Managing the Sales Forecast and Pipeline to Deliver Results
Company Size
1,000+
Product
- C9 Active Pipeline
- Salesforce Custom Forecasting
Tech Stack
- Salesforce
- C9 Active Pipeline
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Customer Satisfaction
- Productivity Improvements
Technology Category
- Functional Applications - Enterprise Resource Planning Systems (ERP)
Applicable Functions
- Business Operation
- Sales & Marketing
Services
- Software Design & Engineering Services
- System Integration
About The Customer
Avaya is a prominent global provider of enterprise communications solutions. The company offers a wide range of products and services designed to enhance communication and collaboration within organizations. With a strong presence worldwide, Avaya serves a diverse clientele, including businesses of all sizes and across various industries. The company's solutions are known for their reliability, scalability, and ability to integrate seamlessly with existing systems. Avaya's commitment to innovation and customer satisfaction has established it as a leader in the communications industry.
The Challenge
Avaya faced significant challenges in managing its sales forecasting and pipeline processes. The company lacked a standardized approach, which led to inconsistencies and inefficiencies across its global operations. The existing Salesforce Custom Forecasting capabilities were insufficient to meet Avaya's enterprise-wide requirements, particularly in providing visibility into deals that were pushed out. Additionally, Avaya needed custom rollups to offer role-specific views of active opportunities, which Salesforce could not adequately support.
The Solution
To address these challenges, Avaya implemented the C9 Active Pipeline solution across its global sales operations. This deployment involved over 350 sales managers worldwide. The C9 Active Pipeline provided a standardized system for forecasting and pipeline management, which was crucial for driving consistent sales behaviors. Custom hierarchies were developed within C9 to model Avaya's unique selling structure, ensuring that the solution was tailored to the company's specific needs. Additionally, the C9 Active Pipeline Watch List alerts enabled sales managers to track key deals effectively, enhancing their ability to manage and close opportunities.
Operational Impact
Quantitative Benefit
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