“Our sales managers use Salesforce to manage their opportunities but they use Cloud9 to manage their people.”
Mark Ellison, Director, Global Sales Operations
Company Overview
Avaya is a leading global enterprise communications provider.
Business Challenges
- Avaya had no standardized sales forecasting or pipeline management process
- The enterprise-wide forecasting requirements of Avaya quickly outstripped Salesforce’s Custom Forecasting capabilities
- Couldn’t see pushed out deals in Salesforce
- Needed custom rollups to provide role-specific views of active opportunities
Solutions
- Cloud9 Pipeline Accelerator deployed to 350+ global sales managers
- Custom hierarchies developed in Cloud9 to model Avaya’s unique selling structure
- Pipeline Accelerator Watch List alerts to let sales managers track key deals
Results
- A standardized forecasting and pipeline management system across all Avaya geographies and overlay teams
- Enables sales managers to drive consistent behaviors through improved one-on-one rep coaching
- Increased accountability for sales teams in meeting forecast
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