b5\u03c0\u03b9\u03bb\u03ad\u03be\u03b9\u03bc\u03b7 retention \u03b5\u03bd\u03ad\u03c1\u03b3\u03b5\u03b9\u03b1, control group \u03ba\u03b1\u03b9 \u03c0\u03c1\u03b1\u03b3\u03bc\u03b1\u03c4\u03b9\u03ba\u03cc outcome. \u0388\u03c4\u03c3\u03b9 \u03b7 \u03bf\u03bc\u03ac\u03b4\u03b1 \u03bc\u03b5\u03c4\u03c1\u03ac \u03b1\u03bd \u03b7 \u03c0\u03b1\u03c1\u03ad\u03bc\u03b2\u03b1\u03c3\u03b7 \u03ac\u03bb\u03bb\u03b1\u03be\u03b5 \u03c4\u03b7 \u03c3\u03c5\u03bc\u03c0\u03b5\u03c1\u03b9\u03c6\u03bf\u03c1\u03ac, \u03b1\u03bd\u03c4\u03af \u03bd\u03b1 \u03b1\u03bd\u03c4\u03b1\u03bc\u03b5\u03af\u03b2\u03b5\u03b9 \u03b1\u03c0\u03bb\u03ce\u03c2 \u03ad\u03bd\u03b1 \u03bc\u03bf\u03bd\u03c4\u03ad\u03bb\u03bf \u03b3\u03b9\u03b1 \u03c5\u03c8\u03b7\u03bb\u03cc AUC.<\/p>\n<\/div>\n<p>\u0388\u03bd\u03b1 \u03c0\u03bf\u03c3\u03bf\u03c3\u03c4\u03cc \u03c0\u03b9\u03b8\u03b1\u03bd\u03cc\u03c4\u03b7\u03c4\u03b1\u03c2 \u03b4\u03b5\u03bd \u03bb\u03ad\u03b5\u03b9 \u03c3\u03b5 \u03bc\u03b9\u03b1 \u03bf\u03bc\u03ac\u03b4\u03b1 CRM \u03c4\u03b9 \u03c0\u03c1\u03ad\u03c0\u03b5\u03b9 \u03bd\u03b1 \u03ba\u03ac\u03bd\u03b5\u03b9. \u0391\u03bd \u03ad\u03bd\u03b1 \u03c3\u03cd\u03c3\u03c4\u03b7\u03bc\u03b1 \u03c0\u03c1\u03bf\u03b2\u03bb\u03ad\u03c0\u03b5\u03b9 \u03cc\u03c4\u03b9 \u03ad\u03bd\u03b1\u03c2 \u03c0\u03b5\u03bb\u03ac\u03c4\u03b7\u03c2 \u03ad\u03c7\u03b5\u03b9 \u03c5\u03c8\u03b7\u03bb\u03cc \u03ba\u03af\u03bd\u03b4\u03c5\u03bd\u03bf \u03bd\u03b1 \u03b1\u03c0\u03bf\u03c7\u03c9\u03c1\u03ae\u03c3\u03b5\u03b9, \u03b7 \u03b5\u03c0\u03cc\u03bc\u03b5\u03bd\u03b7 \u03b5\u03c1\u03ce\u03c4\u03b7\u03c3\u03b7 \u03b4\u03b5\u03bd \u03b5\u03af\u03bd\u03b1\u03b9 \u03bc\u03cc\u03bd\u03bf \u00ab\u03c0\u03cc\u03c3\u03bf \u03c3\u03af\u03b3\u03bf\u03c5\u03c1\u03bf \u03b5\u03af\u03bd\u03b1\u03b9;\u00bb, \u03b1\u03bb\u03bb\u03ac \u00ab\u03c0\u03bf\u03b9\u03bf\u03b9 \u03c0\u03b1\u03c1\u03ac\u03b3\u03bf\u03bd\u03c4\u03b5\u03c2 \u03bf\u03b4\u03ae\u03b3\u03b7\u03c3\u03b1\u03bd \u03c3\u03b5 \u03b1\u03c5\u03c4\u03ae \u03c4\u03b7\u03bd \u03b5\u03ba\u03c4\u03af\u03bc\u03b7\u03c3\u03b7 \u03ba\u03b1\u03b9 \u03c0\u03bf\u03b9\u03b1 \u03b5\u03bd\u03ad\u03c1\u03b3\u03b5\u03b9\u03b1 \u03bc\u03c0\u03bf\u03c1\u03b5\u03af \u03c0\u03c1\u03ac\u03b3\u03bc\u03b1\u03c4\u03b9 \u03bd\u03b1 \u03b1\u03bb\u03bb\u03ac\u03be\u03b5\u03b9 \u03c4\u03b7\u03bd \u03ad\u03ba\u03b2\u03b1\u03c3\u03b7;\u00bb. \u0395\u03ba\u03b5\u03af \u03b1\u03ba\u03c1\u03b9\u03b2\u03ce\u03c2 \u03c4\u03bf explainable AI \u03bc\u03b5\u03c4\u03b1\u03c4\u03c1\u03ad\u03c0\u03b5\u03c4\u03b1\u03b9 \u03b1\u03c0\u03cc \u03c4\u03b5\u03c7\u03bd\u03b9\u03ba\u03ae \u03b1\u03bd\u03ac\u03bb\u03c5\u03c3\u03b7 \u03c3\u03b5 \u03b5\u03c1\u03b3\u03b1\u03bb\u03b5\u03af\u03bf retention marketing.<\/p>\n<p>\u0397 \u03b5\u03c1\u03b3\u03b1\u03c3\u03af\u03b1 \u03c4\u03bf\u03c5 Sandeep Gaddamwar, <em>Explainable Artificial Intelligence for Customer Churn Prediction in Telecommunications: A Framework for CRM Integration<\/em>, \u03c0\u03c1\u03bf\u03c4\u03b5\u03af\u03bd\u03b5\u03b9 \u03ad\u03bd\u03b1 \u03bf\u03bb\u03bf\u03ba\u03bb\u03b7\u03c1\u03c9\u03bc\u03ad\u03bd\u03bf \u03c0\u03bb\u03b1\u03af\u03c3\u03b9\u03bf \u03b3\u03b9\u03b1 \u03c4\u03b7\u03bb\u03b5\u03c0\u03b9\u03ba\u03bf\u03b9\u03bd\u03c9\u03bd\u03b9\u03b1\u03ba\u03ad\u03c2 \u03b5\u03c4\u03b1\u03b9\u03c1\u03b5\u03af\u03b5\u03c2. \u03a3\u03c5\u03b3\u03ba\u03c1\u03af\u03bd\u03b5\u03b9 \u03c4\u03ad\u03c3\u03c3\u03b5\u03c1\u03b1 \u03bc\u03bf\u03bd\u03c4\u03ad\u03bb\u03b1 \u03c0\u03c1\u03cc\u03b2\u03bb\u03b5\u03c8\u03b7\u03c2 churn, \u03c7\u03c1\u03b7\u03c3\u03b9\u03bc\u03bf\u03c0\u03bf\u03b9\u03b5\u03af SHAP \u03ba\u03b1\u03b9 LIME \u03b3\u03b9\u03b1 \u03b5\u03c1\u03bc\u03b7\u03bd\u03b5\u03af\u03b1 \u03ba\u03b1\u03b9 \u03c3\u03c5\u03bd\u03b4\u03ad\u03b5\u03b9 \u03c4\u03b9\u03c2 \u03b5\u03be\u03b7\u03b3\u03ae\u03c3\u03b5\u03b9\u03c2 \u03bc\u03b5 \u03c3\u03c5\u03b3\u03ba\u03b5\u03ba\u03c1\u03b9\u03bc\u03ad\u03bd\u03b5\u03c2 \u03b5\u03bd\u03ad\u03c1\u03b3\u03b5\u03b9\u03b5\u03c2 \u03bc\u03ad\u03c3\u03b1 \u03c3\u03c4\u03bf CRM. \u0397 \u03b1\u03be\u03af\u03b1 \u03c4\u03b7\u03c2 \u03b4\u03b5\u03bd \u03b2\u03c1\u03af\u03c3\u03ba\u03b5\u03c4\u03b1\u03b9 \u03c3\u03b5 \u03ad\u03bd\u03b1\u03bd \u03bd\u03ad\u03bf \u03b1\u03bb\u03b3\u03cc\u03c1\u03b9\u03b8\u03bc\u03bf, \u03b1\u03bb\u03bb\u03ac \u03c3\u03c4\u03b7 \u03b3\u03ad\u03c6\u03c5\u03c1\u03b1 \u03b1\u03bd\u03ac\u03bc\u03b5\u03c3\u03b1 \u03c3\u03b5 \u03bc\u03bf\u03bd\u03c4\u03ad\u03bb\u03bf, \u03ac\u03bd\u03b8\u03c1\u03c9\u03c0\u03bf, \u03ba\u03b1\u03bc\u03c0\u03ac\u03bd\u03b9\u03b1 \u03ba\u03b1\u03b9 \u03b5\u03c0\u03b1\u03bd\u03b5\u03ba\u03c0\u03b1\u03af\u03b4\u03b5\u03c5\u03c3\u03b7.<\/p>\n<p>\u0393\u03b9\u03b1 \u03bc\u03b9\u03b1 \u03b5\u03c0\u03b9\u03c7\u03b5\u03af\u03c1\u03b7\u03c3\u03b7, \u03c4\u03bf \u03c0\u03c1\u03b1\u03ba\u03c4\u03b9\u03ba\u03cc \u03b5\u03c1\u03ce\u03c4\u03b7\u03bc\u03b1 \u03b5\u03af\u03bd\u03b1\u03b9 \u03b1\u03bd \u03b1\u03c5\u03c4\u03ae \u03b7 \u03b3\u03ad\u03c6\u03c5\u03c1\u03b1 \u03bc\u03c0\u03bf\u03c1\u03b5\u03af \u03bd\u03b1 \u03bb\u03b5\u03b9\u03c4\u03bf\u03c5\u03c1\u03b3\u03ae\u03c3\u03b5\u03b9 \u03bc\u03b5 \u03b1\u03be\u03b9\u03cc\u03c0\u03b9\u03c3\u03c4\u03b1 \u03b4\u03b5\u03b4\u03bf\u03bc\u03ad\u03bd\u03b1, \u03c3\u03b1\u03c6\u03ae \u03b4\u03b9\u03ba\u03b1\u03b9\u03ce\u03bc\u03b1\u03c4\u03b1 \u03ba\u03b1\u03b9 \u03bc\u03b5\u03c4\u03c1\u03ae\u03c3\u03b9\u03bc\u03bf \u03b1\u03c0\u03bf\u03c4\u03ad\u03bb\u03b5\u03c3\u03bc\u03b1. \u0397 \u03c0\u03bf\u03b9\u03cc\u03c4\u03b7\u03c4\u03b1 \u03c4\u03b7\u03c2 \u03b2\u03ac\u03c3\u03b7\u03c2 \u03c0\u03b1\u03c1\u03b1\u03bc\u03ad\u03bd\u03b5\u03b9 \u03b8\u03b5\u03bc\u03b5\u03bb\u03b9\u03ce\u03b4\u03b7\u03c2, \u03cc\u03c0\u03c9\u03c2 \u03b4\u03b5\u03af\u03c7\u03bd\u03b5\u03b9 \u03ba\u03b1\u03b9 \u03b7 \u03b1\u03bd\u03ac\u03b3\u03ba\u03b7 \u03b3\u03b9\u03b1 \u03c3\u03c5\u03c3\u03c4\u03b7\u03bc\u03b1\u03c4\u03b9\u03ba\u03cc <a href=\"https:\/\/twodots.gr\/crm-administration-revenue-growth\/\">CRM administration \u03c3\u03b5 \u03c0\u03c9\u03bb\u03ae\u03c3\u03b5\u03b9\u03c2 \u03ba\u03b1\u03b9 marketing<\/a>.<\/p>\n<h2 id=\"provlepsi-den-arkei\">\u0393\u03b9\u03b1\u03c4\u03af \u03b7 \u03c0\u03c1\u03cc\u03b2\u03bb\u03b5\u03c8\u03b7 \u03b1\u03c0\u03bf\u03c7\u03ce\u03c1\u03b7\u03c3\u03b7\u03c2 \u03b4\u03b5\u03bd \u03b1\u03c1\u03ba\u03b5\u03af<\/h2>\n<p>\u03a3\u03c4\u03bf churn prediction, \u03ad\u03bd\u03b1 \u03bc\u03bf\u03bd\u03c4\u03ad\u03bb\u03bf \u03b5\u03c0\u03b5\u03be\u03b5\u03c1\u03b3\u03ac\u03b6\u03b5\u03c4\u03b1\u03b9 \u03c3\u03c4\u03bf\u03b9\u03c7\u03b5\u03af\u03b1 \u03cc\u03c0\u03c9\u03c2 \u03b4\u03b9\u03ac\u03c1\u03ba\u03b5\u03b9\u03b1 \u03c3\u03c7\u03ad\u03c3\u03b7\u03c2, \u03b5\u03af\u03b4\u03bf\u03c2 \u03c3\u03c5\u03bc\u03b2\u03bf\u03bb\u03b1\u03af\u03bf\u03c5, \u03c5\u03c0\u03b7\u03c1\u03b5\u03c3\u03af\u03b5\u03c2, \u03c4\u03c1\u03cc\u03c0\u03bf \u03c0\u03bb\u03b7\u03c1\u03c9\u03bc\u03ae\u03c2 \u03ba\u03b1\u03b9 \u03c7\u03c1\u03b5\u03ce\u03c3\u03b5\u03b9\u03c2. \u03a4\u03bf \u03b1\u03c0\u03bf\u03c4\u03ad\u03bb\u03b5\u03c3\u03bc\u03b1 \u03b5\u03af\u03bd\u03b1\u03b9 \u03c3\u03c5\u03bd\u03ae\u03b8\u03c9\u03c2 \u03bc\u03b9\u03b1 \u03c0\u03b9\u03b8\u03b1\u03bd\u03cc\u03c4\u03b7\u03c4\u03b1 \u03b1\u03c0\u03bf\u03c7\u03ce\u03c1\u03b7\u03c3\u03b7\u03c2. \u0391\u03c5\u03c4\u03cc \u03b2\u03bf\u03b7\u03b8\u03ac \u03c3\u03c4\u03b7\u03bd \u03b9\u03b5\u03c1\u03ac\u03c1\u03c7\u03b7\u03c3\u03b7, \u03b1\u03bb\u03bb\u03ac \u03b1\u03c6\u03ae\u03bd\u03b5\u03b9 \u03b1\u03bd\u03bf\u03b9\u03c7\u03c4\u03ae \u03c4\u03b7\u03bd \u03b5\u03c0\u03b9\u03c7\u03b5\u03b9\u03c1\u03b7\u03bc\u03b1\u03c4\u03b9\u03ba\u03ae \u03b1\u03c0\u03cc\u03c6\u03b1\u03c3\u03b7. \u0388\u03bd\u03b1\u03c2 retention specialist \u03b4\u03b5\u03bd \u03bc\u03c0\u03bf\u03c1\u03b5\u03af \u03bd\u03b1 \u03b5\u03c0\u03b9\u03bb\u03ad\u03be\u03b5\u03b9 \u03c4\u03b5\u03ba\u03bc\u03b7\u03c1\u03b9\u03c9\u03bc\u03ad\u03bd\u03b1 \u03b1\u03bd\u03ac\u03bc\u03b5\u03c3\u03b1 \u03c3\u03b5 \u03b1\u03bd\u03b1\u03b2\u03ac\u03b8\u03bc\u03b9\u03c3\u03b7 \u03c3\u03c5\u03bc\u03b2\u03bf\u03bb\u03b1\u03af\u03bf\u03c5, \u03c0\u03af\u03c3\u03c4\u03c9\u03c3\u03b7 \u03bb\u03bf\u03b3\u03b1\u03c1\u03b9\u03b1\u03c3\u03bc\u03bf\u03cd \u03ae \u03c4\u03b7\u03bb\u03b5\u03c6\u03c9\u03bd\u03b9\u03ba\u03ae \u03b5\u03c0\u03b9\u03ba\u03bf\u03b9\u03bd\u03c9\u03bd\u03af\u03b1 \u03cc\u03c4\u03b1\u03bd \u03b2\u03bb\u03ad\u03c0\u03b5\u03b9 \u03bc\u03cc\u03bd\u03bf \u03ad\u03bd\u03b1\u03bd \u03b1\u03c1\u03b9\u03b8\u03bc\u03cc.<\/p>\n<p>\u0397 \u03ad\u03bb\u03bb\u03b5\u03b9\u03c8\u03b7 \u03b5\u03be\u03ae\u03b3\u03b7\u03c3\u03b7\u03c2 \u03b4\u03b7\u03bc\u03b9\u03bf\u03c5\u03c1\u03b3\u03b5\u03af \u03ba\u03b1\u03b9 \u03b4\u03b5\u03cd\u03c4\u03b5\u03c1\u03bf \u03c0\u03c1\u03cc\u03b2\u03bb\u03b7\u03bc\u03b1: \u03b4\u03c5\u03c3\u03ba\u03bf\u03bb\u03b5\u03cd\u03b5\u03b9 \u03c4\u03bf\u03bd \u03ad\u03bb\u03b5\u03b3\u03c7\u03bf \u03b5\u03bd\u03cc\u03c2 \u03bb\u03ac\u03b8\u03bf\u03c5\u03c2. \u0391\u03bd \u03c4\u03bf \u03bc\u03bf\u03bd\u03c4\u03ad\u03bb\u03bf \u03c7\u03b1\u03c1\u03b1\u03ba\u03c4\u03b7\u03c1\u03af\u03c3\u03b5\u03b9 \u03ad\u03bd\u03b1\u03bd \u03c3\u03c4\u03b1\u03b8\u03b5\u03c1\u03cc \u03c0\u03b5\u03bb\u03ac\u03c4\u03b7 \u03c9\u03c2 \u03c5\u03c8\u03b7\u03bb\u03bf\u03cd \u03ba\u03b9\u03bd\u03b4\u03cd\u03bd\u03bf\u03c5, \u03b7 \u03bf\u03bc\u03ac\u03b4\u03b1 \u03c7\u03c1\u03b5\u03b9\u03ac\u03b6\u03b5\u03c4\u03b1\u03b9 \u03bd\u03b1 \u03b3\u03bd\u03c9\u03c1\u03af\u03b6\u03b5\u03b9 \u03c0\u03bf\u03b9\u03b1 \u03c7\u03b1\u03c1\u03b1\u03ba\u03c4\u03b7\u03c1\u03b9\u03c3\u03c4\u03b9\u03ba\u03ac \u03b1\u03cd\u03be\u03b7\u03c3\u03b1\u03bd \u03c4\u03bf score. \u03a7\u03c9\u03c1\u03af\u03c2 \u03b1\u03c5\u03c4\u03ae \u03c4\u03b7 \u03b4\u03b9\u03b1\u03c6\u03ac\u03bd\u03b5\u03b9\u03b1, \u03b7 \u03b1\u03c5\u03c4\u03bf\u03bc\u03b1\u03c4\u03bf\u03c0\u03bf\u03af\u03b7\u03c3\u03b7 \u03bc\u03c0\u03bf\u03c1\u03b5\u03af \u03bd\u03b1 \u03c3\u03c0\u03b1\u03c4\u03b1\u03bb\u03ac budget, \u03bd\u03b1 \u03b5\u03bd\u03bf\u03c7\u03bb\u03b5\u03af \u03c0\u03b5\u03bb\u03ac\u03c4\u03b5\u03c2 \u03ba\u03b1\u03b9 \u03bd\u03b1 \u03b5\u03bd\u03b9\u03c3\u03c7\u03cd\u03b5\u03b9 \u03bb\u03b1\u03bd\u03b8\u03b1\u03c3\u03bc\u03ad\u03bd\u03b5\u03c2 \u03c3\u03c5\u03c3\u03c7\u03b5\u03c4\u03af\u03c3\u03b5\u03b9\u03c2.<\/p>\n<p>\u03a4\u03bf paper \u03c4\u03bf\u03c0\u03bf\u03b8\u03b5\u03c4\u03b5\u03af \u03c4\u03bf explainable AI \u03b1\u03ba\u03c1\u03b9\u03b2\u03ce\u03c2 \u03c3\u03b5 \u03b1\u03c5\u03c4\u03cc \u03c4\u03bf \u03ba\u03b5\u03bd\u03cc. \u0397 \u03b5\u03be\u03ae\u03b3\u03b7\u03c3\u03b7 \u03b4\u03b5\u03bd \u03b1\u03bd\u03c4\u03b9\u03bc\u03b5\u03c4\u03c9\u03c0\u03af\u03b6\u03b5\u03c4\u03b1\u03b9 \u03c9\u03c2 \u03b3\u03c1\u03ac\u03c6\u03b7\u03bc\u03b1 \u03c0\u03bf\u03c5 \u03ba\u03bf\u03b9\u03c4\u03ac\u03b6\u03b5\u03b9 \u03bc\u03cc\u03bd\u03bf \u03b7 \u03bf\u03bc\u03ac\u03b4\u03b1 data science, \u03b1\u03bb\u03bb\u03ac \u03c9\u03c2 \u03b4\u03bf\u03bc\u03b7\u03bc\u03ad\u03bd\u03bf input \u03b3\u03b9\u03b1 \u03c4\u03b7\u03bd \u03ba\u03b1\u03b8\u03b7\u03bc\u03b5\u03c1\u03b9\u03bd\u03ae \u03bb\u03b5\u03b9\u03c4\u03bf\u03c5\u03c1\u03b3\u03af\u03b1 \u03c4\u03bf\u03c5 CRM.<\/p>\n<div class=\"td-comparison td-comparison-cards td-comparison-cards--horizontal\">\n<div class=\"td-comparison-grid td-comparison-grid--three\">\n<article class=\"td-platform-card\">\n<p class=\"td-comparison-title\">\u039c\u03cc\u03bd\u03bf churn score<\/p>\n<p>\u0399\u03b5\u03c1\u03b1\u03c1\u03c7\u03b5\u03af \u03c4\u03bf\u03bd \u03ba\u03af\u03bd\u03b4\u03c5\u03bd\u03bf, \u03b1\u03bb\u03bb\u03ac \u03b4\u03b5\u03bd \u03b5\u03be\u03b7\u03b3\u03b5\u03af \u03c0\u03bf\u03b9\u03bf\u03c2 \u03bb\u03cc\u03b3\u03bf\u03c2 \u03b5\u03af\u03bd\u03b1\u03b9 \u03c3\u03b7\u03bc\u03b1\u03bd\u03c4\u03b9\u03ba\u03cc\u03c2 \u03bf\u03cd\u03c4\u03b5 \u03c0\u03bf\u03b9\u03b1 \u03c0\u03b1\u03c1\u03ad\u03bc\u03b2\u03b1\u03c3\u03b7 \u03b5\u03af\u03bd\u03b1\u03b9 \u03ba\u03b1\u03c4\u03ac\u03bb\u03bb\u03b7\u03bb\u03b7.<\/p>\n<div class=\"td-badge-row\"><span class=\"td-badge\">Ranking<\/span><span class=\"td-badge\">\u03a7\u03c9\u03c1\u03af\u03c2 \u03b1\u03b9\u03c4\u03af\u03b1<\/span><\/div>\n<\/article>\n<article class=\"td-platform-card\">\n<p class=\"td-comparison-title\">Score \u03bc\u03b5 explanation<\/p>\n<p>\u03a0\u03c1\u03bf\u03c3\u03b8\u03ad\u03c4\u03b5\u03b9 \u03c4\u03bf\u03c5\u03c2 \u03b2\u03b1\u03c3\u03b9\u03ba\u03bf\u03cd\u03c2 drivers \u03ba\u03b1\u03b9 \u03b2\u03bf\u03b7\u03b8\u03ac \u03c4\u03bf\u03bd specialist \u03bd\u03b1 \u03b5\u03bb\u03ad\u03b3\u03be\u03b5\u03b9 \u03b1\u03bd \u03b7 \u03c0\u03c1\u03cc\u03c4\u03b1\u03c3\u03b7 \u03c4\u03b1\u03b9\u03c1\u03b9\u03ac\u03b6\u03b5\u03b9 \u03c3\u03c4\u03bf \u03b9\u03c3\u03c4\u03bf\u03c1\u03b9\u03ba\u03cc \u03c4\u03bf\u03c5 \u03c0\u03b5\u03bb\u03ac\u03c4\u03b7.<\/p>\n<div class=\"td-badge-row\"><span class=\"td-badge\">SHAP<\/span><span class=\"td-badge\">LIME<\/span><\/div>\n<\/article>\n<article class=\"td-platform-card td-platform-card--navy\">\n<p class=\"td-comparison-title\">Closed-loop CRM<\/p>\n<p>\u03a3\u03c5\u03bd\u03b4\u03ad\u03b5\u03b9 explanation, \u03b5\u03c0\u03b9\u03bb\u03b5\u03b3\u03bc\u03ad\u03bd\u03b7 \u03b5\u03bd\u03ad\u03c1\u03b3\u03b5\u03b9\u03b1, control group, \u03c0\u03c1\u03b1\u03b3\u03bc\u03b1\u03c4\u03b9\u03ba\u03cc outcome \u03ba\u03b1\u03b9 \u03ba\u03b1\u03bd\u03cc\u03bd\u03b1 \u03b5\u03c0\u03b1\u03bd\u03b5\u03ba\u03c0\u03b1\u03af\u03b4\u03b5\u03c5\u03c3\u03b7\u03c2.<\/p>\n<div class=\"td-badge-row\"><span class=\"td-badge\">Uplift<\/span><span class=\"td-badge\">Feedback<\/span><\/div>\n<\/article>\n<\/div>\n<\/div>\n<h2 id=\"peirama-montela\">\u03a4\u03ad\u03c3\u03c3\u03b5\u03c1\u03b1 \u03bc\u03bf\u03bd\u03c4\u03ad\u03bb\u03b1 \u03c3\u03c4\u03bf \u03af\u03b4\u03b9\u03bf \u03c3\u03cd\u03bd\u03bf\u03bb\u03bf \u03b4\u03b5\u03b4\u03bf\u03bc\u03ad\u03bd\u03c9\u03bd<\/h2>\n<p>\u0397 \u03bc\u03b5\u03bb\u03ad\u03c4\u03b7 \u03c7\u03c1\u03b7\u03c3\u03b9\u03bc\u03bf\u03c0\u03bf\u03b9\u03b5\u03af \u03c4\u03bf \u03b4\u03b7\u03bc\u03cc\u03c3\u03b9\u03bf IBM Telco Customer Churn benchmark \u03bc\u03b5 7.043 \u03b5\u03b3\u03b3\u03c1\u03b1\u03c6\u03ad\u03c2 \u03ba\u03b1\u03b9 19 \u03c0\u03c1\u03bf\u03b2\u03bb\u03b5\u03c0\u03c4\u03b9\u03ba\u03ac \u03c7\u03b1\u03c1\u03b1\u03ba\u03c4\u03b7\u03c1\u03b9\u03c3\u03c4\u03b9\u03ba\u03ac. \u03a4\u03bf \u03b1\u03c1\u03c7\u03b9\u03ba\u03cc \u03c0\u03bf\u03c3\u03bf\u03c3\u03c4\u03cc churn \u03b5\u03af\u03bd\u03b1\u03b9 26,5%. \u03a4\u03b1 \u03b4\u03b5\u03b4\u03bf\u03bc\u03ad\u03bd\u03b1 \u03c7\u03c9\u03c1\u03af\u03b6\u03bf\u03bd\u03c4\u03b1\u03b9 \u03bc\u03b5 stratified split 80\/20, \u03ce\u03c3\u03c4\u03b5 \u03b7 \u03b1\u03bd\u03b1\u03bb\u03bf\u03b3\u03af\u03b1 \u03c4\u03c9\u03bd \u03ba\u03bb\u03ac\u03c3\u03b5\u03c9\u03bd \u03bd\u03b1 \u03b4\u03b9\u03b1\u03c4\u03b7\u03c1\u03b5\u03af\u03c4\u03b1\u03b9, \u03b5\u03bd\u03ce \u03c4\u03bf SMOTE \u03b5\u03c6\u03b1\u03c1\u03bc\u03cc\u03b6\u03b5\u03c4\u03b1\u03b9 \u03b1\u03c0\u03bf\u03ba\u03bb\u03b5\u03b9\u03c3\u03c4\u03b9\u03ba\u03ac \u03c3\u03c4\u03bf training partition. \u0388\u03c4\u03c3\u03b9 \u03b1\u03c0\u03bf\u03c6\u03b5\u03cd\u03b3\u03b5\u03c4\u03b1\u03b9 \u03b7 \u03b4\u03b9\u03b1\u03c1\u03c1\u03bf\u03ae \u03c3\u03c5\u03bd\u03b8\u03b5\u03c4\u03b9\u03ba\u03ce\u03bd \u03c0\u03b1\u03c1\u03b1\u03b4\u03b5\u03b9\u03b3\u03bc\u03ac\u03c4\u03c9\u03bd \u03c3\u03c4\u03bf test set \u03c4\u03c9\u03bd 1.409 \u03b5\u03b3\u03b3\u03c1\u03b1\u03c6\u03ce\u03bd.<\/p>\n<p>\u03a3\u03c5\u03b3\u03ba\u03c1\u03af\u03bd\u03bf\u03bd\u03c4\u03b1\u03b9 Logistic Regression, Random Forest, XGBoost \u03ba\u03b1\u03b9 LightGBM. \u0397 Logistic Regression \u03bb\u03b5\u03b9\u03c4\u03bf\u03c5\u03c1\u03b3\u03b5\u03af \u03c9\u03c2 \u03b3\u03c1\u03b1\u03bc\u03bc\u03b9\u03ba\u03ae \u03b2\u03ac\u03c3\u03b7, \u03c4\u03bf Random Forest \u03c7\u03c1\u03b7\u03c3\u03b9\u03bc\u03bf\u03c0\u03bf\u03b9\u03b5\u03af 400 \u03b4\u03ad\u03bd\u03c4\u03c1\u03b1, \u03b5\u03bd\u03ce XGBoost \u03ba\u03b1\u03b9 LightGBM \u03b5\u03ba\u03c0\u03c1\u03bf\u03c3\u03c9\u03c0\u03bf\u03cd\u03bd \u03c4\u03b9\u03c2 gradient-boosted \u03c0\u03c1\u03bf\u03c3\u03b5\u03b3\u03b3\u03af\u03c3\u03b5\u03b9\u03c2. \u038c\u03bb\u03b1 \u03b1\u03be\u03b9\u03bf\u03bb\u03bf\u03b3\u03bf\u03cd\u03bd\u03c4\u03b1\u03b9 \u03bc\u03b5 \u03ba\u03b1\u03c4\u03ce\u03c6\u03bb\u03b9 0,5, \u03c7\u03c9\u03c1\u03af\u03c2 \u03b5\u03ba \u03c4\u03c9\u03bd \u03c5\u03c3\u03c4\u03ad\u03c1\u03c9\u03bd \u03c0\u03c1\u03bf\u03c3\u03b1\u03c1\u03bc\u03bf\u03b3\u03ae \u03c4\u03bf\u03c5 threshold.<\/p>\n<p>\u0397 \u03c0\u03c1\u03bf\u03b5\u03c0\u03b5\u03be\u03b5\u03c1\u03b3\u03b1\u03c3\u03af\u03b1 \u03c0\u03b5\u03c1\u03b9\u03bb\u03b1\u03bc\u03b2\u03ac\u03bd\u03b5\u03b9 label encoding \u03b3\u03b9\u03b1 \u03b4\u03c5\u03b1\u03b4\u03b9\u03ba\u03ac \u03c0\u03b5\u03b4\u03af\u03b1, one-hot encoding \u03b3\u03b9\u03b1 \u03c4\u03b9\u03c2 \u03c5\u03c0\u03cc\u03bb\u03bf\u03b9\u03c0\u03b5\u03c2 \u03ba\u03b1\u03c4\u03b7\u03b3\u03bf\u03c1\u03af\u03b5\u03c2 \u03ba\u03b1\u03b9 min-max scaling \u03b3\u03b9\u03b1 \u03c4\u03b9\u03c2 \u03c3\u03c5\u03bd\u03b5\u03c7\u03b5\u03af\u03c2 \u03bc\u03b5\u03c4\u03b1\u03b2\u03bb\u03b7\u03c4\u03ad\u03c2. \u03a4\u03bf \u03c4\u03b5\u03bb\u03b9\u03ba\u03cc feature space \u03c6\u03c4\u03ac\u03bd\u03b5\u03b9 \u03c4\u03b9\u03c2 40 \u03b4\u03b9\u03b1\u03c3\u03c4\u03ac\u03c3\u03b5\u03b9\u03c2. \u0391\u03c5\u03c4\u03ae \u03b7 \u03bb\u03b5\u03c0\u03c4\u03bf\u03bc\u03ad\u03c1\u03b5\u03b9\u03b1 \u03ad\u03c7\u03b5\u03b9 \u03c3\u03b7\u03bc\u03b1\u03c3\u03af\u03b1: \u03b7 \u03c3\u03cd\u03b3\u03ba\u03c1\u03b9\u03c3\u03b7 \u03c4\u03c9\u03bd \u03bc\u03bf\u03bd\u03c4\u03ad\u03bb\u03c9\u03bd \u03b3\u03af\u03bd\u03b5\u03c4\u03b1\u03b9 \u03c0\u03ac\u03bd\u03c9 \u03c3\u03c4\u03b7\u03bd \u03af\u03b4\u03b9\u03b1 \u03b2\u03ac\u03c3\u03b7 \u03ba\u03b1\u03b9 \u03c4\u03bf SMOTE \u03b4\u03b5\u03bd \u03b5\u03c0\u03b7\u03c1\u03b5\u03ac\u03b6\u03b5\u03b9 \u03c4\u03b7\u03bd \u03c4\u03b5\u03bb\u03b9\u03ba\u03ae \u03b1\u03be\u03b9\u03bf\u03bb\u03cc\u03b3\u03b7\u03c3\u03b7 \u03bc\u03b5 \u03c3\u03c5\u03bd\u03b8\u03b5\u03c4\u03b9\u03ba\u03ad\u03c2 \u03b5\u03b3\u03b3\u03c1\u03b1\u03c6\u03ad\u03c2 \u03c3\u03c4\u03bf test set.<\/p>\n<h2 id=\"apodosi-montelon\">\u03a4\u03bf \u03b1\u03c0\u03bb\u03bf\u03cd\u03c3\u03c4\u03b5\u03c1\u03bf \u03bc\u03bf\u03bd\u03c4\u03ad\u03bb\u03bf \u03b1\u03c0\u03bf\u03b4\u03b5\u03af\u03c7\u03b8\u03b7\u03ba\u03b5 \u03b1\u03bd\u03c4\u03b1\u03b3\u03c9\u03bd\u03b9\u03c3\u03c4\u03b9\u03ba\u03cc<\/h2>\n<p>\u0397 Logistic Regression \u03c0\u03ad\u03c4\u03c5\u03c7\u03b5 \u03c4\u03bf \u03c5\u03c8\u03b7\u03bb\u03cc\u03c4\u03b5\u03c1\u03bf AUC-ROC, 0,8411, \u03ba\u03b1\u03b9 recall 78,34%. \u03a4\u03bf LightGBM \u03b5\u03af\u03c7\u03b5 \u03c4\u03b7\u03bd \u03c5\u03c8\u03b7\u03bb\u03cc\u03c4\u03b5\u03c1\u03b7 accuracy, 78,42%, \u03ba\u03b1\u03b9 precision 59,07%. \u03a4\u03bf Random Forest \u03c3\u03b7\u03bc\u03b5\u03af\u03c9\u03c3\u03b5 \u03c4\u03bf \u03ba\u03b1\u03bb\u03cd\u03c4\u03b5\u03c1\u03bf F1, 0,6231. \u0397 \u03bf\u03c5\u03c3\u03af\u03b1 \u03b2\u03c1\u03af\u03c3\u03ba\u03b5\u03c4\u03b1\u03b9 \u03c3\u03c4\u03b7 \u03bc\u03b9\u03ba\u03c1\u03ae \u03bc\u03b5\u03c4\u03b1\u03be\u03cd \u03c4\u03bf\u03c5\u03c2 \u03b1\u03c0\u03cc\u03c3\u03c4\u03b1\u03c3\u03b7: \u03cc\u03bb\u03b1 \u03c4\u03b1 \u03bc\u03bf\u03bd\u03c4\u03ad\u03bb\u03b1 \u03ba\u03b9\u03bd\u03bf\u03cd\u03bd\u03c4\u03b1\u03b9 \u03c3\u03b5 \u03b5\u03cd\u03c1\u03bf\u03c2 \u03bc\u03cc\u03bb\u03b9\u03c2 0,011 \u03c3\u03c4\u03bf AUC.<\/p>\n<p>\u0397 \u03c0\u03b5\u03bd\u03c4\u03b1\u03c0\u03bb\u03ae \u03b4\u03b9\u03b1\u03c3\u03c4\u03b1\u03c5\u03c1\u03bf\u03cd\u03bc\u03b5\u03bd\u03b7 \u03b5\u03c0\u03b9\u03ba\u03cd\u03c1\u03c9\u03c3\u03b7 \u03b5\u03bd\u03b9\u03c3\u03c7\u03cd\u03b5\u03b9 \u03b1\u03c5\u03c4\u03cc \u03c4\u03bf \u03c3\u03c5\u03bc\u03c0\u03ad\u03c1\u03b1\u03c3\u03bc\u03b1. \u03a4\u03b1 \u03bc\u03ad\u03c3\u03b1 AUC \u03b5\u03af\u03bd\u03b1\u03b9 0,845 \u03b3\u03b9\u03b1 Logistic Regression, 0,842 \u03b3\u03b9\u03b1 Random Forest, 0,839 \u03b3\u03b9\u03b1 XGBoost \u03ba\u03b1\u03b9 0,831 \u03b3\u03b9\u03b1 LightGBM. \u039f\u03b9 \u03c4\u03c1\u03b5\u03b9\u03c2 \u03c0\u03c1\u03ce\u03c4\u03b5\u03c2 \u03b5\u03c0\u03b9\u03b4\u03cc\u03c3\u03b5\u03b9\u03c2 \u03b2\u03c1\u03af\u03c3\u03ba\u03bf\u03bd\u03c4\u03b1\u03b9 \u03bc\u03ad\u03c3\u03b1 \u03c3\u03b5 \u03bc\u03af\u03b1 \u03c4\u03c5\u03c0\u03b9\u03ba\u03ae \u03b1\u03c0\u03cc\u03ba\u03bb\u03b9\u03c3\u03b7. \u0393\u03b9\u03b1 \u03bc\u03b9\u03b1 \u03b5\u03c0\u03b9\u03c7\u03b5\u03af\u03c1\u03b7\u03c3\u03b7, \u03b1\u03c5\u03c4\u03cc \u03c3\u03b7\u03bc\u03b1\u03af\u03bd\u03b5\u03b9 \u03cc\u03c4\u03b9 \u03b7 \u03bc\u03b5\u03b3\u03b1\u03bb\u03cd\u03c4\u03b5\u03c1\u03b7 \u03c0\u03bf\u03bb\u03c5\u03c0\u03bb\u03bf\u03ba\u03cc\u03c4\u03b7\u03c4\u03b1 \u03b4\u03b5\u03bd \u03b5\u03be\u03b1\u03c3\u03c6\u03b1\u03bb\u03af\u03b6\u03b5\u03b9 \u03c0\u03ac\u03bd\u03c4\u03b1 \u03bc\u03b5\u03b3\u03b1\u03bb\u03cd\u03c4\u03b5\u03c1\u03b7 \u03b1\u03be\u03af\u03b1. \u0391\u03bd \u03c4\u03b1 \u03b2\u03b1\u03c3\u03b9\u03ba\u03ac \u03c3\u03ae\u03bc\u03b1\u03c4\u03b1 \u03b5\u03af\u03bd\u03b1\u03b9 \u03ba\u03c5\u03c1\u03af\u03c9\u03c2 \u03c0\u03c1\u03bf\u03c3\u03b8\u03b5\u03c4\u03b9\u03ba\u03ac, \u03ad\u03bd\u03b1 \u03ba\u03b1\u03bb\u03ac \u03c1\u03c5\u03b8\u03bc\u03b9\u03c3\u03bc\u03ad\u03bd\u03bf \u03b3\u03c1\u03b1\u03bc\u03bc\u03b9\u03ba\u03cc \u03bc\u03bf\u03bd\u03c4\u03ad\u03bb\u03bf \u03bc\u03c0\u03bf\u03c1\u03b5\u03af \u03bd\u03b1 \u03b5\u03af\u03bd\u03b1\u03b9 \u03b1\u03c1\u03ba\u03b5\u03c4\u03cc \u03ba\u03b1\u03b9 \u03b5\u03c5\u03ba\u03bf\u03bb\u03cc\u03c4\u03b5\u03c1\u03bf \u03bd\u03b1 \u03b5\u03bb\u03b5\u03b3\u03c7\u03b8\u03b5\u03af.<\/p>\n<div class=\"td-chart td-chart--metrics\">\n<div class=\"td-chart-head\">\n<p class=\"td-chart-title\">\u039f\u03b9 \u03ba\u03b1\u03bb\u03cd\u03c4\u03b5\u03c1\u03b5\u03c2 \u03b5\u03c0\u03b9\u03b4\u03cc\u03c3\u03b5\u03b9\u03c2 \u03b1\u03bd\u03ac \u03bc\u03b5\u03c4\u03c1\u03b9\u03ba\u03ae \u03c3\u03c4\u03bf test set<\/p>\n<p class=\"td-chart-subtitle\">\u039f\u03b9 \u03c4\u03b9\u03bc\u03ad\u03c2 \u03c0\u03c1\u03bf\u03ad\u03c1\u03c7\u03bf\u03bd\u03c4\u03b1\u03b9 \u03b1\u03c0\u03cc \u03c4\u03bf \u03af\u03b4\u03b9\u03bf held-out test set 1.409 \u03b5\u03b3\u03b3\u03c1\u03b1\u03c6\u03ce\u03bd \u03ba\u03b1\u03b9 \u03ba\u03b1\u03c4\u03ce\u03c6\u03bb\u03b9 0,5. \u039a\u03ac\u03b8\u03b5 \u03ba\u03ac\u03c1\u03c4\u03b1 \u03b4\u03b5\u03af\u03c7\u03bd\u03b5\u03b9 \u03c4\u03bf \u03bc\u03bf\u03bd\u03c4\u03ad\u03bb\u03bf \u03c0\u03bf\u03c5 \u03c0\u03c1\u03bf\u03b7\u03b3\u03ae\u03b8\u03b7\u03ba\u03b5 \u03c3\u03c4\u03b7 \u03c3\u03c5\u03b3\u03ba\u03b5\u03ba\u03c1\u03b9\u03bc\u03ad\u03bd\u03b7 \u03bc\u03b5\u03c4\u03c1\u03b9\u03ba\u03ae.<\/p>\n<\/div>\n<div class=\"td-chart-body\">\n<div class=\"td-metric-grid\">\n<div class=\"td-metric-card\"><span class=\"td-metric-value\">0,8411<\/span><span class=\"td-metric-label\">AUC, Logistic Regression<\/span><\/div>\n<div class=\"td-metric-card\"><span class=\"td-metric-value\">78,34%<\/span><span class=\"td-metric-label\">recall, Logistic Regression<\/span><\/div>\n<div class=\"td-metric-card\"><span class=\"td-metric-value\">78,42%<\/span><span class=\"td-metric-label\">accuracy, LightGBM<\/span><\/div>\n<div class=\"td-metric-card\"><span class=\"td-metric-value\">0,6231<\/span><span class=\"td-metric-label\">F1, Random Forest<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<h2 id=\"drivers-churn\">\u03a0\u03bf\u03b9\u03b1 \u03c7\u03b1\u03c1\u03b1\u03ba\u03c4\u03b7\u03c1\u03b9\u03c3\u03c4\u03b9\u03ba\u03ac \u03c3\u03c5\u03bd\u03b4\u03ad\u03b8\u03b7\u03ba\u03b1\u03bd \u03bc\u03b5 \u03c4\u03bf churn<\/h2>\n<p>\u03a3\u03c4\u03bf \u03c3\u03c5\u03b3\u03ba\u03b5\u03ba\u03c1\u03b9\u03bc\u03ad\u03bd\u03bf dataset, \u03b7 \u03b4\u03b9\u03ac\u03c1\u03ba\u03b5\u03b9\u03b1 \u03c4\u03b7\u03c2 \u03c3\u03c7\u03ad\u03c3\u03b7\u03c2 \u03bc\u03b5 \u03c4\u03bf\u03bd \u03c0\u03b5\u03bb\u03ac\u03c4\u03b7 \u03b1\u03bd\u03b1\u03b4\u03b5\u03af\u03c7\u03b8\u03b7\u03ba\u03b5 \u03c9\u03c2 \u03c4\u03bf \u03b9\u03c3\u03c7\u03c5\u03c1\u03cc\u03c4\u03b5\u03c1\u03bf \u03c3\u03ae\u03bc\u03b1 \u03ba\u03b1\u03b9 \u03b5\u03af\u03c7\u03b5 \u03bc\u03ad\u03c3\u03b7 \u03b1\u03c0\u03cc\u03bb\u03c5\u03c4\u03b7 \u03c3\u03c5\u03bd\u03b5\u03b9\u03c3\u03c6\u03bf\u03c1\u03ac SHAP \u03c0\u03ac\u03bd\u03c9 \u03b1\u03c0\u03cc 2,5 \u03c6\u03bf\u03c1\u03ad\u03c2 \u03bc\u03b5\u03b3\u03b1\u03bb\u03cd\u03c4\u03b5\u03c1\u03b7 \u03b1\u03c0\u03cc \u03ba\u03ac\u03b8\u03b5 \u03ac\u03bb\u03bb\u03bf \u03c7\u03b1\u03c1\u03b1\u03ba\u03c4\u03b7\u03c1\u03b9\u03c3\u03c4\u03b9\u03ba\u03cc. \u0391\u03ba\u03bf\u03bb\u03bf\u03cd\u03b8\u03b7\u03c3\u03b1\u03bd \u03bf\u03b9 \u03c3\u03c5\u03bd\u03bf\u03bb\u03b9\u03ba\u03ad\u03c2 \u03c7\u03c1\u03b5\u03ce\u03c3\u03b5\u03b9\u03c2 \u03ba\u03b1\u03b9 \u03bf \u03c4\u03cd\u03c0\u03bf\u03c2 \u03c3\u03c5\u03bc\u03b2\u03bf\u03bb\u03b1\u03af\u03bf\u03c5. \u03a4\u03b1 month-to-month \u03c3\u03c5\u03bc\u03b2\u03cc\u03bb\u03b1\u03b9\u03b1 \u03c3\u03c5\u03bd\u03b4\u03ad\u03b8\u03b7\u03ba\u03b1\u03bd \u03bc\u03b5 \u03c5\u03c8\u03b7\u03bb\u03cc\u03c4\u03b5\u03c1\u03bf churn, \u03b5\u03bd\u03ce \u03c4\u03b1 \u03b4\u03b9\u03b5\u03c4\u03ae \u03bb\u03b5\u03b9\u03c4\u03bf\u03c5\u03c1\u03b3\u03bf\u03cd\u03c3\u03b1\u03bd \u03c0\u03c1\u03bf\u03c3\u03c4\u03b1\u03c4\u03b5\u03c5\u03c4\u03b9\u03ba\u03ac.<\/p>\n<p>\u03a4\u03b1 \u03c0\u03b5\u03c1\u03b9\u03b3\u03c1\u03b1\u03c6\u03b9\u03ba\u03ac \u03b4\u03b5\u03b4\u03bf\u03bc\u03ad\u03bd\u03b1 \u03b4\u03b5\u03af\u03c7\u03bd\u03bf\u03c5\u03bd \u03bc\u03b5\u03b3\u03ac\u03bb\u03b5\u03c2 \u03b4\u03b9\u03b1\u03c6\u03bf\u03c1\u03ad\u03c2: \u03c0\u03b5\u03c1\u03af\u03c0\u03bf\u03c5 42,7% churn \u03c3\u03c4\u03bf\u03c5\u03c2 \u03c0\u03b5\u03bb\u03ac\u03c4\u03b5\u03c2 \u03bc\u03ae\u03bd\u03b1 \u03bc\u03b5 \u03c4\u03bf\u03bd \u03bc\u03ae\u03bd\u03b1, \u03ad\u03bd\u03b1\u03bd\u03c4\u03b9 11,3% \u03c3\u03c4\u03b1 \u03b5\u03c4\u03ae\u03c3\u03b9\u03b1 \u03ba\u03b1\u03b9 2,8% \u03c3\u03c4\u03b1 \u03b4\u03b9\u03b5\u03c4\u03ae \u03c3\u03c5\u03bc\u03b2\u03cc\u03bb\u03b1\u03b9\u03b1. \u039f\u03b9 \u03c3\u03c5\u03bd\u03b4\u03c1\u03bf\u03bc\u03b7\u03c4\u03ad\u03c2 fiber \u03b5\u03bc\u03c6\u03ac\u03bd\u03b9\u03c3\u03b1\u03bd 41,9%, \u03ad\u03bd\u03b1\u03bd\u03c4\u03b9 19,0% \u03b3\u03b9\u03b1 DSL. \u039f\u03b9 \u03c0\u03bb\u03b7\u03c1\u03c9\u03bc\u03ad\u03c2 \u03bc\u03b5 electronic check \u03c3\u03c5\u03bd\u03b4\u03ad\u03b8\u03b7\u03ba\u03b1\u03bd \u03bc\u03b5 45,3%, \u03ad\u03bd\u03b1\u03bd\u03c4\u03b9 15,2% \u03b3\u03b9\u03b1 \u03b1\u03c5\u03c4\u03cc\u03bc\u03b1\u03c4\u03b7 \u03c0\u03b9\u03c3\u03c4\u03c9\u03c4\u03b9\u03ba\u03ae \u03ba\u03ac\u03c1\u03c4\u03b1. \u0391\u03c5\u03c4\u03ad\u03c2 \u03b5\u03af\u03bd\u03b1\u03b9 \u03c3\u03c5\u03c3\u03c7\u03b5\u03c4\u03af\u03c3\u03b5\u03b9\u03c2 \u03c4\u03bf\u03c5 \u03c3\u03c5\u03b3\u03ba\u03b5\u03ba\u03c1\u03b9\u03bc\u03ad\u03bd\u03bf\u03c5 benchmark, \u03cc\u03c7\u03b9 \u03b1\u03c0\u03cc\u03b4\u03b5\u03b9\u03be\u03b7 \u03b1\u03b9\u03c4\u03b9\u03cc\u03c4\u03b7\u03c4\u03b1\u03c2 \u03ae \u03ba\u03b1\u03b8\u03bf\u03bb\u03b9\u03ba\u03cc\u03c2 \u03ba\u03b1\u03bd\u03cc\u03bd\u03b1\u03c2 \u03b3\u03b9\u03b1 \u03ba\u03ac\u03b8\u03b5 \u03c0\u03ac\u03c1\u03bf\u03c7\u03bf.<\/p>\n<p>\u0397 \u03b4\u03b9\u03ac\u03ba\u03c1\u03b9\u03c3\u03b7 \u03b5\u03af\u03bd\u03b1\u03b9 \u03ba\u03c1\u03af\u03c3\u03b9\u03bc\u03b7. \u0393\u03b9\u03b1 \u03c0\u03b1\u03c1\u03ac\u03b4\u03b5\u03b9\u03b3\u03bc\u03b1, \u03c4\u03bf paper \u03b5\u03c1\u03bc\u03b7\u03bd\u03b5\u03cd\u03b5\u03b9 \u03c4\u03bf \u03c5\u03c8\u03b7\u03bb\u03cc\u03c4\u03b5\u03c1\u03bf churn \u03c3\u03c4\u03bf fiber \u03c9\u03c2 \u03c0\u03b9\u03b8\u03b1\u03bd\u03ae \u03ad\u03bd\u03b4\u03b5\u03b9\u03be\u03b7 \u03b5\u03c5\u03b1\u03b9\u03c3\u03b8\u03b7\u03c3\u03af\u03b1\u03c2 \u03c3\u03c4\u03b7\u03bd \u03c4\u03b9\u03bc\u03ae, \u03cc\u03c7\u03b9 \u03c9\u03c2 \u03b1\u03c0\u03cc\u03b4\u03b5\u03b9\u03be\u03b7 \u03cc\u03c4\u03b9 \u03b7 \u03c4\u03b5\u03c7\u03bd\u03bf\u03bb\u03bf\u03b3\u03af\u03b1 \u03c0\u03c1\u03bf\u03ba\u03b1\u03bb\u03b5\u03af \u03b4\u03c5\u03c3\u03b1\u03c1\u03ad\u03c3\u03ba\u03b5\u03b9\u03b1. \u039c\u03b9\u03b1 \u03b5\u03c4\u03b1\u03b9\u03c1\u03b5\u03af\u03b1 \u03c0\u03c1\u03ad\u03c0\u03b5\u03b9 \u03bd\u03b1 \u03b5\u03c0\u03b9\u03b2\u03b5\u03b2\u03b1\u03b9\u03ce\u03c3\u03b5\u03b9 \u03c4\u03ad\u03c4\u03bf\u03b9\u03b5\u03c2 \u03c5\u03c0\u03bf\u03b8\u03ad\u03c3\u03b5\u03b9\u03c2 \u03bc\u03b5 \u03c4\u03b1 \u03b4\u03b9\u03ba\u03ac \u03c4\u03b7\u03c2 \u03c3\u03c4\u03bf\u03b9\u03c7\u03b5\u03af\u03b1, \u03ad\u03c1\u03b5\u03c5\u03bd\u03b1 \u03c0\u03b5\u03bb\u03b1\u03c4\u03ce\u03bd \u03ba\u03b1\u03b9 \u03c0\u03b5\u03b9\u03c1\u03ac\u03bc\u03b1\u03c4\u03b1. \u0397 \u03af\u03b4\u03b9\u03b1 \u03c0\u03b5\u03b9\u03b8\u03b1\u03c1\u03c7\u03af\u03b1 \u03b5\u03af\u03bd\u03b1\u03b9 \u03b1\u03c0\u03b1\u03c1\u03b1\u03af\u03c4\u03b7\u03c4\u03b7 \u03cc\u03c4\u03b1\u03bd \u03c4\u03bf CRM \u03c3\u03c5\u03bd\u03b4\u03ad\u03b5\u03c4\u03b1\u03b9 \u03bc\u03b5 \u03ba\u03b1\u03bc\u03c0\u03ac\u03bd\u03b9\u03b5\u03c2, \u03b5\u03b9\u03b4\u03b9\u03ba\u03ac \u03cc\u03c0\u03bf\u03c5 \u03b1\u03c0\u03b1\u03b9\u03c4\u03b5\u03af\u03c4\u03b1\u03b9 <a href=\"https:\/\/twodots.gr\/crm-compliance-dedomena-pelaton-marketing\/\">\u03c0\u03c1\u03bf\u03c3\u03c4\u03b1\u03c3\u03af\u03b1 \u03b4\u03b5\u03b4\u03bf\u03bc\u03ad\u03bd\u03c9\u03bd \u03c7\u03c9\u03c1\u03af\u03c2 \u03bd\u03b1 \u03c6\u03c1\u03b5\u03bd\u03ac\u03c1\u03b5\u03b9 \u03c4\u03bf marketing<\/a>.<\/p>\n<h2 id=\"shap-lime\">SHAP \u03ba\u03b1\u03b9 LIME: \u03b4\u03cd\u03bf \u03b5\u03c0\u03af\u03c0\u03b5\u03b4\u03b1 \u03b5\u03be\u03ae\u03b3\u03b7\u03c3\u03b7\u03c2<\/h2>\n<p>\u03a4\u03bf SHAP \u03c7\u03c1\u03b7\u03c3\u03b9\u03bc\u03bf\u03c0\u03bf\u03b9\u03b5\u03af\u03c4\u03b1\u03b9 \u03c4\u03cc\u03c3\u03bf \u03c3\u03c5\u03bd\u03bf\u03bb\u03b9\u03ba\u03ac \u03cc\u03c3\u03bf \u03ba\u03b1\u03b9 \u03b1\u03bd\u03ac \u03c0\u03b5\u03bb\u03ac\u03c4\u03b7. \u03a3\u03b5 global \u03b5\u03c0\u03af\u03c0\u03b5\u03b4\u03bf, \u03b7 \u03bc\u03ad\u03c3\u03b7 \u03b1\u03c0\u03cc\u03bb\u03c5\u03c4\u03b7 \u03c4\u03b9\u03bc\u03ae SHAP \u03c4\u03b1\u03be\u03b9\u03bd\u03bf\u03bc\u03b5\u03af \u03c4\u03b1 \u03c7\u03b1\u03c1\u03b1\u03ba\u03c4\u03b7\u03c1\u03b9\u03c3\u03c4\u03b9\u03ba\u03ac \u03b1\u03bd\u03ac\u03bb\u03bf\u03b3\u03b1 \u03bc\u03b5 \u03c4\u03b7 \u03c3\u03c4\u03b1\u03b8\u03b5\u03c1\u03ae \u03b5\u03c0\u03b9\u03c1\u03c1\u03bf\u03ae \u03c4\u03bf\u03c5\u03c2 \u03c3\u03c4\u03b9\u03c2 \u03c0\u03c1\u03bf\u03b2\u03bb\u03ad\u03c8\u03b5\u03b9\u03c2. \u03a3\u03b5 local \u03b5\u03c0\u03af\u03c0\u03b5\u03b4\u03bf, \u03ad\u03bd\u03b1 waterfall \u03b5\u03be\u03b7\u03b3\u03b5\u03af \u03c0\u03bf\u03b9\u03bf\u03b9 \u03c0\u03b1\u03c1\u03ac\u03b3\u03bf\u03bd\u03c4\u03b5\u03c2 \u03ad\u03c3\u03c0\u03c1\u03c9\u03be\u03b1\u03bd \u03bc\u03b9\u03b1 \u03c3\u03c5\u03b3\u03ba\u03b5\u03ba\u03c1\u03b9\u03bc\u03ad\u03bd\u03b7 \u03b5\u03ba\u03c4\u03af\u03bc\u03b7\u03c3\u03b7 \u03c0\u03c1\u03bf\u03c2 churn \u03ae retention.<\/p>\n<p>\u03a4\u03bf LIME \u03bb\u03b5\u03b9\u03c4\u03bf\u03c5\u03c1\u03b3\u03b5\u03af \u03b4\u03b9\u03b1\u03c6\u03bf\u03c1\u03b5\u03c4\u03b9\u03ba\u03ac: \u03b4\u03b7\u03bc\u03b9\u03bf\u03c5\u03c1\u03b3\u03b5\u03af \u03c0\u03b1\u03c1\u03b1\u03bb\u03bb\u03b1\u03b3\u03ad\u03c2 \u03b3\u03cd\u03c1\u03c9 \u03b1\u03c0\u03cc \u03ad\u03bd\u03b1 \u03c3\u03c5\u03b3\u03ba\u03b5\u03ba\u03c1\u03b9\u03bc\u03ad\u03bd\u03bf \u03c0\u03b5\u03c1\u03b9\u03c3\u03c4\u03b1\u03c4\u03b9\u03ba\u03cc \u03ba\u03b1\u03b9 \u03c0\u03c1\u03bf\u03c3\u03b1\u03c1\u03bc\u03cc\u03b6\u03b5\u03b9 \u03ad\u03bd\u03b1 \u03c4\u03bf\u03c0\u03b9\u03ba\u03cc \u03b3\u03c1\u03b1\u03bc\u03bc\u03b9\u03ba\u03cc surrogate. \u0397 \u03bc\u03b5\u03bb\u03ad\u03c4\u03b7 \u03b4\u03b9\u03b1\u03ba\u03c1\u03b9\u03c4\u03bf\u03c0\u03bf\u03b9\u03b5\u03af \u03c4\u03b9\u03c2 \u03c3\u03c5\u03bd\u03b5\u03c7\u03b5\u03af\u03c2 \u03bc\u03b5\u03c4\u03b1\u03b2\u03bb\u03b7\u03c4\u03ad\u03c2 \u03ba\u03b1\u03b9 \u03b4\u03b7\u03bb\u03ce\u03bd\u03b5\u03b9 \u03c4\u03b9\u03c2 \u03b4\u03c5\u03b1\u03b4\u03b9\u03ba\u03ad\u03c2 \u03ba\u03b1\u03b9 one-hot \u03c3\u03c4\u03ae\u03bb\u03b5\u03c2 \u03c9\u03c2 \u03ba\u03b1\u03c4\u03b7\u03b3\u03bf\u03c1\u03b9\u03ba\u03ad\u03c2, \u03ce\u03c3\u03c4\u03b5 \u03b7 \u03c4\u03bf\u03c0\u03b9\u03ba\u03ae \u03b5\u03be\u03ae\u03b3\u03b7\u03c3\u03b7 \u03bd\u03b1 \u03bc\u03b7\u03bd \u03ba\u03b1\u03c4\u03b1\u03bb\u03ae\u03b3\u03b5\u03b9 \u03c3\u03b5 \u03b1\u03c0\u03bb\u03ae \u03b1\u03bd\u03b1\u03c0\u03b1\u03c1\u03b1\u03b3\u03c9\u03b3\u03ae \u03c4\u03c9\u03bd \u03c3\u03c5\u03bd\u03bf\u03bb\u03b9\u03ba\u03ce\u03bd \u03c3\u03c5\u03bd\u03c4\u03b5\u03bb\u03b5\u03c3\u03c4\u03ce\u03bd.<\/p>\n<p>\u038c\u03c4\u03b1\u03bd SHAP \u03ba\u03b1\u03b9 LIME \u03c3\u03c5\u03bc\u03c6\u03c9\u03bd\u03bf\u03cd\u03bd \u03b3\u03b9\u03b1 \u03c4\u03bf\u03c5\u03c2 \u03ba\u03bf\u03c1\u03c5\u03c6\u03b1\u03af\u03bf\u03c5\u03c2 drivers, \u03b7 \u03bf\u03bc\u03ac\u03b4\u03b1 \u03b1\u03c0\u03bf\u03ba\u03c4\u03ac \u03ad\u03bd\u03b1 \u03c0\u03c1\u03cc\u03c3\u03b8\u03b5\u03c4\u03bf \u03c3\u03ae\u03bc\u03b1 \u03b5\u03bc\u03c0\u03b9\u03c3\u03c4\u03bf\u03c3\u03cd\u03bd\u03b7\u03c2. \u0394\u03b5\u03bd \u03c3\u03b7\u03bc\u03b1\u03af\u03bd\u03b5\u03b9 \u03cc\u03c4\u03b9 \u03b7 \u03c0\u03c1\u03cc\u03b2\u03bb\u03b5\u03c8\u03b7 \u03b5\u03af\u03bd\u03b1\u03b9 \u03b1\u03b9\u03c4\u03b9\u03b1\u03ba\u03ac \u03c3\u03c9\u03c3\u03c4\u03ae. \u03a3\u03b7\u03bc\u03b1\u03af\u03bd\u03b5\u03b9 \u03cc\u03c4\u03b9 \u03b4\u03cd\u03bf \u03b4\u03b9\u03b1\u03c6\u03bf\u03c1\u03b5\u03c4\u03b9\u03ba\u03ad\u03c2 \u03c4\u03b5\u03c7\u03bd\u03b9\u03ba\u03ad\u03c2 \u03b5\u03c1\u03bc\u03b7\u03bd\u03b5\u03af\u03b1\u03c2 \u03b5\u03bd\u03c4\u03bf\u03c0\u03af\u03b6\u03bf\u03c5\u03bd \u03c0\u03b1\u03c1\u03cc\u03bc\u03bf\u03b9\u03b1 \u03c0\u03c1\u03cc\u03c4\u03c5\u03c0\u03b1, \u03c4\u03b1 \u03bf\u03c0\u03bf\u03af\u03b1 \u03bc\u03c0\u03bf\u03c1\u03bf\u03cd\u03bd \u03c3\u03c4\u03b7 \u03c3\u03c5\u03bd\u03ad\u03c7\u03b5\u03b9\u03b1 \u03bd\u03b1 \u03b5\u03bb\u03b5\u03b3\u03c7\u03b8\u03bf\u03cd\u03bd \u03b5\u03c0\u03b9\u03c7\u03b5\u03b9\u03c1\u03b7\u03bc\u03b1\u03c4\u03b9\u03ba\u03ac.<\/p>\n<div class=\"td-note\">\n<p class=\"td-note-title\">\u0395\u03be\u03ae\u03b3\u03b7\u03c3\u03b7 \u03b4\u03b5\u03bd \u03c3\u03b7\u03bc\u03b1\u03af\u03bd\u03b5\u03b9 \u03b1\u03b9\u03c4\u03b9\u03cc\u03c4\u03b7\u03c4\u03b1<\/p>\n<p>\u03a4\u03bf SHAP \u03ba\u03b1\u03b9 \u03c4\u03bf LIME \u03c0\u03b5\u03c1\u03b9\u03b3\u03c1\u03ac\u03c6\u03bf\u03c5\u03bd \u03c0\u03ce\u03c2 \u03c4\u03bf \u03bc\u03bf\u03bd\u03c4\u03ad\u03bb\u03bf \u03c7\u03c1\u03b7\u03c3\u03b9\u03bc\u03bf\u03c0\u03bf\u03af\u03b7\u03c3\u03b5 \u03c4\u03b1 \u03b4\u03b9\u03b1\u03b8\u03ad\u03c3\u03b9\u03bc\u03b1 \u03c7\u03b1\u03c1\u03b1\u03ba\u03c4\u03b7\u03c1\u03b9\u03c3\u03c4\u03b9\u03ba\u03ac. \u0394\u03b5\u03bd \u03b1\u03c0\u03bf\u03b4\u03b5\u03b9\u03ba\u03bd\u03cd\u03bf\u03c5\u03bd \u03cc\u03c4\u03b9 \u03b7 \u03b1\u03bb\u03bb\u03b1\u03b3\u03ae \u03b5\u03bd\u03cc\u03c2 driver \u03b8\u03b1 \u03b1\u03bb\u03bb\u03ac\u03be\u03b5\u03b9 \u03c4\u03b7 \u03c3\u03c5\u03bc\u03c0\u03b5\u03c1\u03b9\u03c6\u03bf\u03c1\u03ac \u03c4\u03bf\u03c5 \u03c0\u03b5\u03bb\u03ac\u03c4\u03b7. \u0397 \u03b1\u03b9\u03c4\u03b9\u03ce\u03b4\u03b7\u03c2 \u03b1\u03be\u03af\u03b1 \u03bc\u03b9\u03b1\u03c2 retention \u03b5\u03bd\u03ad\u03c1\u03b3\u03b5\u03b9\u03b1\u03c2 \u03c7\u03c1\u03b5\u03b9\u03ac\u03b6\u03b5\u03c4\u03b1\u03b9 \u03c0\u03b5\u03af\u03c1\u03b1\u03bc\u03b1, control group \u03ba\u03b1\u03b9 \u03bc\u03b5\u03c4\u03c1\u03b7\u03bc\u03ad\u03bd\u03bf uplift.<\/p>\n<\/div>\n<h2 id=\"crm-layers\">\u0391\u03c0\u03cc \u03c4\u03bf risk score \u03c3\u03b5 \u03c4\u03ad\u03c3\u03c3\u03b5\u03c1\u03b1 \u03bb\u03b5\u03b9\u03c4\u03bf\u03c5\u03c1\u03b3\u03b9\u03ba\u03ac \u03b5\u03c0\u03af\u03c0\u03b5\u03b4\u03b1 CRM<\/h2>\n<p>\u0397 \u03c0\u03c1\u03bf\u03c4\u03b5\u03b9\u03bd\u03cc\u03bc\u03b5\u03bd\u03b7 \u03b1\u03c1\u03c7\u03b9\u03c4\u03b5\u03ba\u03c4\u03bf\u03bd\u03b9\u03ba\u03ae \u03ad\u03c7\u03b5\u03b9 \u03c4\u03ad\u03c3\u03c3\u03b5\u03c1\u03b1 \u03b5\u03c0\u03af\u03c0\u03b5\u03b4\u03b1. \u03a0\u03c1\u03ce\u03c4\u03b1, \u03c4\u03bf scoring layer \u03b1\u03bd\u03c4\u03bb\u03b5\u03af \u03c7\u03b1\u03c1\u03b1\u03ba\u03c4\u03b7\u03c1\u03b9\u03c3\u03c4\u03b9\u03ba\u03ac \u03b1\u03c0\u03cc CRM, network KPIs, billing \u03ba\u03b1\u03b9 support tickets \u03ba\u03b1\u03b9 \u03c0\u03b1\u03c1\u03ac\u03b3\u03b5\u03b9 \u03c0\u03b9\u03b8\u03b1\u03bd\u03cc\u03c4\u03b7\u03c4\u03b1 churn. \u0388\u03c0\u03b5\u03b9\u03c4\u03b1, \u03c4\u03bf segmentation layer \u03c4\u03b1\u03be\u03b9\u03bd\u03bf\u03bc\u03b5\u03af \u03c4\u03bf\u03c5\u03c2 \u03c0\u03b5\u03bb\u03ac\u03c4\u03b5\u03c2 \u03c3\u03b5 \u03c5\u03c8\u03b7\u03bb\u03cc \u03ba\u03af\u03bd\u03b4\u03c5\u03bd\u03bf \u03c0\u03ac\u03bd\u03c9 \u03b1\u03c0\u03cc 0,70, \u03bc\u03b5\u03c3\u03b1\u03af\u03bf \u03b1\u03c0\u03cc 0,40 \u03ad\u03c9\u03c2 0,70 \u03ba\u03b1\u03b9 \u03c7\u03b1\u03bc\u03b7\u03bb\u03cc \u03ba\u03ac\u03c4\u03c9 \u03b1\u03c0\u03cc 0,40.<\/p>\n<p>\u03a4\u03c1\u03af\u03c4\u03bf \u03b5\u03af\u03bd\u03b1\u03b9 \u03c4\u03bf explanation layer. \u0395\u03ba\u03c4\u03b5\u03bb\u03b5\u03af SHAP \u03ba\u03b1\u03b9 LIME, \u03ba\u03c1\u03b1\u03c4\u03ac \u03c4\u03b1 \u03c4\u03c1\u03af\u03b1 \u03c3\u03b7\u03bc\u03b1\u03bd\u03c4\u03b9\u03ba\u03cc\u03c4\u03b5\u03c1\u03b1 \u03c7\u03b1\u03c1\u03b1\u03ba\u03c4\u03b7\u03c1\u03b9\u03c3\u03c4\u03b9\u03ba\u03ac \u03b3\u03b9\u03b1 \u03ba\u03ac\u03b8\u03b5 \u03c0\u03b5\u03bb\u03ac\u03c4\u03b7 \u03ba\u03b1\u03b9 \u03c4\u03b1 \u03b1\u03bd\u03c4\u03b9\u03c3\u03c4\u03bf\u03b9\u03c7\u03af\u03b6\u03b5\u03b9 \u03c3\u03b5 \u03c0\u03af\u03bd\u03b1\u03ba\u03b1 \u03b5\u03bd\u03b5\u03c1\u03b3\u03b5\u03b9\u03ce\u03bd \u03c0\u03bf\u03c5 \u03b4\u03b9\u03b1\u03c7\u03b5\u03b9\u03c1\u03af\u03b6\u03b5\u03c4\u03b1\u03b9 \u03b7 \u03bf\u03bc\u03ac\u03b4\u03b1 CRM. \u03a4\u03ad\u03bb\u03bf\u03c2, \u03c4\u03bf feedback layer \u03ba\u03b1\u03c4\u03b1\u03b3\u03c1\u03ac\u03c6\u03b5\u03b9 \u03b1\u03c0\u03bf\u03c4\u03b5\u03bb\u03ad\u03c3\u03bc\u03b1\u03c4\u03b1 \u03ba\u03b1\u03bc\u03c0\u03b1\u03bd\u03b9\u03ce\u03bd \u03ba\u03b1\u03b9 \u03c5\u03c0\u03bf\u03bb\u03bf\u03b3\u03af\u03b6\u03b5\u03b9 uplift \u03b1\u03bd\u03ac \u03b5\u03bd\u03ad\u03c1\u03b3\u03b5\u03b9\u03b1, \u03b5\u03bd\u03ce \u03bf Population Stability Index \u03c0\u03b1\u03c1\u03b1\u03ba\u03bf\u03bb\u03bf\u03c5\u03b8\u03b5\u03af \u03c4\u03b7 \u03bc\u03b5\u03c4\u03b1\u03c4\u03cc\u03c0\u03b9\u03c3\u03b7 \u03c4\u03c9\u03bd \u03b5\u03b9\u03c3\u03b5\u03c1\u03c7\u03cc\u03bc\u03b5\u03bd\u03c9\u03bd \u03b4\u03b5\u03b4\u03bf\u03bc\u03ad\u03bd\u03c9\u03bd. \u03a3\u03c4\u03bf \u03c0\u03bb\u03b1\u03af\u03c3\u03b9\u03bf \u03c4\u03b7\u03c2 \u03bc\u03b5\u03bb\u03ad\u03c4\u03b7\u03c2, PSI \u03c0\u03ac\u03bd\u03c9 \u03b1\u03c0\u03cc 0,20 \u03b5\u03bd\u03b5\u03c1\u03b3\u03bf\u03c0\u03bf\u03b9\u03b5\u03af \u03b5\u03c0\u03b1\u03bd\u03b5\u03ba\u03c0\u03b1\u03af\u03b4\u03b5\u03c5\u03c3\u03b7.<\/p>\n<p>\u0391\u03c5\u03c4\u03cc \u03c4\u03bf \u03c3\u03c7\u03ad\u03b4\u03b9\u03bf \u03bc\u03b5\u03c4\u03b1\u03c4\u03c1\u03ad\u03c0\u03b5\u03b9 \u03c4\u03bf \u03bc\u03bf\u03bd\u03c4\u03ad\u03bb\u03bf \u03c3\u03b5 \u03ba\u03bb\u03b5\u03b9\u03c3\u03c4\u03cc \u03ba\u03cd\u03ba\u03bb\u03bf \u03bc\u03ac\u03b8\u03b7\u03c3\u03b7\u03c2. \u0397 \u03c0\u03c1\u03cc\u03b2\u03bb\u03b5\u03c8\u03b7 \u03bf\u03b4\u03b7\u03b3\u03b5\u03af \u03c3\u03b5 \u03b4\u03c1\u03ac\u03c3\u03b7, \u03b7 \u03b4\u03c1\u03ac\u03c3\u03b7 \u03c0\u03b1\u03c1\u03ac\u03b3\u03b5\u03b9 outcome \u03ba\u03b1\u03b9 \u03c4\u03bf outcome \u03b5\u03c0\u03b9\u03c3\u03c4\u03c1\u03ad\u03c6\u03b5\u03b9 \u03c9\u03c2 \u03bd\u03ad\u03bf \u03b4\u03b5\u03b4\u03bf\u03bc\u03ad\u03bd\u03bf. \u03a7\u03c9\u03c1\u03af\u03c2 \u03b1\u03c5\u03c4\u03ae \u03c4\u03b7\u03bd \u03b5\u03c0\u03b9\u03c3\u03c4\u03c1\u03bf\u03c6\u03ae, \u03c4\u03bf CRM \u03bc\u03ad\u03bd\u03b5\u03b9 \u03bc\u03b5 \u03c3\u03c4\u03b1\u03c4\u03b9\u03ba\u03ad\u03c2 \u03c0\u03c1\u03bf\u03c4\u03ac\u03c3\u03b5\u03b9\u03c2 \u03c0\u03bf\u03c5 \u03b4\u03b5\u03bd \u03b1\u03c0\u03bf\u03b4\u03b5\u03b9\u03ba\u03bd\u03cd\u03bf\u03c5\u03bd \u03b1\u03bd \u03ac\u03bb\u03bb\u03b1\u03be\u03b1\u03bd \u03c0\u03c1\u03b1\u03b3\u03bc\u03b1\u03c4\u03b9\u03ba\u03ac \u03c4\u03b7 \u03c3\u03c5\u03bc\u03c0\u03b5\u03c1\u03b9\u03c6\u03bf\u03c1\u03ac.<\/p>\n<h2 id=\"action-templates\">\u0397 \u03b5\u03be\u03ae\u03b3\u03b7\u03c3\u03b7 \u03b3\u03af\u03bd\u03b5\u03c4\u03b1\u03b9 template \u03b5\u03bd\u03ad\u03c1\u03b3\u03b5\u03b9\u03b1\u03c2, \u03cc\u03c7\u03b9 \u03b1\u03c5\u03c4\u03cc\u03bc\u03b1\u03c4\u03b7 \u03b1\u03bb\u03ae\u03b8\u03b5\u03b9\u03b1<\/h2>\n<p>\u03a4\u03bf paper \u03b4\u03af\u03bd\u03b5\u03b9 \u03b5\u03bd\u03b4\u03b5\u03b9\u03ba\u03c4\u03b9\u03ba\u03ad\u03c2 \u03b1\u03bd\u03c4\u03b9\u03c3\u03c4\u03bf\u03b9\u03c7\u03af\u03c3\u03b5\u03b9\u03c2. \u039c\u03b9\u03ba\u03c1\u03cc tenure \u03bc\u03b1\u03b6\u03af \u03bc\u03b5 month-to-month \u03c3\u03c5\u03bc\u03b2\u03cc\u03bb\u03b1\u03b9\u03bf \u03bc\u03c0\u03bf\u03c1\u03b5\u03af \u03bd\u03b1 \u03bf\u03b4\u03b7\u03b3\u03b5\u03af \u03c3\u03b5 \u03c0\u03c1\u03cc\u03c4\u03b1\u03c3\u03b7 \u03b5\u03c4\u03ae\u03c3\u03b9\u03b1\u03c2 \u03b1\u03bd\u03b1\u03b2\u03ac\u03b8\u03bc\u03b9\u03c3\u03b7\u03c2 \u03bc\u03b5 \u03ad\u03ba\u03c0\u03c4\u03c9\u03c3\u03b7. Fiber \u03ba\u03b1\u03b9 \u03c5\u03c8\u03b7\u03bb\u03ae \u03bc\u03b7\u03bd\u03b9\u03b1\u03af\u03b1 \u03c7\u03c1\u03ad\u03c9\u03c3\u03b7 \u03bc\u03c0\u03bf\u03c1\u03bf\u03cd\u03bd \u03bd\u03b1 \u03b5\u03bd\u03b5\u03c1\u03b3\u03bf\u03c0\u03bf\u03b9\u03bf\u03cd\u03bd \u03ad\u03bb\u03b5\u03b3\u03c7\u03bf \u03c0\u03bf\u03b9\u03cc\u03c4\u03b7\u03c4\u03b1\u03c2 \u03ba\u03b1\u03b9 \u03c0\u03b9\u03b8\u03b1\u03bd\u03ae \u03c0\u03af\u03c3\u03c4\u03c9\u03c3\u03b7. Electronic check \u03bc\u03c0\u03bf\u03c1\u03b5\u03af \u03bd\u03b1 \u03bf\u03b4\u03b7\u03b3\u03b5\u03af \u03c3\u03b5 \u03ba\u03af\u03bd\u03b7\u03c4\u03c1\u03bf \u03b3\u03b9\u03b1 \u03b1\u03c5\u03c4\u03cc\u03bc\u03b1\u03c4\u03b7 \u03c0\u03bb\u03b7\u03c1\u03c9\u03bc\u03ae, \u03b5\u03bd\u03ce \u03b1\u03c0\u03bf\u03c5\u03c3\u03af\u03b1 \u03c4\u03b5\u03c7\u03bd\u03b9\u03ba\u03ae\u03c2 \u03c5\u03c0\u03bf\u03c3\u03c4\u03ae\u03c1\u03b9\u03be\u03b7\u03c2 \u03c3\u03b5 \u03b4\u03c9\u03c1\u03b5\u03ac\u03bd \u03b4\u03bf\u03ba\u03b9\u03bc\u03ae 60 \u03b7\u03bc\u03b5\u03c1\u03ce\u03bd.<\/p>\n<p>\u0391\u03c5\u03c4\u03ac \u03c4\u03b1 templates \u03b4\u03b5\u03bd \u03c0\u03c1\u03ad\u03c0\u03b5\u03b9 \u03bd\u03b1 \u03b1\u03bd\u03c4\u03b9\u03b3\u03c1\u03b1\u03c6\u03bf\u03cd\u03bd \u03bc\u03b7\u03c7\u03b1\u03bd\u03b9\u03ba\u03ac \u03c3\u03b5 \u03ac\u03bb\u03bb\u03b7 \u03b5\u03c4\u03b1\u03b9\u03c1\u03b5\u03af\u03b1. \u0395\u03af\u03bd\u03b1\u03b9 \u03c0\u03b1\u03c1\u03b1\u03b4\u03b5\u03af\u03b3\u03bc\u03b1\u03c4\u03b1 \u03c4\u03bf\u03c5 \u03c0\u03ce\u03c2 \u03ad\u03bd\u03b1 attribution vector \u03bc\u03b5\u03c4\u03b1\u03c6\u03c1\u03ac\u03b6\u03b5\u03c4\u03b1\u03b9 \u03c3\u03b5 \u03ba\u03b1\u03c4\u03b1\u03bd\u03bf\u03b7\u03c4\u03ae \u03b1\u03b9\u03c4\u03af\u03b1 \u03ba\u03b1\u03b9 \u03b5\u03c0\u03b9\u03bb\u03ad\u03be\u03b9\u03bc\u03b7 \u03b5\u03bd\u03ad\u03c1\u03b3\u03b5\u03b9\u03b1. \u0397 \u03c0\u03c1\u03b1\u03b3\u03bc\u03b1\u03c4\u03b9\u03ba\u03ae \u03b1\u03bd\u03c4\u03b9\u03c3\u03c4\u03bf\u03af\u03c7\u03b9\u03c3\u03b7 \u03c7\u03c1\u03b5\u03b9\u03ac\u03b6\u03b5\u03c4\u03b1\u03b9 \u03b9\u03b4\u03b9\u03bf\u03ba\u03c4\u03b7\u03c3\u03af\u03b1 \u03b1\u03c0\u03cc CRM, marketing, customer care \u03ba\u03b1\u03b9 compliance, \u03ba\u03b1\u03b8\u03ce\u03c2 \u03ba\u03b1\u03b9 \u03bc\u03ad\u03c4\u03c1\u03b7\u03c3\u03b7 \u03bc\u03b5 control groups. \u0397 \u03b4\u03b9\u03b1\u03b4\u03b9\u03ba\u03b1\u03c3\u03af\u03b1 \u03b5\u03c0\u03b9\u03bb\u03bf\u03b3\u03ae\u03c2 \u03c4\u03b5\u03c7\u03bd\u03bf\u03bb\u03bf\u03b3\u03af\u03b1\u03c2 \u03c7\u03c1\u03b5\u03b9\u03ac\u03b6\u03b5\u03c4\u03b1\u03b9 \u03c4\u03b7\u03bd \u03af\u03b4\u03b9\u03b1 \u03c3\u03b1\u03c6\u03ae\u03bd\u03b5\u03b9\u03b1 \u03c1\u03cc\u03bb\u03c9\u03bd \u03ba\u03b1\u03b9 \u03b1\u03c0\u03b1\u03b9\u03c4\u03ae\u03c3\u03b5\u03c9\u03bd \u03c0\u03bf\u03c5 \u03c0\u03b5\u03c1\u03b9\u03b3\u03c1\u03ac\u03c6\u03b5\u03b9 \u03ad\u03bd\u03b1\u03c2 \u03c3\u03c9\u03c3\u03c4\u03cc\u03c2 <a href=\"https:\/\/twodots.gr\/crm-rfp-odigos-epilogis-platformas\/\">CRM RFP<\/a>.<\/p>\n<p>\u0393\u03b9\u03b1 \u03c4\u03bf\u03bd specialist, \u03b7 \u03b9\u03b4\u03b1\u03bd\u03b9\u03ba\u03ae \u03b4\u03b9\u03b5\u03c0\u03b1\u03c6\u03ae \u03b5\u03af\u03bd\u03b1\u03b9 \u03bb\u03b9\u03c4\u03ae: risk tier, \u03c4\u03c1\u03b5\u03b9\u03c2 \u03bb\u03cc\u03b3\u03bf\u03b9 \u03c3\u03b5 \u03b1\u03c0\u03bb\u03ae \u03b3\u03bb\u03ce\u03c3\u03c3\u03b1 \u03ba\u03b1\u03b9 \u03c0\u03c1\u03bf\u03c4\u03b5\u03b9\u03bd\u03cc\u03bc\u03b5\u03bd\u03b7 \u03b5\u03bd\u03ad\u03c1\u03b3\u03b5\u03b9\u03b1. \u0394\u03b5\u03bd \u03c7\u03c1\u03b5\u03b9\u03ac\u03b6\u03b5\u03c4\u03b1\u03b9 \u03bd\u03b1 \u03b2\u03bb\u03ad\u03c0\u03b5\u03b9 \u03bc\u03b1\u03b8\u03b7\u03bc\u03b1\u03c4\u03b9\u03ba\u03bf\u03cd\u03c2 \u03c3\u03c5\u03bd\u03c4\u03b5\u03bb\u03b5\u03c3\u03c4\u03ad\u03c2. \u03a7\u03c1\u03b5\u03b9\u03ac\u03b6\u03b5\u03c4\u03b1\u03b9 \u03cc\u03bc\u03c9\u03c2 \u03bd\u03b1 \u03bc\u03c0\u03bf\u03c1\u03b5\u03af \u03bd\u03b1 \u03b1\u03c0\u03bf\u03c1\u03c1\u03af\u03c8\u03b5\u03b9 \u03bc\u03b9\u03b1 \u03c0\u03c1\u03cc\u03c4\u03b1\u03c3\u03b7, \u03bd\u03b1 \u03ba\u03b1\u03c4\u03b1\u03b3\u03c1\u03ac\u03c8\u03b5\u03b9 \u03c4\u03bf \u03b3\u03b9\u03b1\u03c4\u03af \u03ba\u03b1\u03b9 \u03bd\u03b1 \u03b1\u03c6\u03ae\u03c3\u03b5\u03b9 \u03af\u03c7\u03bd\u03bf\u03c2 \u03b3\u03b9\u03b1 \u03bc\u03b5\u03bb\u03bb\u03bf\u03bd\u03c4\u03b9\u03ba\u03cc \u03ad\u03bb\u03b5\u03b3\u03c7\u03bf.<\/p>\n<div class=\"td-decision-band\">\n<p class=\"td-decision-kicker\">R\u00e8gle de d\u00e9cision<\/p>\n<p class=\"td-decision-title\">\u039c\u03b7\u03bd \u03b5\u03bd\u03b5\u03c1\u03b3\u03bf\u03c0\u03bf\u03b9\u03b5\u03af\u03c4\u03b5 offer \u03bc\u03cc\u03bd\u03bf \u03b5\u03c0\u03b5\u03b9\u03b4\u03ae \u03ad\u03bd\u03b1\u03c2 driver \u03ad\u03c7\u03b5\u03b9 \u03c5\u03c8\u03b7\u03bb\u03cc SHAP<\/p>\n<p>\u03a4\u03bf CRM \u03c0\u03c1\u03ad\u03c0\u03b5\u03b9 \u03bd\u03b1 \u03b5\u03bb\u03ad\u03b3\u03c7\u03b5\u03b9 \u03b5\u03c0\u03b9\u03bb\u03b5\u03be\u03b9\u03bc\u03cc\u03c4\u03b7\u03c4\u03b1, \u03b9\u03c3\u03c4\u03bf\u03c1\u03b9\u03ba\u03cc \u03b5\u03c0\u03b1\u03c6\u03ce\u03bd, \u03c0\u03c1\u03b1\u03b3\u03bc\u03b1\u03c4\u03b9\u03ba\u03cc \u03c0\u03b5\u03c1\u03b9\u03b8\u03ce\u03c1\u03b9\u03bf, consent \u03ba\u03b1\u03b9 \u03c0\u03b9\u03b8\u03b1\u03bd\u03ad\u03c2 \u03b5\u03be\u03b1\u03b9\u03c1\u03ad\u03c3\u03b5\u03b9\u03c2. \u0391\u03bd \u03b4\u03b5\u03bd \u03c5\u03c0\u03ac\u03c1\u03c7\u03b5\u03b9 \u03ad\u03b3\u03ba\u03c5\u03c1\u03bf action template \u03ae \u03b7 \u03b5\u03be\u03ae\u03b3\u03b7\u03c3\u03b7 \u03c3\u03c5\u03b3\u03ba\u03c1\u03bf\u03cd\u03b5\u03c4\u03b1\u03b9 \u03bc\u03b5 \u03c4\u03b1 \u03b4\u03b5\u03b4\u03bf\u03bc\u03ad\u03bd\u03b1 \u03c4\u03bf\u03c5 \u03c0\u03b5\u03bb\u03ac\u03c4\u03b7, \u03b7 \u03c5\u03c0\u03cc\u03b8\u03b5\u03c3\u03b7 \u03c0\u03b7\u03b3\u03b1\u03af\u03bd\u03b5\u03b9 \u03c3\u03b5 \u03b1\u03bd\u03b8\u03c1\u03ce\u03c0\u03b9\u03bd\u03bf review.<\/p>\n<\/div>\n<h2 id=\"calibration-impact\">Calibration \u03ba\u03b1\u03b9 \u03b5\u03c0\u03b9\u03c7\u03b5\u03b9\u03c1\u03b7\u03bc\u03b1\u03c4\u03b9\u03ba\u03cc\u03c2 \u03b1\u03bd\u03c4\u03af\u03ba\u03c4\u03c5\u03c0\u03bf\u03c2<\/h2>\n<p>\u03a3\u03c4\u03bf test set, \u03c4\u03b1 \u03c0\u03c1\u03bf\u03c4\u03b5\u03b9\u03bd\u03cc\u03bc\u03b5\u03bd\u03b1 thresholds \u03ba\u03b1\u03c4\u03b1\u03bd\u03ad\u03bc\u03bf\u03c5\u03bd \u03c0\u03b5\u03c1\u03af\u03c0\u03bf\u03c5 26,0% \u03c4\u03c9\u03bd \u03c0\u03b5\u03bb\u03b1\u03c4\u03ce\u03bd \u03c3\u03c4\u03bf high risk, 23,2% \u03c3\u03c4\u03bf medium \u03ba\u03b1\u03b9 50,8% \u03c3\u03c4\u03bf low. \u03a5\u03c0\u03ac\u03c1\u03c7\u03b5\u03b9 \u03cc\u03bc\u03c9\u03c2 \u03bc\u03b9\u03b1 \u03c3\u03b7\u03bc\u03b1\u03bd\u03c4\u03b9\u03ba\u03ae \u03c0\u03c1\u03bf\u03b5\u03b9\u03b4\u03bf\u03c0\u03bf\u03af\u03b7\u03c3\u03b7: \u03b5\u03c0\u03b5\u03b9\u03b4\u03ae \u03c4\u03bf \u03bc\u03bf\u03bd\u03c4\u03ad\u03bb\u03bf \u03b5\u03ba\u03c0\u03b1\u03b9\u03b4\u03b5\u03cd\u03c4\u03b7\u03ba\u03b5 \u03bc\u03b5 SMOTE \u03c3\u03b5 \u03b9\u03c3\u03bf\u03c1\u03c1\u03bf\u03c0\u03b7\u03bc\u03ad\u03bd\u03bf training set, \u03bf\u03b9 \u03b1\u03c0\u03cc\u03bb\u03c5\u03c4\u03b5\u03c2 \u03c0\u03b9\u03b8\u03b1\u03bd\u03cc\u03c4\u03b7\u03c4\u03b5\u03c2 \u03bc\u03c0\u03bf\u03c1\u03b5\u03af \u03bd\u03b1 \u03b5\u03af\u03bd\u03b1\u03b9 \u03b4\u03b9\u03bf\u03b3\u03ba\u03c9\u03bc\u03ad\u03bd\u03b5\u03c2 \u03c3\u03b5 \u03c3\u03c7\u03ad\u03c3\u03b7 \u03bc\u03b5 \u03c4\u03bf \u03c0\u03c1\u03b1\u03b3\u03bc\u03b1\u03c4\u03b9\u03ba\u03cc prevalence 26,5%.<\/p>\n<p>\u0397 \u03ba\u03b1\u03c4\u03ac\u03c4\u03b1\u03be\u03b7 \u03c4\u03c9\u03bd \u03c0\u03b5\u03bb\u03b1\u03c4\u03ce\u03bd \u03bc\u03c0\u03bf\u03c1\u03b5\u03af \u03bd\u03b1 \u03c0\u03b1\u03c1\u03b1\u03bc\u03ad\u03bd\u03b5\u03b9 \u03c7\u03c1\u03ae\u03c3\u03b9\u03bc\u03b7, \u03b1\u03bb\u03bb\u03ac \u03c4\u03b1 0,70 \u03ba\u03b1\u03b9 0,40 \u03b4\u03b5\u03bd \u03c0\u03c1\u03ad\u03c0\u03b5\u03b9 \u03bd\u03b1 \u03b4\u03b9\u03b1\u03b2\u03b1\u03c3\u03c4\u03bf\u03cd\u03bd \u03b1\u03c5\u03c4\u03cc\u03bc\u03b1\u03c4\u03b1 \u03c9\u03c2 \u03ba\u03c5\u03c1\u03b9\u03bf\u03bb\u03b5\u03ba\u03c4\u03b9\u03ba\u03ad\u03c2 \u03c0\u03b9\u03b8\u03b1\u03bd\u03cc\u03c4\u03b7\u03c4\u03b5\u03c2 \u03c7\u03c9\u03c1\u03af\u03c2 calibration. \u0397 \u03bc\u03b5\u03bb\u03ad\u03c4\u03b7 \u03c0\u03c1\u03bf\u03c4\u03b5\u03af\u03bd\u03b5\u03b9 Platt scaling \u03ae isotonic regression \u03c3\u03b5 held-out outcomes, \u03ba\u03b1\u03b8\u03ce\u03c2 \u03ba\u03b1\u03b9 \u03c0\u03c1\u03bf\u03c3\u03b1\u03c1\u03bc\u03bf\u03b3\u03ae \u03c4\u03c9\u03bd thresholds \u03bc\u03b5 \u03b2\u03ac\u03c3\u03b7 \u03b9\u03c3\u03c4\u03bf\u03c1\u03b9\u03ba\u03cc ROI \u03ba\u03b1\u03bc\u03c0\u03b1\u03bd\u03b9\u03ce\u03bd. \u03a4\u03bf \u00ab\u03c0\u03bf\u03b9\u03bf\u03c2 \u03b5\u03af\u03bd\u03b1\u03b9 \u03c0\u03c1\u03ce\u03c4\u03bf\u03c2 \u03c3\u03c4\u03b7 \u03bb\u03af\u03c3\u03c4\u03b1\u00bb \u03ba\u03b1\u03b9 \u03c4\u03bf \u00ab\u03c0\u03bf\u03b9\u03b1 \u03b5\u03af\u03bd\u03b1\u03b9 \u03b7 \u03b1\u03ba\u03c1\u03b9\u03b2\u03ae\u03c2 \u03c0\u03b9\u03b8\u03b1\u03bd\u03cc\u03c4\u03b7\u03c4\u03b1\u00bb \u03b5\u03af\u03bd\u03b1\u03b9 \u03b4\u03b9\u03b1\u03c6\u03bf\u03c1\u03b5\u03c4\u03b9\u03ba\u03ac \u03c0\u03c1\u03bf\u03b2\u03bb\u03ae\u03bc\u03b1\u03c4\u03b1.<\/p>\n<p>\u0397 \u03bc\u03b5\u03bb\u03ad\u03c4\u03b7 \u03b5\u03be\u03b5\u03c4\u03ac\u03b6\u03b5\u03b9 \u03c3\u03c4\u03cc\u03c7\u03b5\u03c5\u03c3\u03b7 \u03c4\u03bf\u03c5 \u03c5\u03c8\u03b7\u03bb\u03cc\u03c4\u03b5\u03c1\u03bf\u03c5 20% \u03c4\u03bf\u03c5 \u03c3\u03c5\u03bd\u03bf\u03bb\u03b9\u03ba\u03bf\u03cd \u03b4\u03b5\u03af\u03b3\u03bc\u03b1\u03c4\u03bf\u03c2, \u03b4\u03b7\u03bb\u03b1\u03b4\u03ae \u03c0\u03b5\u03c1\u03af\u03c0\u03bf\u03c5 1.408 \u03c0\u03b5\u03bb\u03b1\u03c4\u03ce\u03bd. \u0395\u03ba\u03c4\u03b9\u03bc\u03ac \u03cc\u03c4\u03b9 \u03c0\u03b5\u03c1\u03af\u03c0\u03bf\u03c5 937 \u03b5\u03af\u03bd\u03b1\u03b9 \u03c0\u03c1\u03b1\u03b3\u03bc\u03b1\u03c4\u03b9\u03ba\u03bf\u03af churners. \u039c\u03b5 \u03c5\u03c0\u03cc\u03b8\u03b5\u03c3\u03b7 uptake 25% \u03ba\u03b1\u03b9 \u03b4\u03c9\u03b4\u03b5\u03ba\u03ac\u03bc\u03b7\u03bd\u03bf customer lifetime value 850 \u03b4\u03bf\u03bb\u03b1\u03c1\u03af\u03c9\u03bd, \u03b7 \u03b4\u03b9\u03b1\u03c4\u03b7\u03c1\u03bf\u03cd\u03bc\u03b5\u03bd\u03b7 \u03b1\u03be\u03af\u03b1 \u03c5\u03c0\u03bf\u03bb\u03bf\u03b3\u03af\u03b6\u03b5\u03c4\u03b1\u03b9 \u03c0\u03b5\u03c1\u03af\u03c0\u03bf\u03c5 \u03c3\u03b5 199.000 \u03b4\u03bf\u03bb\u03ac\u03c1\u03b9\u03b1 \u03b1\u03bd\u03ac \u03ba\u03cd\u03ba\u03bb\u03bf. \u039c\u03b5 uptake 40%, \u03c6\u03c4\u03ac\u03bd\u03b5\u03b9 \u03c0\u03b5\u03c1\u03af\u03c0\u03bf\u03c5 \u03c4\u03b9\u03c2 319.000 \u03b4\u03bf\u03bb\u03ac\u03c1\u03b9\u03b1.<\/p>\n<p>\u039f\u03b9 \u03b1\u03c1\u03b9\u03b8\u03bc\u03bf\u03af \u03b1\u03c5\u03c4\u03bf\u03af \u03b4\u03b5\u03bd \u03b5\u03af\u03bd\u03b1\u03b9 \u03b5\u03b3\u03b3\u03cd\u03b7\u03c3\u03b7. \u0392\u03b1\u03c3\u03af\u03b6\u03bf\u03bd\u03c4\u03b1\u03b9 \u03c3\u03b5 \u03c5\u03c0\u03bf\u03b8\u03b5\u03c4\u03b9\u03ba\u03ad\u03c2 \u03c4\u03b9\u03bc\u03ad\u03c2 uptake \u03ba\u03b1\u03b9 CLV, \u03ba\u03ac\u03c4\u03b9 \u03c0\u03bf\u03c5 \u03b1\u03bd\u03b1\u03b3\u03bd\u03c9\u03c1\u03af\u03b6\u03b5\u03b9 \u03c1\u03b7\u03c4\u03ac \u03c4\u03bf paper. \u0391\u03bd\u03c4\u03af\u03c3\u03c4\u03bf\u03b9\u03c7\u03b1, \u03b7 \u03b5\u03ba\u03c4\u03b9\u03bc\u03ce\u03bc\u03b5\u03bd\u03b7 \u03bc\u03b5\u03af\u03c9\u03c3\u03b7 \u03c3\u03c5\u03bd\u03bf\u03bb\u03b9\u03ba\u03bf\u03cd churn \u03ba\u03b1\u03c4\u03ac 3,3 \u03ad\u03c9\u03c2 5,3 \u03c0\u03bf\u03c3\u03bf\u03c3\u03c4\u03b9\u03b1\u03af\u03b5\u03c2 \u03bc\u03bf\u03bd\u03ac\u03b4\u03b5\u03c2 \u03b5\u03be\u03b1\u03c1\u03c4\u03ac\u03c4\u03b1\u03b9 \u03b1\u03c0\u03cc \u03c4\u03b7\u03bd \u03c0\u03c1\u03b1\u03b3\u03bc\u03b1\u03c4\u03b9\u03ba\u03ae \u03b1\u03c0\u03bf\u03c4\u03b5\u03bb\u03b5\u03c3\u03bc\u03b1\u03c4\u03b9\u03ba\u03cc\u03c4\u03b7\u03c4\u03b1 \u03c4\u03c9\u03bd \u03b5\u03bd\u03b5\u03c1\u03b3\u03b5\u03b9\u03ce\u03bd. \u0397 \u03c3\u03c9\u03c3\u03c4\u03ae \u03c7\u03c1\u03ae\u03c3\u03b7 \u03b5\u03af\u03bd\u03b1\u03b9 \u03c9\u03c2 \u03bc\u03bf\u03bd\u03c4\u03ad\u03bb\u03bf \u03c3\u03b5\u03bd\u03b1\u03c1\u03af\u03c9\u03bd: \u03b7 \u03b5\u03c0\u03b9\u03c7\u03b5\u03af\u03c1\u03b7\u03c3\u03b7 \u03b1\u03bd\u03c4\u03b9\u03ba\u03b1\u03b8\u03b9\u03c3\u03c4\u03ac uptake, CLV, \u03ba\u03cc\u03c3\u03c4\u03bf\u03c2 \u03b5\u03c0\u03b1\u03c6\u03ae\u03c2 \u03ba\u03b1\u03b9 \u03ba\u03b1\u03b8\u03b1\u03c1\u03ae \u03b5\u03c0\u03af\u03b4\u03c1\u03b1\u03c3\u03b7 offer \u03bc\u03b5 \u03b4\u03b9\u03ba\u03ac \u03c4\u03b7\u03c2 \u03bc\u03b5\u03c4\u03c1\u03b7\u03bc\u03ad\u03bd\u03b1 \u03b4\u03b5\u03b4\u03bf\u03bc\u03ad\u03bd\u03b1.<\/p>\n<h2 id=\"feedback-governance\">Feedback loop, fairness \u03ba\u03b1\u03b9 \u03c0\u03c1\u03bf\u03c3\u03c4\u03b1\u03c3\u03af\u03b1 \u03b4\u03b5\u03b4\u03bf\u03bc\u03ad\u03bd\u03c9\u03bd<\/h2>\n<p>\u03a4\u03bf framework \u03b1\u03c0\u03bf\u03b8\u03b7\u03ba\u03b5\u03cd\u03b5\u03b9 \u03b3\u03b9\u03b1 \u03ba\u03ac\u03b8\u03b5 \u03ba\u03b1\u03bc\u03c0\u03ac\u03bd\u03b9\u03b1 \u03b1\u03bd \u03b7 \u03c0\u03c1\u03bf\u03c3\u03c6\u03bf\u03c1\u03ac \u03ad\u03b3\u03b9\u03bd\u03b5 \u03b4\u03b5\u03ba\u03c4\u03ae \u03ae \u03b1\u03c0\u03bf\u03c1\u03c1\u03af\u03c6\u03b8\u03b7\u03ba\u03b5, \u03b1\u03bd \u03bf \u03c0\u03b5\u03bb\u03ac\u03c4\u03b7\u03c2 \u03b1\u03c0\u03bf\u03c7\u03ce\u03c1\u03b7\u03c3\u03b5 \u03b5\u03bd\u03c4\u03cc\u03c2 90 \u03b7\u03bc\u03b5\u03c1\u03ce\u03bd \u03ba\u03b1\u03b9 \u03b1\u03bd \u03c0\u03b1\u03c1\u03ad\u03bc\u03b5\u03b9\u03bd\u03b5 \u03c3\u03c4\u03bf\u03c5\u03c2 180. \u039c\u03b5 control holdout, \u03b7 \u03bf\u03bc\u03ac\u03b4\u03b1 \u03bc\u03c0\u03bf\u03c1\u03b5\u03af \u03bd\u03b1 \u03c3\u03c5\u03b3\u03ba\u03c1\u03af\u03bd\u03b5\u03b9 retained\/contacted \u03bc\u03b5 retained\/not-contacted \u03ba\u03b1\u03b9 \u03bd\u03b1 \u03b5\u03ba\u03c4\u03b9\u03bc\u03ae\u03c3\u03b5\u03b9 uplift \u03b1\u03bd\u03ac \u03b5\u03bd\u03ad\u03c1\u03b3\u03b5\u03b9\u03b1.<\/p>\n<p>\u0391\u03c5\u03c4\u03cc \u03b1\u03bd\u03bf\u03af\u03b3\u03b5\u03b9 \u03c4\u03bf\u03bd \u03b4\u03c1\u03cc\u03bc\u03bf \u03b3\u03b9\u03b1 uplift modeling. \u0388\u03bd\u03b1 \u03ba\u03bb\u03b1\u03c3\u03b9\u03ba\u03cc churn model \u03b2\u03c1\u03af\u03c3\u03ba\u03b5\u03b9 \u03c0\u03bf\u03b9\u03bf\u03c2 \u03b5\u03af\u03bd\u03b1\u03b9 \u03c0\u03b9\u03b8\u03b1\u03bd\u03cc \u03bd\u03b1 \u03c6\u03cd\u03b3\u03b5\u03b9, \u03cc\u03c7\u03b9 \u03c0\u03bf\u03b9\u03bf\u03c2 \u03b8\u03b1 \u03c0\u03b1\u03c1\u03b1\u03bc\u03b5\u03af\u03bd\u03b5\u03b9 \u03b5\u03be\u03b1\u03b9\u03c4\u03af\u03b1\u03c2 \u03bc\u03b9\u03b1\u03c2 \u03c0\u03b1\u03c1\u03ad\u03bc\u03b2\u03b1\u03c3\u03b7\u03c2. \u039f \u03c0\u03b9\u03bf \u03c5\u03c8\u03b7\u03bb\u03bf\u03cd \u03ba\u03b9\u03bd\u03b4\u03cd\u03bd\u03bf\u03c5 \u03c0\u03b5\u03bb\u03ac\u03c4\u03b7\u03c2 \u03bc\u03c0\u03bf\u03c1\u03b5\u03af \u03bd\u03b1 \u03b5\u03af\u03bd\u03b1\u03b9 \u03ae\u03b4\u03b7 \u03c7\u03b1\u03bc\u03ad\u03bd\u03bf\u03c2 \u03ae \u03bd\u03b1 \u03ad\u03bc\u03b5\u03bd\u03b5 \u03bf\u03cd\u03c4\u03c9\u03c2 \u03ae \u03ac\u03bb\u03bb\u03c9\u03c2. \u03a4\u03bf persuadable segment \u03b5\u03af\u03bd\u03b1\u03b9 \u03b5\u03ba\u03b5\u03af\u03bd\u03bf \u03cc\u03c0\u03bf\u03c5 \u03b7 \u03b5\u03c0\u03b1\u03c6\u03ae \u03b1\u03bb\u03bb\u03ac\u03b6\u03b5\u03b9 \u03c4\u03b7\u03bd \u03c0\u03b9\u03b8\u03b1\u03bd\u03cc\u03c4\u03b7\u03c4\u03b1 \u03ad\u03ba\u03b2\u03b1\u03c3\u03b7\u03c2.<\/p>\n<p>\u0397 \u03bc\u03b5\u03bb\u03ad\u03c4\u03b7 \u03b2\u03b1\u03c3\u03af\u03b6\u03b5\u03c4\u03b1\u03b9 \u03c3\u03b5 \u03b4\u03b7\u03bc\u03cc\u03c3\u03b9\u03bf benchmark \u03ba\u03b1\u03b9 \u03cc\u03c7\u03b9 \u03c3\u03b5 \u03c0\u03c1\u03b1\u03b3\u03bc\u03b1\u03c4\u03b9\u03ba\u03cc production \u03c0\u03b5\u03c1\u03b9\u03b2\u03ac\u03bb\u03bb\u03bf\u03bd. \u039b\u03b5\u03af\u03c0\u03bf\u03c5\u03bd \u03c3\u03c4\u03bf\u03b9\u03c7\u03b5\u03af\u03b1 \u03b4\u03b9\u03ba\u03c4\u03cd\u03bf\u03c5, \u03b1\u03bd\u03c4\u03b1\u03b3\u03c9\u03bd\u03b9\u03c3\u03c4\u03b9\u03ba\u03ad\u03c2 \u03c4\u03b9\u03bc\u03ad\u03c2 \u03ba\u03b1\u03b9 \u03c7\u03c1\u03bf\u03bd\u03b9\u03ba\u03ad\u03c2 \u03b1\u03ba\u03bf\u03bb\u03bf\u03c5\u03b8\u03af\u03b5\u03c2 \u03c3\u03c5\u03bc\u03c0\u03b5\u03c1\u03b9\u03c6\u03bf\u03c1\u03ac\u03c2. \u0395\u03c0\u03b9\u03c0\u03bb\u03ad\u03bf\u03bd, tenure \u03ba\u03b1\u03b9 total charges \u03b5\u03af\u03bd\u03b1\u03b9 \u03bc\u03b7\u03c7\u03b1\u03bd\u03b9\u03ba\u03ac \u03c3\u03c5\u03c3\u03c7\u03b5\u03c4\u03b9\u03c3\u03bc\u03ad\u03bd\u03b1, \u03bf\u03c0\u03cc\u03c4\u03b5 \u03c4\u03b1 SHAP attributions \u03c0\u03c1\u03ad\u03c0\u03b5\u03b9 \u03bd\u03b1 \u03b4\u03b9\u03b1\u03b2\u03ac\u03b6\u03bf\u03bd\u03c4\u03b1\u03b9 \u03c9\u03c2 \u03c3\u03c5\u03c3\u03c7\u03b5\u03c4\u03af\u03c3\u03b5\u03b9\u03c2 \u03ba\u03b1\u03b9 \u03cc\u03c7\u03b9 \u03c9\u03c2 \u03b1\u03b9\u03c4\u03b9\u03b1\u03ba\u03ad\u03c2 \u03b5\u03c0\u03b9\u03b4\u03c1\u03ac\u03c3\u03b5\u03b9\u03c2.<\/p>\n<p>\u03a5\u03c0\u03ac\u03c1\u03c7\u03b5\u03b9 \u03ba\u03b1\u03b9 \u03b6\u03ae\u03c4\u03b7\u03bc\u03b1 \u03b4\u03b9\u03ba\u03b1\u03b9\u03bf\u03c3\u03cd\u03bd\u03b7\u03c2. \u0394\u03b7\u03bc\u03bf\u03b3\u03c1\u03b1\u03c6\u03b9\u03ba\u03bf\u03af proxies \u03bc\u03c0\u03bf\u03c1\u03bf\u03cd\u03bd \u03bd\u03b1 \u03bf\u03b4\u03b7\u03b3\u03ae\u03c3\u03bf\u03c5\u03bd \u03c3\u03b5 \u03ac\u03bd\u03b9\u03c3\u03b7 \u03b4\u03b9\u03b1\u03bd\u03bf\u03bc\u03ae \u03c0\u03c1\u03bf\u03c3\u03c6\u03bf\u03c1\u03ce\u03bd. \u03a7\u03c1\u03b5\u03b9\u03ac\u03b6\u03bf\u03bd\u03c4\u03b1\u03b9 \u03ad\u03bb\u03b5\u03b3\u03c7\u03bf\u03b9 \u03b1\u03bd\u03ac \u03bf\u03bc\u03ac\u03b4\u03b1, data minimization, \u03b4\u03b9\u03ba\u03b1\u03b9\u03ce\u03bc\u03b1\u03c4\u03b1 \u03c0\u03c1\u03cc\u03c3\u03b2\u03b1\u03c3\u03b7\u03c2, \u03ba\u03b1\u03c4\u03b1\u03b3\u03c1\u03b1\u03c6\u03ae \u03b1\u03c0\u03bf\u03c6\u03ac\u03c3\u03b5\u03c9\u03bd \u03ba\u03b1\u03b9 \u03b4\u03b9\u03b1\u03b4\u03b9\u03ba\u03b1\u03c3\u03af\u03b1 \u03b1\u03bc\u03c6\u03b9\u03c3\u03b2\u03ae\u03c4\u03b7\u03c3\u03b7\u03c2. \u03a4\u03bf NIST AI Risk Management Framework \u03b1\u03bd\u03c4\u03b9\u03bc\u03b5\u03c4\u03c9\u03c0\u03af\u03b6\u03b5\u03b9 \u03b1\u03be\u03b9\u03bf\u03c0\u03b9\u03c3\u03c4\u03af\u03b1, \u03b4\u03b9\u03b1\u03c6\u03ac\u03bd\u03b5\u03b9\u03b1, explainability, privacy \u03ba\u03b1\u03b9 fairness \u03c9\u03c2 \u03b1\u03bb\u03bb\u03b7\u03bb\u03ad\u03bd\u03b4\u03b5\u03c4\u03b1 \u03c7\u03b1\u03c1\u03b1\u03ba\u03c4\u03b7\u03c1\u03b9\u03c3\u03c4\u03b9\u03ba\u03ac. \u03a3\u03c4\u03bf CRM, \u03b1\u03c5\u03c4\u03cc \u03c3\u03b7\u03bc\u03b1\u03af\u03bd\u03b5\u03b9 \u03cc\u03c4\u03b9 \u03c4\u03bf \u03bc\u03bf\u03bd\u03c4\u03ad\u03bb\u03bf \u03b4\u03b5\u03bd \u03c3\u03c7\u03b5\u03b4\u03b9\u03ac\u03b6\u03b5\u03c4\u03b1\u03b9 \u03c7\u03c9\u03c1\u03b9\u03c3\u03c4\u03ac \u03b1\u03c0\u03cc \u03c4\u03bf operational governance.<\/p>\n<h2 id=\"production-plan\">\u0388\u03bd\u03b1 \u03b5\u03c6\u03b1\u03c1\u03bc\u03cc\u03c3\u03b9\u03bc\u03bf \u03c0\u03bb\u03ac\u03bd\u03bf \u03b3\u03b9\u03b1 \u03bf\u03bc\u03ac\u03b4\u03b5\u03c2 marketing \u03ba\u03b1\u03b9 CRM<\/h2>\n<p>\u0397 \u03b5\u03ba\u03ba\u03af\u03bd\u03b7\u03c3\u03b7 \u03c0\u03c1\u03ad\u03c0\u03b5\u03b9 \u03bd\u03b1 \u03b3\u03af\u03bd\u03b5\u03c4\u03b1\u03b9 \u03b1\u03c0\u03cc \u03c3\u03b1\u03c6\u03ad\u03c2 business outcome: \u03cc\u03c7\u03b9 \u03b1\u03c0\u03bb\u03ce\u03c2 \u00ab\u03bb\u03b9\u03b3\u03cc\u03c4\u03b5\u03c1\u03bf churn\u00bb, \u03b1\u03bb\u03bb\u03ac incremental retention \u03ba\u03b1\u03b9 \u03ba\u03b1\u03b8\u03b1\u03c1\u03cc \u03c0\u03b5\u03c1\u03b9\u03b8\u03ce\u03c1\u03b9\u03bf \u03bc\u03b5\u03c4\u03ac \u03c4\u03bf \u03ba\u03cc\u03c3\u03c4\u03bf\u03c2 \u03ba\u03b9\u03bd\u03ae\u03c4\u03c1\u03bf\u03c5. \u0388\u03bd\u03b1 \u03b1\u03c0\u03bb\u03cc, \u03b5\u03bb\u03ad\u03b3\u03be\u03b9\u03bc\u03bf baseline \u03c3\u03c5\u03b3\u03ba\u03c1\u03af\u03bd\u03b5\u03c4\u03b1\u03b9 \u03bc\u03b5 \u03c0\u03b9\u03bf \u03c3\u03cd\u03bd\u03b8\u03b5\u03c4\u03b5\u03c2 \u03b5\u03c0\u03b9\u03bb\u03bf\u03b3\u03ad\u03c2. \u0391\u03bd \u03bf\u03b9 \u03b4\u03b9\u03b1\u03c6\u03bf\u03c1\u03ad\u03c2 \u03b5\u03af\u03bd\u03b1\u03b9 \u03bc\u03b9\u03ba\u03c1\u03ad\u03c2, \u03c0\u03c1\u03bf\u03c4\u03b9\u03bc\u03ac\u03c4\u03b1\u03b9 \u03b7 \u03bb\u03cd\u03c3\u03b7 \u03c0\u03bf\u03c5 \u03bb\u03b5\u03b9\u03c4\u03bf\u03c5\u03c1\u03b3\u03b5\u03af \u03c0\u03b9\u03bf \u03c3\u03c4\u03b1\u03b8\u03b5\u03c1\u03ac, \u03b5\u03be\u03b7\u03b3\u03b5\u03af\u03c4\u03b1\u03b9 \u03b5\u03c5\u03ba\u03bf\u03bb\u03cc\u03c4\u03b5\u03c1\u03b1 \u03ba\u03b1\u03b9 \u03c3\u03c5\u03bd\u03c4\u03b7\u03c1\u03b5\u03af\u03c4\u03b1\u03b9 \u03bf\u03b9\u03ba\u03bf\u03bd\u03bf\u03bc\u03b9\u03ba\u03cc\u03c4\u03b5\u03c1\u03b1.<\/p>\n<p>\u03a3\u03c4\u03b7 \u03c3\u03c5\u03bd\u03ad\u03c7\u03b5\u03b9\u03b1, \u03b7 \u03bf\u03bc\u03ac\u03b4\u03b1 \u03bf\u03c1\u03af\u03b6\u03b5\u03b9 \u03c0\u03b5\u03c1\u03b9\u03bf\u03c1\u03b9\u03c3\u03bc\u03ad\u03bd\u03bf \u03bb\u03b5\u03be\u03b9\u03bb\u03cc\u03b3\u03b9\u03bf reasons \u03ba\u03b1\u03b9 actions. \u039a\u03ac\u03b8\u03b5 reason \u03c0\u03c1\u03bf\u03ba\u03cd\u03c0\u03c4\u03b5\u03b9 \u03b1\u03c0\u03cc \u03bc\u03b5\u03c4\u03c1\u03ae\u03c3\u03b9\u03bc\u03bf feature \u03ba\u03b1\u03b9 \u03ba\u03ac\u03b8\u03b5 action \u03ad\u03c7\u03b5\u03b9 \u03b9\u03b4\u03b9\u03bf\u03ba\u03c4\u03ae\u03c4\u03b7, \u03b5\u03c0\u03b9\u03bb\u03ad\u03be\u03b9\u03bc\u03bf \u03ba\u03bf\u03b9\u03bd\u03cc, \u03ba\u03cc\u03c3\u03c4\u03bf\u03c2 \u03ba\u03b1\u03b9 success metric. \u0397 \u03b1\u03bd\u03c4\u03b9\u03c3\u03c4\u03bf\u03af\u03c7\u03b9\u03c3\u03b7 \u03b4\u03b5\u03bd \u03b5\u03af\u03bd\u03b1\u03b9 \u03c5\u03c0\u03cc\u03b8\u03b5\u03c3\u03b7 \u03bc\u03cc\u03bd\u03bf \u03c4\u03bf\u03c5 data team\u0387 \u03b5\u03af\u03bd\u03b1\u03b9 \u03ba\u03bf\u03b9\u03bd\u03cc \u03c0\u03c1\u03bf\u03ca\u03cc\u03bd \u03b1\u03bd\u03ac\u03bc\u03b5\u03c3\u03b1 \u03c3\u03b5 analytics, CRM, customer care, compliance \u03ba\u03b1\u03b9 \u03cc\u03c3\u03bf\u03c5\u03c2 \u03c3\u03c7\u03b5\u03b4\u03b9\u03ac\u03b6\u03bf\u03c5\u03bd \u03c4\u03bf <a href=\"https:\/\/twodots.gr\/digital-marketing-seo\/\">Marketing num\u00e9rique et r\u00e9f\u00e9rencement naturel (SEO)<\/a>.<\/p>\n<div class=\"td-step-list\">\n<p class=\"td-step-list-title\">\u0395\u03c0\u03c4\u03ac \u03b2\u03ae\u03bc\u03b1\u03c4\u03b1 \u03b3\u03b9\u03b1 explainable churn workflow<\/p>\n<ol>\n<li><span class=\"td-step-kicker\">Outcome<\/span><strong>\u039f\u03c1\u03af\u03c3\u03c4\u03b5 \u03c4\u03bf \u03bc\u03b5\u03c4\u03c1\u03ae\u03c3\u03b9\u03bc\u03bf \u03b1\u03c0\u03bf\u03c4\u03ad\u03bb\u03b5\u03c3\u03bc\u03b1<\/strong>\n<p>\u03a7\u03c1\u03b7\u03c3\u03b9\u03bc\u03bf\u03c0\u03bf\u03b9\u03ae\u03c3\u03c4\u03b5 incremental retention \u03ba\u03b1\u03b9 \u03ba\u03b1\u03b8\u03b1\u03c1\u03cc \u03c0\u03b5\u03c1\u03b9\u03b8\u03ce\u03c1\u03b9\u03bf, \u03cc\u03c7\u03b9 \u03bc\u03cc\u03bd\u03bf \u03bc\u03b5\u03af\u03c9\u03c3\u03b7 churn \u03ae \u03ba\u03b1\u03bb\u03cd\u03c4\u03b5\u03c1\u03bf AUC.<\/p>\n<\/li>\n<li><span class=\"td-step-kicker\">Data<\/span><strong>\u03a7\u03b1\u03c1\u03c4\u03bf\u03b3\u03c1\u03b1\u03c6\u03ae\u03c3\u03c4\u03b5 \u03c0\u03b7\u03b3\u03ad\u03c2 \u03ba\u03b1\u03b9 \u03b4\u03b9\u03ba\u03b1\u03b9\u03ce\u03bc\u03b1\u03c4\u03b1<\/strong>\n<p>\u039a\u03b1\u03c4\u03b1\u03b3\u03c1\u03ac\u03c8\u03c4\u03b5 \u03c0\u03bf\u03b9\u03b1 \u03c0\u03b5\u03b4\u03af\u03b1 \u03ad\u03c1\u03c7\u03bf\u03bd\u03c4\u03b1\u03b9 \u03b1\u03c0\u03cc CRM, billing, support \u03ba\u03b1\u03b9 \u03b4\u03af\u03ba\u03c4\u03c5\u03bf, \u03c0\u03bf\u03b9\u03bf\u03c2 \u03c4\u03b1 \u03b2\u03bb\u03ad\u03c0\u03b5\u03b9 \u03ba\u03b1\u03b9 \u03c0\u03cc\u03c3\u03bf \u03b4\u03b9\u03b1\u03c4\u03b7\u03c1\u03bf\u03cd\u03bd\u03c4\u03b1\u03b9.<\/p>\n<\/li>\n<li><span class=\"td-step-kicker\">Baseline<\/span><strong>\u039e\u03b5\u03ba\u03b9\u03bd\u03ae\u03c3\u03c4\u03b5 \u03bc\u03b5 \u03b5\u03bb\u03ad\u03b3\u03be\u03b9\u03bc\u03bf \u03bc\u03bf\u03bd\u03c4\u03ad\u03bb\u03bf<\/strong>\n<p>\u03a3\u03c5\u03b3\u03ba\u03c1\u03af\u03bd\u03b5\u03c4\u03b5 Logistic Regression \u03ba\u03b1\u03b9 \u03c0\u03b9\u03bf \u03c3\u03cd\u03bd\u03b8\u03b5\u03c4\u03b1 \u03bc\u03bf\u03bd\u03c4\u03ad\u03bb\u03b1 \u03c3\u03c4\u03bf \u03af\u03b4\u03b9\u03bf split, \u03bc\u03b5 \u03c4\u03bf SMOTE \u03b1\u03c0\u03bf\u03ba\u03bb\u03b5\u03b9\u03c3\u03c4\u03b9\u03ba\u03ac \u03c3\u03c4\u03bf training pipeline.<\/p>\n<\/li>\n<li><span class=\"td-step-kicker\">Calibrate<\/span><strong>\u0392\u03b1\u03b8\u03bc\u03bf\u03bd\u03bf\u03bc\u03ae\u03c3\u03c4\u03b5 score \u03ba\u03b1\u03b9 thresholds<\/strong>\n<p>\u0395\u03bb\u03ad\u03b3\u03be\u03c4\u03b5 \u03b1\u03bd \u03bf\u03b9 \u03c0\u03b9\u03b8\u03b1\u03bd\u03cc\u03c4\u03b7\u03c4\u03b5\u03c2 \u03c3\u03c5\u03bc\u03c6\u03c9\u03bd\u03bf\u03cd\u03bd \u03bc\u03b5 \u03c0\u03c1\u03b1\u03b3\u03bc\u03b1\u03c4\u03b9\u03ba\u03cc prevalence \u03ba\u03b1\u03b9 \u03c1\u03c5\u03b8\u03bc\u03af\u03c3\u03c4\u03b5 \u03c4\u03b1 tiers \u03bc\u03b5 \u03b2\u03ac\u03c3\u03b7 capacity, \u03ba\u03cc\u03c3\u03c4\u03bf\u03c2 \u03ba\u03b1\u03b9 ROI.<\/p>\n<\/li>\n<li><span class=\"td-step-kicker\">Map<\/span><strong>\u03a3\u03c5\u03bd\u03b4\u03ad\u03c3\u03c4\u03b5 reason \u03bc\u03b5 \u03b5\u03c0\u03b9\u03bb\u03ad\u03be\u03b9\u03bc\u03b7 \u03b5\u03bd\u03ad\u03c1\u03b3\u03b5\u03b9\u03b1<\/strong>\n<p>\u039a\u03ac\u03b8\u03b5 action template \u03c7\u03c1\u03b5\u03b9\u03ac\u03b6\u03b5\u03c4\u03b1\u03b9 \u03b9\u03b4\u03b9\u03bf\u03ba\u03c4\u03ae\u03c4\u03b7, \u03ba\u03b1\u03bd\u03cc\u03bd\u03b5\u03c2 \u03b5\u03be\u03b1\u03af\u03c1\u03b5\u03c3\u03b7\u03c2, \u03ba\u03cc\u03c3\u03c4\u03bf\u03c2, consent \u03ba\u03b1\u03b9 \u03c3\u03b1\u03c6\u03ad\u03c2 success metric.<\/p>\n<\/li>\n<li><span class=\"td-step-kicker\">Experiment<\/span><strong>\u039a\u03c1\u03b1\u03c4\u03ae\u03c3\u03c4\u03b5 control group<\/strong>\n<p>\u039c\u03b5\u03c4\u03c1\u03ae\u03c3\u03c4\u03b5 \u03c0\u03bf\u03b9\u03bf\u03c2 \u03c0\u03b1\u03c1\u03ad\u03bc\u03b5\u03b9\u03bd\u03b5 \u03b5\u03be\u03b1\u03b9\u03c4\u03af\u03b1\u03c2 \u03c4\u03b7\u03c2 \u03c0\u03b1\u03c1\u03ad\u03bc\u03b2\u03b1\u03c3\u03b7\u03c2 \u03ba\u03b1\u03b9 \u03cc\u03c7\u03b9 \u03b1\u03c0\u03bb\u03ce\u03c2 \u03c0\u03bf\u03b9\u03bf\u03c2 \u03b4\u03ad\u03c7\u03b8\u03b7\u03ba\u03b5 \u03bc\u03b9\u03b1 \u03c0\u03c1\u03bf\u03c3\u03c6\u03bf\u03c1\u03ac.<\/p>\n<\/li>\n<li><span class=\"td-step-kicker\">Moniteur<\/span><strong>\u03a0\u03b1\u03c1\u03b1\u03ba\u03bf\u03bb\u03bf\u03c5\u03b8\u03ae\u03c3\u03c4\u03b5 drift, fairness \u03ba\u03b1\u03b9 feedback<\/strong>\n<p>\u039a\u03b1\u03c4\u03b1\u03b3\u03c1\u03ac\u03c8\u03c4\u03b5 model version, explanation, \u03c4\u03b5\u03bb\u03b9\u03ba\u03ae \u03b5\u03bd\u03ad\u03c1\u03b3\u03b5\u03b9\u03b1 \u03ba\u03b1\u03b9 outcome \u03ba\u03b1\u03b9 \u03bf\u03c1\u03af\u03c3\u03c4\u03b5 triggers \u03b3\u03b9\u03b1 review \u03ae \u03b5\u03c0\u03b1\u03bd\u03b5\u03ba\u03c0\u03b1\u03af\u03b4\u03b5\u03c5\u03c3\u03b7.<\/p>\n<\/li>\n<\/ol>\n<\/div>\n<p>\u0397 \u03c4\u03b5\u03bb\u03b9\u03ba\u03ae \u03c9\u03c1\u03b9\u03bc\u03cc\u03c4\u03b7\u03c4\u03b1 \u03b4\u03b5\u03bd \u03bc\u03b5\u03c4\u03c1\u03b9\u03ad\u03c4\u03b1\u03b9 \u03b1\u03c0\u03cc \u03c4\u03bf \u03c0\u03cc\u03c3\u03b5\u03c2 \u03c0\u03c1\u03bf\u03b2\u03bb\u03ad\u03c8\u03b5\u03b9\u03c2 \u03c0\u03b1\u03c1\u03ac\u03b3\u03bf\u03bd\u03c4\u03b1\u03b9. \u039c\u03b5\u03c4\u03c1\u03b9\u03ad\u03c4\u03b1\u03b9 \u03b1\u03c0\u03cc \u03c4\u03bf \u03b1\u03bd \u03b7 \u03b5\u03c4\u03b1\u03b9\u03c1\u03b5\u03af\u03b1 \u03bc\u03c0\u03bf\u03c1\u03b5\u03af \u03bd\u03b1 \u03c3\u03c5\u03bd\u03b4\u03ad\u03c3\u03b5\u03b9 prediction, treatment, control \u03ba\u03b1\u03b9 outcome \u03bc\u03b5 \u03c3\u03c5\u03bd\u03b5\u03c0\u03ae \u03b4\u03b5\u03b4\u03bf\u03bc\u03ad\u03bd\u03b1. \u0388\u03bd\u03b1 \u03c4\u03ad\u03c4\u03bf\u03b9\u03bf workflow \u03bc\u03c0\u03bf\u03c1\u03b5\u03af \u03bd\u03b1 \u03b5\u03bd\u03c4\u03b1\u03c7\u03b8\u03b5\u03af \u03c3\u03b5 \u03b5\u03c5\u03c1\u03cd\u03c4\u03b5\u03c1\u03bf\u03c5\u03c2 <a href=\"https:\/\/twodots.gr\/aftomatismoi-epicheiriseon-ai\/\">Automatisation des processus m\u00e9tier et IA<\/a>, \u03b1\u03c1\u03ba\u03b5\u03af \u03c4\u03b1 approvals, \u03c4\u03b1 fallbacks \u03ba\u03b1\u03b9 \u03c4\u03b1 audit logs \u03bd\u03b1 \u03ad\u03c7\u03bf\u03c5\u03bd \u03c3\u03c7\u03b5\u03b4\u03b9\u03b1\u03c3\u03c4\u03b5\u03af \u03c0\u03c1\u03b9\u03bd \u03b1\u03c0\u03cc \u03c4\u03b7\u03bd \u03b5\u03bd\u03b5\u03c1\u03b3\u03bf\u03c0\u03bf\u03af\u03b7\u03c3\u03b7.<\/p>\n<p>\u03a4\u03bf \u03c0\u03b9\u03bf \u03c7\u03c1\u03ae\u03c3\u03b9\u03bc\u03bf churn model \u03b4\u03b5\u03bd \u03b5\u03af\u03bd\u03b1\u03b9 \u03b5\u03ba\u03b5\u03af\u03bd\u03bf \u03c0\u03bf\u03c5 \u03ba\u03b5\u03c1\u03b4\u03af\u03b6\u03b5\u03b9 \u03bf\u03c1\u03b9\u03b1\u03ba\u03ac \u03c3\u03b5 \u03bc\u03af\u03b1 \u03bc\u03b5\u03c4\u03c1\u03b9\u03ba\u03ae. \u0395\u03af\u03bd\u03b1\u03b9 \u03b5\u03ba\u03b5\u03af\u03bd\u03bf \u03c0\u03bf\u03c5 \u03b5\u03be\u03b7\u03b3\u03b5\u03af \u03b1\u03c1\u03ba\u03b5\u03c4\u03ac \u03ba\u03b1\u03bb\u03ac \u03c4\u03b7\u03bd \u03c0\u03c1\u03cc\u03b2\u03bb\u03b5\u03c8\u03b7, \u03bf\u03b4\u03b7\u03b3\u03b5\u03af \u03c3\u03b5 \u03bc\u03b5\u03c4\u03c1\u03ae\u03c3\u03b9\u03bc\u03b7 \u03ba\u03b1\u03b9 \u03c5\u03c0\u03b5\u03cd\u03b8\u03c5\u03bd\u03b7 \u03b4\u03c1\u03ac\u03c3\u03b7 \u03ba\u03b1\u03b9 \u03bc\u03b1\u03b8\u03b1\u03af\u03bd\u03b5\u03b9 \u03b1\u03c0\u03cc \u03c4\u03bf \u03b1\u03c0\u03bf\u03c4\u03ad\u03bb\u03b5\u03c3\u03bc\u03b1. \u0397 \u03b3\u03ad\u03c6\u03c5\u03c1\u03b1 \u03b1\u03bd\u03ac\u03bc\u03b5\u03c3\u03b1 \u03c3\u03b5 XAI \u03ba\u03b1\u03b9 CRM \u03b5\u03af\u03bd\u03b1\u03b9 \u03c4\u03bf \u03c3\u03b7\u03bc\u03b5\u03af\u03bf \u03cc\u03c0\u03bf\u03c5 \u03b7 \u03c4\u03b5\u03c7\u03bd\u03b9\u03ba\u03ae \u03b5\u03c0\u03af\u03b4\u03bf\u03c3\u03b7 \u03bc\u03c0\u03bf\u03c1\u03b5\u03af \u03bd\u03b1 \u03b3\u03af\u03bd\u03b5\u03b9 \u03c0\u03c1\u03b1\u03b3\u03bc\u03b1\u03c4\u03b9\u03ba\u03ae \u03b5\u03bc\u03c0\u03b5\u03b9\u03c1\u03af\u03b1 \u03c0\u03b5\u03bb\u03ac\u03c4\u03b7 \u03ba\u03b1\u03b9 \u03b5\u03c0\u03b9\u03c7\u03b5\u03b9\u03c1\u03b7\u03bc\u03b1\u03c4\u03b9\u03ba\u03ae \u03b1\u03be\u03af\u03b1.<\/p>\n<section class=\"td-service-cta\">\n<div class=\"td-service-cta-content\">\n<p class=\"td-service-cta-eyebrow\">Automatisation des processus m\u00e9tier et IA<\/p>\n<p class=\"td-service-cta-title\">\u03a3\u03c7\u03b5\u03b4\u03b9\u03ac\u03c3\u03c4\u03b5 CRM workflow \u03c0\u03bf\u03c5 \u03b5\u03be\u03b7\u03b3\u03b5\u03af, \u03bc\u03b5\u03c4\u03c1\u03ac \u03ba\u03b1\u03b9 \u03b2\u03b5\u03bb\u03c4\u03b9\u03ce\u03bd\u03b5\u03c4\u03b1\u03b9<\/p>\n<p>\u0397 TWO DOTS \u03c7\u03b1\u03c1\u03c4\u03bf\u03b3\u03c1\u03b1\u03c6\u03b5\u03af \u03c4\u03b1 \u03b4\u03b5\u03b4\u03bf\u03bc\u03ad\u03bd\u03b1, \u03c4\u03b1 retention rules, \u03c4\u03b1 approvals \u03ba\u03b1\u03b9 \u03c4\u03bf feedback loop \u03c0\u03c1\u03b9\u03bd \u03c3\u03c5\u03bd\u03b4\u03ad\u03c3\u03b5\u03b9 AI \u03bc\u03b5 CRM, customer support \u03ba\u03b1\u03b9 marketing. \u0388\u03c4\u03c3\u03b9 \u03ba\u03ac\u03b8\u03b5 \u03b1\u03c5\u03c4\u03bf\u03bc\u03b1\u03c4\u03bf\u03c0\u03bf\u03b9\u03b7\u03bc\u03ad\u03bd\u03b7 \u03c0\u03c1\u03cc\u03c4\u03b1\u03c3\u03b7 \u03c0\u03b1\u03c1\u03b1\u03bc\u03ad\u03bd\u03b5\u03b9 \u03b5\u03bb\u03ad\u03b3\u03be\u03b9\u03bc\u03b7 \u03ba\u03b1\u03b9 \u03ba\u03ac\u03b8\u03b5 \u03b1\u03c0\u03bf\u03c4\u03ad\u03bb\u03b5\u03c3\u03bc\u03b1 \u03bc\u03c0\u03bf\u03c1\u03b5\u03af \u03bd\u03b1 \u03bc\u03b5\u03c4\u03c1\u03b7\u03b8\u03b5\u03af.<\/p>\n<div class=\"td-service-cta-actions\"><a class=\"td-service-cta-button\" href=\"https:\/\/twodots.gr\/aftomatismoi-epicheiriseon-ai\/\">\u0394\u03b5\u03af\u03c4\u03b5 \u03c4\u03bf\u03c5\u03c2 \u0391\u03c5\u03c4\u03bf\u03bc\u03b1\u03c4\u03b9\u03c3\u03bc\u03bf\u03cd\u03c2 &amp; AI<\/a><\/div>\n<\/div>\n<\/section>\n<section id=\"sychnes-erotiseis\" class=\"td-faq-section\">\n<div class=\"td-faq\">\n<p class=\"td-faq-heading\">Foire aux questions (FAQ)<\/p>\n<details class=\"td-faq-item\">\n<summary class=\"td-faq-title\">\u03a4\u03b9 \u03b5\u03af\u03bd\u03b1\u03b9 \u03c4\u03bf explainable AI \u03c3\u03c4\u03bf CRM;<\/summary>\n<div class=\"td-faq-content\">\n<p>\u0395\u03af\u03bd\u03b1\u03b9 \u03b7 \u03c7\u03c1\u03ae\u03c3\u03b7 \u03c4\u03b5\u03c7\u03bd\u03b9\u03ba\u03ce\u03bd \u03c0\u03bf\u03c5 \u03b4\u03b5\u03af\u03c7\u03bd\u03bf\u03c5\u03bd \u03c0\u03bf\u03b9\u03b1 \u03c7\u03b1\u03c1\u03b1\u03ba\u03c4\u03b7\u03c1\u03b9\u03c3\u03c4\u03b9\u03ba\u03ac \u03b5\u03c0\u03b7\u03c1\u03ad\u03b1\u03c3\u03b1\u03bd \u03bc\u03b9\u03b1 \u03c0\u03c1\u03cc\u03b2\u03bb\u03b5\u03c8\u03b7, \u03ce\u03c3\u03c4\u03b5 \u03b7 \u03bf\u03bc\u03ac\u03b4\u03b1 CRM \u03bd\u03b1 \u03b5\u03bb\u03ad\u03b3\u03c7\u03b5\u03b9 \u03c4\u03bf score \u03ba\u03b1\u03b9 \u03bd\u03b1 \u03b5\u03c0\u03b9\u03bb\u03ad\u03b3\u03b5\u03b9 \u03c4\u03b5\u03ba\u03bc\u03b7\u03c1\u03b9\u03c9\u03bc\u03ad\u03bd\u03b7 \u03b5\u03bd\u03ad\u03c1\u03b3\u03b5\u03b9\u03b1 \u03b1\u03bd\u03c4\u03af \u03bd\u03b1 \u03bb\u03b5\u03b9\u03c4\u03bf\u03c5\u03c1\u03b3\u03b5\u03af \u03bc\u03b5 \u03ad\u03bd\u03b1\u03bd \u03b1\u03b4\u03b9\u03b1\u03c6\u03b1\u03bd\u03ae \u03b1\u03c1\u03b9\u03b8\u03bc\u03cc.<\/p>\n<\/div>\n<\/details>\n<details class=\"td-faq-item\">\n<summary class=\"td-faq-title\">\u0393\u03b9\u03b1\u03c4\u03af \u03b4\u03b5\u03bd \u03b1\u03c1\u03ba\u03b5\u03af \u03ad\u03bd\u03b1 churn score;<\/summary>\n<div class=\"td-faq-content\">\n<p>\u03a4\u03bf score \u03b9\u03b5\u03c1\u03b1\u03c1\u03c7\u03b5\u03af \u03c4\u03bf\u03bd \u03ba\u03af\u03bd\u03b4\u03c5\u03bd\u03bf, \u03b1\u03bb\u03bb\u03ac \u03b4\u03b5\u03bd \u03b5\u03be\u03b7\u03b3\u03b5\u03af \u03c0\u03bf\u03b9\u03b1 \u03c0\u03b1\u03c1\u03ad\u03bc\u03b2\u03b1\u03c3\u03b7 \u03b5\u03af\u03bd\u03b1\u03b9 \u03ba\u03b1\u03c4\u03ac\u03bb\u03bb\u03b7\u03bb\u03b7 \u03bf\u03cd\u03c4\u03b5 \u03b1\u03bd \u03b1\u03c5\u03c4\u03ae \u03b8\u03b1 \u03b1\u03bb\u03bb\u03ac\u03be\u03b5\u03b9 \u03c4\u03b7 \u03c3\u03c5\u03bc\u03c0\u03b5\u03c1\u03b9\u03c6\u03bf\u03c1\u03ac. \u03a7\u03c1\u03b5\u03b9\u03ac\u03b6\u03bf\u03bd\u03c4\u03b1\u03b9 drivers, action rules, control group \u03ba\u03b1\u03b9 outcome measurement.<\/p>\n<\/div>\n<\/details>\n<details class=\"td-faq-item\">\n<summary class=\"td-faq-title\">\u03a0\u03bf\u03b9\u03b1 \u03b5\u03af\u03bd\u03b1\u03b9 \u03b7 \u03b4\u03b9\u03b1\u03c6\u03bf\u03c1\u03ac SHAP \u03ba\u03b1\u03b9 LIME;<\/summary>\n<div class=\"td-faq-content\">\n<p>\u03a4\u03bf SHAP \u03b1\u03c0\u03bf\u03b4\u03af\u03b4\u03b5\u03b9 \u03c0\u03c1\u03bf\u03c3\u03b8\u03b5\u03c4\u03b9\u03ba\u03ad\u03c2 \u03c3\u03c5\u03bd\u03b5\u03b9\u03c3\u03c6\u03bf\u03c1\u03ad\u03c2 \u03c3\u03c4\u03b1 \u03c7\u03b1\u03c1\u03b1\u03ba\u03c4\u03b7\u03c1\u03b9\u03c3\u03c4\u03b9\u03ba\u03ac \u03ba\u03b1\u03b9 \u03c7\u03c1\u03b7\u03c3\u03b9\u03bc\u03bf\u03c0\u03bf\u03b9\u03b5\u03af\u03c4\u03b1\u03b9 \u03c3\u03c5\u03bd\u03bf\u03bb\u03b9\u03ba\u03ac \u03ae \u03b1\u03bd\u03ac \u03c0\u03c1\u03cc\u03b2\u03bb\u03b5\u03c8\u03b7. \u03a4\u03bf LIME \u03c0\u03c1\u03bf\u03c3\u03b1\u03c1\u03bc\u03cc\u03b6\u03b5\u03b9 \u03ad\u03bd\u03b1 \u03c4\u03bf\u03c0\u03b9\u03ba\u03cc surrogate \u03b3\u03cd\u03c1\u03c9 \u03b1\u03c0\u03cc \u03bc\u03af\u03b1 \u03c3\u03c5\u03b3\u03ba\u03b5\u03ba\u03c1\u03b9\u03bc\u03ad\u03bd\u03b7 \u03c0\u03b5\u03c1\u03af\u03c0\u03c4\u03c9\u03c3\u03b7.<\/p>\n<\/div>\n<\/details>\n<details class=\"td-faq-item\">\n<summary class=\"td-faq-title\">\u0395\u03af\u03bd\u03b1\u03b9 \u03c0\u03ac\u03bd\u03c4\u03b1 \u03ba\u03b1\u03bb\u03cd\u03c4\u03b5\u03c1\u03bf \u03c4\u03bf \u03c0\u03b9\u03bf \u03c3\u03cd\u03bd\u03b8\u03b5\u03c4\u03bf \u03bc\u03bf\u03bd\u03c4\u03ad\u03bb\u03bf churn;<\/summary>\n<div class=\"td-faq-content\">\n<p>\u038c\u03c7\u03b9. \u03a3\u03c4\u03b7 \u03c3\u03c5\u03b3\u03ba\u03b5\u03ba\u03c1\u03b9\u03bc\u03ad\u03bd\u03b7 \u03bc\u03b5\u03bb\u03ad\u03c4\u03b7, \u03b7 Logistic Regression \u03b5\u03af\u03c7\u03b5 \u03c4\u03bf \u03c5\u03c8\u03b7\u03bb\u03cc\u03c4\u03b5\u03c1\u03bf AUC \u03ba\u03b1\u03b9 recall, \u03b5\u03bd\u03ce \u03c4\u03b1 \u03c4\u03ad\u03c3\u03c3\u03b5\u03c1\u03b1 \u03bc\u03bf\u03bd\u03c4\u03ad\u03bb\u03b1 \u03b2\u03c1\u03ad\u03b8\u03b7\u03ba\u03b1\u03bd \u03c3\u03b5 \u03b5\u03cd\u03c1\u03bf\u03c2 \u03bc\u03cc\u03bb\u03b9\u03c2 0,011 AUC. \u0397 \u03b5\u03c0\u03b9\u03bb\u03bf\u03b3\u03ae \u03c0\u03c1\u03ad\u03c0\u03b5\u03b9 \u03bd\u03b1 \u03c3\u03c5\u03bd\u03b5\u03ba\u03c4\u03b9\u03bc\u03ac \u03c3\u03c4\u03b1\u03b8\u03b5\u03c1\u03cc\u03c4\u03b7\u03c4\u03b1, calibration \u03ba\u03b1\u03b9 \u03b4\u03c5\u03bd\u03b1\u03c4\u03cc\u03c4\u03b7\u03c4\u03b1 \u03b5\u03bb\u03ad\u03b3\u03c7\u03bf\u03c5.<\/p>\n<\/div>\n<\/details>\n<details class=\"td-faq-item\">\n<summary class=\"td-faq-title\">\u039c\u03c0\u03bf\u03c1\u03bf\u03cd\u03bd \u03c4\u03b1 thresholds 0,70 \u03ba\u03b1\u03b9 0,40 \u03bd\u03b1 \u03c7\u03c1\u03b7\u03c3\u03b9\u03bc\u03bf\u03c0\u03bf\u03b9\u03b7\u03b8\u03bf\u03cd\u03bd \u03b1\u03c5\u03c4\u03bf\u03cd\u03c3\u03b9\u03b1;<\/summary>\n<div class=\"td-faq-content\">\n<p>\u039c\u03cc\u03bd\u03bf \u03c9\u03c2 \u03b1\u03c1\u03c7\u03b9\u03ba\u03ae \u03c5\u03c0\u03cc\u03b8\u03b5\u03c3\u03b7. \u0395\u03c0\u03b5\u03b9\u03b4\u03ae \u03c4\u03bf training set \u03b5\u03be\u03b9\u03c3\u03bf\u03c1\u03c1\u03bf\u03c0\u03ae\u03b8\u03b7\u03ba\u03b5 \u03bc\u03b5 SMOTE, \u03bf\u03b9 \u03b1\u03c0\u03cc\u03bb\u03c5\u03c4\u03b5\u03c2 \u03c0\u03b9\u03b8\u03b1\u03bd\u03cc\u03c4\u03b7\u03c4\u03b5\u03c2 \u03c7\u03c1\u03b5\u03b9\u03ac\u03b6\u03bf\u03bd\u03c4\u03b1\u03b9 calibration \u03ba\u03b1\u03b9 \u03c4\u03b1 thresholds \u03c0\u03c1\u03ad\u03c0\u03b5\u03b9 \u03bd\u03b1 \u03b4\u03bf\u03ba\u03b9\u03bc\u03b1\u03c3\u03c4\u03bf\u03cd\u03bd \u03bc\u03b5 \u03c0\u03c1\u03b1\u03b3\u03bc\u03b1\u03c4\u03b9\u03ba\u03cc prevalence, capacity \u03ba\u03b1\u03b9 ROI.<\/p>\n<\/div>\n<\/details>\n<details class=\"td-faq-item\">\n<summary class=\"td-faq-title\">\u039f\u03b9 SHAP drivers \u03b1\u03c0\u03bf\u03b4\u03b5\u03b9\u03ba\u03bd\u03cd\u03bf\u03c5\u03bd \u03b1\u03b9\u03c4\u03b9\u03cc\u03c4\u03b7\u03c4\u03b1;<\/summary>\n<div class=\"td-faq-content\">\n<p>\u038c\u03c7\u03b9. \u0395\u03be\u03b7\u03b3\u03bf\u03cd\u03bd \u03c0\u03ce\u03c2 \u03c4\u03bf \u03bc\u03bf\u03bd\u03c4\u03ad\u03bb\u03bf \u03c7\u03c1\u03b7\u03c3\u03b9\u03bc\u03bf\u03c0\u03bf\u03af\u03b7\u03c3\u03b5 \u03c3\u03c5\u03c3\u03c7\u03b5\u03c4\u03af\u03c3\u03b5\u03b9\u03c2. \u0397 \u03b5\u03c0\u03af\u03b4\u03c1\u03b1\u03c3\u03b7 \u03bc\u03b9\u03b1\u03c2 retention \u03b5\u03bd\u03ad\u03c1\u03b3\u03b5\u03b9\u03b1\u03c2 \u03b1\u03c0\u03bf\u03b4\u03b5\u03b9\u03ba\u03bd\u03cd\u03b5\u03c4\u03b1\u03b9 \u03bc\u03b5 \u03c0\u03b5\u03af\u03c1\u03b1\u03bc\u03b1, control group \u03ba\u03b1\u03b9 \u03bc\u03b5\u03c4\u03c1\u03b7\u03bc\u03ad\u03bd\u03bf uplift.<\/p>\n<\/div>\n<\/details>\n<details class=\"td-faq-item\">\n<summary class=\"td-faq-title\">\u03a0\u03ce\u03c2 \u03bc\u03b5\u03c4\u03c1\u03b9\u03ad\u03c4\u03b1\u03b9 \u03b7 \u03b1\u03be\u03af\u03b1 \u03bc\u03b9\u03b1\u03c2 retention \u03b5\u03bd\u03ad\u03c1\u03b3\u03b5\u03b9\u03b1\u03c2;<\/summary>\n<div class=\"td-faq-content\">\n<p>\u039c\u03b5 \u03c3\u03cd\u03b3\u03ba\u03c1\u03b9\u03c3\u03b7 contacted \u03ba\u03b1\u03b9 \u03c0\u03b1\u03c1\u03cc\u03bc\u03bf\u03b9\u03bf\u03c5 not-contacted control group, \u03bb\u03b1\u03bc\u03b2\u03ac\u03bd\u03bf\u03bd\u03c4\u03b1\u03c2 \u03c5\u03c0\u03cc\u03c8\u03b7 \u03c0\u03c1\u03b1\u03b3\u03bc\u03b1\u03c4\u03b9\u03ba\u03ae \u03c0\u03b1\u03c1\u03b1\u03bc\u03bf\u03bd\u03ae, \u03ba\u03cc\u03c3\u03c4\u03bf\u03c2 \u03ba\u03b9\u03bd\u03ae\u03c4\u03c1\u03bf\u03c5, \u03ba\u03cc\u03c3\u03c4\u03bf\u03c2 \u03b5\u03c0\u03b1\u03c6\u03ae\u03c2 \u03ba\u03b1\u03b9 \u03ba\u03b1\u03b8\u03b1\u03c1\u03ae \u03b1\u03be\u03af\u03b1 \u03c0\u03b5\u03bb\u03ac\u03c4\u03b7.<\/p>\n<\/div>\n<\/details>\n<details class=\"td-faq-item\">\n<summary class=\"td-faq-title\">\u03a0\u03bf\u03b9\u03bf\u03c2 \u03c0\u03c1\u03ad\u03c0\u03b5\u03b9 \u03bd\u03b1 \u03b4\u03b9\u03b1\u03c7\u03b5\u03b9\u03c1\u03af\u03b6\u03b5\u03c4\u03b1\u03b9 \u03c4\u03bf explanation-to-action mapping;<\/summary>\n<div class=\"td-faq-content\">\n<p>\u039c\u03b9\u03b1 \u03b4\u03b9\u03b1\u03bb\u03b5\u03b9\u03c4\u03bf\u03c5\u03c1\u03b3\u03b9\u03ba\u03ae \u03bf\u03bc\u03ac\u03b4\u03b1 CRM, marketing, analytics, customer care \u03ba\u03b1\u03b9 compliance. \u03a4\u03bf mapping \u03c7\u03c1\u03b5\u03b9\u03ac\u03b6\u03b5\u03c4\u03b1\u03b9 \u03b5\u03c0\u03b9\u03c7\u03b5\u03b9\u03c1\u03b7\u03bc\u03b1\u03c4\u03b9\u03ba\u03ae \u03ba\u03c1\u03af\u03c3\u03b7, \u03ba\u03b1\u03bd\u03cc\u03bd\u03b5\u03c2 \u03b5\u03c0\u03b9\u03bb\u03b5\u03be\u03b9\u03bc\u03cc\u03c4\u03b7\u03c4\u03b1\u03c2, \u03c0\u03b1\u03c1\u03b1\u03ba\u03bf\u03bb\u03bf\u03cd\u03b8\u03b7\u03c3\u03b7 \u03ba\u03b1\u03b9 \u03c3\u03c5\u03c3\u03c4\u03b7\u03bc\u03b1\u03c4\u03b9\u03ba\u03ae \u03b1\u03bd\u03b1\u03b8\u03b5\u03ce\u03c1\u03b7\u03c3\u03b7.<\/p>\n<\/div>\n<\/details>\n<\/div>\n<\/section>\n<div class=\"td-source-list\">\n<p id=\"piges\" class=\"td-source-list-title\">Sources d'information<\/p>\n<ul>\n<li><a href=\"https:\/\/arxiv.org\/abs\/2608.26151\" target=\"_blank\" rel=\"noopener\">Gaddamwar, Explainable Artificial Intelligence for Customer Churn Prediction in Telecommunications<\/a><\/li>\n<li><a href=\"https:\/\/community.ibm.com\/community\/user\/blogs\/steven-macko\/2019\/07\/11\/telco-customer-churn-1113\" target=\"_blank\" rel=\"noopener\">IBM, Telco Customer Churn sample<\/a><\/li>\n<li><a href=\"https:\/\/shap.readthedocs.io\/en\/stable\/\" target=\"_blank\" rel=\"noopener\">SHAP, \u03b5\u03c0\u03af\u03c3\u03b7\u03bc\u03b7 \u03c4\u03b5\u03ba\u03bc\u03b7\u03c1\u03af\u03c9\u03c3\u03b7<\/a><\/li>\n<li><a href=\"https:\/\/arxiv.org\/abs\/1602.04938\" target=\"_blank\" rel=\"noopener\">Ribeiro et al., Why Should I Trust You? Explaining the Predictions of Any Classifier<\/a><\/li>\n<li><a href=\"https:\/\/www.nist.gov\/itl\/ai-risk-management-framework\" target=\"_blank\" rel=\"noopener\">NIST, AI Risk Management Framework<\/a><\/li>\n<\/ul>\n<\/div>","protected":false},"excerpt":{"rendered":"<p>L'IA explicable transforme le score de d\u00e9sabonnement en une action CRM contr\u00f4lable, avec des facteurs d\u00e9terminants, un calibrage, des groupes t\u00e9moins et une boucle de r\u00e9troaction mesurable.<\/p>","protected":false},"author":1,"featured_media":113413,"comment_status":"open","ping_status":"","sticky":false,"template":"","format":"standard","meta":{"_gspb_post_css":"","footnotes":""},"categories":[199],"tags":[3893,21659,7549,7477,21660],"class_list":["post-104942","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-techniti-noimosyni","tag-crm","tag-customer-churn","tag-explainable-ai","tag-machine-learning","tag-retention-marketing"],"_links":{"self":[{"href":"https:\/\/twodots.gr\/fr\/wp-json\/wp\/v2\/posts\/104942","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/twodots.gr\/fr\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/twodots.gr\/fr\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/twodots.gr\/fr\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/twodots.gr\/fr\/wp-json\/wp\/v2\/comments?post=104942"}],"version-history":[{"count":0,"href":"https:\/\/twodots.gr\/fr\/wp-json\/wp\/v2\/posts\/104942\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/twodots.gr\/fr\/wp-json\/wp\/v2\/media\/113413"}],"wp:attachment":[{"href":"https:\/\/twodots.gr\/fr\/wp-json\/wp\/v2\/media?parent=104942"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/twodots.gr\/fr\/wp-json\/wp\/v2\/categories?post=104942"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/twodots.gr\/fr\/wp-json\/wp\/v2\/tags?post=104942"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}