The Challenge
As Rogers EBU grew, so did the complexity of its sales operations. The team faced mounting challenges in:
-
Improving Salesforce adoption and usability
-
Enhancing forecasting accountability and data quality
-
Streamlining workflows, particularly around quote and proposal creation
-
Reducing time lost on low-probability deals
-
Creating real-time visibility into sales performance across multiple KPIs
VP of Sales Operations and Deal Management, Joe Deklic, saw an opportunity: “Sales has relied too much on human judgment. What if we could bring science to our forecasting, reduce inefficiencies, and free up time with AI-guided prioritization?”
Rogers Communications Inc. is a leading Canadian communications and media company with over 25,000 employees and more than $14.1 billion in annual revenue.
The company operates across four business lines: Wireless, Cable, Media, and Enterprise Business Solutions (EBU). The Enterprise Business Unit supports Small Business, Commercial Sales, and Large Enterprise Accounts—each with distinct sales needs.
”Time is the scarcest resource. AI helps us prioritize more effectively than humans ever could. SalesChoice didn’t just bring great tech—they brought experience, partnership, and real sales science.
Joe DeklicVP Sales Operations & Deal Management
The Solution
To address these challenges, Rogers partnered with SalesChoice—a trusted AI partner of Accenture—implementing the SalesChoice InsightEngine™, a predictive and prescriptive AI solution.
Key solution features included:
- A custom AI model to score and predict win/loss outcomes across three opportunity types: New Business, Renewals, and Upsell/Cross-sell
- A qualification rating system that evaluated opportunities based on controllable and uncontrollable factors at both the organizational and deal level
- A prescriptive insight layer offering a dynamic checklist of factors impacting deal quality (e.g., solution mix, pricing gaps)
- Integration with Salesforce (including Apptus Quote/Proposal objects) and Tableau dashboards for full KPI visibility
- Open API capabilities, enabling seamless connection with Rogers’ existing sales tech stack and reinforcing their Rogers Way of Selling (RWoS)
The Results
The implementation of SalesChoice’s InsightEngine™ yielded significant improvements in Rogers’ sales operations:
-
80% forecast accuracy on won deals
-
90% accuracy in predicting losses early in the sales cycle
-
Significant reduction in manual effort and forecasting time
-
Enhanced focus on high-potential opportunities, increasing rep productivity
-
Clearer visibility into pipeline health and risk, guided by real-time AI insights
By integrating predictive pipeline metrics and improving Salesforce data hygiene, Rogers empowered its sales teams with the tools to focus on what matters—and leave guesswork behind.
