Gong
概述
公司介绍
Gong transforms revenue organizations by harnessing customer interactions to increase business efficiency, improve decision-making and accelerate revenue growth. Its Revenue Intelligence Platform uses proprietary Artificial Intelligence technology to enable teams to capture, understand and act on all customer interactions in a single, integrated platform.
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实例探究.
Case Study
Gong Allows HubSpot Sales Reps to “GO BACK and WATCH the GAME TAPES”
As HubSpot grew rapidly, it needed a solution that would scale and support its coaching culture. Their current sales and coaching process was not sustainable. With hundreds of salespeople over seven continents, coaching at scale was a huge challenge. HubSpot was trying to solve two big issues: Reduce new rep ramp time and Increase rep productivity. In a pre-Gong world, it was extremely challenging to understand if a new rep was actually learning the material. The same sort of uncertainty existed when it came to new product/feature launches. Salespeople need to get trained quickly, efficiently, and consistently. But it’s tricky to understand how quickly salespeople are adopting the playbooks and sound bites created for new product launches — especially pre-Gong. In fact, there really wasn’t a way to effectively track adoption.
Case Study
All Paths Lead to Retention: How Gong “Forever Changed” Sendoso’s Customer Experience Team
Sendoso, a rapidly growing company, was struggling to analyze its retention data. The Customer Success team wanted to understand what was causing churn and what was driving positive retention numbers. The company's annual contracts meant that a customer lifecycle was long, making it difficult to track what happened during that span that led to a renewal or churn. The reasons for sales and churn had also changed over the years due to the company's rapid growth and scaling. The team was also struggling with inefficient and redundant handoffs from the Account Executive (AE) to the Customer Success (CS) team.
Case Study
Addepar Leaders Increase Sales Efficiency with Gong
Addepar, a fast-growing wealth management platform, was facing challenges in making the most of their sales leaders’ time. Creating relevant action plans was difficult, and achieving desired results required a lot of coaching time to penetrate cross market segments. The sales leaders were struggling to balance their work responsibilities with their personal lives, and they needed a solution that would allow them to work more efficiently and productively.
Case Study
Gong Gives Genesys Sales Managers the Ability to “Ride Shotgun” with Any Deal
Genesys, a company that sells customer experience and contact center technology, was facing challenges in managing its sales process. The sales managers were operating in a world of “guessing and speculating” about where to spend their time and effort for maximum efficiency. They were scaling rapidly, yet struggling to onboard efficiently. The process of preparing for a call was time-consuming and did not scale. Sales managers were heavily involved in every deal, which spread them thin and did not allow them to deep dive into each deal. The process was more about “following fields in the company’s CRM” and then using one-on-one meetings to “add color” to better understand each deal.
Case Study
How Gong Insights Helped Workato Pivot During COVID-19 and Hit 102% of Plan
Workato, an Enterprise Automation platform, was in a phase of hypergrowth and was relying heavily on anecdotal data for tracking demand generation. This approach was restricting their visibility into the full sales funnel. The sales team was growing rapidly and was looking for a way to scale the team consistently while providing top-notch training and guidance. The uncertainty of relying on anecdotal data was not sitting well with Bhaskar Roy, Head of Growth and Marketing at Workato, whose marketing team is driven by the number of opportunities it generates. The team was ready for a change and was looking for a solution that could provide them with accurate and reliable data.
Case Study
Plate IQ Shrinks Ramp-Up Time From a Year to a Few Weeks
Plate IQ, a company that provides a complex solution for restaurant Accounts Payable, faced a challenge in onboarding new sales team members. The complexity of their product and the extensive industry knowledge required meant that it often took new hires between 6 to 12 months to reach their optimum performance level. The company sought to improve this onboarding process and decrease the ramp-up time for new hires.
Case Study
Drift Uses Gong’s “Goldmine of Data” to Increase Sales Productivity
Drift, a conversational marketing platform, was experiencing hypergrowth. With the expansion of its team, product, and customer base, the potential for redundancies and inefficiencies increased. The leadership team was spending countless hours on phone calls with sales reps and prospects, trying to understand what was and was not working. There was no consistency around pitches or coaching new reps. The lack of clarity was not limited to the Sales Team. Drift’s Product Marketing Manager, Daphne Funston, would hear different issues from the customer when they spoke with the CSM and the product team. The Drift team needed a solution quickly.
Case Study
How Gong Helped Zillow Thrive During a Global Pandemic
The Premier Agent Sales team at Zillow Group was facing a new and sudden reality: its entire team was forced into a remote-only environment due to the global pandemic. More urgently, they needed to find a way to pivot their business strategy to meet the needs of an uncertain market. The team was exceeding expectations, performing quite well. The question: “How could that run rate be maintained (or even grow) throughout the pandemic?”
Case Study
A Refined Pipeline: Edgepetrol Boosts Their Pipe Feed by 300% with Gong
EdgePetrol, a UK-based software company that specialises in fuel price optimisation, was facing challenges in meeting their pipeline goals. Their prospect base was so used to the status quo, they didn’t recognize their situation as problematic, or see a need for a solution. With a global pandemic and an off-kilter economy, EdgePetrol needed new ways to build a highly qualified pipeline and communicate its product’s value so it could close big deals. The company was also transitioning from a field sales team to an inside sales team due to the pandemic, which presented its own set of challenges.
Case Study
The Gong Goats: How Demandbase Grew Its Market Presence and Hiked Win Rates
Demandbase, a marketing technology company, was aware of the vast marketplace opportunities available but lacked a reliable method to uncover them. They needed a solution grounded in reality that could identify areas for improvement and growth to generate more revenue. The company was also facing the challenge of integrating the functionality of three new companies it had recently absorbed. This required a collaborative approach and the identification of data that could help increase their Average Contract Value (ACV).
Case Study
How monday.com Used Gong to Align Revenue Teams Around Customers
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.
Case Study
Sky’s the Limit: How Corporate Traveler Uses Gong to Refine Their Customer Journey
Corporate Traveler’s customer success (CS) team wanted to invest in efficiency as a way to boost its customer adoption and retention rates. During the pandemic, they started using Gong, and have seen their adoption and retention rates improve dramatically. By streamlining their handover system and focusing on an accurate, trackable voice of the customer, Corporate Traveler has leveled up their CS game.
Case Study
Ascending the Peak: How Gong Helped New Hires at Iron Mountain Hit Their Ramp Targets
Iron Mountain, a Boston-based enterprise information management firm, had to adjust to a fully remote work environment due to the pandemic. This sudden shift posed several challenges, including onboarding new reps, managing people remotely, and keeping teams aligned. They also needed to understand what was happening in sales calls and which actions to take based on their conversational data. Before implementing Gong, Iron Mountain’s new reps participated in “physical ride-alongs,” sitting beside a seasoned rep, headphones on. In a working-from-home world, this wasn’t possible. Additionally, trying to find the right call to listen to had always been a hit or miss exercise. As a result, they couldn’t target specific behaviors, and that was something they wanted to correct.
Case Study
Gong’s Real-Time Customer Feedback Enhances Quotient’s Performance
Quotient Technology, a leading digital promotions and media technology company, was facing a challenge in understanding the unfiltered voice of its customers and anticipating their needs in a constantly changing market. The company needed a solution that would allow them to gain a more authentic and accurate understanding of their customers' sentiments, enabling them to deliver better outcomes. The challenge was not just about course-correcting after the fact, but about being able to point their services in the right direction from the start. The company was also looking for a way to drive visibility regarding revenue strategy and organizational decision-making.
Case Study
Kareo Increases Close Rates by 30% Using Gong’s Conversation Intelligence Platform
Kareo, a cloud-based medical technology provider for independent practices, faced two main challenges. Firstly, they had a 'demo problem'. With only three sales engineers conducting almost all product demos for a team of 40 account executives, a backlog of available time slots was created, extending their sales cycle. However, removing the sales engineer from the demo process resulted in a drop in close rates as the account executives were not accustomed to conducting demos themselves. Secondly, Kareo was struggling to accelerate the onboarding ramp time of new sales hires. With several phases of growth from a headcount perspective and more planned, getting new sales hires up to speed on executing their demo playbook was slow. New hires had to wait to shadow their more experienced peers' sales calls or demos, taking months to get enough shadowed demos under their belt to get through the learning curve and off on their own.
Case Study
How Cloudinary’s SDR Team Increased Booked Meeting Conversion Rates by 29%
Cloudinary’s conversion rate for turning meetings set by SDRs into qualified opportunities used to hover stubbornly around 70%. The SDRs booking the meetings had no visibility into how their meetings played out between the account executive and the prospect. They rarely understood why a meeting they booked was qualified or unqualified. Feedback from the account executive helped, but it was often incomplete, secondhand, or hard to come by. As a result, they had no way to improve their outreach or qualification during their next round of prospecting. Additionally, Garrett was tasked with ramping new SDRs to hit full quota as quickly as possible. That’s a tall order as Cloudinary’s product is highly technical with hundreds of features. It takes a while before SDRs understand the product and its value well enough to speak resonantly with their account list.
Case Study
This Sales Call Center increased Script Compliance by 10x. Here's how.
Hear.com, a global leader in the hearing aid industry, faced a challenge when their sales numbers dipped during the absence of their VP Sales, Veit Albert. The American sales team had stopped using the 'Why Hear.com?' script on competitive calls that Veit had previously developed. The script was a critical piece of their messaging and its non-compliance led to a decline in sales. The sales consultants had slowly drifted back into old habits during Veit's six-week absence. To address this, Veit and the leadership team decided to launch a call quality training program.
Case Study
Gong for Cs? Appen Wants It. Loves It. Needs It.
Appen’s Customer Success team was struggling with managing their communication with customers. The team was often engaged in the “fun” game of Telephone, which turned out to be frustrating, inefficient, and often a huge waste of time and effort. There was no way to go back and validate what was actually said in the call. This ended up being a huge pain point for the CSM team. Moreover, the onboarding process for a new CSM was painfully long, taking up to six months. The first three months were reserved for just learning about AI, learning about data labeling, learning about machine learning, and really getting up to speed with the industry. The next three months were spent learning the different use cases on the platform.
Case Study
How Auvik Created Its A-Team
Auvik was experiencing rapid growth and the Sales leadership was struggling to scale rep coaching, which was impacting team performance. As they entered a hyper-growth phase, managing a larger team with bigger deals presented new challenges. The SVP of Sales, Rob Auld, recognized the need to improve manager coaching in a scalable way. He also wanted to identify and support key deals to help reps close them and develop skills to become top performers. However, without a tool like Gong, Rob had no way of measuring the quantity or quality of his managers’ coaching. He also lacked visibility into his team’s interactions with prospects and customers.
Case Study
Simpro Empowers Hybrid Sales and A Culture of Accountability in A Global Workforce
With the impact of COVID-19, simPRO needed a way to strengthen and develop their new remote sales process. The company was initially structured along geographic lines, with offices operating as independent units. However, they decided to restructure their business units along functional lines, bringing together colleagues from around the world—regardless of location. The pandemic forced them to put these plans on hold. When the lockdowns persisted, they decided to move forward with the reorganisation and invest in their future. They wanted insight into the remote sales process, including intel about their customers’ needs and their reps’ performance.
Case Study
Gong for BDRs: How Aircall Boosted Qualified Pipeline by 35% in EMEA
Aircall, a global, cloud-based call centre and phone system solution, was facing challenges in its sales process. The company's sales world was dominated by hypotheticals and role-play calls, not reality. The lack of data-backed insights made it difficult for the sales team to measure and improve their performance. The company was also struggling with coaching and onboarding new hires. The traditional method of call shadowing was not efficient, and the bank of recorded calls they relied on was not as powerful as they needed. Aircall needed a solution that could provide data-backed insights into their sales calls, improve their coaching and onboarding process, and help them make strategic business decisions.
Case Study
A Focused Forecast: How Filtered Increased Its ACV by 62%
Filtered, a UK-based learning technology and content company, was seeking ways to grow its revenue and better coach its sales reps. As the company grew, the need for a Revenue Intelligence tool became apparent. The company wanted to focus on its most important accounts and make the most of its pipeline. In early 2020, the Filtered sales team spent a lot of time sharpening its sales skills and methodologies. They implemented a more deliberate and structured sales framework, began running more internal demos, and started a sales book club. However, they needed something more to take their efforts to the next level.
Case Study
Research, Recommendations, & Reality: How Gong Helped Mintel Increase Win Rates by 34%
Mintel, a global leader in market research, was facing a challenge in improving their efficiency. With a large portfolio of over 6,000 clients worldwide, it was difficult for them to detect patterns in calls, which delayed improvements to customer service processes. They needed a single tool that could provide guidance based on data from feedback in client calls. The company was also struggling with getting internal teams up to speed with new initiatives, which often resulted in lost or stalled deals. The lack of a tool to review calls meant that the knowledge gap was not being closed quickly enough.
Case Study
How the Customer Success Team at Momentive Used Gong to Shape High-Quality Customer Conversations
The Customer Success team at Momentive wanted to improve the quality of their customer conversations to enhance sales and customer outcomes. They needed a solution that provided visibility into what customer success managers said during calls and a scoring methodology to keep everyone on track. The global team had to adapt quickly to remote working due to the pandemic, which caused variability in the customer experience. The team needed to ensure that they were having high-quality, outcome-driven conversations with customers, where Momentive acted as a trusted partner.
Case Study
How Rapid7 Secured an Increase in Win Rates Using Gong
Rapid7, a cybersecurity firm, was struggling to understand the voice of its customers to win more deals. The majority of its customer interactions were conducted via phone and web meetings, and the leadership team spent a significant amount of time gathering information from these calls to make critical business decisions. However, the information they received was anecdotal and often distorted as it was passed from person to person. This, along with a limited subset of customer interactions, made it nearly impossible to make sound decisions about where to focus their efforts and how to address the market's needs.
Case Study
Leveraging Gong to Propel Culture Amp's Growth and Market Trend Adaptability
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.
Case Study
Gainsight Leverages Gong for Market Insights and Enhanced Customer Success
Gainsight, a platform that aids companies in driving growth through customer-led, product-led, and community-led strategies, was facing the challenge of keeping up with changing market trends. The company needed an intuitive and easy way to surface insights about their prospects and customers. As a large organization with nearly 1,400 global employees, Gainsight required a solution that could be easily adopted across all teams and provide immediate and significant impact. The CEO, Nick Mehta, was looking for a tool that could help him understand the authentic voice of Gainsight prospects and customers, and how market trends impact them and the overall business.
Case Study
Reality-Based Forecasts: Faster, Smarter, More Aligned with Gong at Handshake
Before the implementation of Gong, Handshake’s forecast information was scattered across various systems, making it difficult to get a comprehensive view of the sales pipeline. Each opportunity had to be individually assessed, which was a time-consuming process. The lack of a unified system led to inefficiencies and inconsistencies in the sales process. The sales team was spending a significant amount of time on low-value tasks such as searching for data in multiple tools and maintaining pipeline hygiene. Poor pipeline hygiene was a common issue, with reps having to open dozens of opportunities, click through multiple fields within each opportunity, change a few bits of information, and save. This process had to be repeated for each opportunity, making it painstakingly slow and inefficient.
Case Study
Highspot's Strategic Adoption of New Sales Methodology with Gong
Highspot, a sales enablement software company, was faced with the challenge of implementing a new sales methodology. The company wanted to offer a series of trainings to help sales reps understand the messaging and how to use it with clarity and precision. The implementation required managers, sales reps, and marketing to be on the same page about goals and outcomes. They also wanted to monitor what was working and what wasn't throughout the process. The macro-economic environment was shifting, adding pressure on the sellers. Therefore, Highspot needed to make learning light and create a way for their sellers to quickly adapt to the changes.
Case Study
Influitive's Return to Gong: A Case Study on Sales and Retention Optimization
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.
Case Study
Enhancing Sales Efficiency and Presence with Gong at Isos Technology
Isos Technology, a leading IT services and consulting company, was facing a significant challenge in managing its sales operations. The multitude of technology solutions available in the market was causing confusion and inefficiency. The company's Digital Sales Director, Lia Wood, was seeking a single, comprehensive tool that could streamline their efforts, allowing them to focus on their highest priorities. The challenge was to find a solution that could reduce the need for multitasking, thereby enabling the sales team to be more present and focused on their tasks. The ideal solution would also need to provide a platform for effective onboarding, coaching, and data-driven feedback.
Case Study
Revolutionizing Sales Cycle: How Gong Helped Proposify
Proposify, a proposal software company, was facing a significant challenge in managing their sales cycle. The information about deals was scattered across multiple platforms, including Salesforce, Gmail, and Chorus. This lack of a unified view led to difficulties in forecasting, resulting in unpredictable monthly numbers and poor revenue alignment. The team often had to rely on gut feelings rather than hard data, making their forecasts unreliable. Additionally, the company was using recording software Chorus to help managers coach reps’ calls, which required them to seek out information from multiple sources. This made it difficult to improve calls and kept the call and forecast coaching separate, leading to a lack of accountability and constant off-forecast situations.
Case Study
SoftServe's Transformation: Enhancing Operations with Gong
SoftServe, a digital consulting company, was facing operational inefficiencies due to a lack of easily accessible data. The company, with teams based in Ukraine, was operating under challenging circumstances, making productivity a crucial factor. A significant issue was the lack of alignment across teams, leading to gaps between services. The company's intricate sales process was also a concern, as it required a more seamless approach. The absence of data made it impossible to justify the need for restructuring or to identify the areas that required immediate attention. Furthermore, the company was struggling to maintain productivity due to the lack of necessary information.
Case Study
Leveraging Revenue Intelligence for Enhanced Sales Performance: A Case Study on Sparrow
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.
Case Study
Gong Forecast Reduces Tackle.io's Forecasting Time by 40%
Tackle.io, a zero-engineering platform that provides a go-to-market solution to help B2B software companies establish, operate, and scale sales through the cloud, was facing a significant challenge with forecasting. The company was spending over 10 hours per week on forecasting tasks, which involved going through spreadsheets, piecing together data, and having endless conversations with sales leaders and sales reps. This was not only time-consuming but also inefficient. The company's sales leaders were dedicating their one-on-ones to forecasting, taking away from valuable leadership and coaching time. This was starting to weigh on the company's Vice President of Sales, Jeramee Waldum, who was striving to build a sales organization that wasn’t of the super-high pressure mold.
Case Study
Tinuiti's Revenue Growth through Gong's Cross-Selling Opportunities
Tinuiti, a leading advertising and public relations company, was facing a significant challenge with its manual sales process. The company had little to no analytics or data-backed insights to support its sales operations. The data they had was often insufficient and not the 'right' data that could drive their growth. The company was struggling to identify cross-selling opportunities and was in dire need of a solution that could help them grow at scale. The sales process was long and complex, and the company needed a way to capture, store, and ensure sales information was quickly and accurately searchable. The lack of an efficient system was hindering their growth and evolution.
Case Study
Empowering Clearbit with Gong: A Proactive Approach to Customer Needs
Clearbit, a marketing intelligence platform, was facing a challenge in accessing the voice of the customer and data to better inform decisions around retention goals in their business. The company, which helps its clients engage with the right buyers at the right time by parsing millions of customer data points in real-time, needed a way to better understand its customers and their needs. The variations in retention over the past few years had forced the team to evaluate what they were doing well and what needed improvement. They needed a solution that would help them understand these variations and make smarter decisions, focusing their energy effectively rather than chasing every churn event in the same manner.
Case Study
ComplyAdvantage Leverages Gong to Halve New Hire Ramp Time
ComplyAdvantage, a Regulation Technology (RegTech) organization that provides anti-money laundering technology, was facing a challenge in efficiently ramping up new hires as the company scaled rapidly. The Head of Revenue Operations (RevOps), Jonny, was tasked with reviewing the technology stack to ensure it was as streamlined as possible while maintaining the necessary components for the RevOps team to effectively reach their goals. With over 60 sales enablement tools being used by the team, this was a significant task. The team was already using Gong, a Revenue Intelligence solution, but not to its full capacity. The tool was primarily used for call recording, with no coaching or trackers in place.
Case Study
Gong Forecast: Enhancing Crayon's Forecasting Accuracy and Efficiency
Before the implementation of Gong Forecast, Crayon, a leader in competitive intelligence software, faced significant challenges in managing and forecasting their deal information. The process involved tracking data from multiple sources and manually entering them into a Google Sheet. This method was not only time-consuming but also lacked reliability, leading to a lack of confidence in their forecasts. The team was operating based on opinions rather than data-driven insights, which further complicated the forecasting process. The absence of a single source of truth made it difficult to determine if the forecasts were overly optimistic, too conservative, or simply inaccurate.
Case Study
Cloudinary Speeds up New Rep Ramp-Up with Gong
Cloudinary, a comprehensive cloud-based image and video management solution provider, faced a challenge in managing its sales team across four international locations in different time zones. The company used multiple conferencing systems like GoToMeeting, join.me, and Skype, making it difficult to record and review sales calls. The lack of visibility into sales conversations was a significant issue, especially for sales team members not sitting in the same office. The company needed a solution that could provide insights into what was working and what needed improvement in reps’ calls.
Case Study
Allbound: How Gong Helped Allbound Improve Six Key Sales Outcomes
When Greg Reffner joined Allbound as Director of Sales in 2016, he noticed that the organization's approach to conversations with prospects was flawed. The lack of visibility into sales and customer calls meant that no one realized the extent of the improvement needed. Key sales outcomes were falling short of projections, and Greg attributed this to the mismanagement of sales conversations with prospects. The sales cycle was dragging on for 92 days, win-rates were in single-digit percentages, and deals were stalling in the pipeline. As a result, customer acquisition costs (CAC) were high.
Case Study
OutSystems Increases Close Rates by 5% Using Gong’s Conversation Intelligence Platform
OutSystems, a leading low-code platform for rapid mobile app development, faced a challenge as their sales organization grew. With an increase in headcount, the likelihood of sales reps saying the wrong things on calls increased. This made it difficult to ensure everyone was doing and saying the right things while avoiding things that may damage the sale. Many reps were positioning the product in a way that would help them get a quick one-off service-based sale, but this approach crippled the potential of having a long-term customer that would renew after the initial service. The lack of insight into what was happening on sales calls made it impossible for the sales management team to pinpoint why some reps were struggling, and why others were blowing their numbers away. The only thing they could see is the differences in their numbers. Identifying the causes behind those numbers (or lack thereof) was guesswork.
Case Study
This VP Sales Increased Close Rates 10% Across 70 Reps — Here’s How
TouchBistro had built a strong inbound lead generation program. However, converting those leads remained elusive. The SDR team needed to convert more inbound inquiries into sales opportunities, but they didn’t know what was happening during SDR conversations. Paul Snelson, the VP Sales, looked at his CRM data, hoping to understand how he could improve these metrics, but found there wasn’t enough context there to get helpful answers. He felt he couldn’t move the needle without shining a light on what was happening inside his team’s sales conversations.
Case Study
Ambassador's Success Story with Gong’s conversation intelligence platform
Ambassador’s sales function is split into two groups: New Business Reps who set appointments and qualify opportunities, and Enterprise Sales Consultants who close deals. High performing New Business Reps are frequently promoted into Enterprise Sales Consultant roles. However, the fact that NBRs typically have less than 2-3 years sales experience creates a couple challenges. Their ramp period is long since they are new to selling complex, unbudgeted solutions, they take upward of 4-6 months to get fully up to speed. Their lack of experience owning the entire sales process and closing deals delays their ramp period. They often level-off as “middle-of-the-road” performers. The lack of experience managing complex sales cycles results in stubborn performance plateaus. In the past, this forced Zach to rely on a few star performing reps to make up for the rest of the team’s “C+” quota attainment.
Case Study
GLASSES ON! How Gong enables Drip to 'see what's going on' and close more deals
Before implementing Gong, Drip was struggling with forecast accuracy and understanding the health of their deals. They relied on anecdotes and opinions from its sales team to try to piece together what was truly happening in a deal. This led to spotty CRM data and overall forecast accuracy was a shot in the dark. It was not uncommon for the sales team to be blindsided by slipped or lost deals. They needed a solution that could provide a holistic view of what’s going on in their deals, allowing them to separate opinions from reality.
Case Study
How Gong Became Diligent’s MVP by Increasing Close Rates by 7.4%
Diligent, a pioneer in modern governance, was in need of a sales enablement solution to aid its sales representatives in skills development and reinforcement. The company was seeking a tool that could provide powerful insights to infuse knowledge in coaching conversations, ultimately reinforcing the skills of the sellers. Aisha Wallace-Wyche, the Vice President of Global Training and Enablement at Diligent, was tasked with ensuring the commercial teams were equipped with the tools to succeed in their roles. She was responsible for designing and implementing programs based on understanding market dynamics, customer needs, competitive positioning, and product features/benefits. She also oversaw Diligent’s sales enablement tech stack. In the Spring of 2018, Aisha began exploring sales enablement solutions that could help her reps with “skills development and reinforcement.”
Case Study
Unlocking reality: COGNISM IMPROVES ORG-WIDE VISIBILITY USING GONG
Cognism, a rapidly growing sales intelligence company, was facing a challenge of visibility into its sales organization. The company wanted to ensure that all its sales representatives were aligned on messaging and that coaching was actually improving their close rates. However, without visibility into customer conversations, Cognism was missing out on valuable insights that could improve onboarding, coaching, up-skilling, and close rates. The company needed a solution that could provide them with data-backed insights into customer interactions and sales processes.
Case Study
Sprout Social Creates a Customer-First Culture Using Gong
Sprout Social, a social media management and optimization platform, was looking for a scalable, data-driven way to understand whether its sales teams were adopting new training methodologies, improving deal execution, and creating a seamless experience for prospects and customers. The company was using a call-recording tool that enabled sales managers to listen to calls as they happened, but it lacked visibility, insights, and analytics. Sprout Social wanted a solution that could provide more detailed insights into its sales process, similar to what it does for social media. The company also wanted to track the successful implementation of new sales training methodologies and leverage deal execution capabilities to ensure that deals in the pipeline were on a path to closing.
Case Study
How Uberflip Uses Gong to Create Winning Outcomes and Look to the Future
Uberflip was facing a challenge of lacking momentum due to the absence of data-driven insights across the organization. This was hindering their ability to increase their win rates and strategically align their teams. They were unable to forecast accurately and identify potential risks in their deals. They were also struggling with pipeline health and deal momentum. The lack of visibility into deal health and the inability to identify risks in time was a major obstacle.
Case Study
How Zenefits Increased Their Win Rate Using Gong
Zenefits, a cloud-based SaaS tool for HR teams, was facing a challenge with their early stage conversions falling off after the demo stage. They were unsure why this was happening and needed better information to understand where to focus their efforts to improve their sales reps’ early conversion and win rates. They wanted to dig deeper into their data to uncover opportunities they might be missing at both a macro and a micro level. The company’s sales cycle is parsed out in stages and they needed visibility mid-deal to turn insights into action right away.
Case Study
How Stansberry Research Finally Got The Info It Needed (Hint: Gong)
Stansberry Research was facing a challenge of accessing the right data at the right moment to swing deals in their favor. They were overwhelmed with information but lacked a platform that could highlight opportunities and provide call reports to solidify their deal strategies. The team needed analysis that went a layer deeper so they could stay one step ahead of clients. They were using random samplings of calls to set a coaching plan, but found that simply reviewing positives and negatives in a few calls didn’t have the impact they wanted.
Case Study
How Gong Helped Docebo Become an Efficient Revenue Team
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.
