Case Study: AVEVA achieves stronger pipeline visibility and forecast confidence with People.ai

How AVEVA stopped hoping and started knowing

AVEVA, a global enterprise software company selling large, complex deals, struggled with limited visibility into real customer engagement and pipeline activity. With People.ai, the sales operations team wanted to replace gut-feel coverage decisions, manual Salesforce note-taking, and constant status-chasing with a data-driven view of who was actually engaged with each account.

People.ai implemented engagement capture, MEDDPICC documentation support, and a single pipeline view across regions. As a result, AVEVA could prove rep-customer inactivity, align account coverage and compensation more objectively, improve sales methodology adoption, and reduce internal escalation meetings. Over four years and three product expansions, AVEVA achieved clearer forecast confidence and executive buy-in, with better pipeline visibility supporting its 10% year-over-year growth target.

AVEVA

Tom Bluck

Sr. Product Owner