How monday.com Used Gong to Align Revenue Teams Around Customers
Customer Company Size
Large Corporate
Region
- Asia
Country
- Israel
Product
- Gong
- monday.com
Tech Stack
- Revenue Intelligence Platform
- Work Management Software
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Productivity Improvements
- Brand Awareness
- Customer Satisfaction
Technology Category
- Platform as a Service (PaaS) - Connectivity Platforms
Applicable Industries
- Software
Applicable Functions
- Sales & Marketing
- Business Operation
Services
- Training
- Data Science Services
About The Customer
monday.com is a SaaS work management software company that makes it easy to build, run, and scale workflows on a single platform. The company has enjoyed massive growth in recent years thanks to its agility and ability to work as a genuinely cross-functional organization. The company is headquartered in Tel Aviv, Israel and was founded in February 2012. It has over 600 employees and serves over 125,000 customers worldwide. The company recently launched new GTM messaging as it began serving as a Work Operating System (Work OS) for hundreds of thousands of customers worldwide.
The Challenge
monday.com, a SaaS work management software company, wanted to align its sales reps and go-to-market teams on the company’s new brand messaging. The company also aimed to promote more effective pipeline reviews and one-on-ones, assess whether the new messaging landed well in the market, and uplevel client partnership. The challenge was not just launching a new initiative or making people aware of the behaviors that need to change, but everything that comes after the training and launch, like getting them to adopt and maintain those new behaviors. The new GTM messaging needed to be rolled out across its sales team, its customer success team, and all the remaining employees at monday.com — no small task.
The Solution
monday.com leaned heavily into Gong, a revenue intelligence platform, to track the effectiveness of this GTM initiative, which included 100+ reps across the company, as well as other employees. Gong’s platform helped monday.com easily understand which reps used the messaging and which ones needed more guidance. They used Gong trackers to see whether reps used keywords in customer conversations. Gong’s Deal Drivers, for example, are notifications that show him where reps have deficiencies in their process. Their managers can jump in and help the reps course correct immediately using data to clarify the issue. Gong’s platform also helps monday.com reps and managers focus on being more aligned. Gong enabled real-time coaching through peer-to-peer comments and scorecards that managers used.
Operational Impact
Quantitative Benefit
Case Study missing?
Start adding your own!
Register with your work email and create a new case study profile for your business.
Related Case Studies.
Case Study
Infosys achieves a 5–7 percent effort reduction across projects
Infosys, a global leader in consulting, technology, and outsourcing solutions, was facing significant challenges in application development and maintenance due to its distributed teams, changing business priorities and the need to stay in alignment with customer needs. The company used a mix of open source, home-grown and third-party applications to support application development projects. However, challenges resulting from distributed teams using manual processes increased as the company grew. It became more and more important for Infosys to execute its projects efficiently, so they could improve quality, reduce defects and minimize delays.
Case Study
Arctic Wolf Envelops Teamworks with 24x7 Cybersecurity Protection and Comprehensive Visibility
Teamworks, a leading athlete engagement platform, faced rising cyberthreats and needed enhanced visibility into its network, servers, and laptops. With software developers connecting from all over the world, the company sought to improve its security posture and position itself for future growth. The company had a secure platform but recognized the need for a more proactive solution to identify gaps within its technology infrastructure. Data exfiltration and malicious access were top concerns, prompting the need for a comprehensive security upgrade.
Case Study
Sawback IT and Datto Save Client From a Costly Mistake
Ballistic Echo, a software development house, faced a critical challenge when human error led to the deletion of thousands of lines of unique code. This incident occurred before the code was pushed to source control, resulting in significant loss of time, revenue, and work. The previous file-level backup solution they used was slow and inefficient, making it nearly impossible to manually recreate the lost work. The need for a more reliable and efficient business continuity solution became evident to avoid such disasters in the future.
Case Study
Opal Helps Customers Shine Thanks to Datto
SP Flooring & Design Center faced a ransomware attack that encrypted and locked their files. The attack was initiated through a compromised service account set up by an outside vendor. The ransomware infection was isolated quickly, but there was a concern about the extent of the data at risk. The company had backups in place but was unsure of how much information was compromised. The situation required immediate action to prevent further damage and restore the affected data.
Case Study
Zapier Aggregates Multiple Analytics in a Single Dashboard with the New Relic Platform
Zapier, a company that enables non-technical users to push data between hundreds of web applications, was facing a challenge in automating and provisioning servers for optimal performance. The company's environment consisted of 50 Linux servers on the Amazon Elastic Compute Cloud (EC2), a Django application split across several servers, and a backend consisting of a dynamic number of celery task workers fed by messages published to a RabbitMQ cluster. They also maintained a number of internal web services on nginx in front of Gunicorn and Node.js processes. Redis handled simple key and value stores, with logging handled by Graylog2 and ElasticSearch. However, they realized that no level of automation would be sufficient without an effective monitoring solution in place. They needed a tool that could provide immediate alerts when something was breaking and could be easily implemented into their environment.
Case Study
Pipeline Insight Case Study: YARCDATA
YarcData faced challenges in determining the conversion rates of prospects into customers through various marketing efforts and identifying the source of its leads. They wanted to know the percentage of opportunities in the sales pipeline that came from different marketing events, web downloads, or self-sourced sales opportunities. Additionally, they needed the ability to drill down into the data to guide where to allocate more marketing dollars based on the success of previous efforts. Previously, YarcData relied heavily on spreadsheets and Salesforce.com reports, which made it difficult to extract the exact information they needed. This reliance on spreadsheets represented about 70% of their data presentation.
