Success Stories
Opportunity
A leading observability tech platform sought to enhance alignment between Sales and Customer Adoption teams by refining Salesforce processes for better consumption forecasting, aligning product roadmaps with campaigns, and boosting customer adoption under a new consumption-based model
Success
We revamped workflows to capture key customer touchpoints and modeled consumption-driving factors, customizing Salesforce for tailored opportunity management. Leveraging Aviso’s AI, we automated data capture from Salesforce, Gong, and Snowflake EDW, enhancing seller productivity. A global dashboard tracked consumption run rates and predictive forecasting integrated data from product usage, billing, adoption, and market trends. This initiative improved insights into renewals and expansions, driving targeted campaigns and SPIFFs, while fostering revenue growth and aligning cross-functional teams.
01 Large Cap Company Observability Platform
A large-cap tech company offering a leading observability platform on a consumption-based model, helping organizations monitor, troubleshoot, and optimize their software and infrastructure in real-time.
Consumption Growth Pipeline
AI solution to predictive forecasting
Opportunity
A scaleup company faced challenges with the gap between contract booking and subscription activation. To tackle this, a comprehensive transformation of people, processes, and technology was needed to reduce implementation time, shift to a sprint-based approach, and enhance visibility and accountability.
Success
We transformed customer success and change management by revamping processes and technology. An express installation package developed with the product team cut implementation time by 75%, shifting from waterfall to sprint-based methods. Key changes included updated presales motions, a consistent services playbook, revised contract strategies, and redefined solution selling roles with team training. We enhanced our tech stack with Kantata for managing implementations and integrated it with HubSpot CRM for automated workflows. This transformation resulted in two new strategic sales, timely deliveries, faster subscription activations, and improved data visibility for proactive decision-making.
02 Scale Up Company -Utility Technology
A scale-up company provides digital construction management solutions for the utilities and energy infrastructure industry, streamlining field operations, data capture, and project management to enhance efficiency and regulatory compliance.
Accelerate time to value
People Process & Technology transformation | Customer 360
Opportunity
As part of a larger transformation program, the newly acquired SaaS company needed to be operationally integrated into the existing hardware sales business. This integration was essential for facilitating collaborative cross-selling and upselling within the install base.
Success
To integrate the newly acquired SaaS operations with the existing hardware company, we enabled cross-selling between SaaS and hardware account executives. We realigned account structures to match SaaS install data with hardware sales and redesigned contact data for targeted outreach. Two Salesforce instances were unified into a single CRM to streamline sales and renewal processes, and the deals desk was integrated for both units. Oracle CPQ was implemented for managing SaaS contract complexities, particularly for cross-selling. We built a RevOps infrastructure to enhance forecasting and revenue planning for shared accounts, and integrated Gainsight with Salesforce to boost collaboration between teams. This comprehensive strategy leveraged SaaS usage data to strengthen sales efforts, supported by education and change management initiatives.
03 Global Leader - IOT Enterprise Asset Intelligence
A global leader in enterprise asset intelligence, providing innovative solutions that enhance visibility and productivity across various industries integrating a retail SaaS company providing intelligent workforce management solutions.
Integrating SaaS acquisition for Cross-Selling with Hardware
Transforming account segments, deals desk, and CPQ to initiate SaaS revenue operations,