How Forescout Scaled Global Sales Coaching

Overview

Forescout is a cybersecurity company that provides visibility and control across managed and unmanaged devices throughout an organization’s network. Its platform supports the full cybersecurity journey, helping enterprises monitor, secure, and manage complex IT and operational technology environments.

Because Forescout’s solutions are technically sophisticated, sales teams must be able to clearly explain complex concepts and lead effective discovery conversations with enterprise buyers. To strengthen sales readiness and scale coaching globally, Forescout partnered with Avarra.

Challenge: Delivering Consistent Coaching Across a Global Sales Team

Before Avarra, Forescout’s enablement team relied on a mix of tools and manual coaching processes.

While the team worked hard to support sellers, scaling consistent coaching across a global organization proved difficult. Enablement leaders often had to prioritize a handful of reps who needed help most rather than delivering structured practice to the entire team.

“Our biggest challenge was that we had a lot of tools and a lot of manual processes,” said Renee Yttredahl, Director of Sales Enablement at Forescout. “It made it nearly impossible to deliver consistent coaching experiences at scale.”

Most solutions the team evaluated focused either on content delivery or coaching, but not both. Forescout needed a platform that combined realistic practice with scalable coaching insights.

The team also wanted flexibility: the ability to run large-scale simulations for global training while also creating targeted practice scenarios for specific customer conversations.

Solution: AI Simulations that Combine Coaching, Content, and Flexibility

Forescout selected Avarra to modernize its enablement strategy and introduce scalable practice into its training programs.

With Avarra, reps can engage in realistic simulations that mirror the types of discovery conversations they have with customers. These simulations allow sellers to practice messaging, refine qualification skills, and prepare for upcoming meetings.

The platform met several key requirements for the enablement team:

• Video-based AI simulations that replicate real customer interactions

• Scalable training scenarios that can be deployed globally

• Flexible simulations tailored to specific prospects or upcoming meetings

• Integrated metrics that give leaders visibility into rep performance

The rollout was smooth from both a technical and operational perspective.

“Onboarding was remarkably smooth,” Yttredahl said. “It didn’t feel like a project. It felt like we were adding a new capability.”

The platform integrated easily with Forescout’s internal systems and security requirements, allowing the enablement team to focus quickly on driving adoption and value.

Results: Faster Ramp, Stronger Discovery Skills, and Higher Rep Engagement

Since implementing Avarra, Forescout has integrated simulations into both onboarding and ongoing enablement programs.

Key outcomes include:

• Faster ramp time for new sales reps learning complex cybersecurity solutions

• Stronger discovery and qualification conversations in customer meetings

• Higher engagement with training programs across the sales organization

• Scalable coaching without requiring hours of manual role play

Reps quickly embraced the platform because of how realistic the simulations felt.

“The feedback from reps was that the simulations felt incredibly real,” Yttredahl said. “They actually looked forward to doing the next one.”

For the enablement team, the biggest impact has been scale. Leaders can now deploy training globally and quickly identify where reps are succeeding or where additional coaching is needed.

Future Applications: Building a Modern, Practice-Driven Enablement Engine

Forescout sees Avarra as a foundational component of its modern enablement strategy.

“It’s not just a tool,” Yttredahl said. “It’s really become the engine of how we want to learn and practice.”

By embedding realistic simulations into onboarding and ongoing development, Forescout is building a more scalable, data-driven approach to training its global sales teams.