CASE STUDY

NetApp Replaces Gong with more advanced CI and forecasting and deal intelligence from Aviso

TECHNOLOGY
Founded in 1992 and headquartered in Sunnyvale, CA, NetApp is a hybrid cloud data services and data management company
NetApp Logo

The key was conversational intelligence. We could look at calls that our reps were doing with customers or channel partners or even some of our sellers, and learn from those calls because, of course, everything is digitized immediately, which is great

Lori Harmon
NetApp

NetApp was in search of an AI solution that would help enhance customer engagement and internal training and growth of their sales reps

Challenges Faced

  • Few insights into customer conversations and expensive call recording tool (Gong)
  • Over reliance on spreadsheets
  • Deal reviews on adhoc basis
  • Ineffective CRM use leading to poor customer engagement
  • No AI in training of sales teams

Solution Provided

  • Conversational Intelligence insights for sales reps
  • Forecasting Insights for different sales teams
  • Sales Activity tracking all active opportunities
  • Deal and Pipeline insights
  • Coaching Insights
  • Virtual Selling via Deal & Collaboration Rooms

Benefits for NetApp

NetApp was in search of an AI solution that would help enhance customer engagement and internal training and growth of their sales reps

Reduced spend on both Gong and other CRM point solutions to reinvest in business

AI-powered Coaching of sellers for effective virtual selling during COVID transition

New customer objections clarified and resolved via Keywords and Smart Transcripts

Increased manager visibility with insights for sales rep and sales team advancement

Increased level of customer engagement via Activity mapping to discover where and when customers are best responding to sales outreach

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