Case Study: TIBCO Software achieves data-driven sales coaching and predictable pipelines with People.ai

TIBCO Puts Data at the Heart of Sales Coaching with People.ai

TIBCO Software, a global leader in integration and analytics, faced ambitious growth targets and needed increased sales efficiency, more disciplined coaching, and a more reliable pipeline inspection process. To close a data gap and shift from lagging to leading indicators, TIBCO Software implemented People.ai’s Sales Solution, which automatically sources business activity from reps’ inboxes and matches it to CRM.

People.ai automated capture of 63,000 contacts and activity records, transformed coaching for 33 sales managers across North America, and improved pipeline predictability and forecasting by surfacing engagement trends and leading indicators. The People.ai solution freed reps to spend more time selling, enabled proactive, data-driven coaching conversations, and delivered measurable gains in pipeline visibility and forecast accuracy.

TIBCO Software

Kishen Mistry

Director, Sales Strategy and Technology