Salestech consolidators: Aviso

Trevor Rodrigues-Templar, Aviso's visionary CEO, gets so excited envisioning his company's future beyond its roots in AI sales forecasting that it's hard to have him discuss his company's historical value proposition. His infectious enthusiasm stems from driving Aviso's expansion into utilizing AI to guide all sales activities.

Yet Aviso's founding story warrants retelling. The company was launched 12 years ago by serial entrepreneur K.V. Rao and financial quantitative expert Andrew Abrahams. Having confronted the challenges of revenue predictions at Zuora, Rao set out to create Aviso on the premise that AI and risk analysis techniques could set a new standard for precision in sales forecasting. He convinced Abrahams to join the mission, pulling him from semi-retirement on a dairy farm back into startup life after his previous tenure spearheading quantitative research for JP Morgan Chase.

Fast forward to today, the company lists large enterprises such as GitHub, Howewell, or RingCentral managing their revenue function using its solution. Rodrigues-Templar reveals that one Chief Revenue Officer even faced losing his Salesforce license for inactivity because after implementing Aviso he no longer needed to log into the CRM!

Aviso boasts 98% forecast accuracy but sees its real differentiator in providing insights behind the numbers. The company's machine learning (ML) models tap into a rich time-series database capturing every customer interaction and revenue event across systems—not just CRM, but also marketing, finance, customer service, and product. Aviso reveals the deals behind forecasts and why they were prioritized. Its models cover both usage & consumption-based businesses. 

Aviso conversation intelligence uses a combination of natural language processing (NLP), emotion AI, and other nonverbal analytics. The technology operationalizes communications research like the Mehrabian rule and the Pinocchio Effect to analyze nonverbal cues including emotion (f.e. voice tonality), sentiment, and engagement. Aviso’s AI can even interpret body language via video feeds such as pupil dilation.

Aviso goes beyond deal review to profile the people influencing them. The platform evaluates account executives’ strengths and weaknesses, recommending coaching areas and viewing opportunity progression in the context of the seller's historical performance. Aviso provides visibility into account coverage, advising multi-threading strategies and mutual action plans. Guidance comes via AI-triggered alerts and digests for sellers and managers.

Aviso ingests third-party intent data from Bombora and public financial disclosures to identify sales prospects exhibiting active research behavior or market events. Rodrigues-Templar advises pivoting from sequence-based outreach to dynamic engagement triggered by these real-time signals. Reps can also leverage Aviso’s AI capabilities for writing emails. The solution automatically populates emails and titles using a built-in "poor man's" contact data solution.

For several customers, Aviso now serves as a single pane of glass across its application, CRM, and other systems of record. The company recently introduced Miki, its AI-powered Chief of Staff. As a GenAI assistant, Miki (short for machine-intelligent knowledge interface) enables users to query aggregated data from Aviso and integrated sources via natural language. Users can leverage Miki to execute a vast array of tasks—from researching accounts to probing deal health factors to updating customer records in the CRM—through a convenient conversational interface.

The breadth of capabilities Aviso has been adding expands the platform far beyond revenue intelligence, aligning with its vision for an AI-powered guided selling system. Mapping Aviso's functionality provides perspective into the company's journey from being a forecasting solution. The time has come to stop looking at Aviso as a pure-play revenue intelligence provider.