Case Study: Aiven improves sales productivity and decision-making with Lative

Driving Sales Productivity and Strategic Decision-Making at Aiven

Aiven, a leading provider of fully managed cloud database services, faced significant challenges in its consumption-based sales model. The company struggled with unpredictable revenue and a lack of clear visibility into sales rep productivity and the true drivers of growth, as frequent account reassignments made it difficult to differentiate real performance. Manual, time-consuming reporting processes hindered agile, data-driven decision-making for sales strategy and team structure. To address this, Aiven partnered with Lative.

By implementing Lative's sales planning and decision intelligence platform, Aiven gained real-time visibility into rep-level performance and incremental ARR. The solution automated data aggregation, saving the team days of manual work each week and enabling data-driven decisions on sales motions and account planning. As a result, Aiven now optimizes its sales strategy with confidence, conducts proactive sales management, and accurately measures true sales-driven growth versus portfolio changes, transforming its entire decision-making process.

Aiven

Conor Forde

SVP Go to Market