Leveraging Gong to Propel Culture Amp's Growth and Market Trend Adaptability
Applicable Industries
- Apparel
- Education
Applicable Functions
- Procurement
- Sales & Marketing
Use Cases
- Time Sensitive Networking
Services
- Training
About The Customer
Culture Amp is a Melbourne-based company founded in 2011. It is an employee experience platform that works to transform organizational culture. The company has over 800 employees and operates in the software development industry. Simon Kirk, the VP of Revenue Enablement at Culture Amp, has seen firsthand how a tool like Gong can become part of the fabric of an organization’s identity. Culture Amp values learning faster through feedback and strives to stay ahead of evolving cultural trends. The company is committed to creating efficiencies and improving deal velocity to ensure successful growth and scalability.
The Challenge
Culture Amp, an employee experience platform, was facing challenges due to its continuous growth. The company was at risk of falling behind and encountering circumstances that could cause misalignment within their priorities and processes. As a company working in the cultural space, they needed to stay ahead of evolving trends, especially during the shift to remote work and the onset of the 'great resignation'. The company also faced difficulties in aligning departments towards common goals as it scaled. The larger the organization grew, the more disparate the tasks became, leading to disagreements about priorities. Another challenge was the need to improve deal velocity, a crucial part of company growth. Culture Amp noticed that not all sales calls ended with clear next steps, slowing down their processes.
The Solution
Culture Amp turned to Gong, a tool that became part of the fabric of the organization’s identity. Gong’s recordings and coaching features helped Culture Amp understand the voice of the customer and create strategies based on that knowledge. Gong’s real-time feedback helped Culture Amp coach their teams to adjust their approach to meet the market where it is. Gong also helped in aligning departments to work together towards common goals. The ability to search calls by keyword or deal status made it easier to quickly establish the truth of what’s happening, allowing everyone to focus on solving pressing issues. Gong also helped Culture Amp improve deal velocity. By diving into the crucial part of each call, they were able to determine how prevalent the issue was and develop a corrective program to retrain reps. Gong analytics were used to see if the program was effective. Gong also helped in creating efficiencies through coaching, a crucial part of their sales team’s success.
Operational Impact
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