Aviso, the only AI Revenue Intelligence platform for virtual selling that closes the loop from predictive forecasting to deal guidance, recently concluded its “2020 State of Virtual Selling” survey with revenue leaders and teams focusing on the six personas of a revenue team: CRO, CFO, VP of Sales, Sales Managers, Sales Operations, Sales Reps. The company also raised funding from several new Silicon Valley angels, with existing investors doubling down, as it enters Q4 with a blockbuster pipeline for its predictive AI guidance platform.
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Aviso also added new advisors to its Advisory Board which include Scott McNealy, co-founder and former CEO of Sun Microsystems, Subrah S Iyar, CEO at Moxtra and co-founder and former CEO of WebEx, Paul Chapman, SVP and CIO at Box, Bill Heil, former COO at WebEx and former SVP of operations at VMWare, and PD Singh, Head of AI products at UiPath. Aviso’s full list of Board advisors can be found here.
With “working from home” becoming a default model for global organizations, sales teams are scrambling to succeed in a 100% virtual selling model versus traditional selling models that relied on extensive face to face interactions. With traditional CRM forecasts and activity inputs being less reliable than ever before, relying on predictive intelligence tools has become critical.
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“Virtual selling is here to stay,” reports Gartner, adding that “by 2025, 30% of B2B Sales teams will use AI Guided Selling and 50% will use Digital Sales Rooms.” Teams must adjust quickly and for the long term. Digital tools and virtual workplaces may have been an abrupt adjustment to this year’s pandemic, but it doesn’t look like they’ll be leaving as abruptly as they came.
Nonetheless, with new changes comes new challenges. These struggles become evident in the results from Aviso’s 2020 State of Virtual Selling Report, the first of its kind focusing on modern revenue teams. According to the report, each persona has been impacted differently; sales reps have been struggling with opportunity management, economic uncertainty has made it especially difficult for sales ops to create accurate forecasts, sales managers and VPs have struggled to keep team morale and enthusiasm up, and CROs and CFOs are concerned about the increase in IT costs. An overwhelming majority of participants believe AI can help their work.
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