Daily Papers

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

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

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

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

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

Excellent tail performance is crucial for modern machine learning tasks, such as algorithmic fairness, class imbalance, and risk-sensitive decision making, as it ensures the effective handling of challenging samples within a dataset. Tail performance is also a vital determinant of success for personalized recommender systems to reduce the risk of losing users with low satisfaction. This study introduces a "safe" collaborative filtering method that prioritizes recommendation quality for less-satisfied users rather than focusing on the average performance. Our approach minimizes the conditional value at risk (CVaR), which represents the average risk over the tails of users' loss. To overcome computational challenges for web-scale recommender systems, we develop a robust yet practical algorithm that extends the most scalable method, implicit alternating least squares (iALS). Empirical evaluation on real-world datasets demonstrates the excellent tail performance of our approach while maintaining competitive computational efficiency.

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

In modern recommendation systems, the standard pipeline involves training machine learning models on historical data to predict user behaviors and improve recommendations continuously. However, these data training loops can introduce interference in A/B tests, where data generated by control and treatment algorithms, potentially with different distributions, are combined. To address these challenges, we introduce a novel approach called weighted training. This approach entails training a model to predict the probability of each data point appearing in either the treatment or control data and subsequently applying weighted losses during model training. We demonstrate that this approach achieves the least variance among all estimators that do not cause shifts in the training distributions. Through simulation studies, we demonstrate the lower bias and variance of our approach compared to other methods.

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

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

Optimizing user engagement is a key goal for modern recommendation systems, but blindly pushing users towards increased consumption risks burn-out, churn, or even addictive habits. To promote digital well-being, most platforms now offer a service that periodically prompts users to take breaks. These, however, must be set up manually, and so may be suboptimal for both users and the system. In this paper, we study the role of breaks in recommendation, and propose a framework for learning optimal breaking policies that promote and sustain long-term engagement. Based on the notion that recommendation dynamics are susceptible to both positive and negative feedback, we cast recommendation as a Lotka-Volterra dynamical system, where breaking reduces to a problem of optimal control. We then give an efficient learning algorithm, provide theoretical guarantees, and empirically demonstrate the utility of our approach on semi-synthetic data.