Case Studies Managing the Sales Forecast and Pipeline to Deliver Results

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	Managing the Sales Forecast and Pipeline to Deliver Results

Managing the Sales Forecast and Pipeline to Deliver Results

Technology Category	Functional Applications - Enterprise Resource Planning Systems (ERP)
Applicable Functions	Business Operation Sales & Marketing
Services	Software Design & Engineering Services System Integration
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. Read More
About 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. Read More
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. Read More Log in to view content
Contents

Technology Category

Functional Applications - Enterprise Resource Planning Systems (ERP)

Applicable Functions

Business Operation

Sales & Marketing

Services

Software Design & Engineering Services

System Integration

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.

About 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.

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.

Impact #1	The implementation of C9 Active Pipeline resulted in a standardized forecasting and pipeline management system across all Avaya geographies and overlay teams.
Impact #2	Sales managers were able to drive consistent behaviors through improved one-on-one rep coaching, leading to better performance and accountability.
Impact #3	The solution increased accountability for sales teams in meeting their forecasts, ensuring that targets were met more consistently.

Impact #1

The implementation of C9 Active Pipeline resulted in a standardized forecasting and pipeline management system across all Avaya geographies and overlay teams.

Impact #2

Sales managers were able to drive consistent behaviors through improved one-on-one rep coaching, leading to better performance and accountability.

Impact #3

The solution increased accountability for sales teams in meeting their forecasts, ensuring that targets were met more consistently.

Benefit #1	C9 Active Pipeline deployed to 350+ global sales managers.

Benefit #1

C9 Active Pipeline deployed to 350+ global sales managers.

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Overview

Managing the Sales Forecast and Pipeline to Deliver Results

Operational Impact

Quantitative Benefit