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Aviso Drives Digital Sales Transformation At Honeywell With Conversational Intelligence, Persona Based Nudges, And Custom Solution To Build An Integrated CRM Platform
Technology Category
- Analytics & Modeling - Predictive Analytics
- Application Infrastructure & Middleware - API Integration & Management
Applicable Industries
- Electronics
Applicable Functions
- Sales & Marketing
- Business Operation
Use Cases
- Predictive Maintenance
- Supply Chain Visibility
Services
- Software Design & Engineering Services
- System Integration
The Challenge
In 2018, Honeywell embarked on a strategic initiative to implement a global design model (GDM) for its CRM solution. This initiative was a result of a high-level blueprint of recommendations, which were gathered from over a hundred Honeywell employees across various functions. The next step for Honeywell was to find a suitable sales forecasting tool. The goal was to improve sales forecast accuracy across business units, enable informed decision-making, and predict short and long-term performance. However, Honeywell faced several challenges. These included disconnected CRM instances maintained across business units, low accuracy in predicting short and long-term deals and opportunity performance, lack of real-time deal insights, and overspending on underutilized CRM licenses and ineffective call recording tools.
About The Customer
Honeywell is a multinational conglomerate company that produces a variety of commercial and consumer products, engineering services, and aerospace systems. The company operates in four business units: Honeywell Aerospace, Home and Building Technologies (HBT), Safety and Productivity Solutions (SPS), and Honeywell Performance Materials and Technologies. Honeywell is known for its innovation in performance materials and technologies, safety and productivity solutions, and aerospace systems. The company has a global workforce and serves customers worldwide.
The Solution
Aviso AI provided a solution to Honeywell's challenges. They offered unified forecasting with roll-ups for managers across different teams and businesses. Aviso AI also customized the solution by incorporating bespoke columns and hierarchies. This was further enhanced with persona-based nudges to win more deals and sentiment and intent-based conversational intelligence captured in workflow from calls, web meetings, and emails. This comprehensive solution integrated key sales processes onto a single sales AI platform, providing a 'single pane of glass' solution that offered real-time business insight to every user. With improved forecast accuracy, sales managers and leaders were able to shift their focus from forecasting and reporting to team building and better coaching.
Operational Impact
Quantitative Benefit
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