Gong > Case Studies > Leveraging Revenue Intelligence for Enhanced Sales Performance: A Case Study on Sparrow

Leveraging Revenue Intelligence for Enhanced Sales Performance: A Case Study on Sparrow

Technology Category

Application Infrastructure & Middleware - Middleware, SDKs & Libraries
Platform as a Service (PaaS) - Application Development Platforms

Applicable Industries

Education
Equipment & Machinery

Applicable Functions

Sales & Marketing

Use Cases

Time Sensitive Networking
Virtual Training

Services

Training

About The Customer

Sparrow is a San Francisco-based startup founded in 2018, specializing in employee leave management. The company offers a solution that combines seamless automation and expert service to handle every type of leave in the U.S. and Canada. Sparrow's solution aims to make employee leave stress-free while saving teams and employees time and cost. The company is in a growth phase, investing heavily in technology to be nimbler and smarter. Despite being an early-stage company, Sparrow invests about 3X more in technology than a $6 billion publicly traded HR tech company. The company is expected to double and triple in size over the next year.

The Challenge

Sparrow, a San Francisco-based startup founded in 2018, was facing significant challenges in managing and optimizing their sales and marketing processes. The company, which specializes in employee leave management, was struggling with the lack of a system to record or analyze their conversations. This resulted in the team spending valuable time recapping and rescheduling meetings to ensure all members could attend. The company was also grappling with the challenge of keeping their sales team updated and trained, especially in a fast-paced startup environment where the product and business are constantly evolving. The traditional methods of running meetings, taking notes by hand, and scheduling follow-up meetings were proving to be inefficient and time-consuming.

The Solution

Sparrow turned to Gong, a revenue intelligence platform, to address their challenges. Gong allowed Sparrow to capture, transcribe, annotate, and share sales calls, providing a simplified training and onboarding experience. The platform's features such as call libraries and snippets enabled the company to collect, categorize, and share specific sections of calls for training purposes. This eliminated the need for salespeople to sit through entire calls or meetings to glean important information. Gong also proved to be a valuable tool for recruiting and onboarding new reps and account executives. The platform was used to share recordings of the sales process, call format, and approach to prospects with potential candidates. Once hired, new sales reps were provided with a Gong call library of intro call recordings to get them started. The platform also helped Sparrow streamline their internal communication and collaboration, saving time and energy spent on note-taking and confirming information during and after meetings and calls.

Operational Impact

The implementation of Gong has brought about significant operational improvements at Sparrow. The platform has not only streamlined the company's sales and marketing processes but also improved their workflow, enabling the team to work smarter and more effectively. The platform's simplicity and ease of use have been appreciated by the team, with marketers, sales development reps, and account executives finding it easy to use even without training. Gong has also proven to be a valuable tool for knowledge sharing, driving exponential sales enablement. The platform's impact has been noticed across the company, and it is expected that other departments will also find ways to use Gong in the future. The use of Gong has also enhanced Sparrow's conversations with prospects, allowing them to move to the next step faster instead of repeating their sales pitch.

Quantitative Benefit

Sparrow saved significant time previously spent on recapping and rescheduling meetings.
The company saved time and energy previously spent on note-taking and confirming information during and after meetings and calls.
Within six months of using Gong, Sparrow's win rates started increasing.