ComplyAdvantage Leverages Gong to Halve New Hire Ramp Time
Technology Category
- Analytics & Modeling - Machine Learning
- Application Infrastructure & Middleware - Middleware, SDKs & Libraries
Applicable Industries
- Education
- National Security & Defense
Applicable Functions
- Quality Assurance
- Sales & Marketing
Use Cases
- Inventory Management
- Time Sensitive Networking
Services
- Training
About The Customer
ComplyAdvantage is a Regulation Technology (RegTech) organization founded in 2014 and headquartered in London, United Kingdom. The company, which has a size of 201-500 employees, provides anti-money laundering technology. It uses artificial intelligence, machine learning, and natural language processing to help regulated organizations manage risk obligations and counteract financial crime. The company is growing rapidly and has a diverse team that includes sales, customer success, account management, and product teams. The company values efficiency and effectiveness in its revenue-related departments and is always looking for ways to improve its processes and tools.
The Challenge
ComplyAdvantage, a Regulation Technology (RegTech) organization that provides anti-money laundering technology, was facing a challenge in efficiently ramping up new hires as the company scaled rapidly. The Head of Revenue Operations (RevOps), Jonny, was tasked with reviewing the technology stack to ensure it was as streamlined as possible while maintaining the necessary components for the RevOps team to effectively reach their goals. With over 60 sales enablement tools being used by the team, this was a significant task. The team was already using Gong, a Revenue Intelligence solution, but not to its full capacity. The tool was primarily used for call recording, with no coaching or trackers in place.
The Solution
To address the challenge, Jonny, with the help of Gong’s Manager of Commercial Customer Success, embarked on a 'Gong journey'. They put together an engagement plan and rolled out Gong methodically across the organization, starting with Sales, then moving to Customer Success, and finally Product. This approach helped better align the entire organization. Gong was used to capture activity data from every touchpoint for more accurate forecasting. The tool was also used to record calls, providing a 'taste of reality' for the team and freeing them to be more present in their customer interactions. Gong was also used as a coaching platform, capturing the best and most challenging calls and using them as coaching opportunities. The team also used Gong to track new initiatives, specifically the MEDDICC sales methodology for prospect calls.
Operational Impact
Quantitative Benefit
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