Project Summary
Problem: NetApp’s sales organization needed to transition 1,500+ global sales professionals from legacy forecasting systems to Aviso AI-powered sales intelligence platform, requiring comprehensive change management, training infrastructure, and ongoing adoption support to build user trust in AI predictions and ensure business continuity across global sales teams.
Solution: I designed and built comprehensive adoption analysis and enablement strategy featuring role-based learning paths, AI-generated training content, and continuous improvement frameworks. The solution included webinar demonstrations with AI-generated narration, Quick Reference Guides, adoption surveys, and AI video tools like Synthesia, Colossyan, and Vyond to create interactive scenarios supporting systematic change management and AI trust-building across EMEA, North America, and APAC regions.
Target Audience: 1,500+ sales professionals including District Managers, Regional Directors, Area Vice Presidents, sales operations, and overlay teams across global regions.
My Role
- Created global webinar demonstration using AI-generated speakers, enabling SMEs to focus on Q&A during global tour rather than presenting standard content
- Designed and built comprehensive training assets including multilingual e-learning modules, instructional videos, and Quick Reference Guides for AI-powered platform adoption
- Developed AI trust-building framework addressing user concerns about machine learning predictions and automated forecasting
- Leveraged AI video tools like Synthesia, Colossyan, and Vyond to create interactive scenarios demonstrating proper platform usage and AI decision-making processes
- Authored role-based training materials for six personas (DMs, RDs, AVPs, GVPs, Sales Ops, Overlays) with tailored workflows and AI feature guidance
- Conducted comprehensive adoption analysis collecting 300+ survey responses and 15 in-depth interviews to assess platform effectiveness and user trust levels
Client
NetApp
Tools
Skills
Results & Impact
The comprehensive adoption analysis and AI trust-building strategy delivered measurable business impact across the sales organization. Overall adoption reached 85% for District Managers and 92% for Regional Directors, with significant regional variations (NA: 92%, EMEA: 82%, APAC: 78%). The platform established a single source of truth for pipeline management while building user confidence in AI-powered forecasting.
The systematic governance framework enabled effective cross-business unit coordination and identified critical challenges including navigation complexity (72% of feedback), data sync issues (58% of tickets), and AI prediction concerns. User feedback through the comprehensive adoption survey system drove continuous improvement recommendations, with prioritized focus on streamlining navigation, addressing data sync timing, and enhancing AI transparency.
The enablement approach successfully addressed AI adoption resistance, with users gaining confidence in machine learning insights while maintaining control over final forecast decisions, establishing foundation for expanded AI integration across NetApp’s sales intelligence capabilities.