North America Archives - Gong

Verse.ai drives 76% revenue growth and 25% more accurate forecasting with Gong

Hannah Hapin — Tue, 01 Oct 2024 16:40:03 +0000

Verse.ai drives 76% revenue growth and 25% more accurate forecasting with Gong Engage Forecast Commercial North America Software 76% increase in revenue from closed-won deals 25% Greater forecast accuracy The challenge Prior to using Gong, Verse.ai relied on a suite of solutions, which offered the revenue organization limited visibility into their sales pipeline and customer engagement. This hindered the company’s growth as well as its ability to achieve financial predictability. The outcome After evaluating multiple platforms, it became clear that Gong’s Revenue Intelligence Platform was the ultimate solution to Verse’s challenges. They now have 25 percent greater forecast accuracy thanks to improved visibility into their pipeline, customer interactions, and other critical business metrics — and they’ve improved their revenue by a whopping 76 percent. Headquarters San Diego, CA founded 2013 company size 70+ industry Technology, Information and Internet “The things that keep me up at night aren’t the things I know,” says Damien Swendsen, SVP of Revenue at Verse.ai. “With Gong, I have the insights I need to run my business and sleep soundly.” Before consolidating on Gong, Verse’s sales team struggled with the accuracy of their pipeline data and their customer engagement levels. And Verse knows a thing or two about customer engagement. The company’s platform allows its clients to stand out in a crowded marketplace by transforming their customer interactions using AI-powered conversations. When Verse embarked on a journey to boost their own sales efficiency and profitability, they focused on downsizing to one solution that could offer deep insights, seamless integration, and actionable recommendations. After churning off several other platforms, consolidating onto Gong’s Revenue Intelligence Platform was the ultimate solution to Verse’s challenges. Consolidating on Gong led to a 76% boost in revenue The entire Verse go-to-market team uses Gong to capture signals, track engagement, and get actionable recommendations based on powerful insights. Automation has taken the guesswork out of the sales process so reps can focus on closing deals. The introduction of Gong Engage further amplified Verse’s productivity by enabling reps to easily compose personalized emails at scale in a fraction of the time it used to take. With 100 percent of AEs’ emails now sent through Engage, the sales team experienced a noticeable improvement in its sales velocity, allowing them to handle more interactions with prospects and reducing the time to close. The team expanded their top-of-funnel activity while using fewer resources and achieved a 76 percent boost in their revenue. Beyond increasing its sales activity, the revenue org brought consistency into its customer interactions across the team by using Gong’s Scorecards and call recordings. New hires can ramp up faster, and every interaction is aligned with Verse’s messaging. This leads to better decision-making, earlier identification of deal risks, and more effective sales strategies. The result is an increased sales velocity, shorter sales cycles, and a drastic reduction in time spent on non-selling activities. “Our teams have been able to significantly increase the volume of interactions they have with prospects and customers, leading to a 76 percent increase in revenue.” —Damien Swendsen, SVP of Revenue at Verse.ai Sales team achieves 25% greater forecast accuracy Before Gong, Verse relied on spreadsheets and CRM data for its forecasting, but both quickly became outdated and were prone to human error. Gong’s Salesforce integration offered the team a new level of data accuracy and transparency, which led to a 25 percent increase in the team’s forecast accuracy. They can now have more strategic conversations about deals in the pipeline and know where to focus.“I’m a visual learner,” Damien says. “If I’m having a 1:1 review with a director of sales or an AE, I can easily see in Gong when someone last spoke to a client or prospect.” Gong’s data-driven approach ensures that Verse focuses on the deals that are most likely to close. Rather than being overwhelmed by the sheer volume of leads, they can prioritize quality over quantity. “Everyone wants higher volume, but it’s critical to maintain quality,” Damien says. “Gong allows us to increase both the velocity and volume of deals while ensuring quality isn’t sacrificed.” “No other platform has the full complement of functionality and the ease of use that Gong offers.” —Damien Swendsen, SVP of Revenue at Verse.ai Driving velocity and growth across the entire go-to-market team One of the biggest shifts since adopting Gong has been the improved alignment and collaboration among Verse’s sales, marketing, and customer success teams. With Gong, it’s much easier to ensure seamless handoffs so revenue team members have all the relevant information and context they need. This has resulted in improved customer sentiment, along with more frequent upselling and cross-selling opportunities for Verse. “For me, it’s really about having the insights, the data visibility, and the training for my team — and being able to access the data without asking the sales team how deals are performing,” says Julie Smutko, Director of Demand Generation at Verse.ai. “I can watch the entire journey, from when leads come into our system to interactions with sales and beyond.” Just like the sales team does, the marketing team now also leverages Gong’s insights to refine their content and campaigns. Rather than relying on intuition, they base their strategies on highly accurate customer interaction data. “It’s really important for us to gain insight from our data and understand what resonates with prospects and customers,” Julie adds. “Gong helps us direct our marketing spend toward channels and programs that deliver positive outcomes for the sales team.” “Everyone wants higher volume, but it’s critical to maintain quality. Gong allows us to increase both the velocity and volume of deals while ensuring quality isn’t sacrificed.” —Damien Swendsen, SVP of Revenue at Verse.ai Faster sales cycles, more accurate forecasts, and consistent growth At Verse, Gong has proven to be much more than a sales solution. It has become a strategic partner, driving forecast accuracy and sales and marketing efficiency. The team feels Gong’s influence at every stage of the sales and marketing funnel — from initial engagement to closing. With its robust analytics, seamless integrations, and AI-powered recommendations, Gong empowers Verse’s teams to operate at peak efficiency. Verse’s success illustrates the transformative power of revenue intelligence — even in today’s competitive market. By embracing Gong, their revenue org has unlocked new levels of efficiency and growth that will drive their business forward for years to come. Back to All Stories Have questions or want a custom demo? We’re here to help! Click the button below and we’ll be in touch. Request demo Keep exploring stories like this one How Funnel Increased Messaging Adoption by 76% Across Global Teams with Gong Small Business Strategic Initiatives Asia-Pacific Europe/Middle East/Africa Business Services How Gong Became Diligent’s MVP by Increasing Close Rates by 7.4% Enterprise Coaching Strategic Initiatives Europe/Middle East/Africa North America Software Sprout Social creates a customer-first culture using Gong Enterprise Coaching Deal Execution Strategic Initiatives Global Software

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Canva’s 6% revenue boost: How using Gong transformed their strategy

Hannah Hapin — Mon, 30 Sep 2024 20:20:36 +0000

Canva’s 6% revenue boost: How using Gong transformed their strategy Deal Execution Engage Forecast Enterprise Asia-Pacific Europe/Middle East/Africa North America Software 6% increase in revenue 60% increase in rep capacity The challenge Reps and managers on Canva’s EMEA sales team found it difficult to get insights into their customers and book of business. That meant pipeline decisions weren’t always market- or data-driven — all of which made it tough to grow the business. The outcome Canva used Gong Engage and Gong Forecast to bring innovation into their sales process, experimenting with messaging, tactics, and strategies that respond to the market. This improved productivity, and secured more accurate forecasting. It enabled a 60% boost in rep capacity and a 6% growth in the team’s revenue. Headquarters Surry Hills, New South Wales founded 2012 company size 5,000+ industry Software Development There’s astounding growth happening at Canva, the global visual communication platform. They’re a “name to know” if you have an eye on powerful and transformative platforms. (And we do!) Behind the scenes, one of the tools Canva’s EMEA sales team relies on to drive growth: Gong’s Revenue Intelligence Platform. Moving the team into Gong’s unified platform has boosted innovation across Canva’s sales process while also creating operational rigor for their sellers — they can drive predictable revenue and create pipeline growth. Canva’s EMEA sales team adopted Gong after bumping up against the all-too-common frustration of needing better deal, workflow, and customer interaction insights to support productivity and growth. Given the company’s dedication to innovation and creativity, they recognized Gong as a kindred platform — one with the power to transform its users. Gong Engage enables a 60% jump in rep capacity and unleashes revenue growth Jorge Bestard, Canva’s Head of Sales and Success EMEA, wanted his team to easily surface insights from frontline customer interactions. Today, Gong AI insights are critical to multiple functions at Canva — product, marketing, SDRs, account executives, and managers. Since adopting both Gong and Gong Engage — a sales engagement solution that pairs with the larger platform — Canva’s AEs and managers have seen a 60% increase in their capacity to manage their book of business. This is driven by insights that are gathered through conversation intelligence and surfaced using Gong AI. The team now uses Gong and Gong Engage to create efficiencies throughout the sales process: “When our reps speak with customers, it’s very important that we get all the insights from those interactions and use them to give guidance on how to personalize at scale. With Gong Engage, we’re able to do all of that with ease.” —Jorge Bestard, Canva’s Head of EMEA With this type of support from Gong, the team is able to manage more accounts more efficiently, which has led to a 6% increase in revenue across the sales region. Enhanced forecasting leads to predictable revenue “Gong’s insights are incredibly important to our projections.” —Jorge Bestard, Canva’s Head of EMEA With Gong Forecast, Jorge’s team automatically receives insights into what closes deals and what doesn’t, alongside continuous forecast updates. These insights are a foundational part of Canva’s three-pronged forecasting approach. This approach begins with an AE’s sense of a deal, which is important, but can only take Jorge and his team so far. That’s why he turns to the Gong metrics that reflect Canva’s chosen sales methodology, and data signals that Gong surfaces automatically from SDRs’ and AEs’ customer interactions. Jorge says this third aspect, in particular, is what really solidified accuracy in the team’s forecasting. “It’s what makes everything whole,” he says. “We can’t compare it to anything we’ve used in the past.” This predictability and accuracy helps Jorge and his leadership team make smarter, data-based decisions about where to focus their resources, how quickly to scale their teams, and more. His managers also use the metrics and data signals from Gong for highly targeted coaching. “The AI insights our first- and second-line managers get from Gong’s Ask Anything, and the AI insights that come from Gong automatically, allow us to forecast and coach more effectively.” Fueling innovation at Canva with Gong’s insights “Gong’s AI is my chief of staff.” —Jorge Bestard, Canva’s Head of EMEA The teams in Jorge’s sales region connect with customers in more than 20 languages, and Gong captures and translates them all with industry-leading accuracy. Access to these regional market insights has improved the team’s operational excellence across the board. Managers can surface best practices in any language using Ask Anything — a generative AI feature that answers any questions about a contact, deal, or account — then tailor and test those practices in their own region. “Gong has also become the platform where we go to do sales experiments around new messaging, tactics, or strategies,” says Jorge. If the team wants to try out messaging for a CIO versus a CTO, they test it in Gong. Jorge says that before Gong, it was like managers were in a black box, just hoping their new messaging would work. But now they know exactly what their reps say and its effect on win rates. “Our managers used to have to sit in on too many calls to get a sense of where their reps needed coaching. Today, they can easily sift through market trends and manage 60 to 70 deals at once.” These managers use what they learn to shape their team’s sales messaging, go-to-market strategies, and even which products they talk about — leaning heavily on Gong’s customer insights and the ability to surface analytics from their experiments. “Gong has also enabled our product team to get a lot closer to our customers. When they think about a new feature, they actually go to Gong first.” The product team regularly listens to key moments from sales calls — moments where customers talk about their greatest pains and what they really crave in a design solution. That allows the product team to respond directly to customer needs and create moonshots that customers don’t even realize they need. Jorge says it’s clear that the entire revenue team is able to make better decisions. From deciding where to invest human capital, to which markets to go into (and why), to considering price sensitivity in certain countries or regions, Gong AI enables it all. Canva is equipped for a data-driven future “Having our data all in one platform, at each step of the process, means we can make better data-driven decisions to really drive our region into the future,” says Jorge. Gong has become an essential platform in shaping the team’s go-to-market strategy. They’re now able to manage their pipeline 60% more efficiently and are seeing a boost in revenue, starting with a 6% increase on the EMEA team. “Gong has been a great partner because it has gotten us closer to our customers than ever before.” Back to All Stories Have questions or want a custom demo? We’re here to help! Click the button below and we’ll be in touch. Request demo Keep exploring stories like this one How Uberflip used Gong to create winning outcomes and push ACV up by 13% Small Business Coaching Deal Execution North America Software simPRO Empowers Hybrid Sales and a Culture of Accountability in a Global Workforce Small Business Coaching Deal Execution Strategic Initiatives Asia-Pacific Software How Gong Became Diligent’s MVP by Increasing Close Rates by 7.4% Enterprise Coaching Strategic Initiatives Europe/Middle East/Africa North America Software

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Alignment across RevOps and reps brings Frontify a 30% increase in lead conversion

Hannah Hapin — Tue, 20 Aug 2024 20:43:15 +0000

Alignment across RevOps and reps brings Frontify a 30% increase in lead conversion Deal Execution Engage Forecast Small Business Europe/Middle East/Africa North America Software 30% increase in lead conversion 20% increase in forecast accuracy The challenge Frontify used a combination of customized business intelligence solutions and spreadsheets — a workflow that was prone to errors. These cumbersome processes had a negative impact on productivity, pipeline conversion, and revenue predictability. The outcome Frontify gained contextualized signals on every customer interaction by consolidating onto the Gong Revenue Intelligence Platform. Using Gong Engage, the sales team refined its messaging and increased lead conversion rates by 30 percent. Plus, real-time insights into deal health from Gong Forecast led to a 20 percent increase in the company’s forecast accuracy. Headquarters St.Gallen, Switzerland founded 2013 company size 500+ industry Software Development Building an iconic brand takes a village and — perhaps most importantly — that village has to be on the same page. That’s where Frontify comes in. Frontify bills itself as “the brand for the people behind brands.” The company offers a cloud-based, brand-building platform that combines digital asset management, brand guidelines, and templates into a fully collaborative single source of brand truth. As the Head of Revenue Operations at Frontify, Naya Tsoukala knows a thing or two about building the Frontify brand. “My priorities include fostering alignment between sales, customer success, and all commercial teams, ensuring that we have a streamlined way of looking at forecasting and processes that set us up for success,” she says. However, that had been tough to do when the revenue team had to manage and integrate multiple solutions. Ironically, what the Frontify platform helps brand teams achieve around the world, the Frontify sales teams weren’t able to do for themselves because they had too many tools that didn’t play well together. “Consolidation has been the main driver,” Naya says. “It’s always amazing to have one platform where you can do everything — from pipeline management to forecasting — with productivity and sophisticated insights.” Previously, all data had to flow through Frontify’s CRM. Because the revenue team had other products integrated with the CRM, they encountered integration problems that led to unreliable or incomplete sales data. They had lots of data, but little confidence. To alleviate these challenges, Naya and her revenue team switched to the Gong Revenue Intelligence Platform, including Gong Forecast for greater revenue predictability and Gong Engage for full-cycle sales engagement. 30% growth in lead conversion by switching to Gong Engage Before they consolidated onto a unified platform, Frontify was using Outreach to support its sales processes. “What Outreach is lacking is those contextual signals that allow our sales teams to engage more efficiently and intelligently with our prospects,” says Naya. By switching to Gong Engage, reps at Frontify have more detail on every customer interaction right at their fingertips, allowing them to refine their messaging and increase lead conversion rates by 30 percent. “Gong’s AI has changed our approach to sales engagement,” she adds. “We now have actionable insights that we can leverage. We don’t need to add CRM notes — you can just ask AI to give you a summary. Everything is at our fingertips.” Beyond increased win rates, Frontify’s sales team is also seeing a higher quality of leads entering the pipeline. And with centralized workflows and full context across account histories, the company’s reps can spend less time searching for deal insights and more time selling. “We’ve noticed a drastic improvement on our lead conversion rate. We are noticing a 30 percent increase.” — Naya Tsoukala, Head of Revenue Operations at Frontify Forecast accuracy grows by 20% with real-time insights Running a well-oiled revenue machine is about more than just converting leads or generating pipeline (even though those are critical). It’s also about making that revenue predictable. But Frontify’s cobbled-together solutions lacked the real-time data necessary to power the company’s forecasting system. This led to friction between the teams because they didn’t have a standardized approach to pipeline management. “We used to miss our quarterly forecast by 30 or 40 percent,” Naya says. “Since implementing Gong Forecast, we’ve noticed a 20 percent increase in our forecast accuracy.” The real-time insights into deal health and progression that Gong Forecast provides have led to more efficient pipeline management, directly contributing to Frontify’s revenue growth. “It’s a win-win situation for everybody,” Naya says. “It’s a win for RevOps because we get to implement the infrastructure setup we strive for, and it’s a big win for reps because they get the results they’re aiming for.” “Gong’s reliable and precise forecasts are now being trusted and used by our board to inform strategic decisions.” — Naya Tsoukala, Head of Revenue Operations at Frontify Finally, a platform everyone loves The ability to deliver a seamless experience to reps has been game-changing both for Frontify and for its frontline. As Naya says, “They do their jobs better. They convert better. They’re happier. Reps now have a greater ability to accelerate their results.” And with increased alignment across teams, the company’s revenue organization can now enjoy a unified and streamlined experience similar to what Frontify’s own brand-building platform is bringing to businesses around the world. “Working with Gong has helped us stay ahead of competition by providing detailed and actionable insights that drive revenue.” — Naya Tsoukala, Head of Revenue Operations at Frontify Back to All Stories Have questions or want a custom demo? We’re here to help! Click the button below and we’ll be in touch. Request demo Keep exploring stories like this one LinkedIn Achieves Revenue Success with Gong Enterprise Coaching Deal Execution Strategic Initiatives North America Media & Internet Isos Technology is able to be more present with Gong Small Business Coaching North America Software TIBCO has Mastered the Art of Closing Huge Deals Faster, Thanks to Gong Enterprise Coaching Deal Execution Strategic Initiatives North America Software

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Gong’s revenue intelligence fuels a 141% surge in Paycor’s client sales success

Hannah Hapin — Wed, 03 Jul 2024 19:52:49 +0000

Gong’s revenue intelligence fuels a 141% surge in Paycor’s client sales success Deal Execution Enterprise North America Software 141% increase in deal wins The challenge Paycor’s client sales team found it difficult to manage the thousands of deals in their pipeline each month and forecast them accurately. The outcome The client sales team got an incredible 141% increase in deal wins when they started using Gong’s AI-powered platform to manage their pipeline. They were also able to forecast more accurately and improve their sellers’ productivity. Headquarters Cincinnati, OH founded 1990 company size 3,000+ industry Software Development Gong is the most monumental technology to come along since the CRM itself. Jeff Weaver VP of Client Sales That arresting statement came from Jeff Weaver, the Vice President of Client Sales at Paycor, after his team experienced a 141% sales bump — unheard of these days. How did they make it happen? Paycor is an enterprise-level, SaaS Human Capital Management (HCM) organization that used Gong’s Revenue Intelligence Platform to improve its pipeline management, forecasting accuracy, and productivity workflows. These AI-powered improvements boosted the number of closed-won deals per seller on their client sales team and improved their revenue forecast for the year ahead. Pipeline management brings on a 141% boost in upsell deal wins Paycor is a high-velocity sales organization. They have 54 reps who upsell into Paycor’s existing client base and close approximately 1,000 deals a month. The team has around 3,000 deals in the pipeline at any given moment. As Jeff noted, tracking 3,000+ deals simply isn’t feasible; the number of data inputs is beyond human scale. His sales leaders didn’t always know which deals to focus on, and couldn’t get a clear sense of where their pipeline stood at a given point in time. Plus, everything in the CRM comes from sellers’ gut instincts about which information is important, so CRM information isn’t always accurate or relevant. That’s why Jeff’s team started using Gong — to identify priority deals and track the entire pipeline’s progress accurately. Gong summarizes massive quantities of data and makes it consumable so his team can focus on winnable deals in a very manageable way. With Gong’s insights, the team stays focused on the right upselling opportunities, pinpointing deals that are stuck and suggesting the best next steps to get them moving again. “The platform helps my leaders decide where to focus their attention and where to place their bets. And the payoff has been massive. We’ve seen a 141% increase in the number of upselling deals closed per seller across the team.” —Jeff Weaver, VP Client Sales, Paycor They now operate at full velocity and are managing their pipeline to incredible effect. Holistic pipeline visibility means more forecast accuracy CRM data alone isn’t a good foundation for reliable deal predictions, month-over-month, quarter-over-quarter. The information Jeff needs to craft accurate forecasts is scattered across multiple systems, including CRM, email, and call logs. Gong aggregates and distills this data, so rather than experiencing information overwhelm, Jeff, his sales leaders, and his reps get an accurate picture of what’s happening across the pipeline and in each deal. Everyone can quickly understand Gong’s digestible insights — including the percentage likelihood that a deal will close — and use that information to make better decisions and keep every deal on track. Today, Gong’s holistic view of Paycor’s client sales pipeline drives the team’s forecast accuracy. It gives them the data they need to understand which deals are most likely to close, and which need immediate attention. “With Gong, we’re able to create a much more accurate forecast, because we’re not relying on what a seller thinks is going to happen — we’re drawing on CRM, call, email, and historical data.” —Jeff Weaver, VP Client Sales, Paycor AI enables more efficient and productive selling Now that customer interaction data and insights are available to everyone on the revenue team in Gong, their workflows and cross-team communications operate more efficiently and smoothly. Everyone stays up to date more easily and can serve customers with more productive and engaging offers. “With Gong, we can share important snippets from customer calls with our product development, implementation, service, and marketing teams. They all benefit from hearing the voice of the customer.” —Jeff Weaver, VP Client Sales, Paycor His reps also use Gong’s Call Spotlight as part of their pre- and post-call planning, which enables even more efficiencies. With AI-generated call summaries, reps can quickly review deal highlights and hear the voice of the customer, saving hours of time in prep work each week. They enter conversations well-prepared, offering customers more timely and thoughtful interactions. Gong’s AI has also allowed Jeff’s reps to be more attentive on calls because they don’t have to take notes. Gong does it for them, then summarizes their customer interactions, and even provides AI-backed next best steps to keep reps on task. Reps can easily follow up on every call with a personalized email drafted by Gong’s generative AI. These capabilities have reduced the administrative burden associated with each call reps make, and increased their efficiency. “Gong’s AI features, like ‘Ask Anything,’ call summaries, and recommended next steps, makes our sellers and leaders much more productive. It saves everyone a ton of time.” —Jeff Weaver, VP Client Sales, Paycor Upsell wins are on the rise with Gong Jeff has never seen a transformation like the one his team experienced after adopting Gong. As he puts it, “I couldn’t be more sincere when I say that Gong’s AI is truly game changing.” How else can you describe a solution that helps a revenue team go from struggling to oversee their pipeline to one that manages it effectively, forecasts more accurately, and ultimately upsells to win 141% more deals? Back to All Stories Have questions or want a custom demo? We’re here to help! Click the button below and we’ll be in touch. Request demo Keep exploring stories like this one Verse.ai drives 76% revenue growth and 25% more accurate forecasting with Gong Commercial Engage Forecast North America Software Visibility, collaboration, and predictability: LogicMonitor increases CSM capacity by 20% Strategic Initiatives Global Software BlueCat Empowers Their Field Team to Understand Their Pipeline Small Business Coaching Deal Execution Strategic Initiatives North America Business Services

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How SpotOn increased win rates by 16% through productivity gains

Hannah Hapin — Wed, 26 Jun 2024 02:09:53 +0000

How SpotOn increased win rates by 16% through productivity gains Coaching Engage Enterprise North America Software 30% Increase in revenue per rep 95% Forecast accuracy 16% Increase in win rates The challenge SpotOn launched a new inside sales team to expand the company’s pipeline growth. The team’s leadership immediately identified a need for insights they could use to convert more opportunities and improve workflows. The outcome SpotOn’s sales team hit their revenue targets — and is now passing them — after using Gong to enhance their sales engagement workflows and pipeline management. They saw a 16% increase in win rates and a 30% increase in revenue per rep, hitting 95% forecast accuracy with Gong. Headquarters San Francisco, CA founded 2017 company size 3,000+ industry Software Development Gong’s AI allows our sellers to work a lot smarter, not just harder. Matt McGonegle Director of Inside Sales That’s SpotOn, we’d say. More than an apt turn of phrase, SpotOn is also a point-of-sale technology and software provider for SMBs across the United States, with a particular focus on restaurants. They recently adjusted their annual revenue goals upward — an enviable move that came after adopting the Gong Revenue Intelligence Platform to enhance their inside sales team’s engagement workflows and pipeline management. Just three months after adopting Gong, they’ve seen a 16% increase in win rates, a 30% increase in revenue per rep, and 95% accuracy in their sales forecasts. Matt McGonegle is the Director of Inside Sales at SpotOn — a team that’s entirely new to the company, designed to grow their pipeline. (Previously, their sales reps were only in the field.) From the start, the team has found Gong to be a trusted partner in decision-making. “Gong makes it possible to quickly prove a theory about any of our new workflows,” says Matt. That’s earned them better results than anyone anticipated. Team productivity skyrockets, thanks to AI Matt has seen productivity wins on his team right out of the gate, with a 60% reduction in the time it takes to onboard new hires. They get up to speed faster, and are more productive in less time. This is even happening alongside improvements in his reps’ sales engagement activities. As Matt puts it, “Everyone knows that following up with a personalized email is the right thing to do, but it eats up a tremendous amount of time.” It’s not feasible at scale, unless you use Gong’s AI. Today, Gong generates a call brief — as part of a larger call summary — for every call. Gong’s gen AI uses information from that brief whenever a rep clicks on Gong’s gen AI to automatically craft a personalized follow-up email. Matt’s reps save hours of time every week using these features. This process also keeps them in control of their deal cycles, as quick personalization improves the frequency and quality of their follow ups. What’s more: Instead of using a certain number of dials per day as their productivity measure, SpotOn’s entire sales team — from reps to sales leaders — now focuses on call outcomes. That’s because they have easy access to key metrics, such as how objections were handled, relevant next steps, and more. They also use Smart Trackers to measure the quality of conversations, watching to see if reps use the right messaging in a conversation. If they don’t, they know it’s time for some coaching. “Gong’s AI is mind blowing. In just three short months, I feel like I know more about what’s going on in my team’s sales cycle than I did in the previous nine months of working with them. Their productivity is incredible.” —Matt McGonegle, Director of Inside Sales, SpotOn Customized messaging leads to 30% pipeline growth SpotOn’s sales reps are already creating 30% more opportunities at the top of the funnel and converting 20% more of those. This is the result of focusing on workflow improvements that are made possible by Gong’s unified platform. For example, Matt’s team optimizes their flows by segment, knowing that slight changes to messaging have a powerful impact. The more the prospect identifies with the wording used in calls, the better. “Being able to nail those key messages at the right time and map that process in a repeatable way has led to giant growth in our pipeline.” —Matt McGonegle, Director of Inside Sales, SpotOn They’re also using Gong Engage’s generative AI to draft follow-up emails that mirror the language prospects use on calls, so the emails resonate more deeply with the prospect. And as Matt points out, generative AI is also great for overcoming writer’s block when every moment matters. Prospecting with Gong Engage has also helped the team create relevant messaging that contains a sense of urgency, which, as Matt puts it, “keeps us in the fight more often.” SpotOn is in a competitive space that is constantly evolving, so having a finger on the market’s pulse means the team can create timely messaging. They’re able to heighten the stakes for prospects around the urgent need for a solution, which keeps SpotOn at the forefront of prospects’ minds. Pipeline prioritization enables 95% forecast accuracy “Gong helps us be ruthless in our pipeline prioritization. After all, we need an accurate forecast. Otherwise, what’s the point of having one?” —Matt McGonegle, Director of Inside Sales, SpotOn Using Gong for forecasting has already paid massive dividends; the team is 95% accurate to their forecast every month. That’s a 20% lift in accuracy since they started using Gong’s Revenue Intelligence Platform, and only helps prove the reliability and value of the new inside sales team. This improvement comes from having a more realistic understanding of every deal in the pipeline. If Gong highlights issues in one deal that might throw the forecast, Matt’s reps can use interaction data and the Deal Spotlight feature to find out what’s putting that deal at risk and address it, or remove it from the forecast. This removes reps’ gut feelings from forecasts and replaces them with the voice of the customer. With a realistic view of the pipeline, it’s easy to bring deals back on track, or know when to cut bait and when to go into prospecting mode to hit the target. Creating a valuable revenue engine With no playbooks, workflows, or proven processes for his new inside sales reps, Matt believed that the right solution would build the foundation they needed. It’s a bet that certainly paid off. SpotOn has successfully used Gong to take their revenue growth to higher heights than they ever anticipated. “Having one platform for every aspect of our sellers’ jobs creates insane efficiency for us. Our revenue growth has been astounding.” —Matt McGonegle, Director of Inside Sales, SpotOn Back to All Stories Have questions or want a custom demo? We’re here to help! Click the button below and we’ll be in touch. Request demo Keep exploring stories like this one Visibility, Insights, and Outcomes: The Secret Sauce to Sustainable Growth at Kustomer Small Business Coaching Deal Execution North America Software Glasses on! How Gong enables Drip to “See what’s Going on” and close more deals Small Business Coaching Deal Execution North America Leveraging Revenue Intelligence to Drive Conversions and Build a Growth Mindset Small Business Coaching North America Software

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How Hive’s Revenue Strategy Evolved to Achieve 30% Growth in Pipeline Opportunities With Gong

Hannah Hapin — Fri, 26 Apr 2024 22:11:49 +0000

How Hive’s Revenue Strategy Evolved to Achieve 30% Growth in Pipeline Opportunities With Gong Engage Small Business North America Software 30% Increase in Pipeline Opp 30% saved on technology spending 99% accuracy on AI driven predictions and recommendations 44% Increase in meetings The challenge Hive was at a crossroads. Despite having a solid product and dedicated teams, the sales process was bogged down by outdated practices and a clunky legacy sales platform that hindered efficiency and growth. The sales team struggled with manual tasks, disjointed data, and a lack of actionable insights, which made closing deals more challenging than it needed to be. The outcome Implementing Gong Engage has redefined Hive’s sales strategy, driving a 44% increase in meetings and a 30% boost in pipeline opportunities. With streamlined workflows and AI-driven insights, Hive not only reduced manual tasks but also enhanced productivity, leading to a 20-30% cost saving through the consolidation of sales tools. Headquarters New York, New York founded 2016 company size 50+ industry Software Development John Furneaux, CEO of Hive — a company at the forefront of project management — has always known that the key to attracting new customers is understanding them. With a 100% inbound go-to-market strategy, Hive’s challenge was about more than capturing leads — they needed insights into their prospects. With these insights, they hoped to create more effective, tailored interactions and strategies that could help increase engagement and conversion rates. This led Hive to Gong, which they used to transform their entire sales cycle into a science. “Gong has fundamentally changed how we approach our sales cycle,” John notes. “Instead of relying on guesswork, we’re making decisions backed by data, seeing a direct impact on our engagement metrics, opportunities, and overall growth.” Gong isn’t just another software in Hive’s tech stack; it’s a strategic partner. “Visibility into the customer journey is about so much more than metrics,” says John. “We need to understand the story behind every deal. Gong has given us the ability to capture these nuances, transforming how we engage with prospects and customers alike.” This has enabled Hive to build comprehensive, end-to-end processes that drive smarter, more effective sales decisions. The impact? Nothing short of remarkable. Hive has seen a 44% increase in meetings booked and a 30% rise in sales opportunities. But the real story here is about more than impressive metrics. It’s about growth – how Hive tapped into Gong’s insights to succeed in a competitive market. A new horizon in sales: The power of AI-driven insights Under John’s leadership, Hive was poised to take a significant leap forward — but a key piece of the puzzle was missing. The team was stuck using legacy processes that were labor-intensive and outdated, particularly when it came to customer outreach and engagement. “It felt like we were trying to navigate with an outdated map. We didn’t have the agility or insights needed to effectively guide prospects through their buying journey,” says John. Tools and processes once thought of as state-of-the-art now couldn’t keep up. John knew that in order to evolve, Hive needed to transform its sales stack. The fix came in the form of a powerful duo: Gong Engage and Gong Conversation Intelligence. For Hive, it’s not just about having data; it’s about having the right data to make informed decisions and drive meaningful conversations. John notes, “The accuracy of Gong’s AI-driven insights really surprised me. Its predictions and recommendations of next steps in a deal were right almost 100% of the time. If Gong suggested something, there was a 99.9% chance it was correct.” The outcome? Thanks to AI, John can now breeze through deals, smoothly navigating discovery calls to pinpoint the origin of each prospect and, more importantly, how to guide his team to uncover more opportunities. “Before, I found myself sifting through call transcripts, trying to piece together insights — it was so time-consuming. Now, with Gong’s call highlights, I can quickly get the feedback I need, dramatically speeding up our ability to learn and adapt,” John says. Precise personalization sets a new standard “Our old approach to outreach was inefficient and outdated. It failed to connect with our prospects on a meaningful level,” John says. Unfortunately, finding a platform that supported smart, tailored messaging was easier said than done. Then the team found Gong. With the help of Gong’s AI, the team could create highly personalized follow-up emails with just a few clicks. Now, reps can write communications that are relevant not just to the recipient but also to the deal stage, company pain points, and more. With Gong doing the legwork, Hive’s sales team has been able to allocate more time to strategic initiatives, improving overall sales performance. This feedback loop of insights also serves as a foundation for continuously refining Hive’s sales messaging, enhancing every aspect of the customer engagement process. The benefits were tangible: a notable 44% increase in meetings booked. While this leap reflects the immense power of AI, it also highlights Hive’s commitment to meaningful engagement, ensuring messages are delivered to the right person at the right time with the right content. “Gong Engage has become an integral part of our sales strategy, letting us continuously fine-tune our approach. The insights we get feed directly into improving our sales messaging and customer engagement process; it sets a whole new standard.” — John Furneaux, CEO, Hive Gong: Hive’s partner in growth For Hive, Gong is more than a revenue platform; it is a strategic partner, helping the company revolutionize the way it sells. “I can’t fathom how any business with salespeople runs without Gong,” John marvels. “It’s transformational!” Because of the consolidation Gong offers, Hive has managed to save up to 30% on sales technology spending. Despite decreasing spending, sales performance has never been better, showing that thoughtful technology integration can be a linchpin for growth. Back to All Stories Have questions or want a custom demo? We’re here to help! Click the button below and we’ll be in touch. Request demo Keep exploring stories like this one How SpotOn increased win rates by 16% through productivity gains Sales AI Sales Engagement Enterprise Coaching Engage North America Software TIBCO has Mastered the Art of Closing Huge Deals Faster, Thanks to Gong Enterprise Coaching Deal Execution Strategic Initiatives North America Software Winning what’s next: Global capital market research firm PitchBook is 10x more efficient with Gong Enterprise Coaching Global Software

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How BlueGrace’s reps got an 88% lift in reply rates using Gong Engage

Hannah Hapin — Mon, 22 Apr 2024 17:53:33 +0000

How BlueGrace’s reps got an 88% lift in reply rates using Gong Engage Coaching Deal Execution North America Business Services 88% Increase in reply rates 52% Increase in calls and email execution The challenge BlueGrace needed to boost its pipeline and conversion rates in a competitive market. When “spray-and-pray” outreach tactics didn’t work, they turned to Gong Engage — a full-cycle sales engagement solution — to fully transform their sales engagement workflows and improve coaching. The outcome BlueGrace sellers now use Engage to create higher-quality outreach that gets 88% more responses. Engage’s workflow efficiency gains and AI-backed, prioritized to-do lists help those same reps execute 52% more calls and emails, and touch 49% more accounts. headquarters Riverview, FL Founded 2009 Company size 700+ industry Transportation & Storage Self-driving vehicles aren’t the only groundbreaking innovation happening in the transportation space. Something astounding happened this past year at BlueGrace Logistics, a logistics technology, freight management, and customized transportation management company with more than 10,000 customers across the United States. BlueGrace Logistics used Gong Engage to transform their selling motions and boost pipeline flowthrough and conversion rates. The increase they received in outreach reply rates was outstanding: “Since we launched Gong Engage, our outreach response rates have increased from 16% to 30%. That’s an 88% boost.” —Bryce Williford, SVP of Sales, BlueGrace Logistics It was exactly what BlueGrace needed, but couldn’t achieve without the right sales engagement solution. Before Engage, BlueGrace’s full-cycle sellers worked in legacy tools that forced them into disjointed sales engagement workflows. Critically, the workflows didn’t support the personalization that’s essential to winning deals in this sector. Sellers wasted time on admin tasks and tool switching, and struggled to prioritize revenue-generating activities. Despite their efforts, they ran low-quality engagement and got poor response rates. Making matters worse, BlueGrace’s sales leaders had limited visibility into their sellers’ onboarding and performance, so coaching was a guessing game. That opaqueness was only compounded by siloed teams and fragmented data, making it so sales leaders couldn’t access the analytics they needed to run day-to-day operations or make critical business decisions. BlueGrace’s sales engagement system was broken… until they consolidated their people, data, and workflows in one unified platform: Gong. Streamlined workflows enable 88% more replies Bryce Williford, SVP of Sales at BlueGrace, was ready to eliminate the often-used but rarely effective “spray-and-pray” tactics that were a mainstay on his team. It was time to shift from quantity to quality engagement. That meant leaving the team’s legacy tools behind. Today, his full-cycle reps manage their entire lead-to-close sales process in Gong. “We live in Gong. It’s our sales team’s primary solution for their day-to-day work. All our outreach, daily planning, Scorecards, metrics, and performance management happens in Gong.” — Bryce Williford, SVP of Sales, BlueGrace Logistics Bryce’s teams now use streamlined flows for activities, events, and key industries, all of which include email templates and phone scripts that can be personalized. The workflow is more efficient and the customer journey is tailored and cohesive from first touch to close. These workflow improvements moved BlueGrace’s reply rates by 88% (from 16% to 30%). The sales (and revenue) teams see their Salesforce data in Gong’s “Deals” board, which helps with precise pipeline management. Everyone updates their opportunities and revenue predictions directly in Gong, so there’s no platform switching. This gives BlueGrace’s customers a smooth, high-quality experience that helps close more deals. Improved productivity drives 52% more actions and 49% more accounts touched Today, Bryce’s sellers spend more time selling. (Good thing too: According to Forrester, sales reps usually spend 77% of their time on non-selling activities.) Since adopting Engage, BlueGrace sellers execute 52% more sales calls and emails, and touch 49% more accounts. How are they achieving such outstanding results? With help from Gong’s proprietary AI models. Gong’s AI-powered workflows help users save time while staying up to date on their key deal activities. With generated call summaries and prioritized daily to-do lists, for example, sellers spend less time on administrative tasks and more time making calls and sending personalized emails. With Gong’s full visibility into the highlights and next best steps in each account, sales leaders have the insights they need to coach their teams to more closed-won deals. Plus, leaders can quickly review call summaries and key performance metrics for any individual or deal. They’re covering more accounts than ever before, and getting great results. “Our recent class of new hires is getting 2x the expected revenue productivity, even in a challenging market. And we’re continuing to hire, which not a lot of companies can say right now. The only thing I can attribute that to is Gong.” —Bryce Williford, SVP of Sales, BlueGrace Logistics A single source of truth unifies the entire team The distributed nature of BlueGrace’s workforce previously made it hard to confirm that every team was using the same data. That’s not an issue anymore. Since Bryce brought his nine geographically dispersed teams and their data into a unified platform, everyone — from the frontlines to executives — is on the same page about pipeline health. They all have access to a single source of truth that provides them with the complete context of their customers’ and prospects’ accounts. That includes all of BlueGrace’s interactions and past actions with each account. Historically, Bryce’s teams struggled to get good front-end data about their sales activities. This made performance management and pipeline predictability very difficult, as everything was based on anecdotal or self-reported information. Now, BlueGrace’s sales teams have coachable insights at their fingertips. As Bryce says, “Gong has become our single source of truth for performance management.” Having everyone in one platform also means Bryce can build flows for sales teams or pursuit groups, with leaders in different departments and locations contributing to those flows. “That’s been critical. As we scale our sales team in multiple locations, we need a place to collaborate. Gong is the community for my sales teams. We can be anywhere in the world and still be part of that community.” —Bryce Williford, SVP of Sales, BlueGrace Logistics BlueGrace relies on Gong in a challenging market BlueGrace has had so much success transforming their workflows and coaching with Engage that, even in the current market, they’re growing their business and hiring new reps. With an 88% lift in reply rates, they understandably need more sellers in their roster! In fact, they now use Gong as an incentive in their sales rep recruiting campaigns. Bryce even plans to build his upcoming sales KPI processes entirely on the platform. As he says, “The success is evident from at all levels of our organization, from the CEO down to our entry-level sales reps. We wouldn’t have the success we’re having today — in a very challenging market — if it wasn’t for our partnership with Gong.” Back to All Stories Have questions or want a custom demo? We’re here to help! Click the button below and we’ll be in touch. Request demo Keep exploring stories like this one How Gong Became Diligent’s MVP by Increasing Close Rates by 7.4% Enterprise Coaching Strategic Initiatives Europe/Middle East/Africa North America Software How Maggie Hott of Webflow uses Gong for Work-Life Balance Small Business Coaching North America Software LinkedIn Achieves Revenue Success with Gong Enterprise Coaching Deal Execution Strategic Initiatives North America Media & Internet

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Fast-growing Rootly sees 67% increase in rep productivity thanks to early investment in Gong

Hannah Hapin — Fri, 22 Mar 2024 19:41:01 +0000

Fast-growing Rootly sees 67% increase in rep productivity thanks to early investment in Gong Deal Execution Small Business North America Software 67% increase in rep productivity 13% increase in competitive win rates The challenge Up against ambitious goals, JJ Tang, CEO and Co-founder at Rootly, needed to onboard reps faster. With a growing team, JJ wanted a better way to share information and facilitate strategic decision-making across the organization. The outcome The Rootly team turned to the Gong Revenue Intelligence Platform to improve rep productivity. As a result, they’ve seen a 13% increase in competitive win rates, and a 67% increase in deals per rep. Headquarters San Francisco, CA founded 2021 company size Small Business industry Software Development F1 drivers aren’t the only ones picking up speed. Last year, the team at Rootly, an incident response management platform, stepped on the gas and grew the business by 500%. Today Rootly has hundreds of customers like Tripadvisor, Squarespace, and Figma. “In the last year, we’ve been focused on scaling the business, and a lot of that comes down to bringing on new people, and new people need to be ramped quickly,” shares JJ Tang, CEO and Co-founder at Rootly. JJ and the Rootly team rely on the Gong Revenue Intelligence Platform to drive faster ramp times and better business outcomes. In fact, using Gong to streamline productivity has increased the team’s competitive win rates by 13% and deals per rep by 67%. As a CEO, I’ve been focused on how we accelerate and scale. Gong is essential in ramping my growing team faster, getting deeper marketing insights, and making informed business decisions. JJ Tang, CEO and Co-Founder at Rootly Breaking down silos to build efficiency Looking for a better way to share information across the growing organization, JJ turned to Gong. Using the revenue intelligence technology, the Rootly team records and stores all internal and external conversations in one place. Having a single source of truth drives alignment across departments and enables the team to better serve their prospects and customers. “Gong has really helped us cut across silos,” shares JJ. Team members are no longer reliant on their memory or notes to execute critical business initiatives, leading to more effective work. “We don’t make errors at the same rate as we used to. Now everyone from product to sales to customer success can prioritize the tasks that will bring the most value to the company,” shares JJ. The team’s implementation of Gong has made a major impact on knowledge sharing, especially as early-adopters. “You have to invest in Gong early to pay dividends later,” shares JJ. He believes the platform is foundational to any high-growth business. Fast-growing companies should invest in Gong before they invest in Salesforce. It’s essential for getting the business insights leaders need. JJ Tang, CEO and Co-Founder at Rootly Competitive insights increase win rates by 13% In the ever-evolving world of cybersecurity and incident response management, access to timely competitive intel is critical. With insights from all conversations in one place, the Rootly team brought their competitive strategy into a new age and increased competitive win rates by 13%. JJ and his team use Gong’s market insights to track competitor mentions and learn who they’re up against. With access to in-depth conversation summaries, Rootly’s teams are able to learn about competitors’ features and functionality, and how their products are perceived in the market. These data-backed insights fuel the creation of go-to-market playbooks, and keep the team one step ahead of the competition. Reps are able to plant landmines against the competition and handle any objections thrown their way during prospect and customer interactions. A more equipped team has led to more closed deals, and more money for the business. More efficient processes lead to a 67% increase in deals per rep In addition to capturing competitive insights, the team at Rootly uses Gong to make new and existing sellers more efficient. By using Gong’s library of insights and snackable, AI-generated summaries, Rootly onboards reps 3x as quickly, which has helped them achieve their ambitious growth goals. “We’re not in the type of business where a person can ramp over four or five months. We need them to be doing their job in the first three weeks,” says JJ. “Gong AI does a great job of summarizing key points, so it makes onboarding super, super quick.” – JJ Tang, CEO and Co-Founder at Rootly Access to a deep repository of customer interaction history enables all reps, regardless of tenure, to see what’s working well and what isn’t. Rootly reps rely on Gong AI to help them quickly identify pain points and next steps so they can close more deals. The Rootly team also uses Gong to turn trial users into happy, paying customers. Using insights from past interactions, the Rootly team puts together a “brag document” for each trial user. They reference positive sentiments mentioned during their trial to help push the deal forward when it comes time for the final evaluation. This data-driven approach has led to more productive conversations and more revenue. The results speak for themselves: using Gong to gather insights across the buyer journey has resulted in a 67% increase in deals per rep. Rootly is off to the races Using Gong to share information, gather competitive insights, and onboard reps faster has helped JJ and the team bring on exciting new customers. And they’re just getting started; the Rootly team is still gaining momentum and finding new ways to streamline operations and enhance productivity with Gong. JJ is confident in his decision to bring Gong into their tech stack — his only regret was not doing it sooner. Gong is the best piece of software I bought last year. It instantly changed the way we worked and supercharged our productivity. My only regret was not switching from Otter.ai earlier. JJ Tang, CEO and Co-founder at Rootly Back to All Stories Have questions or want a custom demo? We’re here to help! Click the button below and we’ll be in touch. Request demo Keep exploring stories like this one Absorb Software sees 30% revenue boost by adopting gen AI for productivity gains and improving buyer experience Small Business Coaching Deal Execution Strategic Initiatives North America Education LinkedIn Achieves Revenue Success with Gong Enterprise Coaching Deal Execution Strategic Initiatives North America Media & Internet A refined pipeline: EdgePetrol boosts their pipe feed by 300% with Gong Small Business Coaching Deal Execution Strategic Initiatives Europe/Middle East/Africa Software

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Absorb Software sees 30% revenue boost by adopting gen AI for productivity gains and improving buyer experience

Hannah Hapin — Mon, 11 Mar 2024 19:34:16 +0000

Absorb Software sees 30% revenue boost by adopting gen AI for productivity gains and improving buyer experience Coaching Deal Execution Strategic Initiatives Small Business North America Education 30% Increase in revenue The challenge Before adopting Gong, Absorb’s leadership team made many decisions based on the info that sales reps entered into Salesforce. They had to trust that the reps added the right info in a timely manner. Execs didn’t have functional visibility and the time it took to mine for insights was untenable. All this impeded Absorb’s growth trajectory. The outcome Absorb’s sales team is closing more deals by using Gong’s gen AI to power training sessions and refine sales strategies. They halved the time from a rep’s hire to their first sale. Best of all, total revenue is up by 30%. Headquarters Calgary, AB founded 2003 company size 500+ industry E-learning A whopping 77% of a rep’s precious time gets devoured by non-selling activities, as reported by Forrester. That’s a startling reality and it has repercussions for everyone in revenue-focused roles. Generative AI (gen AI) addresses this by delivering remarkable productivity and automated support to sales teams, so they can spend more time on selling activities. Absorb Software revamped its sales workflows by adopting Gong’s gen AI (purpose built for revenue teams), thus increasing the coaching time available to sales reps and propelling productivity gains. We talked with Absorb’s Senior Sales trainer, Kerry Heilskov, to hear about these wins first hand and how they increased revenue by 30%. Let the highlights spark ideas for how you might use AI to improve win rates in your role. Turning limited visibility into actionable insights Absorb Software is a global leader in learning solutions, and their learning management system (LMS) revolutionizes onboarding and learning engagement. Kerry oversees the onboarding and ongoing development of Absorb’s sales professionals. She’s devoted to ensuring that Absorb reps have the training they need to improve the buyer’s journey and quickly drive new and recurring revenue. Before Gong, Kerry says “life wasn’t good.” Senior managers made decisions based solely on the info that reps did or didn’t put into Salesforce. There was “no real visibility.” Tasked with significant growth, Absorb’s sales team hit pause to find a platform that could help them save time and enhance decision-making. Absorb adopted Gong, a choice Kerry credits with contributing to a 30% increase in revenue. The Call Spotlight feature has been the real standout for the team — they can’t imagine going back to not having it. Call Spotlight focuses your attention on the critical aspects of a call, helping you understand all the key details without listening to an entire conversation. Plus, it delivers actionable insights instead of basic summaries. Unlocking sales excellence in workflows Gen AI has fully reshaped Absorb’s sales workflows, resulting in stronger communication and high performance. Here are the top ways the sales team is closing more deals using Call Spotlight: Meeting mastery and coachable moments Preparing for meetings now takes 80% less time. Sales leaders review three times as many calls in less time. The best part? They hone in on the key parts of a call to deliver timely spot coaching, which has accelerated high performance. Crafting compelling follow-ups Sales reps use the AI’s suggestions for impactful follow-up emails. Call Spotlight integrates pertinent details from the discussions into the emails, guiding buyers towards action, then team members simply customize the email to align with their individual style and tone. This eliminates the challenge of figuring out what to say, and prevents deals from slipping through the cracks. Collaborating to close deals Call Spotlight facilitates seamless collaboration between account execs and solution engineers. Call synopses pinpoint customer pain points and show exactly what to cover in demos to improve the buyer’s journey. Teams use Call Spotlight’s Ask Anything feature to uncover the business problems behind a customer’s tech problem. Asking straightforward questions like, “What business problem is the customer trying to solve?” can provide deep insights into the customer’s needs and culture. With that knowledge, the team sells a wider range of solutions grounded in value. This approach leads to more and larger deals closed. Adoption and getting results If you want to unearth AI’s full potential, Kerry recommends “showing your team the power of the tool.” She devised an activity that requires reps to document a call’s highlights and next steps. This activity takes them more than one hour to complete manually, but only two minutes with Call Spotlight. Once a rep experiences this time saving, they quickly incorporate the tool into their workflows. It’s a no-brainer. The best part? Now, you can enrich your CRM with Call Spotlight data and insights. This means your reps won’t spend countless hours on manual data entry instead of selling to customers. “Throughout my sales career, sellers have always asked for an assistant. Well, Gong is your assistant! Call Spotlight reduces our follow-up and documentation time by as much as 96%. Experiment with it. Those who use it will always outperform the rest.” If you want to harness the time-saving power of gen AI with your team, we’d love to show you Call Spotlight. Back to All Stories Have questions or want a custom demo? We’re here to help! Click the button below and we’ll be in touch. Request demo Keep exploring stories like this one How Uberflip used Gong to create winning outcomes and push ACV up by 13% Small Business Coaching Deal Execution North America Software How Gong Forecast helps Crayon spend 66% less time in forecasting calls Small Business Coaching Deal Execution Strategic Initiatives North America Media & Internet How Greenhouse reaped a 281% surge in new product ARR using Gong’s AI Small Business Coaching Deal Execution Strategic Initiatives North America Software

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scaleMatters and Gong: Elevating LabWare’s sales strategy to new heights

Matt Schroyer — Tue, 12 Dec 2023 16:47:05 +0000

scaleMatters and Gong: Elevating LabWare’s sales strategy to new heights Partner North America LabWare, a leader in laboratory automation software, has elevated its sales strategy by leveraging the partnership between Gong and scaleMatters. Through a bespoke engagement, scaleMatters helped LabWare harness the potential of the Gong Revenue Intelligence platform to achieve a more efficient sales process, increase client satisfaction, improve transparency and collaboration across the company, as well as an 80% reduction in rep onboarding time. 80% reduction in onboarding time PARTNER scaleMatters CUSTOMER LabWare Customer SIZE 500-1000 employees Industry Laboratory Automation As an organization, we’ve become very big fans of Gong and scaleMatters. Mike Learner Managing Director, North America, LabWare LabWare recently entered a lucrative new chapter for its sales team thanks to a partnership between Gong and scaleMatters. In the laboratory automation software sector, sales strategies are often as complex as the technologies they’re designed to sell. scaleMatters helped the team at LabWare simplify its sales approach and cultivate a deeper understanding of its customers’ needs using Gong data. LabWare now has a much more efficient sales process and greater client satisfaction — outcomes that benefit LabWare’s entire revenue team. A tech stack that sings scaleMatters is a Revenue Operations firm specializing in Salesforce configuration and known for delivering “accurate, full-funnel revenue analytics.” All three companies — LabWare, Gong, and scaleMatters — have a shared understanding of the importance of data-centric sales strategies. When scaleMatters introduced LabWare to Gong during a recent tech stack revamp, the integration was seamless. LabWare’s initiative was straightforward yet ambitious: integrate a suite of sophisticated solutions to distill clarity from data complexity. By weaving together the functionalities of their tech stack solutions (including CRM), scaleMatters created a cohesive data ecosystem for LabWare. That meant they could gain data-backed insights into their sales process and customer journey. Gong’s role in this tech architecture was pivotal. Its recording and analytical capabilities didn’t just capture conversations, they offered a window into the nuances of customer interactions. Having deep insight into customers’ sales behaviors was transformative, enabling LabWare to pinpoint and cultivate behaviors that drive successful outcomes.“Together, Gong and scaleMatters do the hard bits for us — analyzing customer interactions, uncovering trends using trackers, and measuring our progress as we absorb their analyses into our working practices to reshape the way we run our sales processes.” — Mike Learner, Managing Director, LabWare Onboarding that empowers At the heart of LabWare’s renewed sales strategy is a robust training program powered by Gong. This initiative has significantly condensed the onboarding time for new sales representatives. With Gong’s technology, new hires gain an unparalleled learning experience using a Call Library of best-in-class sales videos they can learn to mirror. This approach has proven incredibly efficient, reducing the typical education gap from 3-4 months to just a few weeks — a remarkable improvement of over 80%. It teaches them how to present the product and familiarizes them with the specific language and questions pertinent to different parts of the industry. “Current reps can watch demos, and new hires can learn the product by watching calls from every stage of our sales process — not just the introductory bit they’ll be responsible for — but the whole thing.” — Mike Learner, Managing Director, LabWare Efficiency that excites Gong has become an integral part of LabWare’s operations, enhancing transparency and collaboration across the company. This seamless integration into their project management and customer service protocols has aligned sales and service delivery, creating a unified customer experience. An essential improvement is in post-sale clarity. LabWare now uses Gong’s demo videos to ensure consistent understanding between their sales, service teams, and customers about what was presented and agreed upon. This has significantly reduced conflicts and misunderstandings, streamlining project kick-offs and fostering smoother client interactions. Additionally, LabWare has innovatively adopted Gong as a ‘Video Vault’ for specialized functionality demos. This approach replaces the need for repetitive overviews and complex web hosting, offering a secure and user-friendly content-sharing platform. As a result, Gong has improved LabWare’s internal efficiencies and enhanced their customer engagement, establishing trust and clarity as the cornerstones of their client relationships. “Oil and gas customers are very different from food customers, which are very different from pharmaceutical customers — and their motivations differ. I love the partnership between scaleMatters and Gong because it’s helped us revolutionize how we manage our pipeline across industries.” — Mike Learner, Managing Director, LabWare Innovation that drives personalization LabWare’s forward-thinking strategy is showcased by its adoption of Gong’s advanced features like Call Spotlight, which brings meaningful sales insights and customer feedback to the surface. For example, LabWare now offers accessible, on-demand presentations to clients using an integrated and comprehensive video library of every sales call made through Gong. This proactive use of video content serves multiple functions: It provides customers with a resource for self-service learning and support, it breaks down complex information into digestible pieces, and it ensures that no matter where customers are in the world, they have the information they need in a format that transcends linguistic and geographic boundaries. (Gong supports clients in 70+ languages with the best transcription accuracy available.) Using Gong’s advanced features, LabWare doesn’t just keep pace with industry trends — they set them. They offer educational customer experiences that are just as cutting-edge as their products. Moreover, the Gong platform has been instrumental in personalizing customer interactions. By sharing tailored recordings, LabWare’s sales team can demonstrate a clear understanding of each customer’s unique challenges and requirements. This level of personalization in engagement has improved customer relationships and set a new standard in customer service, showing LabWare’s commitment to anticipating client needs and exceeding expectations. “We can easily share recording highlights with our customers after demo calls. We can send them Call Snippets. We can search through transcriptions in multiple languages. We’ve saved a bucket of time by avoiding repetitive demoing, and almost eliminated duplicate demos — which made up about 20% of the demos we used to run.” — Mike Learner, Managing Director, LabWare LabWare’s ongoing journey with Gong LabWare’s experience showcases the real-world benefits of working closely with the right technology partners. With the help of Gong and scaleMatters, LabWare has transformed its approach to sales and customer service, making its operations more transparent and its business decisions more data-informed. They’ve set a new standard by pairing their commitment to ongoing improvements with the industry’s most innovative technology. As LabWare continues to adopt new features in Gong and refine its customer interactions, it does so with clear evidence that well-integrated technology leads to tangible successes. Interested in seeing how Gong can redefine your sales process? Let’s connect and unlock your team’s full potential. Back to All Stories Have questions or want a custom demo? We’re here to help! Click the button below and we’ll be in touch. Request demo Keep exploring stories like this one How Greenhouse reaped a 281% surge in new product ARR using Gong’s AI Small Business Coaching Deal Execution Strategic Initiatives North America Software Learning and transforming: How Gong helps Udemy make critical revenue decisions Enterprise Coaching Deal Execution Strategic Initiatives Global Education SurveyMonkey takes coaching for customer success to the next level Enterprise Coaching Deal Execution Strategic Initiatives North America Software

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