NetApp Replaces Gong with more advanced CI and forecasting and deal intelligence from Aviso
About the Company
Industry - Technology
Founded in 1992 and headquartered in Sunnyvale, CA, NetApp is a hybrid cloud data services and data management company
"The key was conversational intelligence. We could look at calls that our reps were doing with customers or channel partners or even some of our sellers, and learn from those calls because, of course, everything is digitized immediately, which is great"
Lori Harmon
VP Digital Virtual Sales
NetApp
NetApp was in search of an AI solution that would help enhance customer engagement and internal training and growth of their sales reps
Challenges Faced
Few insights into customer conversations and expensive call recording tool (Gong)
Over reliance on spreadsheets
Deal reviews on adhoc basis
Ineffective CRM use leading to poor customer engagement
No AI in training of sales teams
Solutions Provided
Conversational Intelligence insights for sales reps
Forecasting Insights for different sales teams
Sales Activity tracking all active opportunities
Deal and Pipeline insights
Coaching Insights
Virtual Selling via Deal & Collaboration Rooms
Benefits for NetApp
NetApp was in search of an AI solution that would help enhance customer engagement and internal training and growth of their sales reps
Reduced spend on both Gong and other CRM point solutions to reinvest in business
AI-powered Coaching of sellers for effective virtual selling during COVID transition
New customer objections clarified and resolved via Keywords and Smart Transcripts
Increased manager visibility with insights for sales rep and sales team advancement
Increased level of customer engagement via Activity mapping to discover where and when customers are best responding to sales outreach