Software 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 Pendo Implements Methodologies to Improve Win Rates Using Gong Small Business Coaching Strategic Initiatives North America Software Visibility, Insights, and Outcomes: The Secret Sauce to Sustainable Growth at Kustomer Small Business Coaching Deal Execution North America Software ComplyAdvantage uses Gong to decrease ramp time by 50% Small Business Coaching Deal Execution Europe/Middle East/Africa 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 monday.com used Gong to align revenue teams around customers Small Business Coaching Deal Execution Strategic Initiatives Global Software Alignment across RevOps and reps brings Frontify a 30% increase in lead conversion Small Business Deal Execution Engage Forecast Europe/Middle East/Africa North America Software How Gong Helped Zillow Thrive During a Global Pandemic Enterprise Coaching Strategic Initiatives North America Real Estate

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Visibility, collaboration, and predictability: LogicMonitor increases CSM capacity by 20%

Hannah Hapin — Wed, 18 Sep 2024 16:22:32 +0000

Visibility, collaboration, and predictability: LogicMonitor increases CSM capacity by 20% Strategic Initiatives Global Software 20% increase in CSM capacity in first 3 months 50% average reduction in follow-up time The challenge LogicMonitor wanted to elevate its customer experience, without adding customer success managers (CSMs) for every new customer or burning out existing ones. To provide customers with consistent value — no matter how big or small they are — LogicMonitor turned to Gong’s Revenue Intelligence platform and Gainsight integration. The outcome LogicMonitor CSMs save time by using Gong to gain insight into the full customer lifecycle, simplify playbooks, and drive proactive account guidance. The automated workflows they’ve created have led to an increase in productivity and helped influence the company’s growth in net revenue retention. headquarters Santa Barbara, CA founded 2007 company size 1,000+ industry Software Development “Our customers deserve nothing less than the best from our platform,” reads the company principles of LogicMonitor — and they have the customer satisfaction scores to prove that they practice what they preach. At 95% satisfaction, LogicMonitor’s AI-powered IT performance monitoring platform has the highest net promoter score of any IT infrastructure management provider. With clients as recognizable and varied as Topgolf, Carrier, Schneider Electric, and the Minnesota Vikings, the company strives to keep it that way. “My main priority is all about scaling the business. As a company, we’ve hit the point where we can’t just hire more and more CSMs. So, I’ve been tasked with making sure we can continue to provide that excellent customer experience.” — Jillian Bierman, Director of Customer Success, LogicMonitor How does a company ensure that they keep the magic of one-on-one connection and demonstrate sustainable value to its customers, but still maintain its trajectory of growth? In LogicMonitor’s case, they turned to Gong. LogicMonitor’s customer success team works smarter and more efficiently because — with Gong’s AI-powered platform — they now have a clearer picture of each account’s individual status, allowing them to focus on the right areas and save time on administrative work. As a result, the CSMs and customers are both happier. CSMs use Gong for coaching, tracking progression over time, identifying churn and growth opportunities, and even generating leads for their sales counterparts — all without being overworked or burnt out. This helps grow customer satisfaction in turn because the customers each get a more personalized and supportive experience. Highly personalized meeting follow-ups done in half the time with AI Customer success managers have a huge job: to bridge between sales and customer support, and ensure customers get the most value out of LogicMonitor’s platform. But their time is stretched thin as the company grows and CSMs must manage more accounts. As a result, automations have the potential for huge impact. That’s why LogicMonitor harnessed the power of generative AI to increase the productivity of its CSMs using Gong’s Ask Anything. CSMs save valuable time by using Gong to ask targeted questions, find information easily, automatically draft follow-up emails, and share call summaries with their peers. “Gong’s AI has simplified follow-ups so much that our CSMs saved at least 30 minutes on each meeting, cutting follow-up time by an average of 50%,” Jillian says. LogicMonitor’s teams expedite ramp-up with Gong’s AI querying feature. “Ask Anything helps our newer CSMs get more confident in their writing skills,” Jillian adds. “They start to develop their own voice and confidence in writing better professional emails, so that’s also a massive time savings.” In addition to speeding up follow-ups and improving CSMs writing skills with Ask Anything, LogicMonitor used Gong’s Gainsight integration to implement a pooled customer success model. All interactions are captured in Gong and then passed into Gainsight, LogicMonitor’s customer success tool of record. “As soon as there’s a call that takes place, it is automatically logged in Gainsight,” Jillian says. “So, we could trigger our automation based on that particular meeting that Gong creates automatically. That saves our CSMs a whole bunch of time.” Plus, there’s no question whether the call was logged. Churn becomes more predictable (and preventable) with data-backed insights Leaders and managers use Gong to surface the most successful customer calls, offering newer CSMs instructive examples of what has worked in the past, as well as what risk indicators might signal likelihood of churn. This allows for more accurate insights into account health and greater growth predictability. “Gong helps us quickly identify churn risk so we can mitigate before it’s too late. That way we can predict how close we will be to hitting our net retention target.” —Jillian Bierman, Director of Customer Success, LogicMonitor These new workflows also help Jillian ensure that CSMs are able to confidently speak to new products and motions, identify key account-health indicators, and ask the right follow-up questions. “Gong’s AI helps LogicMonitor and our CSMs work smarter, not harder, so we’re spending time in the right places versus just doing a whole bunch of administrative work. That’s absolutely the best way that Gong is helpful for my team.” —Jillian Bierman, Director of Customer Success, LogicMonitor Visibility and collaboration: the competitive advantages for success There’s no such thing as strong company growth without a well-informed sales motion. LogicMonitor is heavily focused on generating leads via customer success by uncovering opportunities and then handing them off to sales reps to close the business. With Gong’s Revenue Intelligence platform at their fingertips, CSMs can streamline workflows when working cross-functionally, providing critical information to the sales team quickly and accurately. “Our teams work very closely together. Sales is really focused on growth, and we’re a little bit more focused on retention — but we need both of those to hit net retention. So, that cross-collaboration in Gong is very helpful for our CSMs to understand what motion sales is taking or vice versa.” —Jillian Bierman, Director of Customer Success, LogicMonitor As LogicMonitor continues to grow, naturally so does the volume of people working with every customer across sales, CS, professional services, and more. The CSM can’t staff every sales or professional services call, but can rely on the visibility and automated insights Gong provides to see what happened in missed interactions to guide the next best steps for the account. With greater visibility across customer calls and account health, CSMs get a clearer picture of everything that’s going on at a granular level on each customer account, making collaboration more streamlined and effective. “Everybody who touches a given account can see what was talked about on a call,” Jillian says. “And it takes two seconds for the CSM, as opposed to 10 minutes that it would have taken to type up all their notes and put them into all their other tools.” Revenue transformation becomes a reality With Gong, Jillian has been able to grow her book of business by around 100 accounts while keeping the same number of CSMs. She adds, “Gong’s AI-powered platform and integrations supported a strategic initiative at LogicMonitor that led to at least a 20% increase in CSM capacity, in just the first 3 months since launch.” The reduction in time-consuming administrative tasks has given her confidence in her team’s ability to take on even more accounts without getting overwhelmed or decreasing the value they provide to their customers — a key component in LogicMonitor’s ability to maintain the growth and success they’ve seen so far. 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 Plate IQ shrinks ramp-up time from a year to a few weeks Small Business Strategic Initiatives 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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How a Google sales team got hours of its time back using Gong

Hannah Hapin — Thu, 12 Sep 2024 17:27:54 +0000

How a Google sales team got hours of its time back using Gong Global Software Most companies are sitting on plenty of sales data. But few companies have Google-level amounts of data. Wherever you fall on that spectrum, you know that managing data is tough, no matter how much data you’ve got. It’s tough to corral, tough to unify, and tough to assess in a way that delivers actionable insights and measurable changes. That is, of course, unless you use Gong. Headquarters Mountain View, CA founded 1998 company size 10,000+ industry Software Development Our partnership with Gong was that piece of magic we needed Mike Chen Director of Product Strategy at Google Google brings data science to sales using Gong Mike Chen is the Director of Product Strategy at Google, and leads sales for the Google ads team, specifically for SMBs. His team enables sellers to go to market effectively and engage directly with their customers. Mike’s motivation for bringing his sales team into Gong was clear: A standardized approach to evaluating and understanding sales data brings leadership onto the same page when they make key business decisions. It also enables everyone from leadership to sales reps to understand and take action on vast quantities of data. With thousands of sellers worldwide, it had long been difficult for Mike and his managers to evaluate individual, team, and regional inputs, outputs, and outcomes at scale. Not surprisingly, the Google sales team is highly data-driven, and Mike wanted to find the best way to track all of their customer and sales data and use it to drive better outcomes. As he put it: “Our partnership with Gong was that piece of magic we needed; it’s been complimentary to how we evaluate our performance. At every level of our org, we now have a standardized view of our sales data, and having that is a game-changer.” Mike has seen firsthand that access to reliable data at scale — and in one platform — is a game-changer for his teams. They’ve already used it with great success… Major revenue boost from efficiency and effectiveness Gong adoption and engagement have been high at Google. That’s made an immense difference in Mike’s sales leaders’ ability to set standards, run evaluations at scale, and adjust their approach across several strategic initiatives. “Across one specific segment of our sales team, we saw a weekly revenue increase that made some of our leadership do a double take,” says Mike. How did they do it? Their managers leveraged three features in Gong: They piloted Gong’s Scorecards by asking a group of managers to rate calls for their sales effectiveness. With that as their baseline, they used a Smart Tracker (which is an AI-trainable model) to identify effective calls. The Smart Tracker yielded similar results to the team’s managers, validating the fact that Google’s sales managers know good calls when they see them. That being said, Google’s sales teams are so large that managers can’t possibly evaluate calls at scale, so they use Gong’s Smart Trackers to pinpoint best-in-class calls across the full sales cycle. That’s how they amassed a Call Library that’s now used to train new hires and refresh the rest of the team. New hires now ramp much faster Mike’s sales teams also use Gong in their sales onboarding program, which consistently serves large numbers of hires around the globe. With help from Gong’s platform and AI capabilities, Google boost in its new-hire graduation rate. That means more people are up to speed and ready to hit the sales floor — and quota — faster, which is great news in terms of efficiency and effectiveness on Google’s sales team. Having seen the results, Mike’s long-term goal is to drastically reduce onboarding times by partnering with Gong. He has big goals, and he feels ready to meet them by the end of 2024 using Gong for onboarding and coaching. 3 principles guide Google’s sales team Mike’s team achieved these remarkable outcomes, in part, because his team’s sales strategies are data-driven, and founded on three principles: Unification Efficiency Effectiveness Mike’s team — like every sales team around the world — typically mined multiple sources for different types of information. Sometimes the information they uncovered was contradictory, and sometimes it was nowhere to be found. What Mike’s team really wanted was a unified platform; a place that could serve up insights based on a cohesive dataset. For Mike, achieving peak efficiency means using the best technology available to remove mindless tasks (like data collection) from sellers, leaving them free to actually sell. Prior to Gong, Google’s sales reps spent hours each week doing tasks that could be entirely automated in the Gong platform. Mike estimates that with the addition of this automation, thousands of sellers are getting back around 12% of their time each year. It was an untouched deposit of savings that Mike was keen to mine. With a more unified and efficient sales workflow in place — thanks to Smart Trackers and a Call Library — Mike’s team was able to collect best-in-class calls that drove their onboarding program to new heights. The team was also free to concentrate on working more effectively as a team and across departments, all in an effort to better serve their customers/prospects. The Google: Gong partnership goes onward and upward Before Gong, Mike’s sales team couldn’t capture all of its sales inputs and actions at scale with the right level of precision. Those days are gone. As Gong’s automation and AI-powered insights expand in the coming year, Google’s sales team will continue using Gong to make valuable gains in unification, efficiency, and effectiveness. Interested in more of the lessons that were revealed at Celebrate ‘23? Watch the keynote address and panel discussion here. A summary of Mike Chen’s fireside chat with Amit Bendov at Celebrate. Join us for Celebrate! 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. 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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 SurveyMonkey takes coaching for customer success to the next level Enterprise Coaching Deal Execution Strategic Initiatives North America Software Visibility, collaboration, and predictability: LogicMonitor increases CSM capacity by 20% Strategic Initiatives Global Software ServiceTitan Gains Higher Close Rates with Gong for Deals Enterprise Coaching Deal Execution Strategic Initiatives North America Business Services

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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 How Greenhouse reaped a 281% surge in new product ARR using Gong’s AI Small Business Coaching Deal Execution Strategic Initiatives North America Software Measure the Immeasurable: Remove the Hypothetical and Increase Transparency in Your Sales Process Enterprise Coaching Deal Execution Global Software SurveyMonkey takes coaching for customer success to the next level Enterprise Coaching Deal Execution Strategic Initiatives North America Software

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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 Verse.ai drives 76% revenue growth and 25% more accurate forecasting with Gong Commercial Engage Forecast North America Software How SpotOn increased win rates by 16% through productivity gains Sales AI Sales Engagement Enterprise Coaching Engage North America Software BairesDev is 7x more productive at strategic decision-making with Gong. Enterprise Coaching Deal Execution Global 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 A Clearer Shot: How I Used Customer Insights to Make Better Decisions at Indeed Enterprise Coaching Strategic Initiatives Europe/Middle East/Africa North America Media & Internet How Addepar onboards new hires 60% faster with Gong Small Business Coaching Deal Execution Strategic Initiatives Europe/Middle East/Africa North America Software Gong’s revenue intelligence fuels a 141% surge in Paycor’s client sales success Customer Stories Sales Leadership Videos Enterprise Deal Execution North America Software

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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 How Uberflip used Gong to create winning outcomes and push ACV up by 13% Small Business Coaching Deal Execution North America Software How Addepar onboards new hires 60% faster with Gong Small Business Coaching Deal Execution Strategic Initiatives Europe/Middle East/Africa North America Software BairesDev is 7x more productive at strategic decision-making with Gong. Enterprise Coaching Deal Execution Global Software

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Locking in predictable revenue: Gong takes Piano’s forecast accuracy to 90%

Hannah Hapin — Thu, 14 Mar 2024 19:40:52 +0000

Locking in predictable revenue: Gong takes Piano’s forecast accuracy to 90% Deal Execution Enterprise Global Software 90% Forecast accuracy The challenge Before Gong, Piano grappled with a critical hurdle—data fragmentation. Disjointed systems scattered vital insights essential for informed decisions. This lack of reliable data severely compromised global accuracy and revenue predictability. The outcome Piano’s team achieved 90% forecast accuracy and has significantly enhanced overall business decision-making. The team is saving several hours every week on reporting and pipeline inspection, allowing them to shift from reactive to strategic and confidently communicate their forecasts to the CEO and the board. Headquarters Amsterdam founded 2005 company size 800+ industry Software Development In revenue operations, you face an existential question: Does our company know with at least 90% certainty how much revenue is coming in, and when? If you can’t answer yes, it’s hugely challenging to make strategic decisions. Peter Lastowski, the VP of Revenue Operations at Piano knows this intimately — and he needed a way to confidently pinpoint Piano’s forecast. Piano is a rapidly scaling global software company with offices across the Americas, Europe, and Asia Pacific. Piano’s platform helps major brands like Air France, the BBC, and LinkedIn to understand and influence their customers’ behavior. Piano experienced a tremendous transformation with Gong. Piano started with Gong’s Conversation Intelligence in 2021 to tighten sales processes, coaching each rep toward reliable commits and faster closes. As it matured, and acquired new companies, it added Gong Forecast to improve pipeline management and get forecast accuracy to 90%. Read on to see what you can borrow from Piano’s push toward revenue excellence. Delivering precise revenue forecasts Before Gong, pipeline info was everywhere: in Salesforce, spreadsheets, Google Drive, Slack — even on literal napkins! If Piano’s lean revenue team was going to ‘work smarter, not harder,’ Peter needed technology to increase revenue predictability and speed up deal-making. Today, Piano’s CRO and sales leadership team use the Gong Revenue Intelligence platform to track plan performance and lead weekly forecast calls with zero prep time. Everyone on the call operates from a single screen providing efficiency and transparency. No matter who logs in, they see the same numbers for ‘closed’ or ‘commit’. The group leverages AI-driven insights like Deal Likelihood Scores and Deal Warnings to dive straight into forecast risks. They decide exactly where to focus their efforts to ensure deals close. It’s easy to present a clear, defensible forecast to the CEO or the board, even at a moment’s notice. Before Gong Forecast, quarterly revenue projections could vary by millions, causing significant decision-making hurdles. Now, Piano is at 90% forecast accuracy. “The progress we’ve seen from what the CRM, sales managers, and even the CRO used to tell us was going to land is astronomical. We’ve closed the gap by millions. With Gong, our end-of-quarter forecasts are solid.” – Peter Lastowski, VP of Revenue Operations at Piano Driving better GTM decisions with customer interaction data For Peter, streamlined workflows were essential. He wanted a platform to match Piano’s own robust AI capabilities and innovation — one that people would love to use every single day. Piano first applied Gong to its sales workflows by capturing every customer interaction. Then, it used Gong Revenue AI to understand customer and rep behavior from data points across systems like Salesforce, email, and calendars. Immediately, Gong’s guidance ensured reps and managers stayed on message and improved their win rates — they loved it. By flagging deal risks, Gong insights helped the revenue team better manage its pipeline. It got much clearer on the numbers it could commit each month, and forecast accuracy significantly improved. “Gong brought data cleanliness to our entire pipeline. When everyone started living in Gong and managing activities right from the Deal Board, it brought us an amazing level of visibility and accountability.” Gong enables global revenue workflows and collaboration Gong’s influence spread fast. Marketing started using Gong for market insights and showing pipeline gaps for specific segments. This clarity allowed it to shift tactics and messaging to stay on target. Gong was more than a tool, it became a platform to power critical revenue workflows and collaboration at every level. A year into partnering with Gong, Piano welcomed a new CFO, igniting a drive for greater precision in forecasting new business. Given the team’s comfort with Gong’s customer insights, Gong Forecast was a natural add-on for more predictive capabilities. “What’s most exciting about Gong — and what I can’t get anywhere else — is the combination of Forecast with all the other guidance Gong offers us. Ingrained in the forecast are all the deal updates we’ve made based on Gong’s suggestions and prompts around risk. This means I can trust it. It’s all pulled together intelligently into one source.” When Peter assessed implementation time, he said it was a no-brainer. While other solutions could have taken six months, Gong Forecast was up and running in less than a week! The rapid setup and ease of use for reps allowed Piano to dive straight into optimizing forecasts instead of onboarding software. Using data to deliver even more value and scale Piano’s transformation is remarkable. Gong Forecast reclaims five hours weekly for the RevOps team. With streamlined workflows, it has shifted focus from reconciling numbers to driving impactful strategies across the business. Peter directs his saved time towards future planning and refining RevOps workflows for amplified value. He’s excited for Piano’s future and we’re thrilled about its trajectory too. With Gong’s mounting AI capabilities to predict revenue more accurately, Peter expects Gong will give Piano even greater predictive insights in the coming months and years—all fueling its ability to scale. Gong is driving continuous revenue optimization, ensuring a successful future—a journey we’ll proudly follow. 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 BlueCat Empowers Their Field Team to Understand Their Pipeline Small Business Coaching Deal Execution Strategic Initiatives North America Business Services Gainsight’s CEO uses Gong to better understand the true market Small Business Coaching Global Software Glasses on! How Gong enables Drip to “See what’s Going on” and close more deals Small Business Coaching Deal Execution North America

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