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Chris Lee, Ex CRO at Latch
As part of Aviso's Revenue Navigators Series, we recently spoke with Chris Lee, Ex-Chief Revenue Officer at Latch. Chris is a high-performing sales leader with more than two decades of experience driving revenue and scaling sales organizations in high-growth, category-defining SaaS businesses.
In this interview, Chris discusses his strategy for go-to-market success in the coming years, and why he believes Aviso is well-positioned to drive this future experience. He also touches on the benefits of a single pane of glass approach, both for CROs and IT leaders, and how CROs can make the most of their resources using data and artificial intelligence, even in a recessionary environment.
Aviso: How do you envision artificial intelligence-guided workflow experiences for go-to-market teams, including with Aviso's AI, in 2025?
Chris Lee: In 2025, I envision that the use of artificial intelligence in guided workflow experiences for go-to-market teams, such as those offered by Aviso, will provide numerous benefits. By leveraging a single pane of glass for all data, users will have access to a wealth of information that can be easily analyzed to gain valuable insights. The ability to easily spin the data and get different views can provide a deeper understanding of how it can be utilized to make informed decisions. But it will be important to ensure that the data being used is of high quality, rather than simply inputting data for the sake of having it.
Additionally, I hope to see the use of artificial intelligence to identify trends and make recommendations based on the data, such as specific actions for sales reps to take or best practices for customer success. Using artificial intelligence on top of data can improve predictability and give more targeted next steps in the sales cycle by identifying best practices and tracking progress. This will also lead to more intelligent and accurate forecasting and better utilization of data.
Aviso's artificial intelligence-guided workflow experiences offer a complete end-to-end solution, including the ability to analyze trends and make recommendations based on the data. This combination of data and artificial intelligence has the potential to greatly improve the way companies operate and drive success in the future.
Aviso: How can a one-platform approach help CROs and IT reduce the friction of multiple solutions?
Chris Lee: As a chief revenue officer with years of experience in selling, I have come to realize that it all comes down to having a single pane of glass platform that provides an end-to-end solution.
The one thing that drives any CRO crazy is having to deal with a "Frankenstein solution", which involves piecing together various solutions, hoping they will work together, and trying to extract data from them. This can be frustrating, time-consuming, and costly because when issues arise with a Frankenstein solution, it often leads to the blame game as people try to determine whose product or solution is at fault.
In contrast, a single pane of glass approach can be much more efficient and effective especially in the times we are today. It allows you to have all of the data you need at your fingertips and eliminates the need for multiple clicks. That’s a huge win for any go-to-market team.
Aviso: How can CROs do more with less in this recessionary environment including with platforms like Aviso?
Chris Lee: In today's environment, data is king. Data allows organizations to do more with less while helping them become more efficient and watch their spending.
However, if I have to navigate through multiple systems and perform multiple clicks to access the data I need, it is not an efficient or an effective solution. On the other hand, having a single solution that provides all of the necessary data in a single pane of glass platform allows me to do more accurate forecasting and predictability. This type of streamlined data access is highly beneficial for go-to-market teams, and doing it more efficiently is a key factor.
This is where a single pane of glass like Aviso can be particularly useful. A platform like Aviso allows you to gather all of the data you need in a single location, rather than having to navigate multiple systems and perform multiple clicks to access the information you need. This effective data gathering process improves the accuracy and predictability of your forecasts and provides insights into what the organization can do in this and the next few quarters. This helps organizations make better decisions and have more effective decision-making processes in place.
Conclusion
In today's business environment, having quick and easy access to data and insights is more important than ever. It allows organizations to make informed decisions, streamline their operations, and make the most of their resources.
In this interview, Chris spoke about the challenges revenue leaders are facing in today's economic climate and how to overcome them. Chris' extensive experience and knowledge makes him an invaluable resource for anyone looking to optimize their go-to-market strategy and achieve their revenue goals. He also shared his thoughts on how data and artificial intelligence can help CROs do more with less and shared the benefits of using a single pane of glass solution like Aviso.
Aviso centralizes all of the data an organization needs in one easy-to-use platform, eliminating the need to switch between multiple systems and search for the information you need. This way, Aviso gives you unparalleled access to a wealth of insights and analytics that can be leveraged to drive go-to-market success.
If you are interested in knowing how Aviso can help you unlock your revenue potential with artificial intelligence-based revenue intelligence, please sign up here. You can also read other customers' success stories here.