How Aviso Enabled Ivanti With Single Pane of Glass for Deal Intelligence?
Given the acquisitive nature of Ivanti for inorganic type growth, one of the biggest challenges they constantly faced organically was how quickly their IT teams could react to the needs arising within the field. Ivanti faced several disconnected instances of Salesforce CRM (SFDC) and its data was scattered across multiple spreadsheets. Ivanti did manual forecast rollups using MS Excel and Powerpoint that often resulted in stale and error-prone data, in addition to being a time-consuming process. Ivanti also faced a lack of deal insights into opportunities and activities, along with complex hierarchy and drill-down requirements.
They needed to consolidate their separate SFDC instances (Pulse Secure, Cherwell, and Ivanti) into a single pane of glass. Aviso helped them display objects like accounts, opportunities, quotes from different SFDC instances in a single view with integrated email, calendar, support, and call recordings data. In addition, Aviso provided support for AI-driven deal and pipeline reviews across different SFDC instances; and support for different forecasting processes within and across different instances (net new, renewal, services, churn). Ivanti also received the ability to forecast for different measures (ARR, consumption) and AI-driven forecasts for products, geography, sellers, and deal type.
Aviso helped Ivanti with multiple small but important tasks such as creating contacts in SFDC accounts based on email, creating tasks and activities from email and calendar, and creating cases related to an account or opportunity. This gave Ivanti the ability to update fields and opportunities with writeback to opportunity-related fields. Aviso provided Ivanti with access to deal rooms with useful features such as chat messaging, sharing files, managing to-dos, sending and receiving emails, and conversational intelligence (CI). The CI provided recording and transcription of calls that summarize and generate highlights of the deal room calls with AI insights into areas of concern, and post-call summary and actions. The deal room functionality was applied to all the types of War Rooms such as Forecasting, Coaching, and Collaboration rooms, along with the ability to integrate with commercial collaboration platforms like Zoom and MS Teams.
Aviso also offered data enrichment capabilities to Ivanti that included AI-driven insights from multiple sources (CRM, email, etc.) and the ability to identify missing SFDC contacts and add/update contact details. This gave Ivanti the ability to read from the SFDC hierarchy and add/move/remove users and teams; and also support hierarchy based on SFDC attributes such as geography and product type.
Aviso also provided Ivanti with real-time deal intelligence. Aviso focused on delivering timely business insight to sales leadership, managers, and sales reps. This enabled them to track all sales activities and relationships in real-time and make course corrections.