Honeywell’s AI Sales Guidance Journey With Aviso

Before using Aviso, Honeywell faced numerous challenges such as:

• Disconnected CRM instances maintained across business units
• Inability to predict short and long-term deals and opportunity performance with high accuracy
• Lack of real-time deal insights
• Overspending on underutilized CRM licenses, and ineffective call recording tools

Honeywell wanted an automated solution that would bring all sales processes onto a single platform, offer real-time insights, and boost efficiency. It evaluated several partners and vendors, including Aviso. Aviso’s product demo and conversations sparked curiosity with several key Honeywell stakeholders. The simplicity of Aviso’s demo and business-focused conversations helped elevate Aviso’s value proposition. Aviso was chosen over several of its closest competitors.

Honeywell operates across multiple global teams under a complex revenue process and uses a mix of sales tools and spreadsheets. Aviso provided Honeywell with a unified, global forecasting process that included roll-ups for managers across different teams and businesses. In addition, Aviso was able to customize the solution through bespoke columns and hierarchies. After successfully using Aviso’s sales forecasting solution, Honeywell later added deal guidance dashboards as well.

Aviso’s sales forecasting tools allowed Honeywell's sales team’s to provide their individual perspective and predictions for success. Multiple and overlapping teams got both the combined forecast as well as individual components they’re responsible for. This enabled them to view customized dashboards for their own specific forecasts using the same Aviso tools. Sales managers were able to access multiple trends for the deal opportunities, which helped them identify exact closing risks and take actions to mitigate them.

Aviso also provided Honeywell with effective deal guidance. Aviso focused on providing timely business insight to C-level managers, and sales reps. This enabled them to identify and engage target personas better, track activities and relationships in real-time, and make course corrections. By using Aviso AI and insights platform across different business units, Honeywell has been able to elevate its sales team’s success.

After reorganizing their sales forecasting around the Aviso AI-guided platform, Honeywell is confidently adding new Aviso capabilities to fulfill their sales technology adoption requirements. From 2019 to 2021, with the implementation of Aviso’s AI-guided selling solution, Honeywell has expanded the platform’s use into several additional divisions, such as Honeywell PPR (Productivity Products) and Honeywell UOP (Universal Oil Products). Aviso has been named Honeywell’s standard solution for intelligent forecasting.

When Aviso first introduced conversational intelligence (CI) as an anchor solution on its platform, Honeywell put Aviso up against an extensive pilot they were running with Gong. Aviso was the clear winner against Gong and was awarded a Honeywell-wide RFP. Aviso is now Honeywell’s standard solution for CI in addition to being named the standard for Forecasting & Revenue Guidance.

Aviso’s CI is uniquely positioned to help Honeywell as Aviso is tied in deeply across their revenue stream. Aviso CI supports Honeywell with email and calendar integration as well as engagement analysis. Aviso delivers relationship insights to help Honeywell’s sales teams understand the true level of customer engagement. Aviso’s Forensics on sales representatives’ relationships and activities over time is helping resolve single-threaded deal risks.

In addition, Honeywell’s Safety and Productivity Solutions (SPS) is pioneering Aviso CI at the company level, and expansion plans have been identified for 2022. Honeywell’s SPS business unit will onboard 100+ Inside Sales Reps (ISRs), working across three different salesforce instances, into the Aviso AI platform. SPS will be implementing Aviso’s Relationship Intelligence (ability to see scheduled meetings, most and least engaged contacts, contact relationship map, and deal interactions over time) and Aviso’s CI (recording and transcription of customer calls to perform sentiment analysis and closure recommendations).