Avaya Re-Tools Global Sales Forecasting and Pipeline Management With Cloud9

“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


  • 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


  • 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

75% of our sales reps reported that coaching sessions improved or significantly improved.
Dave Henrichs,
Dave Henrichs,<br>BDM