AI-powered sales enablement for complex product and services sales teams
Avanto operates globally with 3,000+ staff, selling both SaaS products (25% of revenue) and consulting/services (75%).
* Distributed sales teams with hunters and farmers, often playing dual roles.
* Buyers are Fortune 500 and global enterprises.
“Sometimes I already get questions from the sales team: should I post this update on Teams? Chatter? Email? There’s too much tool clutter.”
* 'AccountMax' initiative: rigorous, process-driven expansion in ~33 strategic accounts (farming).
* New logo acquisition: shift from word-of-mouth to structured outbound campaigns.
* Flattening early-stage win rates and forecast inaccuracy are raising alarms.
* Leadership is incentivizing AI/data sales over services to align with market demand.
* Many sellers handle both farming and hunting.
* Sales cycles span SaaS and custom services—each with distinct challenges.
* Avanto is pushing to be seen as an AI-first firm, but technical credibility and differentiation are hard to scale.
* Teams use Salesforce, LinkedIn Navigator, Pardot, Apollo.io, ZoomInfo, Lucia, and more—creating adoption fatigue.
* Playbooks and LMS systems are too generic, slow to build, and quickly outdated.
* 'It will take us 3-6 months to just build this job and document them. By then, it's already outdated.'
* Tracking Salesforce activity doesn’t guarantee reps are doing the right things—especially for AI/data sales.
* Incentives alone don’t drive enablement.
* Inconsistent execution leads to missed expansion, lost deals, and inaccurate forecasts.
* Top-performer behaviors remain tribal knowledge, not institutionalized.
'We need reps to proactively discover new use cases in accounts—not just react.'
* Multiple point solutions create confusion and resistance.
* Playbooks and training are slow, manual, and quickly obsolete.
* Insights are trapped in calls, emails, and CRM notes—rarely synthesized into actionable coaching.
* Codify top-performer 'chops' and make them actionable for all reps.
* Enable proactive discovery and multi-threading in farming accounts.
* Reduce tool clutter and drive real adoption—no more generic playbooks.
“If we could just learn from every won deal and give that to reps...”
* Zime builds a custom 'sales brain' by analyzing top rep calls, playbooks, and CRM data—codifying winning behaviors in days, not months.
* AI-powered insights surface rep-level gaps, automate CRM updates, and provide just-in-time coaching in Teams (not yet another tool).
* Demonstrated revenue impact: productivity gains of $2,000/rep/month, 10-20% higher win rates, and fast rep adoption.
* Flexible, low-risk POC model: Zime will build a custom playbook for Avanto using top rep calls—no commitment required.