The Activity and Relationship Intelligence (RI) feature in Aviso is designed to give sales teams deep insights into their engagement activities and account relationships. By providing real-time data on email and meeting activities, account engagement, deal progression, and organizational in uence, the Activity and RI feature helps sales teams prioritize actions, make informed decisions, and improve overall deal outcomes.

To access the ActivityandRelationshipIntelligence(RI) feature in Aviso:

1. Log in to Aviso.
2.  Once logged in, locate the menu bar at the top of the screen.
3.  In the menu bar, click on Activityand RI to access this feature.
   
   
4.  DashboardRedirection: After selecting Activity and RI, you will be redirected to the Dashboard, where you can view an overview of key metrics related to activity, engagement, and deal insights.
   
   

This feature is divided into five key modules:

A.   Dashboard

The Dashboard provides a quick overview of essential sales metrics, summarizing engagement data and account activity at a glance. Each card on the Dashboard presents a specific metric; clicking on a card opens a detailed view of that metric, where you can explore underlying data and actionable insights. The available metrics include:

1.   TotalEmailCount: Shows the cumulative number of emails sent to accounts and contacts within a selected timeframe. This helps assess communication volume with key accounts.
2.  TotalMeetingCount: Displays the total number of meetings conducted, which can indicate engagement levels and active deals.
3. Upcoming Meetings: Lists all scheduled meetings, allowing you to manage and prepare for upcoming engagements.
4.  Contacts: This metric shows the total number of engaged contacts, differentiating between those recorded in the CRM and new contacts. Identifying non-CRM contacts enables you to capture additional leads.
5.  LowActivityDeals: Highlights deals with limited recent engagement, helping you identify deals at risk due to inactivity.
6. No Executive Engagement: Flags deals lacking executive involvement, a potential indicator of insufficient senior support, which may affect deal success.
7.  MEDDIC Score 70%+: Displays deals with a MEDDIC score over 70%, identifying high-potential deals,
8.  New Pipeline Created: Tracks newly generated pipeline opportunities, providing visibility into new business development.
9. TotalAccountExecutives: Allows filtering data by interaction and meeting type, offering a breakdown of activities by engagement level and meeting classification.
10. Average ActivityTrend: Visualizes activity over time, categorized by activity stage (e.g., discovery, demo, closing).
11. Activity Insights: Displays the top 20 deals by engagement. Clicking on each deal’s "bubble" provides detailed deal insights, including performance trends and recommended actions.
12. TopicMentions: Tracks mentions of key topics in recent interactions, categorized by deal or account. You can filter topics by current quarter, top deals by amount, and top deals by close date, with details on positive mentions, objectives, and competitor mentions. Click on a topic to view in-depth analysis and insights.
    
    
    
    
    
     

B.   Activity Report

The ActivityReport module lists all sales reps or Account Executives (AEs) within the organization, along with their individual activity metrics. This report helps sales managers monitor team performance and engagement metrics. Key metrics in this section include:

• TotalEmailCount: Total emails sent by the AE, providing a measure of communication volume.
•  Total Meeting Count: Total meetings conducted, helping assess engagement levels.
• Executive Involvementin Activities: Tracks how frequently executives are involved in the AE’s deals.
• DiscoveryCalls: Counts the number of discovery calls made, indicating early-stage engagements.
• NBM Booked: Measures the number of new business meetings booked, showing lead-generation effectiveness.
• OpportunityProgression: Tracks how deals have advanced through various sales stages.
• Partner Engagement: Measures involvement with partners, which may enhance deal credibility and support.
• Open Pipelines: Lists open deals, helping track current workload and active opportunities.
• Total Closed/Committed Pipeline: Shows deals that are closed or have a high probability of closure, helping forecast revenue.

AEs can be searched by name, making it easier to locate specific individuals and assess their activity metrics.

C.   Contact

The Contact module provides a searchable list of all contacts within engaged accounts. It allows users to drill down into each contact's engagement details and view specific interaction data. This module offers the following views:

• Engagement Board: Displays recent emails, meetings, next steps, and mentions of competitors associated with the contact. This view provides an overview of the contact’s engagement history.  
•  Connections: Shows how the contact interacts with other stakeholders, helping you identify in uence networks and connection strength within accounts.
• Opportunities: Lists all open and closed opportunities associated with the contact, enabling you to assess their role in active deals.
• Notes and Actions: Allows users to add notes and specify actionable next steps for the contact, making it easier to manage follow-ups.

• Behavioral Insights: Provides advanced insights such as DISC (Dominance, In uence, Steadiness, Compliance) analysis, showing the contact’s communication style and engagement preferences. You can generate personalized engagement emails, with Aviso integrating LinkedIn URLs if available.
  
  

D.   Org Chart

The OrgChart module allows users to view and customize the organizational chart for each account. It helps identify decision-makers and in uencers within client organizations, streamlining relationship management. Key capabilities include:

• Search: Find organizational charts for specific accounts.
• Customization: Modify the org chart by adding or removing contacts, helping build accurate in uence maps.
• ContactDetails: Clicking on a contact within the org chart provides in- depth information as found in the Contact module, including engagement history, connections, and insights.
•  InKuence Mapping: Identify in uential contacts and adjust engagement strategies accordingly, ensuring the right stakeholders are involved in key discussions
   

E.  Sales Methods

The SalesMethods module is designed to manage and standardize sales metrics across all deals, aligning teams on best practices and improving deal tracking. This module includes:

•  DealMetricsManagement: Allows users to track key performance indicators for all active deals, ensuring consistent measurement of deal progress.
•  Standardization Tools: Provides templates or guidelines for each stage of the sales process, helping AEs follow a structured approach.
• SalesStrategyAlignment: Supports customized methodologies that can be adapted per account or deal, helping sales teams focus on high- value activities.