Designed Conversational Intelligence Experience for Aviso AI
Designed Conversational Intelligence Experience for Aviso AI
Designed Conversational Intelligence Experience for Aviso AI
I designed & shipped an end-to-end experience that supports sales reps before, during, and after calls by transforming conversations into actionable insights. The feature contributed to 300% YoY company growth, accelerated deal cycles by ~23%, improved win rates by ~12%, & saved 14+ Hrs/Week per Sales Rep.
I designed & shipped an end-to-end experience that supports sales reps before, during, and after calls by transforming conversations into actionable insights. The feature contributed to 300% YoY company growth, accelerated deal cycles by ~23%, improved win rates by ~12%, & saved 14+ Hrs/Week per Sales Rep.
I designed & shipped an end-to-end experience that supports sales reps before, during, and after calls by transforming conversations into actionable insights. The feature contributed to 300% YoY company growth, accelerated deal cycles by ~23%, improved win rates by ~12%, & saved 14+ Hrs/Week per Sales Rep.
Challenge
Challenge
Sales teams struggle to accurately gauge buyer sentiment in calls and the manual efforts to analyse transcripts and locate action items contribute to time inefficiency. We had to derive a solution that helps the sales rep with their painpoints which eventually leads to closing more details in less time.
Aviso's conversational intelligence capability is an integrated component to Aviso digital war rooms which we further leveraged for coaching and collaboration rooms.
Sales teams struggle to accurately gauge buyer sentiment in calls and the manual efforts to analyse transcripts and locate action items contribute to time inefficiency. We had to derive a solution that helps the sales rep with their painpoints which eventually leads to closing more details in less time.
Aviso's conversational intelligence capability is an integrated component to Aviso digital war rooms which we further leveraged for coaching and collaboration rooms.
Sales teams struggle to accurately gauge buyer sentiment in calls and the manual efforts to analyse transcripts and locate action items contribute to time inefficiency. We had to derive a solution that helps the sales rep with their painpoints which eventually leads to closing more details in less time.
Aviso's conversational intelligence capability is an integrated component to Aviso digital war rooms which we further leveraged for coaching and collaboration rooms.
Solution
Solution
I along with my team designed the user experience and interface Aviso’s Conversational Intelligence that captures and analyzes over 1000+ signals to help reps say more of the right things on every call, execute next-best-actions and drive deals over the finish line faster.
I along with my team designed the user experience and interface Aviso’s Conversational Intelligence that captures and analyzes over 1000+ signals to help reps say more of the right things on every call, execute next-best-actions and drive deals over the finish line faster.
I along with my team designed the user experience and interface Aviso’s Conversational Intelligence that captures and analyzes over 1000+ signals to help reps say more of the right things on every call, execute next-best-actions and drive deals over the finish line faster.
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01
Research
Research
To better understand the problem area, I and my team conducted a couple of discovery calls with the stakeholders to understand the painpoints of the sales rep and a competitive analysis to help us think creatively about where we’ll be able to innovate in the experience of Aviso’s sales call.
To better understand the problem area, I and my team conducted a couple of discovery calls with the stakeholders to understand the painpoints of the sales rep and a competitive analysis to help us think creatively about where we’ll be able to innovate in the experience of Aviso’s sales call.
To better understand the problem area, I and my team conducted a couple of discovery calls with the stakeholders to understand the painpoints of the sales rep and a competitive analysis to help us think creatively about where we’ll be able to innovate in the experience of Aviso’s sales call.
Stakeholder Interviews
Stakeholder Interviews
Stakeholder Interviews
In our stakeholder discussions, we found that:
Sales reps require support throughout the entire deal cycle: from client call training to active support during the call and post-call analysis.
The pandemic transformed B2B selling, making virtual and hybrid methods the default both inside and outside organisations.
In response to evolving buyer behaviour, leaders now seek a more efficient way to provide intelligence and act in countless virtual meetings across platforms like Zoom, Google Meet, and Teams.
Post-pandemic, AI-powered conversational intelligence emerged as a tool for revenue leaders and sales teams to illuminate critical virtual conversations with prospects and customers.
In our stakeholder discussions, we found that:
Sales reps require support throughout the entire deal cycle: from client call training to active support during the call and post-call analysis.
The pandemic transformed B2B selling, making virtual and hybrid methods the default both inside and outside organisations.
In response to evolving buyer behaviour, leaders now seek a more efficient way to provide intelligence and act in countless virtual meetings across platforms like Zoom, Google Meet, and Teams.
Post-pandemic, AI-powered conversational intelligence emerged as a tool for revenue leaders and sales teams to illuminate critical virtual conversations with prospects and customers.
In our stakeholder discussions, we found that:
Sales reps require support throughout the entire deal cycle: from client call training to active support during the call and post-call analysis.
The pandemic transformed B2B selling, making virtual and hybrid methods the default both inside and outside organisations.
In response to evolving buyer behaviour, leaders now seek a more efficient way to provide intelligence and act in countless virtual meetings across platforms like Zoom, Google Meet, and Teams.
Post-pandemic, AI-powered conversational intelligence emerged as a tool for revenue leaders and sales teams to illuminate critical virtual conversations with prospects and customers.
Competitor Analysis
Competitor Analysis
Competitor Analysis
Following discussions with stakeholders about potential competitors, we started with an analysis, identifying Gong.ai and People.ai as direct competitors, and Google Meet, Zoom, Coursera, and Udemy as indirect competitors.
The best way to do competitor analysis is to take Screenshots, notes and repeat! While taking 247673(basically countless) screenshots, I started documenting value propositions, insights from the tools, and potential opportunities for Aviso.
Following discussions with stakeholders about potential competitors, we started with an analysis, identifying Gong.ai and People.ai as direct competitors, and Google Meet, Zoom, Coursera, and Udemy as indirect competitors.
The best way to do competitor analysis is to take Screenshots, notes and repeat! While taking 247673(basically countless) screenshots, I started documenting value propositions, insights from the tools, and potential opportunities for Aviso.
Following discussions with stakeholders about potential competitors, we started with an analysis, identifying Gong.ai and People.ai as direct competitors, and Google Meet, Zoom, Coursera, and Udemy as indirect competitors.
The best way to do competitor analysis is to take Screenshots, notes and repeat! While taking 247673(basically countless) screenshots, I started documenting value propositions, insights from the tools, and potential opportunities for Aviso.
a glimpse of competitor research
View Details02
02
Research Insights
Research Insights
The current painpoints
The current painpoints
The current painpoints
No way to know how buyers truly feel on a sales call - interested or politely nodding
Reps struggle to understand if buyers are positive or negative about moving forward
Guesswork-based rep bias on deals means forecasting goes for a toss
Time wasted on manually poring through transcripts or searching for action items
Meetings scattered all over the place. No way to quickly pull up calls for reference
Meetings scattered all over the place. No way to quickly pull up calls for reference
How do we know if these are actual problems?
How do we know if these are actual problems?
How do we know if these are actual problems?
It was necessary for us to identifying the significance of the problem in hand and not divert our attention from solving another actual problem. Therefore, before delving into ideation, my team and I thoroughly reviewed several existing research studies.
It was necessary for us to identifying the significance of the problem in hand and not divert our attention from solving another actual problem. Therefore, before delving into ideation, my team and I thoroughly reviewed several existing research studies.
It was necessary for us to identifying the significance of the problem in hand and not divert our attention from solving another actual problem. Therefore, before delving into ideation, my team and I thoroughly reviewed several existing research studies.
a glimpse of competitor research
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03
Define Phase
Define Phase
Problem Statement
Problem Statement
Problem Statement
How might I improve the experience of an Aviso sales rep before, during, & after a sales call, helping them to close deals faster and more efficiently?
How might I improve the experience of an Aviso sales rep before, during, & after a sales call, helping them to close deals faster and more efficiently?
How might I improve the experience of an Aviso sales rep before, during, & after a sales call, helping them to close deals faster and more efficiently?
Hypothesis Statements
Hypothesis Statements
Hypothesis Statements
"If I design a solution for sales rep with Conversational Intelligence capabilities in Aviso that intuitively supports a sales rep before, during, and after a sales call through real-time decision-making, seamless integration into their workflow, and enables the sales rep to analyze the intent and sentiments of the buyer, it will empower them to close more deals efficiently.”
"If I design a solution for sales rep with Conversational Intelligence capabilities in Aviso that intuitively supports a sales rep before, during, and after a sales call through real-time decision-making, seamless integration into their workflow, and enables the sales rep to analyze the intent and sentiments of the buyer, it will empower them to close more deals efficiently.”
"If I design a solution for sales rep with Conversational Intelligence capabilities in Aviso that intuitively supports a sales rep before, during, and after a sales call through real-time decision-making, seamless integration into their workflow, and enables the sales rep to analyze the intent and sentiments of the buyer, it will empower them to close more deals efficiently.”
As our hypothesis statement revolved around a development-intense topic like Conversational Intelligence, it was crucial for us to engage developers in our brainstorming sessions and while crafting goal statements.
As our hypothesis statement revolved around a development-intense topic like Conversational Intelligence, it was crucial for us to engage developers in our brainstorming sessions and while crafting goal statements.
As our hypothesis statement revolved around a development-intense topic like Conversational Intelligence, it was crucial for us to engage developers in our brainstorming sessions and while crafting goal statements.
Design Goals
Design Goals
Design Goals
How am I going the address the the problem statement in my design? To derive a solution, I created 3 themes based on which we started mapping possible solutions for each theme using a mindmap.
How am I going the address the the problem statement in my design? To derive a solution, I created 3 themes based on which we started mapping possible solutions for each theme using a mindmap.
How am I going the address the the problem statement in my design? To derive a solution, I created 3 themes based on which we started mapping possible solutions for each theme using a mindmap.
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04
Design Phase
Design Phase
Paper Wireframes
Paper Wireframes
Paper Wireframes
Where there is a pen and paper, there is an idea! While working on the ideation for this project, I made sure to pen down every idea I had in my mind. This not only relieved the pressure of potentially 'losing' my hard work but also allowed me to explore numerous approaches to solving the problem.
As we had our design goals in place, I quickly drew out a couple of alternatives and noted down the pros and cons for each of them.
Our key objective was to nail the user experience of Conversational Intelligence in the aftermath of a call. As the content generated with the help of CI after a call is most important, we initiated the ideation process to define the interaction for that screen.
Where there is a pen and paper, there is an idea! While working on the ideation for this project, I made sure to pen down every idea I had in my mind. This not only relieved the pressure of potentially 'losing' my hard work but also allowed me to explore numerous approaches to solving the problem.
As we had our design goals in place, I quickly drew out a couple of alternatives and noted down the pros and cons for each of them.
Our key objective was to nail the user experience of Conversational Intelligence in the aftermath of a call. As the content generated with the help of CI after a call is most important, we initiated the ideation process to define the interaction for that screen.
Where there is a pen and paper, there is an idea! While working on the ideation for this project, I made sure to pen down every idea I had in my mind. This not only relieved the pressure of potentially 'losing' my hard work but also allowed me to explore numerous approaches to solving the problem.
As we had our design goals in place, I quickly drew out a couple of alternatives and noted down the pros and cons for each of them.
Our key objective was to nail the user experience of Conversational Intelligence in the aftermath of a call. As the content generated with the help of CI after a call is most important, we initiated the ideation process to define the interaction for that screen.
Exploration 1
Exploration 2
Exploration 3: Final Solution
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05
Deliverables
Deliverables
Libraries: helping before calls
Libraries: helping before calls
Libraries: helping before calls
Library and streams help sales rep before a call by allowing them access to a centralized repo of call recording of high value deals along with call details such as talk ratio, speaker sentiment, transcript and action items of the call.
Library and streams help sales rep before a call by allowing them access to a centralized repo of call recording of high value deals along with call details such as talk ratio, speaker sentiment, transcript and action items of the call.
Library and streams help sales rep before a call by allowing them access to a centralized repo of call recording of high value deals along with call details such as talk ratio, speaker sentiment, transcript and action items of the call.
Zoom Plugin: helping during calls
Zoom Plugin: helping during calls
Zoom Plugin: helping during calls
Aviso's Zoom plugin help sales rep to use the right words, at the right time. AI triggered response suggestions, call checklist, talk ratio, sentiments and transcript bring sales rep closer to closing each deal, every time.
Aviso's Zoom plugin help sales rep to use the right words, at the right time. AI triggered response suggestions, call checklist, talk ratio, sentiments and transcript bring sales rep closer to closing each deal, every time.
Aviso's Zoom plugin help sales rep to use the right words, at the right time. AI triggered response suggestions, call checklist, talk ratio, sentiments and transcript bring sales rep closer to closing each deal, every time.
Conversational Intelligence Smart Transcript: helping after calls
Conversational Intelligence Smart Transcript: helping after calls
Conversational Intelligence Smart Transcript: helping after calls
To help sales rep after calls, I came up with a smart transcript that eliminates false positives and helps sales rep to gain clarity on deal status. This way, the sales rep can prioritize winnable deals, re-engage at-risk deals, and establish more accurate forecasts for better outcomes.
To help sales rep after calls, I came up with a smart transcript that eliminates false positives and helps sales rep to gain clarity on deal status. This way, the sales rep can prioritize winnable deals, re-engage at-risk deals, and establish more accurate forecasts for better outcomes.
To help sales rep after calls, I came up with a smart transcript that eliminates false positives and helps sales rep to gain clarity on deal status. This way, the sales rep can prioritize winnable deals, re-engage at-risk deals, and establish more accurate forecasts for better outcomes.
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06
Conclusion
Conclusion
Embarking on my first client project with Aviso was a rollercoaster ride. I followed the similar approach as CI for all the other features I designed for Aviso. Till date, I call it as my baby project! This enagagement was not only fun but also quite challeneging. No matter how complex the problem, is there anything that design thinking can't solve? The answer is simply NO!
Embarking on my first client project with Aviso was a rollercoaster ride. I followed the similar approach as CI for all the other features I designed for Aviso. Till date, I call it as my baby project! This enagagement was not only fun but also quite challeneging. No matter how complex the problem, is there anything that design thinking can't solve? The answer is simply NO!
Embarking on my first client project with Aviso was a rollercoaster ride. I followed the similar approach as CI for all the other features I designed for Aviso. Till date, I call it as my baby project! This enagagement was not only fun but also quite challeneging. No matter how complex the problem, is there anything that design thinking can't solve? The answer is simply NO!
