Engage 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 Winning what’s next: Global capital market research firm PitchBook is 10x more efficient with Gong Enterprise Coaching Global Software How Gong Became Diligent’s MVP by Increasing Close Rates by 7.4% Enterprise Coaching Strategic Initiatives Europe/Middle East/Africa North America Software 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

The post Verse.ai drives 76% revenue growth and 25% more accurate forecasting with Gong appeared first on 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 scaleMatters and Gong: Elevating LabWare’s sales strategy to new heights Partner North America How Addepar onboards new hires 60% faster with Gong Small Business Coaching Deal Execution Strategic Initiatives Europe/Middle East/Africa North America Software Learning and transforming: How Gong helps Udemy make critical revenue decisions Enterprise Coaching Deal Execution Strategic Initiatives Global Education

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

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 How SoftServe Used Gong to Adapt and Align Their Teams Enterprise Coaching Deal Execution North America Software How Gong Helps Babbel’s Multilingual Sales Team Achieve Their Goals Small Business Coaching Deal Execution Global Software Winning what’s next: Global capital market research firm PitchBook is 10x more efficient with Gong Enterprise Coaching Global Software

The post Alignment across RevOps and reps brings Frontify a 30% increase in lead conversion 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 SurveyMonkey takes coaching for customer success to the next level Enterprise Coaching Deal Execution Strategic Initiatives North America Software How Zenefits increased their win rate by 3-5x using Gong Small Business Coaching Deal Execution Strategic Initiatives North America Software How BlueGrace’s reps got an 88% lift in reply rates using Gong Engage Coaching Deal Execution North America Business Services

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

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 Sky’s the limit: Gong boosts sales workflow efficiency by 20% for Corporate Traveler Enterprise Strategic Initiatives Global Hospitality BlueCat Empowers Their Field Team to Understand Their Pipeline Small Business Coaching Deal Execution Strategic Initiatives North America Business Services There and Back Again: Why Influitive Returned to Gong Small Business Coaching Deal Execution Strategic Initiatives North America Software

The post How Hive’s Revenue Strategy Evolved to Achieve 30% Growth in Pipeline Opportunities With Gong appeared first on Gong.