How Gong Helped Docebo Become an Efficient Revenue Team
Customer Company Size
Mid-size Company
Region
- America
Country
- Canada
Product
- Gong
- Deal Boards
Tech Stack
- Call Recording
- Revenue Intelligence
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Customer Satisfaction
- Digital Expertise
- Productivity Improvements
Technology Category
- Analytics & Modeling - Real Time Analytics
- Functional Applications - Remote Monitoring & Control Systems
Applicable Industries
- Professional Service
- Software
Applicable Functions
- Business Operation
- Sales & Marketing
Use Cases
- Remote Collaboration
Services
- Software Design & Engineering Services
- System Integration
About The Customer
Docebo is a Learning Solutions Platform that enables organizations to foster a culture of learning among employees, partners, and customers. Founded in 2005 and headquartered in Toronto, Canada, Docebo has grown to employ over 800 people across eight offices worldwide. The company has successfully onboarded and retained major global clients such as Zoom, AWS, and Heineken. Vanessa, who oversees revenue operations and enablement, and Nick Thomas, the Director of Revenue Enablement, have been instrumental in integrating Gong into Docebo's operations. Their focus is on enhancing the performance of customer-facing teams through effective coaching, enablement, and pipeline management.
The Challenge
Docebo initially adopted Gong for call recording and reporting but soon realized the broader potential of Revenue Intelligence. The challenge was to leverage Gong's capabilities beyond its initial use case to enhance coaching, enablement, pipeline reviews, and voice of the customer across their growing teams. As Docebo expanded, they needed a solution that could scale with them and provide insights into best practices, coaching opportunities, and pipeline management. The goal was to integrate Gong into various customer-facing teams to drive efficiency and effectiveness in revenue operations.
The Solution
Docebo implemented Gong to enhance their revenue operations by focusing on four key areas: enablement, coaching, pipeline reviews, and product feedback. For enablement, Gong was used to ensure that customer-facing teams adopted new messaging and processes effectively. The platform facilitated continuous development and upskilling, making it integral to Docebo's success. In terms of coaching, Gong provided both qualitative and quantitative insights, allowing for a comprehensive coaching culture that included peer-to-peer and self-coaching. This approach helped embed coaching into the organization's DNA. For pipeline reviews, Gong's Deal Boards offered a streamlined experience compared to traditional CRM systems, providing holistic insights and tracking early risk indicators. Finally, Gong served as a 'free customer research' tool, offering valuable feedback from customers and helping Docebo align their product marketing and development efforts.
Operational Impact
Quantitative Benefit
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