Aviso Fall ‘17 Release: Revolutionize Pipeline and Deal Reviews

By Heather Ryan

With our Fall ‘17 Release, we’ve augmented our forecasting functionality and introduced two new modules designed to replace two outdated processes with smart, data-driven functionality.

Over the years, as we built the market’s most advanced forecasting platform, it became clear that when we helped companies get their forecast right, it also greatly impacted other downstream activities. When done correctly, forecast management helps drive more successful pipeline and deal reviews. As the category-defining leader in forecasting, we decided to apply our leading technology and Artificial Intelligence capabilities to reimagining these two critical processes.

Three Critical Processes, One Platform

With the release of our latest product innovations, Aviso Sales Vision now aligns sales forecasting, pipeline reviews, and deal reviews on a single, collaborative tool. With all three critical sales processes on one platform, we offer unprecedented, 360-degree visibility across the entire sales lifecycle. Aviso now not only tells you if a rep, product line or business segment is forecasted to miss the number, by how much, and what to do about it, but also drives smart pipeline management and deal reviews.

Our Fall ‘17 Release includes new innovations in four primary areas.

Watch our video for a full release overview.

In this blog post, I’ll cover our two biggest announcements: new modules that drive laser focused pipeline reviews and zero-prep deal reviews!

Laser Focused Pipeline Reviews

The problem: The Inefficient “Tops-Down” Review Method
Most sales teams in B2B tech organizations currently conduct pipeline reviews in either a spreadsheet or using a CRM report. Deals are sorted by forecast category and sub-sorted by deal size. On a weekly basis the frontline sales manager sits down with a rep, and they start at the top of the list and work their way to the bottom, reviewing each deal. When managers and reps plod their way down through the biggest deals in “commit” and “best case,” they rarely make it to the bottom of the list. Instead, they waste time looking at the wrong deals, while overlooking deals that need immediate attention. Another big problem with this process is that the manager can’t see “what’s changed” and often too much time is spent reviewing the same material as last week.

We knew there had to be a better way.

The Solution: Aviso Pipeline Change Insights

Our new functionality introduces a smarter, more productive way to look at your pipeline. Aviso’s secret sauce lies in it’s three magic buttons and special smart filter, which makes following deals through the pipeline simple and intuitive. With Pipeline Change Insights, reps and managers become laser focused on the set of deals that need attention that week.

Pipeline Change Insights functionality will enable the following best practice workflow:
1) Up: Review of deals that were won or upgraded
2) Down: Review of downgraded deals, including ones that have been pushed outside the quarter or lost
3) No Change: Review of deals with no change and may need a nudge from you to move through the pipeline
4) Net New: Review of new deals that just entered the pipeline

Zero-Prep Deal Reviews

The problem: Reps dread deal reviews.
Reps hate doing reviews because the process is painful. They’re usually required to prepare PowerPoint slides. They’re forced to re-enter CRM data into those slides and combine that with other data sources to get a complete picture of the deals. Way too much precious selling time is spent preparing for these weekly meetings.

The solution: Zero-Prep Deal Reviews.
Aviso puts real-time data at reps’ fingertips and eliminates the need for data prep. The new Deal Review Module uniquely presents all deal-relevant data in one collaborative tool, and combines it with deal-closing insights, making deal reviews smarter and more actionable. Reps and managers leverage CRM data, full history of the deal lifecycle, org charts, email and calendar activity, among other data. With full deal context, and warnings based on historical performance, reps stay on track and close more deals.

To see our newest pipeline and deal review functionality in-action, find us at Dreamforce. We’ll be at booth #1813. You can book a meeting with our team, or request an invite to our pre-Dreamfest Happy Hour. We’ll be pre-gaming right across the street from the big event!


See how Aviso can help you.