Case Study: Avaya achieves standardized global sales forecasting and pipeline accountability with C9's Active Pipeline

Avaya Re-Tools Global Sales Forecasting and Pipeline Management with C9

Avaya, a leading global enterprise communications provider, faced fragmented sales forecasting and pipeline management: Salesforce’s custom forecasting couldn’t meet enterprise-wide needs, the company couldn’t track pushed-out deals, and it lacked role-specific rollups and a standardized process across geographies.

C9 deployed Active Pipeline to 350+ global sales managers, built custom hierarchies to mirror Avaya’s selling structure, and added Watch List alerts for key deals. The result was a standardized forecasting and pipeline system, improved one-on-one coaching, and increased sales accountability for meeting forecasts.

Avaya

Mark Ellison

Director, Global Sales Operations