Gong Forecast: Enhancing Crayon's Forecasting Accuracy and Efficiency
Technology Category
- Analytics & Modeling - Real Time Analytics
Applicable Functions
- Sales & Marketing
Use Cases
- Demand Planning & Forecasting
- Inventory Management
Services
- System Integration
About The Customer
Crayon, headquartered in Boston, MA, is a recognized leader in competitive intelligence software. Founded in 2015, the company has grown to over 150 employees. Crayon provides organizations with a complete, real-time view of their competitors' activities, enabling them to track competitive intel, analyze, and activate information across their entire organization. This results in a more informed company that makes better decisions. Crayon's services are particularly crucial when it comes to competitive selling and more predictive, data-driven forecasting.
The Challenge
Before the implementation of Gong Forecast, Crayon, a leader in competitive intelligence software, faced significant challenges in managing and forecasting their deal information. The process involved tracking data from multiple sources and manually entering them into a Google Sheet. This method was not only time-consuming but also lacked reliability, leading to a lack of confidence in their forecasts. The team was operating based on opinions rather than data-driven insights, which further complicated the forecasting process. The absence of a single source of truth made it difficult to determine if the forecasts were overly optimistic, too conservative, or simply inaccurate.
The Solution
Crayon adopted Gong Forecast to streamline their forecasting process and enhance accuracy. Gong Forecast's AI technology comprehends what customers say, write, read, and engage with, providing a comprehensive picture of every deal. It autonomously identifies pipeline risks and highlights forecast changes, keeping everyone involved in a deal aligned with a clear audit trail. This solution has transformed Crayon's forecasting process from opinion-based to data-driven, relying on historical trends and current data. Crayon now uses the Forecast dashboard for every single forecasting call, reducing the time spent in forecasting calls by 66%. The solution also provides fast, data-driven transparency for everyone involved in the deal, and the ability to see the historical forecasting record, which has boosted the team's confidence in their forecasts.
Operational Impact
Quantitative Benefit
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