Aviso

Seagate Technology, a renowned data storage company, was facing a significant challenge in transitioning its business model from OEM and channel distribution to a subscription-based model. The company wanted to consolidate its forecasting processes across various teams and business segments, and sought to use deal rooms for collaboration with both internal and external stakeholders. However, Seagate's sales teams lacked the necessary experience in the subscription business model. They also struggled with the quick movement of large volumes of data in the revenue cycle with customers and had an insufficient customer-facing and user sales organization that could interact directly with customers within the Go-To-Market (GTM) strategy.

In 2020, NetApp was seeking a tool to streamline the input, review, and reporting of forecast calls at both the individual and team level. The company wanted an AI solution to enhance customer engagement and foster the internal training and growth of their sales reps. The challenges faced included a lack of insights into customer conversations, over-reliance on spreadsheets, ad-hoc deal reviews, ineffective CRM use leading to poor customer engagement, and no AI in the training of sales teams.

In 2018, Honeywell embarked on a strategic initiative to implement a global design model (GDM) for its CRM solution. This initiative was a result of a high-level blueprint of recommendations, which were gathered from over a hundred Honeywell employees across various functions. The next step for Honeywell was to find a suitable sales forecasting tool. The goal was to improve sales forecast accuracy across business units, enable informed decision-making, and predict short and long-term performance. However, Honeywell faced several challenges. These included disconnected CRM instances maintained across business units, low accuracy in predicting short and long-term deals and opportunity performance, lack of real-time deal insights, and overspending on underutilized CRM licenses and ineffective call recording tools.

Ivanti, a software company, was facing several challenges with its sales business processes. The company had multiple disconnected instances of Salesforce CRM, which made it difficult to streamline its operations. The manual forecast rollup with MS Excel and PowerPoint was time-consuming and inefficient. The data was scattered across CRM and Excel spreadsheets, making it hard to get a comprehensive view of the business. The company also lacked insights into opportunities and activities, and had complex hierarchy requirements. These challenges were hindering Ivanti's growth and efficiency.