The Dawn of a New Era: Why AI Will Augment CRMs and Replace Point Solutions

“Software is eating the world. AI is eating the software”
Jensen Huang, NVIDIA CEO.

“Death of a Salesforce: AI Will Transform the Next Generation of Sales Tech”
Partners at Andreessen Horowitz.

“Agents are the next frontier of Generative AI”
Partners at McKinsey.

The single unifying theme across these quotes is that AI will fundamentally reimagine the traditional core sales systems and workflows. The incumbents like Salesforce and Hubspot, although presently embedded as systems of record, face significant challenges in this new environment. They are rapidly adding AI features to stay competitive, but their legacy architectures can be a hindrance.

Future sales platforms will move from text-based databases to multi-modal systems that include text, images, voice, and video. These platforms will extract greater insights from customers, providing a more comprehensive view of the sales process. Emerging AI-native sales solutions are not merely AI-enhanced versions of existing tools but are enabling new proactive sales motions. For instance, intelligent pipeline building, digital workers that manage the sales process end-to-end, CRM automation, and AI providing sales enablement and insights are just some of the developments on the horizon.

Aviso AI: Ushering the New Era of System of Intelligent Actions

Aviso aims to be the quintessential assistant to high-performance sales teams and executives, enhancing every aspect of the digital sales cycle with AI components. This vision includes natural language interactions with historical sales data and derived analytics. Aviso’s cutting-edge AI Agents framework is designed to democratize access to high-level knowledge work. Aviso's capabilities, such as MIKI (AI Chief of Staff), AI Workflows, Virtual SDR, Account Planning Agent, and RFP Agent, improve operational efficiency of various GTM personas across various sales activities such as building pipeline, creating account plans, generating RFP responses, automating prospect research, personalizing messages, and more. These capabilities are built on state-of-the-art generative AI techniques, going beyond traditional machine learning methods used by competitors.

Our vertically integrated system stores all data in vector databases, making it easily queryable for sales representatives. Small language models (SLMs) are then trained on this data to bootstrap complex analytics and insights. At the top layers, AI agents weave together various elements, such as APIs, data, and generative components, to create seamless AI workflows. Aviso's customer base doesn't affect the ability to train the models because, unlike traditional ML modeling, we use SoTA open-source models and fine-tune/instruction-tune those models on our customers' data. 

All AI Sales Applications in One Place

Aviso isn't just delivering AI-powered versions of existing sales tools; we are redefining the entire sales landscape. Our AI-native solutions are enabling completely new proactive sales motions and evolving to cover a multitude of use cases. This transformation means that point solutions in formerly distinct arenas are now overlapping.

Traditionally, converting inbound website leads and automating outbound campaigns were separate tasks. With Aviso’s advanced AI agents like Virtual SDR Agent, what started as a tool for one function effortlessly expands to manage both. Our AI pioneers the integration of complex sales processes, seamlessly handling everything from lead engagement to campaign automation.

Imagine an AI agent that doesn't just perform isolated tasks but dynamically grows your sales pipeline across all channels. With Aviso, that future is now. Our platform enables organizations to unify their sales operations and drive significant growth. By automating mundane tasks and delivering deep insights, Aviso allows your sales teams to focus on what they do best—closing deals. Here’s a list of a few outcome-based objectives and how Aviso AI helps in achieving them.

Making the Financial Sense

It is clear that CRM has become a necessary evil. While it is a great source for business continuity, it is not a great source for business intelligence and growth. To start with any financial consolidation of CRM, it's essential to continually monitor CRM spending and identify areas where cost cuts can be made without affecting business operations.

Aviso will help you bend the CRM spend curve by plugging into the current CRM processes and figuring out which are core and which importantly, are non-essential to the core workings of your business. This allows you to eliminate non-essential CRM licenses without any hiccups to your data while avoiding data integrity issues during the transition. 

The impact of removing them is close to a 25-30% reduction in their spending on those CRM licenses. 

Top Brands Turn to Aviso: The Pillars of Aviso’s Success in Redefining Sales Tech

High-growth revenue teams like Honeywell, Dell, Github, and New Relic trust Aviso models to help them streamline their revenue execution. We helped Wiz, the fastest-growing Cybersecurity Unicorn, achieve 100% forecast accuracy within the first quarter. There is a reason why major players like Lenovo, Black and Veatch, Netapp, NTT, and Ironclad are choosing Aviso over competitors. Let’s deep dive into what sets Aviso apart from our competitors. 

1. Strategic Development of AI Capabilities:

Aviso's focus on differentiated AI capabilities is not a forced direction but a strategic outcome aligned with our vision to deliver a comprehensive, single-pane-of-glass solution. This vision, combined with direct feedback from our customers, drives our innovation. For instance, the Ideal Customer Profile (ICP) scoring is a core feature of our Lead Intelligence module. Developed using cutting-edge machine learning frameworks, ICP scoring delivers superior results, effectively addressing our customers' critical needs.

2. Resonance of New AI Features with Customers:

Our newer AI capabilities, including AI Assistant, Ask Anything, Scenario Planning, Virtual SDR, and Workflows, have resonated exceptionally well with both existing customers and prospects. These features have become key differentiators in several significant wins. We firmly believe that these Generative AI features will transform the sales landscape by automating mundane tasks and personalizing the user experience, thus enhancing productivity and satisfaction.

3. Customer-Specific AI Model Training:

Each AI model at Aviso is trained using the customer's data, combining data from disparate sources into a single opportunity-focused view. This allows us to decode and isolate the human behaviors driving sales for each customer. By understanding both explicit behaviors (such as stage movements and categorizations) and implicit behaviors (such as the timing and sequencing of changes), we can deliver highly accurate and personalized insights. Our consistent delivery of 98% top-down and 88-90% bottom-up forecasting accuracy over the past seven years demonstrates the effectiveness of this approach, regardless of our customer base size.

4. Quality over Quantity in Data:

At Aviso, we prioritize the quality of our datasets over their quantity. High-quality datasets for Conversation Intelligence have been manually curated to ensure consistent and reliable results. Similarly, for certain Generative AI use cases, we have fine-tuned models using meticulously generated datasets. For other Generative AI applications, we have implemented Agentic frameworks with carefully designed agents and prompts. This rigorous approach ensures that our models deliver precise and actionable insights, providing significant value to our users. Our out-of-box topic model that supports 40+ topics and has been consistently yielding good results is a testament to this rigorous approach.

The Future is Here and Now

The integration of AI into sales workflows, pioneered by Aviso, is blurring the lines between sales, marketing, and customer success teams, fostering better collaboration and shared insights. This more cohesive approach is leading to improved customer journeys and a unified strategy for revenue growth.

Aviso’s AI capabilities allow for dynamic and flexible go-to-market strategies, enabling companies to reallocate resources based on real-time data and customer needs. This flexibility is not only reshaping brand strategies but also leading to more inclusive and varied sales journeys, ensuring every customer interaction is optimized and personalized.

This shift can significantly reduce the cost of sales while enhancing ROI for our clients, making advanced sales solutions more accessible to a broader range of companies.

In conclusion, Aviso is not just streamlining existing sales activities; we are compelling businesses to reimagine their sales processes and workflows entirely. The relationship between sellers and buyers is evolving, as are go-to-market strategies and the overall sales software stack. As we move forward, the only constant will be change, driven by relentless innovation and the strategic application of AI, with Aviso leading the charge.