BlueCat Empowers Their Field Team to Understand Their Pipeline
The challenge
BlueCat was experiencing challenges around pipeline management — not understanding why forecasts weren’t accurate.
The outcome
Using Gong has helped BlueCat understand what the sentiment is with the customer, and whether or not engagement is going up or down. Most importantly, it helps them determine whether they have the right people involved in a deal to ensure success.
Gong gives us direct visibility into the why.
Jason van Ravenswaay
Head Of Global Sales Operations
BlueCat is the Adaptive DNS™ company. Their mission is to help the world’s largest organizations thrive on network complexity, from the edge to the core. To do this, BlueCat re-imagined DNS. The result – Adaptive DNS™ – is a dynamic, open, secure, scalable, and automated resource that supports the most challenging digital transformation initiatives, like adoption of hybrid cloud and rapid application development.
Prior to Gong, the challenges that BlueCat was experiencing were really around pipeline management. They had inconsistent results in different regions and really, we didn’t understand the “why.”
By using Gong, they’ve improved coaching, gotten visibility into customer engagement, and have easy access to product feedback.
Jason van Ravenswaay, the Head Of Global Sales Operations at BlueCat shares, “I think I’m most proud of the fact that we’ve increased communication across departments. We had a sales org that was going and doing what they were supposed to do. We had a product organization that was going and developing what they thought customers want. Gong has really allowed us to understand the value that customers see in our product and where our product could potentially go in the future.”
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