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Frank Dimina, SVP, Americas and Public Sector at Splunk
As part of Aviso's Revenue Navigators Series, we spoke with Frank Dimina, SVP, Americas and Public Sector at Splunk. With over 20 years of experience leading technology organizations, Frank is passionate about helping public sector organizations leverage technology to meet mission success. In addition to his time at Splunk, he has held senior sales leadership roles in high-growth technology companies such as Check Point Software and Symantec. He also has extensive experience building several successful cybersecurity startups.
This post is the second of two segments breaking down Frank’s interview with Aviso. As a technology expert, Frank shared his thoughts on the most impactful AI technologies in sales, including conversational intelligence. He also highlighted the role of a single pane of glass platform like Aviso in helping him win business and grow his GTM teams.
Aviso: What AI technologies, including conversational intelligence from Aviso, do you see impacting sales the most in the coming years?
Frank Dimina: Aviso is at the forefront of the AI industry and is doing some exciting work in the field of sales. With its cutting-edge technology, Aviso is helping salespeople improve their skills and become better at their craft. One such example is the use of AI in conversational intelligence, which allows salespeople to extract insights from their conversations with clients and make real-time suggestions based on the analysis of their interactions. As AI continues to mature, salespeople could use AI to suggest topics for a conversation or even provide sales play recommendations based on keywords mentioned during a conversation. Thus, this CI technology is helping sales teams become more effective advisors and consultants to their clients, allowing them to spend their time in a valuable and meaningful way.
AI is also helping to make the buyer journey faster and more efficient by providing real-time feedback on buyer engagement and extracting insights from other data streams, such as earnings calls, social media, and Twitter streams. This enables salespeople to better understand the buyer and provide more value, ensuring that customers feel their time has been well spent engaging with a vendor. This is particularly useful in the prospecting process and the first sales call, where AI can provide valuable insights into the buyer's needs and preferences.
AI has the potential to revolutionize the sales industry and help salespeople become more effective and efficient in their work. With companies like Aviso at the forefront of this technology, the future of sales looks promising, and we can expect to see even more exciting advancements in this field in the years to come.
Aviso: How do you see the role of integrated platforms like Aviso in helping you win and your GTM teams grow business?
Frank Dimina: The proliferation of amazing tools, including Aviso, presents a challenge for operationalizing these tools at scale within a large sales organization. I experienced this firsthand when I joined Splunk seven years ago, as I had to implement new tools for a team of 6 sellers, which has now grown to a sales organization of over a thousand people. Introducing a new tool to a small organization is easy, but incorporating it into a large sales organization is a complex and potentially dangerous process, as it involves changing the rhythm and cadence of the entire organization. Additionally, sales teams must operate in different markets, with varying needs and requirements. For example, selling to a state government is different from selling to banks in Brazil. The tools and information needed must be adaptable and flexible. The question then becomes whether the tool can serve different markets, be adaptable, and provide different perspectives on the same data streams.
In a resource-rich but time-poor environment, implementing many tools can be a drain on time and resources. A platform that brings multiple data streams together in one interface and can be adapted to different markets and users is essential. Aviso's single pane of glass is powerful since it meets these needs, and that's why I think it's so important for any sales leader and senior leaders in a large sales organization.
Conclusion
Leveraging AI technology, including conversational intelligence, can be important for sales growth as it can help sales teams increase productivity and efficiency, provide personalized experiences for customers, and gain valuable insights into customer behavior.
A single pane of glass like Aviso can help drive this growth by centralizing all sales tools and data, providing a comprehensive view of the sales process, and allowing for easy integration of AI-powered conversational technologies. This can help sales teams streamline their workflows, make more informed decisions, and ultimately drive growth by improving customer satisfaction and conversion rates.
If you are interested in knowing how Aviso can help you unlock your revenue potential with AI-based revenue intelligence, book a demo with Aviso now. You can also read other customers' success stories here.