Gong > Case Studies > Influitive's Return to Gong: A Case Study on Sales and Retention Optimization

Influitive's Return to Gong: A Case Study on Sales and Retention Optimization

Technology Category

Platform as a Service (PaaS) - Application Development Platforms

Applicable Industries

Equipment & Machinery

Applicable Functions

Sales & Marketing

Use Cases

Track & Trace of Assets

Services

Training

About The Customer

Influitive is a Toronto-based company founded in 2010, specializing in advocate marketing. The company provides professional services to help other businesses discover, nurture, and mobilize their advocates to accelerate sales and increase customer lifetime value. With a team of 200 employees, Influitive operates in the Enterprise Software & Network Solutions industry. Jon Erskine, the Senior Director of Account Management and Growth, is a long-time advocate of Gong. Influitive was an early adopter of Gong, and after a brief switch to a competitor, they returned to Gong to optimize their sales and retention processes.

The Challenge

Influitive, a pioneer in advocate marketing, was in search of a platform that could significantly impact their sales, growth, and customer retention. The company was struggling to find insights that could inform actions leading to substantial improvements. The absence of Gong, a platform they had previously used, left many sales representatives feeling as though they had lost their most productive tool. When Influitive switched to a competitor, they lost the comprehensive view of their sales cycle, from deal health to talk tracks, which had previously helped to streamline work across departments. The alternative solutions did not seem to be designed with the sales representative in mind, leading to a noticeable drop in productivity.

The Solution

Influitive decided to switch back to Gong, a move that brought the team back to full operational speed. The platform provided enhanced analytics, making the sales representatives more engaged and enabling them to optimize new initiatives and goals in real-time. Gong's features gave Influitive a clear line of sight across all their customer-facing teams, setting them up to achieve their best work. The platform also supported the company's growth and retention goals, particularly when Influitive acquired a new product based on employee advocacy. Gong's enhanced analytics and insights allowed for a better understanding of team collaboration towards achieving a goal. The platform's ability to provide immediate access to necessary information enabled the company to optimize their processes on the go, identifying gaps without having to sit through hours of calls.

Operational Impact

The return to Gong had a significant impact on Influitive's operations. The sales representatives were more engaged, and the enhanced analytics provided by Gong made it easier to optimize new initiatives and goals. The platform's features allowed for a comprehensive view across all customer-facing teams, enabling them to perform their best work. Gong's enhanced analytics and insights also facilitated a better understanding of team collaboration towards achieving a goal. The ability to access necessary information immediately allowed for on-the-go process optimization. This efficiency enabled the company to identify gaps without having to sit through hours of calls, allowing them to focus on building relationships and improving deals. Gong's ability to provide first-hand feedback at a moment's notice helped various departments optimize their operations, leading to platform improvements and targeted campaigns.