“Veracode is a leader in securing web, mobile, and third-party applications for the world’s largest global enterprises, including one-third of the Fortune 100, three of the top four U.S. commercial banks, and more than 20 of Forbes’s 100 Most Valuable Brands. When Tanya Gay, Global Sales Operations and Enablement Executive at Veracode, arrived a couple years ago she inherited a small group of sales ops leads that quickly grew to a team of 12. With such rapid change Tanya recognized a number of their “systems and technology…needed adjusting” to keep up with the growth.
The technology that most desperately needed changing was Excel. Veracode was handling all of its forecasting processes through the spreadsheets platform, which either significantly over or undershoot their end-of-quarter forecast and provided no actionable insights into the pipeline. “It was really tough to understand the deals that were really affecting our forecast and see how they were moving through the pipeline”, Tanya laments. “ There was really no connection between what was happening inside Salesforce and the spreadsheets”.
Although the sales reps did have one-on-one’s with sales VPs and first level managers, conversations that involved essentially random numbers were always unproductive. Even standard Monday morning sales calls with key executives consisted of scattered conversations. Facing these visibility problems Tanya looked to act. By seeking a forecasting tool that could be configured to meet Veracode’s complex system of tracking deals, Tanya believed everyone in the organization could get on the same page and make more informed decisions. Aviso was the platform she turned to.”
To read more about how Aviso enabled Veracode’s growth, check out this week’s Case Study.