Enterprise Archives - Gong

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 Addepar onboards new hires 60% faster with Gong Small Business Coaching Deal Execution Strategic Initiatives Europe/Middle East/Africa North America Software LinkedIn Achieves Revenue Success with Gong Enterprise Coaching Deal Execution Strategic Initiatives North America Media & Internet Shortening the time to success for new sales reps Small Business Coaching North America Media & Internet

The post Canva’s 6% revenue boost: How using Gong transformed their strategy appeared first on Gong.

How Elsevier lands 45% larger deals using Gong across its NOAM sales team

Hannah Hapin — Thu, 08 Aug 2024 17:59:48 +0000

How Elsevier lands 45% larger deals using Gong across its NOAM sales team Coaching Deal Execution Enterprise Global Business Services 35% boost in deal velocity 45% growth in deal size The challenge Healthcare information powerhouse Elsevier faced challenges in optimizing efficiency in its sales team’s workflows. The company also needed a better way for its managers to access deal information that could help them support their reps — and close bigger deals. The outcome Using Gong’s Revenue Intelligence Platform, Elsevier’s sales team achieved incredible productivity gains in their workflows. This led to a 35% increase in deal velocity and a 45% growth in deal size when managers were involved in deals in Gong. headquarters Amsterdam, North Holland founded 1880 company size 10,000+ inDustry IT Services and IT Consulting No one understands deep market changes like a 145-year-old company. Just ask the people at Elsevier. Long a powerhouse in the publishing world, Elsevier now specializes in data tools that empower health researchers and clinicians to achieve better outcomes. Internally, Elsevier also uses solutions that help its employees — notably, its sales reps — achieve more. In fact, when Elsevier’s 120 North American sales reps and its managers started using the Gong Revenue Intelligence Platform to manage their deals, they became incredibly productive. Reps boosted their average deal velocity by 35% and increased the size of their deals by 45% when managers are involved. Tim McGee is Elsevier’s VP Global Sales Operations, where he equips his teams with the tools they need to do their jobs efficiently. “Gong has become an essential part of our go-to-market operation.” —Tim McGee, VP Global Sales Operations, Elsevier Here’s how Tim and his team use revenue intelligence to get double-digit results. Productivity boosts Elsevier’s deal velocity by 35% “The impact Gong has had on our rep productivity is enormous,” says Tim. “We’re able to close deals 35% faster today because of it.” Gong has boosted Elsevier’s productivity and deal velocity simultaneously, through workflow efficiencies. The sales team Tim supports is more efficient now that their reps are using key insights identified by Gong’s Call Spotlight to shape how they tackle deals. They can easily clarify pain points, outcomes, and next steps, and create effective offers faster to keep deals moving. The managers on the sales team also use Gong to quickly understand key data about their reps’ deals, including risk factors that might jeopardize those deals. “Gong has enabled managers and reps to be closer to our deals, which ultimately results in their being more effective in closing those deals, driving win rates, and closing larger deals. Ultimately, they attain sharper conversion rates.” —Tim McGee, VP Global Sales Operations, Elsevier Sales managers no longer have to ask for updates about deals — they’re empowered to go right into Gong’s Deal Board and immediately understand what’s happening. They can share key information with relevant people at Elsevier and remove the barrier of asking reps for deal updates. Pairing that with reading Gong AI-generated summaries instead of listening to dozens of phone calls means significant time savings. That time saved enables managers to do what they do best — coach reps to move the right deals forward, quickly. Plus, with Gong’s insights, managers know exactly who needs coaching, when, and why. It’s all added up to a 35% improvement in deal velocity. AI optimizes pipeline conversion and enables a 45% increase in deal size Tim says that Gong AI plays a major role in giving Elsevier faster and more accurate updates on deals. Reps are also closing larger deals thanks to better coaching from their managers, stemming from Gong AI. “When managers get involved in a customer engagement within Gong, we see a 45% increase in the deal size.” —Tim McGee, VP Global Sales Operations, Elsevier (With results like that, it’s not surprising that Tim’s managers have a 95% engagement rate with the platform!) The feature managers will use the most is Ask Anything, where they can input any question — say, “Is this deal going to close?” — and immediately get a reliable response from Gong AI. Managers can use Ask Anything and Gong’s Deal Board to get insights into customer interactions, and “identify the yellow lights,” as Tim puts it. That is, they’re spotting risks that can affect any deal, whether it’s for a new buyer or a renewal. Managers use this information to guide deals back on track and focus reps’ efforts where they’ll be most effective. It’s made for a “cleaner and more active pipeline,” according to Tim. Workflow: Customer-centric innovation and alignment “The biggest impact Gong has had on our business is removing the subjectivity of the voice of the customer.” —Tim McGee, VP Global Sales Operations, Elsevier That statement is explained by two enhancements across the team: The ability to shore up their incredibly important renewal base. Using the voice of the customer in other areas of the business beyond sales, including the product and go-to-market teams. Elsevier now uses the voice of the customer to build new products and enhance existing ones stemming from customer feedback shared across teams via Gong. “We have more than 200 global users outside the sales team. The inputs they get from Gong inform product decisions and help us build our commercial strategies and market to our customers more effectively.” —Tim McGee, VP Global Sales Operations, Elsevier Access to the voice of the customer has also heightened organizational effectiveness around account handoffs. No one drops the ball when a customer moves from sales to customer success. It’s easy for everyone to get fully briefed on the history of a deal, account, or contact — and in a fraction of the time it used to take. Elsevier reimagines work using Gong AI “Gong’s AI is powerful, accurate, and frankly, a game changer.” —Tim McGee, VP Global Sales Operations, Elsevier Elsevier’s team has expanded their use of Gong from conversion rates and deal size to its entire ecosystem. “It’s fully integrated into the way that we work at Elsevier.” The company is getting the most out of Gong, and will continue to make improvements on top of its 35% boost in deal velocity and 45% increase in deal values. Gong is Elsevier’s key partner in bringing efficiency to the forefront of its global sales team’s workflows and ensuring the success of its go-to-market initiatives. The end result is greater success — and higher revenue — at Elsevier. 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 Stansberry Research finally got the info it needed (Hint: Gong) Enterprise Coaching Deal Execution Strategic Initiatives North America Media & Internet Pendo Implements Methodologies to Improve Win Rates Using Gong Small Business Coaching Strategic Initiatives North America Software Canva’s 6% revenue boost: How using Gong transformed their strategy Enterprise Deal Execution Engage Forecast Asia-Pacific Europe/Middle East/Africa North America Software

The post How Elsevier lands 45% larger deals using Gong across its NOAM sales team appeared first on Gong.

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 Isos Technology is able to be more present with Gong Small Business Coaching 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 Measure the Immeasurable: Remove the Hypothetical and Increase Transparency in Your Sales Process Enterprise Coaching Deal Execution Global Software

The post Gong’s revenue intelligence fuels a 141% surge in Paycor’s client sales success appeared first on Gong.

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 Gong gives Reachdesk the gift of alignment during rapid international growth Small Business Coaching Deal Execution Strategic Initiatives North America Software How Hive’s Revenue Strategy Evolved to Achieve 30% Growth in Pipeline Opportunities With Gong Small Business Engage North America Software How the Customer Success Team at Momentive used Gong to shape high-quality customer conversations Enterprise Coaching Strategic Initiatives North America Software

The post How SpotOn increased win rates by 16% through productivity gains appeared first on Gong.

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 Verse.ai drives 76% revenue growth and 25% more accurate forecasting with Gong Commercial Engage Forecast North America Software Gong Lets HubSpot Sales Reps “Go Back and Watch the Game Tapes” Enterprise Coaching Strategic Initiatives Global Software How the Customer Success Team at Momentive used Gong to shape high-quality customer conversations Enterprise Coaching Strategic Initiatives North America Software

The post Locking in predictable revenue: Gong takes Piano’s forecast accuracy to 90% appeared first on Gong.

BairesDev is 7x more productive at strategic decision-making with Gong.

Hannah Hapin — Fri, 12 Jan 2024 17:04:15 +0000

BairesDev is 7x more productive at strategic decision-making with Gong. Coaching Deal Execution Enterprise Global Software 7x more efficient reporting The challenge Having insights related to its prospects’ objections, customer satisfaction, inefficiencies, the competitive landscape, market trends, and more is critical for BairesDev’s growth and longevity. Finding these meant wading through a sea of disconnected Zoom recordings, Google Sheets, and dashboards — a manual, weeks-long process. It was impossible to deliver real-time guidance to reps and client services. It was also impossible to quickly respond to shifts in the market. The outcome BairesDev responds to market insights in record time. Gong is helping drive efficiency, revenue growth, and better decisions. It makes constant tweaks to onboarding, training, and sales processes. Ops leaders and customer-facing teams now see keyword trends and outliers daily in one place. They know what top performers do better and how to nudge others toward the same results. Experiencing Gong’s value, BairesDev now uses it for innovative use cases in areas like talent acquisition and sourcing venture capital partners. headquarters San Francisco, CA founded 2009 company size 3,000+ industry IT Services and Consulting If you’re a senior leader in revenue operations, your brain is always running scenarios. You’re constantly considering how to grow revenue with existing customers while locking in new ones. Monika Owczarek is the VP of Strategic Sales Processes at BairesDev and she’s just like you. “My job is to look across the entire business to drive growth. Gong is an essential part of that by helping us understand the interactions we’re having with leads and clients.” See if you can steal a page out of BairesDev’s RevOps playbook. Innovative tech companies need cutting-edge systems BairesDev is a global software development and staffing company with over 4,000 engineers in 50+ countries. It matches software developers with clients all over the world and supplies the top 1% of tech talent in the Americas. But it couldn’t get automated data-backed insights from all its customer interactions, in one platform. With more clarity around a prospect’s unique pain points and objections, it suspected it could significantly improve win rates. Similarly, it felt that automating analysis of calls with existing customers would reveal opportunities to improve quality and therefore, drive better retention and growth. It wasn’t wrong. Choosing to always be at the front of the AI wave Like everyone, these days Monika is paying close attention to what’s happening with AI. She knows it will help BairesDev solve challenges in ways it can’t even predict right now. Part of her company’s competitive advantage will come from adopting and experimenting with the new tech. So, when Monika decided to bring on revenue intelligence software, it had to be with a company that’s always been AI-first. BairesDev chose Gong for its powerful automation, AI models, and exceptional support. As the industry leader in revenue intelligence, Monika says BairesDev felt Gong would always be ahead of the rest. “Gong is at the forefront of AI development. It’s innovating and adapting the product and capabilities to fit the needs of different businesses. We know this will shape our processes and define how we operate in the future.” Mountains of manual reporting? Gone with Gong BairesDev’s sales and client services teams were the first to praise Gong’s benefits. Before adopting Gong, leaders manually reviewed transcripts from Zoom calls to uncover business insights. This was hugely time-consuming which meant sometimes, other priorities took over. Moreover, each leader’s distinct approach meant that gauging team performance and sizing market opportunities lacked consistency. Monika credits Gong with helping to more accurately predict revenue by capturing comprehensive insights in an automated way. Gong also reveals what BairesDev’s top performers do differently. Every week it finds trends in calls by team and by rep. These shape the types of training it delivers and how it adapts to market forces. “The data from Gong helps us make strategic decisions about our processes, our people, and how to adapt to the marketplace. We now see trends and what’s happening in the economy as a whole in terms of what’s important to our clients or our prospects and then being able to react based on that information.” Thanks to Gong’s rich, unified data, BairesDev’s revenue team is 7x more efficient with reporting. Better handoffs mean better client retention and growth One of the more impactful outcomes of BairesDev using Gong is the customer interaction dataset that supports cross-team visibility, collaboration, and alignment. Why? A pivotal moment in a customer’s journey is when they transition from sales to client services. Built over many conversations, sales intimately understands the customer’s unique situation — their pains, fears, and goals. It’s easy for this understanding to get lost during a handoff. Not anymore. Gong’s generative AI gives everyone understanding of customer context with at-a-glance summaries in every conversation. Teams can start acting on critical insights from customer interactions right away. Monika says sales and client services are working more closely together and the result is clear! BairesDev proves the benefit of using Gong across their business. By replacing manual effort with automation using Gong and gaining 7x the speed of finding insights, BairesDev started asking “where else can we use this software?” It quickly applied Gong’s power in unexpected ways. Now, it’s proving that you can even use Gong to hire your next superstar. Today, BairesDev’s talent acquisition specialists rely on Gong to unearth valuable insights from interview calls with potential employees. Gong has helped them drive consistency in interview quality to create a better quality hiring experience. In its venture capital arm, Gong delivers AI-driven insights to improve investment outcomes. For example, Gong captures interactions with potential partners and provides insights into the quality of conversations, leading to informed decision-making, faster due diligence, risk mitigation, and improved portfolio management. What a win! Once you have Gong, you’ll unleash its power across every facet of your business too. 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 the Datarails team used Gong to develop a whopping 300% increase in ARR Small Business Coaching Strategic Initiatives Europe/Middle East/Africa North America Software TouchBistro used Gong’s insights to lift close rates by 10% Small Business Coaching Deal Execution Strategic Initiatives North America Software Round the World in Many Ways: How Mimecast Secured a Successful Global Messaging Rollout with Data Enterprise Coaching Deal Execution Strategic Initiatives Global Business Services

The post BairesDev is 7x more productive at strategic decision-making with Gong. appeared first on Gong.

How Gong enables sales leaders at GoTo to coach at scale

Hannah Hapin — Wed, 22 Nov 2023 02:44:20 +0000

How Gong enables sales leaders at GoTo to coach at scale Coaching Enterprise North America Software The challenge Prior to Gong, GoTo lacked the tools they needed to achieve their company goals quickly and efficiently. The outcome Now with Gong, GoTo’s leaders and sales teams can worry less about the manual work and upkeep it takes to run a sales org and instead focus on training and connection building. HEADQUARTERS Boston, Massachusetts FOUNDED 2003 COMPANY SIZE 3,000+ INDUSTRY Software Development Jill Harris, GoTo’s VP of RSG Sales, uses Gong to instill a coaching culture in her sales org. With a million things on her plate, Gong allows her to coach at scale and gives the framework to do so in an efficient way. 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 Hello, new reality: How Gong helps Apptio keep their field sales team engaged Small Business Coaching Deal Execution North America Software Business Financing Leader Funding Circle Credits Gong With More Successful Customer Interactions Enterprise Coaching Strategic Initiatives Global Business Financing 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

The post How Gong enables sales leaders at GoTo to coach at scale appeared first on Gong.

How Temp Staffing Firm Kelly Services Got a 36% Lift in Placement Rates and 50% Faster Ramp

Hannah Hapin — Tue, 21 Nov 2023 22:16:04 +0000

How Temp Staffing Firm Kelly Services Got a 36% Lift in Placement Rates and 50% Faster Ramp Coaching Deal Execution Enterprise Global Staffing & Recruiting 50% Decrease in ramp time The challenge The surge in remote work put Kelly Services’s people-oriented approach in jeopardy. It needed a solution that could reconnect its internal teams around advanced insights for coaching and onboarding and provide them with a unified view of buyers’ accounts so customer journeys (and sales) remained strong. The outcome Thanks to Gong, Kelly Services ramped up its self- and manager-led coaching. This resulted in 50% faster ramp times and a 36% lift in the number of placements made with customers. headquarters Troy, Michigan founded 1946 company size 10,000+ industry Staffing & Recruiting “Everyone is competing for the same talent. We need to stand out.” That’s not a throwaway statement from Brad Sibbald, Senior Vice President, Science Domain Leader at Kelly Services, a global leader in HR and staffing services. He means it. The HR and staffing industry has faced seismic shifts in recent years: 2x more jobs than talent available, increased competition across the 25,000 staffing and HR firms in the US, and a move to remote work. All three changes impacted Kelly Services, but the move to more digital interactions affected the team the most. It had the potential to really disrupt their organizational effectiveness, particularly where pipeline management was concerned. That’s because it happened at a time when the industry was moving from having an influx of business to requiring highly polished sales skills to win new clients. If Kelly Services was going to stand out from the competition, its leaders know they’d need to focus on upskilling talent and retraining sales skills based on the current market and macro economic state. And they’d need to do it while facing increased pressure to find efficiency gains and win business faster. That’s why Kelly Services went all in on Gong’s Revenue Intelligence Platform — to lean into better, more connected insights and more unified selling. Gong provided actionable insights to grow pipeline and drive higher margins Gong’s AI-powered insights transformed how Kelly Services managed their pipeline. The team even called it their “Sales Excellence Platform” for the noticeable change in selling behavior it created. Reps began to source and develop pipeline around higher margin services and products. Initially, Kelly Services used a Gong Smart Tracker to better understand how well (and frequently) reps were pushing for conversations to open the door to “higher authority” people. The data didn’t lie — the behavior wasn’t happening as often as expected. This insight helped inform a need for more coaching on multi-threading (i.e., connecting with multiple people inside the buyer’s organization to help drive the deal). It worked and eventually led to more growth with high-margin services. The move to Gong also helped Kelly Services leaders gain more real-time visibility into deals in flight. Kelly Services had long used the industry standard of a CRM backend coupled with an Applicant Tracking System (ATS) database. Gong’s front-end technology helped separate Kelly Services from the rest of the crowd. John Giseburt, VP of Strategic Enablement, said, “We needed to upscale our sales team … we needed the visibility to ‘watch’ them talk.” Pre-Gong, Kelly Services used “old” sales coaching, i.e., role-playing. “Gong flipped role-play into ‘real’ play. We have actual game tape to review now,” said Brad. While slightly skeptical initially, sellers quickly went all in on Gong as they began reviewing their own game tape. Suddenly, a lot of introspection was happening. Sellers also reviewed their peers’ game tapes and started mimicking the top reps, incorporating valuable moves into their conversations. Increased efficiency: 50% faster ramp and 36% higher placement rates John said it best: “With Gong, we’ve seen a 36% lift in fill rate, with shorter times to close. That means we’re placing more talent in our accounts and creating a better experience for our customers.” This resulted from using Gong’s platform to manage pipeline more efficiently. For example, with increased visibility into customer interactions across every account, sales leaders know exactly who each rep is talking to, about what, and when, and whether they’ve discussed the right topics. Having this information across multiple sales reps in different territories who are all selling into the same account means both reps and managers are better able to collaborate without relying on subjective or biased notes in the CRM. Sales leaders were also better able to track how much pipeline was at risk because of poor qualification. If reps aren’t asking the right qualifying questions, leaders are able to identify how and when to de-risk, before it becomes too late. In a rapidly changing industry, this meant Kelly Services could overcome critical shifts and set their revenue teams up for success to stand out from the competition. Moreover, with key information available to everyone in one place, there was less friction during internal knowledge transfers. That helped teams move clients more smoothly between delivery and sales. The tighter candidate experience meant a faster time to close. Recruiters also used Gong to accelerate the intake process, which took at least one or two hours off both the reps’ and recruiters’ calendars. Gong helps recruiters better differentiate between roles, write better job descriptions, and sell candidates into those roles. (And analyze and understand their losses if there are any.) These same capabilities in Gong also contributed to a 50% faster ramp time for new reps. Before Gong, getting new hires — with no previous knowledge of the staffing industry and limited technical knowledge — up to speed took at least six months. Gong’s insights cut that time in half. Today, new reps, “know how to effectively do their job, how to speak their clients’ language, and how to talk to them about their job specification needs in under 90 days to close business sooner.” Reps are also receiving up-to-date information about what works on calls, so they can incorporate those winning moves into their processes. The connectedness and ease with which information is now shared benefits internal teams as well as the customers they serve. Pay it forward: Advice for other industry leaders The team at Kelly Services is thrilled with Gong. The leadership team is certainly reaping the benefits of advanced visibility into its pipeline and AI-backed insights into what goes on in customer interactions. Gong’s consolidated platform keeps everyone up to date on what’s working, which makes it easier to achieve consistently positive behaviors. (This consolidated approach is also very helpful in terms of business continuity and creating an accurate database of every client interaction.) Whether it’s on their own or with support from a manager, employees are tapping into Gong’s AI-backed insights to onboard faster and hit higher fill rates. The team is excited to expand its use cases for Gong while focusing on the people-centered approach at the core of the company’s mission. As a fully-fledged Gong user, Brad had some words of wisdom for other industry leaders: “Get comfortable with this new technology. Embrace it, and take advantage of the AI workflows. Just remember, you still need to be personal and have a human touch.” As John said, “Don’t underestimate your team, your culture. Some of our earliest detractors of Gong are now its biggest advocates. Once they ‘saw the light,’ they went all in.” 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 How Gong enables sales leaders at GoTo to coach at scale Enterprise Coaching 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

The post How Temp Staffing Firm Kelly Services Got a 36% Lift in Placement Rates and 50% Faster Ramp appeared first on Gong.

How a Sales Talk Show Boosted ACV by 45% at Demandbase

Hannah Hapin — Wed, 15 Nov 2023 15:37:24 +0000

How a Sales Talk Show Boosted ACV by 45% at Demandbase Coaching Strategic Initiatives Enterprise North America Software 45% Increase in ACV The challenge The Sales Enablement team at Demandbase wanted to uncover new ways in which they could amplify the efficiencies and deal insights highlighted by Gong so others could learn from them as well. The outcome They created virtual sessions where reps would get live feedback on Gong calls. The results of these educational sessions were incredibly impactful in terms of rep productivity and overall efficiency. Headquarters San Francisco, California Founded 2006 Company size 815+ Industry Marketing Technology Written by Ray Owais, Principle Revenue Sales Enablement Manager @ Demandbase My dream as a kid was to grow up and become a film director. I loved creating and editing videos and telling stories, and I spent countless hours with a camcorder in my hand, trying to tell as many stories as possible. Though my name doesn’t grace Hollywood screens, I still love creating video content at home and in my sales enablement work to capture people’s attention and effectively communicate a message. There’s an emotional element to videos that — when used properly — lets the video’s creator drive action and get fantastic outcomes. In sales, we tell a story … but it’s video that can really make those stories more impactful by using emotions, music, and visuals to connect with the viewer. Because of my love for the art of video, I’m always looking for ways to incorporate it into my activities. I knew when I joined Demandbase in 2022 that this would be a key tool in how we moved forward. It was a great opportunity to rally our sales team around value messaging through the power of storytelling. How I keep my finger on the pulse of our business efficiency and sales enablement needs I signed on to a sales team in transition, and it wasn’t the right time to roll out new messaging, sales methodologies, or forecasting improvements. As I became familiar with my new role, I sought out the best way to add value in the midst of a lot of change. Luckily, Demandbase had an established relationship with Gong, and I began to spend a lot of time in the platform. Pretty soon, it became clear to me that I could add value to the sales team by using Gong to support their productivity and effectiveness. This proved to be true in my work with both managers and frontline reps. We have thousands of recorded customer interactions available in Gong, and the platform makes it easy to stay in touch with our sales team’s context and spot trends arising across thousands of their customer interactions. I can keep my finger on the pulse of our teams and ensure that I understand the issues they encounter in the market. When someone asks which team member can execute a particular technique especially well, it’s easy for me to answer because of the information surfaced by Gong. And when it’s time to create new enablement programs, Gong gives me the data I need to make those programs targeted and successful. The platform surfaces some amazingly productive sales moments for me, alongside plenty that aren’t so great. I wanted to amplify the efficiencies and deal insights highlighted by Gong so others could learn from them as well. “Gong GOATs Live” increased our uptake of best practices across the sales team Before Demandbase, I had experience running best practice sessions for sales teams. In our sessions, we shared knowledge and experiences so people could learn from others’ mistakes and successes. I wanted to take this idea further at Demandbase by making the format more interactive and using the video storytelling approach I knew was so powerful. I thought it would be great to relive some of our deal-winning moments together as a team. Since everyone wants to learn from a GOAT (Greatest of all Time), I launched Gong GOATs Live. During these live virtual sessions, I interviewed a sales rep and included space for audience participation. It felt like a late-night talk show! I’d ask the rep to set up the moment we were about to experience by telling us about the outcome they were trying to generate with the customer and the lesson(s) they learned. After we played the call snippet (a feature available in Gong), we’d open the floor and invite the audience to participate using one of the three Cs: They could offer a compliment, provide constructive criticism, or ask for clarity. Gong GOATs Live became something our sales teams looked forward to attending. It’s very easy to get into a silo as a sales rep, and these sessions were an opportunity to align with people on other teams. We ran the sessions biweekly, and they soon began to take on a life of their own, with managers running Gong GOATs Live sessions to boost productivity and efficiency on their respective teams. While we have taken a break from facilitating these recently, we have plans for them to make a comeback when we launch our methodology next year. We boosted annual contract values (ACVs) by 45% and opportunity values by 111% The Gong GOATS sessions are amazing. You can feel the connection-building happening in the room when we watch these videos together. That’s the result of clear story arcs that connect viewers to the reps, the prospects, the challenges, and the approaches our reps use. Plus, the results of these educational sessions are hard to beat! We saw some big wins based on our Gong usage: When Gong is used in an opportunity valued over $100K, win rates increased from 59.93% to 66.47%. Quarter over quarter, Gong adoption by both managers and reps increased. When a manager reviewed opportunities, the deal value increased by 111%. When the opportunity owner reviewed an opportunity, the deal value increased by 61%. Opportunities with any call reviewed in Gong increased the annual contract value (ACV) by 45%. Those were outstanding numbers for our sales teams. Productivity was high and our revenue numbers were climbing. Our meetings and follow up focus on connection, alignment, and replication Other success factors were less tangible but still meaningful. People have told us they feel like they’re getting to relate more with one another and have more shared experiences. This alignment across teams is important. Remote work can be lonely, so making time for meaningful connection matters. It also helps everyone stay on the same page in terms of our sales messaging and playbook, and keeps productive behaviors at the forefront of ICs’ minds. Gong GOATs Live has been an excellent opportunity to build our culture of feedback, sharing best practices, and coaching. We highlight moments when someone can easily replicate a winning technique to make it actionable. I might point out three tactics used in a call and ask the folks in the session which one they can add to their toolbox immediately. Their managers can then follow up — using Gong’s adoption tracking to help them, of course — and hold the reps accountable. By establishing positive sentiment and psychological safety, participants can collaborate and use Gong’s insights to solve common challenges, such as how to handle competitor mentions on a call. Gong’s features make all of this easy. For instance, its Smart Trackers allow us to track trends emerging across our customer interactions as well as the use of our approved messaging. If a manager gets an alert that a particular topic was discussed on a call, they can easily review that customer’s history. They can navigate backward and forward in the deal, which helps them understand its entire context quickly and efficiently. Gong’s smart guidance also identifies the action items reps should follow up on during the next call. Gong’s AI now supports our leadership team’s business decisions We’re now using Gong’s AI capabilities to keep our executive leadership team informed. For example, we use it to better understand market conditions and how they affect our ability to renew existing customers or attract new customers. (We have a Slack channel dedicated entirely to specific Trackers, and our C-Suite uses them regularly.) Understanding those market forces helps our leadership team make better-informed business decisions that affect how we run our frontline initiatives. They’re critically important to our future successes. We were proud to win a Golden Gong award for Gong GOATs Live; it’s been a great success. As we move forward with our Gong GOATs program, we have two priorities: We’ll use Gong to help us uncover what works in the deals we win as well as what moves deals through our sales cycle efficiently. We’ll share those insights in the Gong GOATs Live environment. We’ll also use the platform to drive accountability, especially when we adjust our messaging. Gong’s AI and Smart Trackers will be incredibly helpful in tracking new messaging adoption during rollouts and measuring changes in sentiment or deal speed. We’re also counting on Gong to help us learn more about our key personas and decision-maker engagement so we can adjust our messaging accordingly. I also want to build trust and psychological safety so we can review calls where there were challenges. That will help us go beyond “good” and dig into coaching opportunities that will make us even more productive. With Gong, I’m using my favorite medium — video — to help my sales team overcome challenges. It’s how we’re enriching our content, programs, and enablement. That’s what we’re all after, and we’re using Gong to get there. 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 Maggie Hott of Webflow uses Gong for Work-Life Balance Small Business Coaching North America Software Pendo Implements Methodologies to Improve Win Rates Using Gong Small Business Coaching Strategic Initiatives North America Software How a Google sales team got hours of its time back using Gong Global Software

The post How a Sales Talk Show Boosted ACV by 45% at Demandbase appeared first on Gong.

Winning what’s next: Global capital market research firm PitchBook is 10x more efficient with Gong

Hannah Hapin — Fri, 10 Nov 2023 17:47:48 +0000

Winning what’s next: Global capital market research firm PitchBook is 10x more efficient with Gong Coaching Enterprise Global Software The challenge PitchBook wanted to enhance its vast onboarding and training processes and gain real-time insights into its team performance and customer interactions. The outcome PitchBook’s customer success, account management, sales, product and revenue teams use Gong’s AI to power critical workflows and gain visibility into customer needs, information, and feedback to assess opportunities in the market. They also use Gong to provide new reps with best-in-class training and reduce onboarding by hours. HEADQUARTERS Seattle, Washington FOUNDED 2007 company size 4,000+ industry Venture Capital and Private Equity Principals PitchBook is a global enterprise with nearly 4,000 team members located across nine offices including Seattle, London, and Singapore. The company has nearly 1,000 reps globally across its sales, customer success, account management and support teams. As the leading resource for comprehensive data, research, and insights on global capital markets, the company turns to thousands of their client and prospect interactions to understand client needs, and inform its product roadmap. Paul Santarelli is the Chief Sales Officer at PitchBook. Needless to say, their industry is intricate and PitchBook products are profoundly sophisticated. With that in mind, Paul has leaned into providing his team with a quota-defying, AI-backed resource. It had to be one that could power critical workflows and drive efficient pipeline management, as well as ensure speedy and reliable decision-making. Paul identified three challenges to address: Legacy sales processes: Reps would book significant amounts of time to shadow calls, with no guarantee a client would show up. Inconsistent intel on outcomes and opportunities to adapt: Leaders needed timely information on what worked, what didn’t, and precisely where reps needed additional support. Centralized access to customer and market insights: The revenue teams needed an integrated platform where everyone could access critical business insights and build better product features. Gong makes PitchBook’s sales processes 10x more efficient Gong has helped transform PitchBook’s sales process into a well-oiled, high-performing machine. With help from Gong’s AI, everyone saves time. Reps spend less time trying to recall what they’ve communicated in the past and managers provide more timely and valuable feedback. Using Gong’s Trackers, managers are able to uncover coachable moments in mere minutes. It’s a 10x time saving that brings more efficiency and value to the sales process. There’s been an uptick in coaching and learning opportunities for both managers and reps. PitchBook estimates the time saved by Gong’s impactful workflows to be in the “hundreds, if not thousands,” of hours for managers and individual reps. Rather than hunting for hours for a “coachable moment,” managers can find one quickly and bring it into their training programs, 1:1s, and team meetings, or share it immediately with one person or the whole team using Call Snippets. “With Gong, we have real-time data at our fingertips.” That data comes from Gong Trackers, which provide advanced visibility into customer interactions with sellers and a valuable and scalable business process that is powered by external feedback: Reps rely on Trackers instead of spending hours of time listening to calls. Managers can provide strategic guidance to all their reps in less than an hour. The ability to call out best practices has also bolstered the speed and effectiveness of onboarding new hires. PitchBook leverages the voice of the market and customer through Gong In Paul’s words, “If you are not continuously learning about the industry, the market, or the product, key data insights will pass you by.” Gong’s industry-leading AI has helped PitchBook take a massive amount of unstructured information and turn it into highly actionable insights for sales, product, data, and research teams. “With help from Gong’s Trackers and insights into conversational data, we better understand our clients and prospects,” says Paul. “Gong insights help us learn, train our reps, and — most importantly — provide a better service to our customers and prospects. Working with Gong gives me confidence that we will succeed.” But it’s not just Paul and his sales team seeing the value in Gong’s integrated platform and powerful workflows. Quick adoption leads to immediate time savings and growth PitchBook also uses Gong to help share best-practice knowledge across the entire revenue organization, and it’s particularly useful when onboarding and training new sales and support reps. Adoption has been quick and extensive. Today, over 90% of the revenue team uses Gong in some way. Spreading best-practice knowledge both quickly and efficiently is essential to Brett Kaluza, the Chief Customer Officer at PitchBook. Responsible for account management, customer success, and support teams, Brett’s priorities are driving business and creating long-term value for customers. Creating, managing, and converting pipeline while also exceeding customers expectations has been easier since implementing Gong. “Gong was quick to implement, is easy to use and provides instant access to valuable information,” shared Brett. At peak hiring times, PitchBook may have 20-30 people starting monthly. Gong cuts 3-5 hours from each person’s onboarding process, saving up to 150 hours per month that would otherwise be spent trying to find best-in-class calls to review. “Gong has helped us take actionable, data-driven steps to transform our onboarding and scaling processes,” says Brett. It’s exactly what his team needed to drive their most valuable business workflows. Gong is helping PitchBook scale its business globally PitchBook supports customers all over the world. Gong’s AI capabilities are integral to exceeding customer needs around the globe, as Gong records conversations in 30+ languages. This multilingual ability means PitchBook can point the right employees to the right conversations (and vice versa) in their local language. Gong also allows Brett and his team to easily curate top-notch content for onboarding new employees in their rapidly growing Singapore office. The revenue intelligence platform is built to help enterprise-grade companies scale rapidly, and customize roll-outs to be more suitable local markets. Brett sees Gong as essential to PitchBook both today and in the future as they continue to scale globally. The Gong partnership provides PitchBook with a wealth of information about what works and what doesn’t, so the team can transform their most critical workflows. 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 Zenefits increased their win rate by 3-5x using Gong Small Business Coaching Deal Execution Strategic Initiatives North America Software How Gong Helped Zillow Thrive During a Global Pandemic Enterprise Coaching Strategic Initiatives North America Real Estate Visibility, collaboration, and predictability: LogicMonitor increases CSM capacity by 20% Strategic Initiatives Global Software

The post Winning what’s next: Global capital market research firm PitchBook is 10x more efficient with Gong appeared first on Gong.