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

To access the Activity and Relationship Intelligence (RI) feature in Aviso:

1.    Log in to Aviso.
2. Once you log in, Click Dashboard.
   
3.   In the left-hand side menu bar, Select Activity and RI to access this feature.
   
4.     After selecting Activity and RI, you will be redirected to the Dashboard.
   

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.

You can filter metrics by choosing a specific time frame from the Period drop- down menu. For AI-generated insights about the call, click the Ask Me Anything icon. Additionally, you can create an email using the Email Assistant by selecting the Generate Email icon.

• Total Email Count

Displays the total number of meetings conducted for the selected period, which can indicate engagement levels and active deals. Upon clicking the card you can view the detailed information about the meetings such as the meeting date, time, participants, and meeting subject.

• Upcoming Meetings

Lists all scheduled upcoming meetings for the selected period, allowing you to manage and prepare for upcoming engagements. Upon clicking the card you can view the detailed information about the meetings such as the meeting date, time, participants, and meeting subject.

• Contacts

This metric shows the total number of contacts and those that are not recorded in the CRM. Identifying non-CRM contacts enables you to capture additional leads. Upon expanding the card, you can view the information of the contacts that are not in the CRM. You can view the contact information, engagement grade, last engagement date ,and more.

• Low Activity Deals

Highlights deals with limited recent engagement, helping you identify deals at risk due to inactivity. You can also view the total value of the deals. Once you click and expand the card, you can view the information on low engagement deals such as the value of the deal, engagement grade for the deal, owner of the deal, and engagement number.

• No Executive Engagement

Displays the number of deals that lack executive involvement out of the total deals, a potential indicator of insufficient senior support, which may affect deal success. You can view the total value of the deals, owner, engagement grade, and more.

• MEDDIC Score 70%+

Displays deals with a MEDDIC score over 70%, the total value of the deals identifying high-potential deals. Upon expanding the card you can view the detailed deal information.

• New Pipeline Created

Displays the total value of deals generated out of total pipeline opportunities at the start of the quarter, providing visibility into new business development. You can click and expand the card to view the detailed information for the deals.

Top Account Executives Graph

The Top Account Executives Graph is a powerful visualization tool that enables sales leaders to track and analyze the performance of key account executives. This graph displays data on the top-performing account executives based on selected filters, allowing users to view detailed information by interaction

type or meeting type. This level of insight helps leaders understand how their team engages with clients, manages resources effectively, and drives targeted improvements in sales performance.

Key Features

1. Filter by Interaction Type:
   This filter allows you to view the graph based on various interaction types, such as emails, meetings, or any other types of touchpoints used by the sales team. By selecting specific interaction types, users can gain insights into the frequency and quality of communication methods being utilized by each executive. This can reveal patterns in communication styles, and the effectiveness of certain interaction types, and highlight which interactions yield better engagement or progression in the sales cycle.
2. Filter by Interaction Type:
   Viewing the graph by meeting types such as partner engagement, post- close engagement, opportunity progression, and discovery calls held by top account executives. This helps leaders analyze which types of meetings are most frequently scheduled by high-performing account executives and evaluate which meeting types are linked to successful sales outcomes, contributing to an effective sales approach.

Average Activity Trend

The Average Activity Trend Graph provides a dynamic visualization of sales activity trends over time, categorized by activity stage (discovery, demo, or closing). This tool enables sales leaders to monitor how activities fluctuate across the different stages of the sales process, offering valuable insights into the sales pipeline’s health and progress. The graph can be customized to display data based on two main filter types: Meeting Type and Interaction Type.

Key Features

1.  Filter by Meeting Type:
   Selecting the By Meeting Type filter displays the activity trend broken down by meeting stage, offering insights into how meetings evolve. By analyzing this data, sales managers can see trends in how often specific types of meetings occur, how they correlate with deal progression, and how each meeting type contributes to overall sales success. This provides a clearer view of the meeting types driving forward momentum and those that may need attention or adjustment.
2. Filter by Interaction Type:
   Choosing the By Interaction Type filter shows the average activity trend categorized by interaction type within each stage (e.g., calls, emails, follow-ups). This filter highlights the frequency and timing of different interaction types throughout the sales journey. For instance, users can assess the effectiveness of email outreach in the discovery stage or gauge how frequently calls are used in closing deals. By understanding interaction types by stage, sales leaders can refine communication strategies to increase engagement and improve deal success rates.

Activity Insights

The Activity Insights feature provides a comprehensive view of engagement and success metrics across different projects or deals, allowing you to analyze key indicators such as WIN Score vs. Engagement Grade for each deal. This visualization helps sales teams quickly assess the health of their top projects and make data-driven decisions.

Key Features:

1. WIN Score vs. Engagement Grade:
   Each deal is represented as a bubble on the graph, with WIN Score on one axis and Engagement Grade on the other. This comparison allows you to quickly evaluate which deals have the highest likelihood of success based on current engagement levels.
   A high WIN Score coupled with a high Engagement Grade suggests a well-engaged deal with a strong chance of closing, while other combinations help indicate where focus or intervention may be needed.
2. Filter by Top Deals:
   To narrow your focus, you can filter insights based on either:
   -  Top Deals by Amount: Prioritize high-value deals, providing a clear view of the deals with the most revenue potential.
   -  Top Deals by Closing Date: Prioritize deals that are closest to their projected close date, helping you focus on those with time-sensitive actions.
3. Detailed Deal Insights:
   Clicking on any bubble brings up a detailed view of that specific deal in a pop-up screen, providing engagement insights, opportunity owner insights, and recommended actions.
   -  Engagement Insights: Analyze how consistently and effectively your team has engaged with this particular deal, including past interactions and engagement quality.
   -  Opportunity Owner Insights: Gain insights into the performance of the sales representative or account executive responsible for the deal, allowing you to provide targeted support if needed.
   -  Recommended Actions: The system provides suggested actions tailored to improve engagement or move the deal forward, which can range from scheduling follow-up meetings to addressing potential objections or identifying additional stakeholders.

Topic Mentions

Topic Filtering Options:

•  All Deals: Focus on mentions relevant to ongoing deals within the current quarter, allowing for timely and actionable insights.
• Top Deals by Amount: Prioritize topics from high-value deals, ensuring that major accounts receive the attention they need.
• Top Deals by Close Date: Review mentions from deals close to their estimated closing date, so you can address last-minute objectives or competitive mentions effectively.

Detailed Topic Analysis:

Clicking on any specific topic opens an in-depth analysis screen, which provides a comprehensive breakdown of the topic’s occurrences and context in each deal.

• Overview: See the total number of items discussed about this topic, helping you gauge its significance across interactions.
• Engagement Details: View emails sent and received specific to the topic, helping the team assess the depth of communication on this subject.
• Detailed Email Information: Drill down into individual emails to understand the context, such as the sentiment, frequency, and details of each mention. 

Activity Leaderboard

The Activity Leaderboard provides a ranked view of key contacts, offering insights into their engagement levels and MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion) score. This leaderboard enables sales teams to identify high-priority contacts and focus on those who have shown strong engagement indicators, making it easier to prioritize outreach and manage relationships more effectively.

1. Contact Name:
   Displays the names of your top contacts based on recent activity and engagement levels, making it easy to recognize who is most actively engaged and influential current deals.
2. MEDDIC Score:
   Shows the MEDDIC score associated with each contact, providing a quick assessment of how well-aligned the contact is with your sales methodology. A higher MEDDIC score often indicates a stronger likelihood of successful deal progression, as it signifies that critical factors for the sale have been met or considered.
3.  Deals with Grade A:
   Identifies and lists the deals associated with each contact that are graded as "A" quality, helping you prioritize high-value or high-potential deals connected to these contacts. Grade A deals are generally those with strong potential for conversion or those that align closely with the client’s needs.
4. Total Number of Meetings:
   Tracks the total number of meetings held with each contact. High meeting counts indicate regular engagement, which may reflect strong interest or complex deal requirements, allowing you to gauge the level of interaction required to move the deal forward.
5. Emails Sent and Received:
   Provides the total count of emails exchanged with each contact, offering a measure of the communication intensity and responsiveness. Contacts with high email counts are typically those who are actively engaged or have specific concerns that require attention.