In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified.
This week I interview Michael Lock, CEO of Aviso.
Nancy: Why does the industry need your solution?
Michael: There are three critical sales processes that are central to driving revenue: forecast management, pipeline reviews, and deal reviews. For companies who haven’t moved into a cloud-based system, these processes are managed in spreadsheets and supplemented with inadequate, single point in time CRM reporting. Unbelievably, despite the critical importance of getting it right, sales teams are relying on good old fashioned “gut feel” and human judgment. Pipeline Reviews are done using a “tops-down” method and plodding through deals in Excel.