Gong > Case Studies > Gong for BDRs: How Aircall Boosted Qualified Pipeline by 35% in EMEA

Gong for BDRs: How Aircall Boosted Qualified Pipeline by 35% in EMEA

Customer Company Size

Large Corporate

Region

Europe
America

Country

United Kingdom
United States

Product

Aircall
Gong

Tech Stack

Cloud-based call centre
Phone system solution
CRM

Implementation Scale

Enterprise-wide Deployment

Impact Metrics

Productivity Improvements
Customer Satisfaction

Technology Category

Platform as a Service (PaaS) - Connectivity Platforms

Applicable Industries

Telecommunications

Applicable Functions

Sales & Marketing

Use Cases

Remote Collaboration

Services

Cloud Planning, Design & Implementation Services
Data Science Services

About The Customer

Aircall is a global, cloud-based call centre and phone system solution that integrates with almost any business tool. It interacts with CRM, help desk, and even productivity tools like Slack. By design, Aircall empowers every professional to have richer conversations, thanks to its integrations and ease of use. The company has a large team, with employees based in both the United States and Europe. Aircall's goal is to enable businesses to have better conversations with their customers and within their teams. The company's innovative solution is designed to make phone support as easy to manage as any other business workflow—accessible, transparent, and collaborative.

The Challenge

Aircall, a global, cloud-based call centre and phone system solution, was facing challenges in its sales process. The company's sales world was dominated by hypotheticals and role-play calls, not reality. The lack of data-backed insights made it difficult for the sales team to measure and improve their performance. The company was also struggling with coaching and onboarding new hires. The traditional method of call shadowing was not efficient, and the bank of recorded calls they relied on was not as powerful as they needed. Aircall needed a solution that could provide data-backed insights into their sales calls, improve their coaching and onboarding process, and help them make strategic business decisions.

The Solution

Aircall implemented Gong, a sales coaching platform that provides data-backed insights into sales calls. Gong was integrated into Aircall's workflow and process, and was used in every weekly 1:1 meeting. The platform provided features like patience scores, which allowed the sales team to track and report on call effectiveness. Gong also provided a Call Library of curated recordings for onboarding new hires, eliminating the need for call shadowing. The recordings were tagged with comments that provided best practices and teachable moments. Gong also helped Aircall focus more on targeted, strategic calls and understand pricing and competitive intelligence. The platform's translation capability allowed Aircall to filter calls by language and tweak messaging according to the most relevant details. Gong's ability to filter by region also helped Aircall focus on winnable deals.

Operational Impact

Gong has been built into Aircall’s workflow and process, making it an integral part of the company's operations.
The platform has improved the company's coaching and onboarding process, saving time and lowering costs.
Gong has boosted Aircall’s ability to understand pricing and competitive intelligence, helping the company focus more on targeted, strategic calls.
The platform's translation capability has allowed Aircall to filter calls by language and tweak messaging according to the most relevant details.
Gong's ability to filter by region has helped Aircall focus on winnable deals.

Quantitative Benefit

Since implementing Gong, Aircall has realised a 35% increase in qualified pipeline in EMEA.
After using Gong across northern Europe in the first quarter of 2021, Aircall broke records for the amount of qualified pipeline delivered by the business development function.