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CASE STUDY

Honeywell transforms digital selling with Integrated Revenue Intelligence and innovations from Aviso

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Honeywell transforms digital selling with <span class='uk-text-primary'>Integrated Revenue Intelligence</span> and innovations from Aviso

TECHNOLOGY

15+ year old global leader in industrial automation, technology and manufacturing operating in across 200 countries

Finally someone has figured out how to build a platform that serves two masters; Reps & Managers. At Honeywell both get tremendous value from Aviso AI.

Charles Forsgard

Global SVP of Sales, Honeywell

Honeywell operates across multiple global teams and manages a complex revenue process with Aviso AI

Challenges Faced

Disconnected CRM instances maintained across business units
Challenges in predicting short and long-term deals and opportunity performance with high accuracy
Lack of real-time deal insights
Overspending on under utilized CRM licenses, ineffective call recording tools

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Solution Provided

Unified forecasting with roll-ups for managers across complexity of different teams and businesses
Customized solution through incorporation of bespoke columns and hierarchies
Persona based nudges to win more deals
Sentiment and Intent based Conversational Intelligence captured in workflow from calls, web meetings, emails

Benefits for Honeywell

Honeywell operates across multiple global teams and manages a complex revenue process.

Estimated topline one-year benefit of $100M+ and CRM cost savings of $1M+

Key sales processes integrated onto a single sales AI platform

“Single pane of glass” solution providing real-time business insight to every user

Significant increase in virtual customer encounters and pipeline activity

With improved forecast accuracy, sales managers and leaders shifted their focus from forecasting and reporting to team building and better coaching

Related Resources

Aviso’s Conversational Intelligence Provided Robust X-Ray for NetApp Sellers to Increase Customer Engagement

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Aviso AI 2021 Product Summary and Updates

Charles Forsgard (VP Global Sales @ Honeywell)

The Evolution of Sales Coaching

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