Case Studies Archive - Gong

Gong gives Reachdesk the gift of alignment during rapid international growth

Hannah Hapin — Mon, 31 Jul 2023 15:05:22 +0000

Gong gives Reachdesk the gift of alignment during rapid international growth Coaching Deal Execution Strategic Initiatives Small Business North America Software The challenge Without Gong, Reachdesk’s EMEA sales teams couldn’t unearth details about which rep behaviors won deals or why customers made purchases. That led to inefficient sales practices and difficulty aligning CS, account managers, product, and marketing around the customer lifecycle. The outcome Reachdesk now uses Gong to gain valuable insights into rep and customer behaviors so they can keep global teams aligned and focus on efficient sales processes and customer lifecycles. This approach kept the sales team connected throughout a period of rapid growth. Headquarters New York, New York Founded 2018 Employees 500+ Industry Software Development If anyone knows the power of a good gift, it’s Reachdesk. Reachdesk is a global direct mail platform that helps B2B companies build deeper connections with customers through gifting. Reachdesk was listed as one of the fastest-growing software companies by G2 in 2021 and has been an established G2 category leader since. After a record year of growth and a $43M Series B in 2021, Reachdesk grew their global sales team across US and EMEA. It’s an impressive feat, but one primed with risk. Periods of major growth can bring misalignment and poor communication to globally dispersed teams, which often results in inefficient operations across the customer lifecycle. Reachdesk wanted to improve these issues prior to expansion, and was eager to solve them quickly before they became ingrained in the next growth phase. The company decided to use Gong’s Revenue Intelligence Platform to surface customer insights that could bolster alignment, communication, efficiency, and decision-making. Gain efficiency by aligning teams in EMEA and the US Previously, Reachdesk’s global teams lacked alignment and dealt with poor communication about customer-related issues. Today, Gong makes it easy for the EMEA sales team to stay aligned with their global counterparts and share lessons learned across CS, marketing, and product teams around the world, at any point in time. They often do so on the go, using Gong’s mobile app. The sales team relies heavily on Gong’s Call Libraries to bring the most effective tactics and talk tracks to everyone’s attention. Wherever they are, EMEA sales team members can contribute full calls or call snippets to best-practice Call Libraries, sharing their lessons learned for training purposes. Teams anywhere in the world can easily listen to each other’s calls, learn what works, and provide each other with feedback. “Being able to share snippets globally has been a huge benefit of using Gong,” says Alex Olley, Reachdesk’s co-founder and Chief Revenue Officer, “It has helped with my biggest pain point during this growth by getting alignment between the US and the UK teams.” This alignment has resulted in heightened training efficiency, as well as increased collaboration and consistency in messaging across the distributed teams. Spot risks and keep deals on track At one time, Reachdesk found it hard to tap into its customer interactions to determine which deals carried hidden risks. With the adoption of Gong, reps on all its global teams turned to Gong’s Deal Boards to spot warning signs and risks inside deals. Deal Boards give them the full context of a deal’s progression, so they can collaborate with AEs to address those risks and get deals back on track. Deal Boards surface risks that managers and reps would otherwise miss. Olley also wanted to know what top-performing reps did that worked. “I really wanted to solve that problem,” he said, “getting intelligence from all the reps, and particularly the top performers, so I could make sure we pushed the right talk tracks through to the rest of the team.” He wanted to know what their message adherence was like and which winning behaviors the top reps used. With Gong’s ability to analyze customer interactions and highlight what works and what doesn’t, Olley was able to get Reachdesk’s reps singing the same winning tune, wherever they worked. Today, they use Gong’s advanced visibility and smart guidance for ongoing coaching and training initiatives and keeping deal execution moving smoothly. Olley says these same deal insights are “also useful for forecasting.” Gong surfaces reliable information quickly, saving them at least two hours each week on forecasting and pipeline activities. Make data-backed decisions that get customers to say yes While his EMEA sales team grew, Olley also wanted to clarify why customers made purchases so he could base future decisions on that information. Olley says, “There are three things we now look at using Gong’s keyword trackers: customers’ use cases, the challenges they face, and what success looks like for them.” Whenever a deal closes, he gets an alert and listens to the call to further clarify why the customer said yes. This — along with Gong Insights’ analytical abilities — helps Olley and his teams make informed business decisions. Most recently, he used Gong’s initial analysis of customer interactions to update Reachdesk’s messaging and align it with their customers’ stated needs. The revenue teams also use Gong Insights to act on opportunities in the market and map their product roadmap. Gift your entire company a solution it loves Today, Reachdesk uses Gong’s Revenue Intelligence Platform across the entire revenue organization. Olley says, “It’s embedded into a lot of what we do as a company.” Gong supported Reachdesk through a period of rapid growth, while it cemented its sales messaging, designed efficient processes, and aligned its global teams. VOUS AVEZ DES QUESTIONS OU SOUHAITEZ UNE DÉMO PERSONNALISÉE? Nous sommes là pour vous aider ! Cliquez sur le bouton ci-dessous et nous vous recontacterons. Demander une démo Keep exploring stories like this one Unlocking reality: Cognism improves org-wide visibility using Gong Small Business Coaching Deal Execution Strategic Initiatives Europe/Middle East/Africa Software How Maggie Hott of Webflow uses Gong for Work-Life Balance Small Business Coaching North America Software Hello, new reality: How Jellyvision uses Gong to keep its team enabled and engaged Small Business Coaching North America Software

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Business Financing Leader Funding Circle Credits Gong With More Successful Customer Interactions

Hannah Hapin — Wed, 12 Jul 2023 20:21:28 +0000

Business Financing Leader Funding Circle Credits Gong With More Successful Customer Interactions Coaching Strategic Initiatives Enterprise Global Business Financing The challenge Funding Circle wanted a platform that would identify key trends and risks inside its customer interactions. They also wanted to be able to test new initiatives and coach employees on best practices so they could guarantee quality as well as compliance with internal policies and procedures. The outcome Using the Gong platform’s advanced AI capabilities, Funding Circle vastly improved the quality of its coaching and its understanding of market trends. It also transformed its business efficiency and compliance by using faster and more effective testing and monitoring. HEadquarters London, England founded 2010 company size 1000+ Industry Business Financing In a win for business financing leaders everywhere, Funding Circle got more than they bargained for from Gong. They’re ready to share how they did it. Founded in 2010, Funding Circle originally operated as a peer-to-peer marketplace. It’s now one of the largest online platforms for small business loans in the world, having helped 130,000+ businesses borrow more than £14.5 B (~$18B USD). Peter Lindeman, Head of Quality Assurance and Control at Funding Circle, runs a team that’s responsible for ensuring that customers are treated fairly and in compliance with the company’s agreed policies, procedures, and regulatory requirements. When he first approached Gong, his focus was on improving the quality of customer calls and compliance using coaching. He wanted managers to have advanced visibility into customer interactions so they could improve their quality assurance (QA), compliance, and messaging initiatives through coaching. Gong’s Revenue Intelligence Platform was a perfect fit for the needs of this highly regulated, global, business financing powerhouse. A focus on QA, coaching, and customer insights leads to real-time agility and understanding the daily challenges our customers face. Funding Circle had tried other solutions, but it was hard to customize and update their tracking features in line with the company’s real-time requirements. Business financing is subject to the whims of global market systems that can turn quickly based on political and world events. Lindeman needed a solution that would keep his team one step ahead of the market. Gong was the right solution. Gong’s versatile keyword trackers were a step in the right direction. Funding Circle now monitors keywords in real time inside customer interactions, and updates those trackers with ease in just a few clicks. This enables Funding Circle managers to spot emerging market trends as they happen and tailor their coaching accordingly. Funding Circle has gone even further by using Gong’s proprietary AI-powered Smart Trackers. This allows them to track key concepts, no matter how they’re phrased, and enables them to track emerging trends and gain a fuller understanding of the daily challenges their customers face, and respond accordingly. With Gong’s insights, managers can easily recognize the best practices happening on calls — like behaviors or talk tracks — and replicate them across a team. They’re also able to track whether agents are in compliance with the policies and procedures that guide customer interactions in business finance. These steps have been major wins for quality improvement and real-time agility on Funding Circle’s frontline teams. New message testing is faster and more effective Once they realized the extent of Gong’s AI-backed capabilities, Funding Circle incorporated Gong more deeply into their monitoring and testing (M&T) program. This allows them to make well-informed decisions from day one with respect to new messaging roll outs. They can also ensure that regulatory requirements, policies, procedures, and best practices are followed. Relying on keyword trackers enables the team to take on increased levels of M&T. “We saw Gong’s larger value when we realized we could use the platform for coaching and for monitoring and testing our latest test scripts,” said Peter Lindeman. The team now runs faster testing for new talk tracks because the tracking and evaluation functions are automated in Gong. It takes fewer resources to run higher-quality testing, saving the company both time and money. Gong also helps the team ensure that Funding Circle’s new messaging initiatives are agile, and that compliance on new selling scripts is monitored. (The latter is a critical component of rollouts in business finance, as well as many other heavily regulated sectors.) As Lindeman said, “Having increasingly automated M&T processes means we’re able to pick up a wider scope of testing and highlight emerging areas of risk and, furthermore, with less resource” Gong’s insights enable everyone with a hand in the rollout to pivot quickly and ensure its success. Visibility into market trends enables customer-friendly responses Lindeman noted that one of Funding Circle’s enduring challenges (as with other businesses) was a lack of clear visibility into key market trends and emerging risks from specifically, an overall customer’s perspective. With Gong’s advanced visibility, Lindeman’s team now analyzes customer interactions at scale to highlight key market trends and emerging risks it might otherwise miss. For example, they identify the micro- and macro-economic obstacles that borrowers regularly mention. The company periodically reviews this interaction-based data as part of its customer insights reporting (CIR). It’s incredibly useful in increasing the company’s responsiveness to changing market dynamics, and lets them make smart business decisions that address their customers’ stated needs. Gong bankrolls success across the global company Funding Circle’s Quality Assurance and Control team now use Gong’s data and analytical capabilities to keep key stakeholders within the business up to date on insights into customer interactions. This allows the teams to remain agile in the face of market trends and ensure the top-shelf quality their customers expect during interactions with a global business financing leader. Lindeman’s team regularly learns about new ways to use Gong’s AI-backed capabilities to extract more information from their customer interactions. Where they once needed to improve the quality of their calls, compliance, and coaching, they are now positioned to tackle broader market issues affecting the business. VOUS AVEZ DES QUESTIONS OU SOUHAITEZ UNE DÉMO PERSONNALISÉE? Nous sommes là pour vous aider ! Cliquez sur le bouton ci-dessous et nous vous recontacterons. Demander une démo Keep exploring stories like this one Gainsight’s CEO uses Gong to better understand the true market Small Business Coaching Global Software How Highspot Adopted a New Sales Methodology Using Gong Small Business Coaching Strategic Initiatives Software Gong for CS? Appen wants it. Loves it. Needs it. Small Business Coaching Deal Execution Asia-Pacific North America Business Services

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Learning and transforming: How Gong helps Udemy make critical revenue decisions

Hannah Hapin — Wed, 21 Jun 2023 15:12:53 +0000

Learning and transforming: How Gong helps Udemy make critical revenue decisions Coaching Deal Execution Strategic Initiatives Enterprise Global Education The challenge Prior to Gong, Udemy was faced with the difficulty of trying to form, understand, and track its strategic initiatives without any formalized system in place. The outcome When Udemy implemented Gong, it instantly helped the team make informed decisions about strategic initiatives, so they could link enablement projects to their business goals. Headquarters San Francisco, CA Founded 2010 employees 5000+ industry Education 44+ million. Per day. That’s the number of learners Udemy serves daily as the world’s largest online learning marketplace. Eric Stoddard, Head of Global Sales and Customer Success Enablement at Udemy, is tasked with driving change through informed decision making, using a programmatic approach. The biggest historical challenge? Understanding whether his team’s strategic initiatives actually drive the business forward and create change, as intended. “Before we had Gong, that was tricky to measure with confidence.” When Udemy implemented Gong, it instantly helped the team make informed decisions about strategic initiatives, so they could link enablement projects to their business goals. Nearly overnight, Eric and his team gained confidence in their initiatives. Most companies have a hard time assessing whether their strategic initiatives are working. Here’s how Udemy figured it out… Move from uncertainty to total clarity No matter the organization, new hires need to get up to speed as quickly as possible. The faster they learn the product, the sales methodology, and best practices, the faster they generate revenue. Before using Gong, Udemy’s new reps learned by listening to live customer conversations while sitting next to a veteran … in a cubicle. Hours (and hours) evaporated without an opportunity to really show them how the best performers talk to customers, and what customers say across a sales cycle, at scale. Back then, Udemy also struggled to understand what was happening during customer conversations. Too often, the “squeaky wheel got the grease.” “We used to focus our resources on whoever screamed the loudest, not necessarily what the data showed.” Gong changed that. It gives Eric the insights he needs to train his new reps efficiently and monitor their selling skills, as well as gain insights into which customers really needed attention. “I don’t know how I used to do my job before Gong,” shared Eric. “Gong brings deep customer understanding, clarity, and insight into my world.” Turn instant visibility into revenue growth with Gong’s AI Today, Eric knows which reps struggle to get up to speed, and which deals are actually a priority. He spends his limited resources on the right reps and the right customers. That’s all thanks to Gong. The platform’s AI allows Eric to dive deeper into understanding what his new hires learn and the value they provide to customers. “If they’re not helping our customers drive change within their businesses, we pivot,” says Eric. Gong captures and harnesses the voice of the customer and gives Udemy insights into trends that happen at an account level. “What separates Gong are the insights I can grab from customer interactions at scale. Our teams can turn those insights into actions that improve pipeline management, drive successful outcomes for our key initiatives, and help us make better revenue decisions.” Gong has the largest data set of customer interactions in the industry. Gong’s AI engine as analyzed over 1 billion customer calls and tens of billions of emails, bringing value to the data by understanding what is really happening within customer interactions and identifying revenue risks and opportunities with unrivaled accuracy and relevance.. Eric particularly loves Smart Trackers which allow customers like him to quickly and easily train Gong’s AI to identify concepts and topics specific to their business. Smart trackers mean Udemy can take immediate action as soon as Gong surfaces trends. Those actions lead to stronger revenue growth. Gong’s “Initiative” board is also a favorite of Eric’s. “If you’re not taking advantage of this board, you’re really missing out.” The Initiative board gives Eric instant visibility into how all his initiatives are being adopted. He can see who participates in an initiative — and who doesn’t — by team. That also means he spots trends over time. All these capabilities enable Eric and his team to assess and adjust their coaching and training strategies… and inevitably, win more often. Tip: Leadership can subscribe to Deal Boards to get a weekly update email, rather than rely upon Eric for their enablement data. They can quickly see how initiatives stack up. Udemy hits a winning streak with Gong Gong has helped Eric’s team — and Udemy in general — make great strides in several aspects of its revenue operation: Deal execution and forecasting: Managing your pipeline is no easy task. Gong gives Udemy insights about each deal by immediately (and automatically) surfacing risks in Deal Boards using proprietary & patented AI models. Managers use those Deal Boards to understand relevant risks so they keep deals on track and have more accurate forecasts each quarter. Sales productivity: Gong has become Udemy’s central repository for new skills training. Eric makes sure his new hires listen to a curated set of calls so they get exposure to different sales-related approaches that work. From there, the new hires can take what they heard from top-performing reps and make it their own. Business alignment: Gong has helped Udemy align its sales, marketing, and enablement motions. “We now operate as one cohesive team,” boasts Eric. In particular, it can be challenging to understand what the competition’s up to and where they show up. Gong data highlights this competitive information for managers when it happens on calls, and also allows sales reps to pressure test competitive messaging. Smart guidance: With Gong, managers can quickly and efficiently coach and provide feedback on many calls … not just the ones they attend live. “We fill out scorecards to track whether a rep is progressing on a particular skill,” said Eric. Gong has been a powerful AI platform to elevate coaching within the organization. A new (and sane) way to operate That’s a pretty exhaustive list, but it’s not the end of changes Gong has brought to Udemy. Sharing lessons learned and asking for feedback; picking up tactics you may not have thought of; leveraging Gong’s call analysis and metrics to improve a skill. There’s a constant (and virtuous!) cycle for all of it now happening at Udemy. Everyone wins. Eric and his managers, reps, the rest of the revenue team, leadership, and Udemy customers. Understandably, Eric could not be happier. “I truly feel those who don’t leverage technology like Gong will be left behind. Gong brings us sanity because we can see the data behind our actions. Gong is confidence. Gong is insight. Gong is the ability to truly understand what’s going on inside customer conversations.” Don’t get left behind. VOUS AVEZ DES QUESTIONS OU SOUHAITEZ UNE DÉMO PERSONNALISÉE? Nous sommes là pour vous aider ! Cliquez sur le bouton ci-dessous et nous vous recontacterons. Demander une démo Keep exploring stories like this one Gong Gives Genesys Sales Managers The Ability to “Ride Shotgun” With Any Deal Enterprise Coaching Deal Execution Global Software Comment Gong a réuni chacun des départements de Pigment dans une même équipe Petites entreprises Impact Cultivates a Sales Culture of Collaboration and Improvement Small Business Coaching Global Software

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Shortening the time to success for new sales reps

Hannah Hapin — Wed, 29 Mar 2023 22:46:42 +0000

Shortening the time to success for new sales reps Coaching Small Business North America Media & Internet The challenge As Glacier Media began to transition to virtual work during a time of uncertainty, they lost all visibility into what their employees were working on. The outcome Glacier Media was able to successfully navigate through a time of change and uncertainty by implementing Gong. Gong’s insights and capabilities allowed the org to train, retain, and coach their sales team with data sourced from the true voice of the customer. Headquarters Vancouver, Canada Founded 1988 Employees 1000+ Industry Media & Publishing For me, Gong is more than just a coaching tool. It represents a significant change in process for Glacier Media and demonstrates our commitment to the virtual sales process. Connor Beaty Regional Digital Sales Manager Some people learn by observing. Others learn by doing. In sales, you learn from both. Learning on the job has always been part of the sales process. Reps need time to understand their product inside and out, which then allows them to develop their approach and learn how to build rapport with clients. Historically, this was called “learning on the road”: hopping on calls with other reps, joining meetings with clients, and developing a sales style over time. However, just because it’s always been that way, doesn’t mean it always has to be… I work in advertising, marketing, and media. The media industry is undergoing a transition from traditional advertising methods to a variety of digital marketing tactics that are far more complex to understand and pitch. This transition has had an incredible impact on salespeople in our industry. Regardless of where companies are in their digital evolution, the transition to a digital space is reshaping how new sales teams get off the ground. Glacier Media is in the midst of such a transformation. A Canadian-based business with long roots in the traditional media space, Glacier has since evolved into a national media house with the largest online local news network in the country, as well as a cutting-edge digital marketing agency. I’ve worked at Glacier Media for several years, starting as a sales rep with no prior industry experience. After a year, I was promoted to a sales management role, and spent the next five years managing various sales teams across the company. The traditional sales model at Glacier Media used to look very similar to other companies in the media industry: reps operated primarily in-person, knocking on doors, shaking hands, and handing out business cards, rate cards, and product samples. When it came to rep coaching, Glacier didn’t have much of a formalized structure in place. Managers would occasionally go out on calls with reps, typically jotting down notes here or there or chatting with reps about client needs and expectations. It worked well enough. When everyone shifted to virtual work, that traditional sales model went by the wayside. Even though we hadn’t needed them before, video calls suddenly became our only lifeline to customers. Management had to change its approach to coaching as well, as there was suddenly less visibility to what employees were working on than in the past. It was a time of great uncertainty and change. A New Tool to Take the Sales Team Digital Despite the upheaval, there was a silver lining. Glacier Media was already in the middle of its transition to digital marketing from traditional advertising product offerings of the past. Now we were moving our sales process from traditional to digital as well. And it was in the midst of this transition that we found a very valuable asset: Gong. The platform surfaced as a new tool to train, retain, and coach our sales representatives. I was fortunate to be one of the first people to review it, and there were a lot of “wow” factors from the start. One thing that really sparked my interest was the number of comparative stats available for every call. I liked that we could compare rep performance to hundreds of thousands of other calls at a glance and use that data to gauge our success as a team. It also had features like the ability to comment on call recordings at precise times, which represented a real evolution in coaching for me. Gong also assuaged our leadership team. With a shift to more virtual sales tactics, there was a lot of concern among management regarding what sales reps were doing with their time. How could we gauge rep activity if the sales force was working remotely 100% of the time? How could we coach and train effectively in this new environment? Gong allowed us to have more visibility into rep actions, and provided striking new ways to elevate them to success. Daniel La Porta, Glacier’s VP of Sales, was also a fan of Gong from the early days. He saw the value that coaching and training would add to the entire company, and we worked together to champion Gong with other internal stakeholders. It was one of the more straightforward deployments I’ve experienced, and it is the easiest platform to update and manager from a Product Manager level, where I now sit. Kickoff and training involved several members of Gong’s team walking reps through the software, how it worked, and how to use it for our specific use case, which stands a part from some of Gong’s other customers. The result? Some people jumped into the platform right away, but not everyone was so eager to try something new. Fostering Adoption for New and Experienced Reps Purchasing licenses for Gong indicated that Glacier Media was serious about investing in a virtual sales process, and confirmed that we were not going to go back to the way things were. Although this was a real positive note and actually a retention factor for me at Glacier, for people who had been doing sales the same way for decades, it was a giant and intimidating leap. We learned that adoption wasn’t really about Gong; it was about what Gong represents: a change in process to virtual sales. To overcome hesitancy and boost adoption, we tried several avenues, including training sessions, contests, incentives, and more. For some users, it clicked right away, and we saw an uptick in adoption as they began to see value in Gong. Eventually, we decided to focus on the people that embraced the platform and all newly hired employees, setting the expectation from the start that Gong is part of their role. Gong has totally changed the way we onboard new employees. Once I add them to the system, they immediately have access to hours of Glacier’s training material, which is important because we offer more than 45 different products and services. Historically, training reps on this large volume of offerings was a big ask for managers and new employees. However, now that we have a training folder within the Gong library, we lean heavily on it to teach new reps about our products. Not only does this resource enable new reps to start from a secure foundation of product information, but it puts time back into managers’ days because reps can access training information independently. During my early days as a sales rep, all I wanted to do was spend more time in sales settings and hear real conversations. I felt like every minute I spent in an actual sales call was worth hundreds outside of that environment. Now our reps have access to more than 2,000 call recordings, so they can hear what works and what doesn’t. I listen to new reps on a call and I think, “Wow, that sounds like me,” or just like a colleague of mine. New reps sound so professional so fast, and they espouse the value of Glacier Media’s products quickly because they can spend hours listening, watching, and putting the pieces together to find success on their own. Becoming a Better Coach I love giving feedback. I use Gong to compare statistics across all sorts of calls and drill down to offer the best feedback possible. One feature I like to highlight is the measurement of patience detected by the number of pregnant pauses between rep and client. I also leave comments at specific moments within a call, then go back to a rep with detailed examples of what they did well and where they can improve. Another great coaching feature is the scorecard. I’ve created three scorecards within the system based on the different types of calls that we conduct: exploratory, presentation, and reporting calls. These scorecards allow managers to rate our reps’ calls objectively based on certain criteria that’s approved by our VP, which provides a level of coaching consistency we’ve never had before at Glacier Media. We also use Gong to spot potential issues. We recently instructed a team member to spend more time in Gong, listening to other reps’ calls and engaging in training materials to help them get back on track. However, we didn’t see much success and weren’t sure if they had taken our direction. I looked in the system, and sure enough, they only had a few hours of activity within the platform over six weeks. This information was really helpful in informing our next steps in the 1:1 with the employee. Finally, I loved the ability to surface moments within sales calls to other areas of the organization. Rather than taking notes during a call and then relaying the relevant information to a colleague, you can insert comments at a specific moment within Gong. You can then tag the desired person in Gong, or copy a link to the relevant segment of the call, eliminating the need to rely on memory and poor translation. This feature makes Gong a valuable asset inside and outside the sales team. The Only Way Forward Is to Adapt If we had to do everything over again, we would spend more time earlier on working with the management team and the reps to introduce Gong, as opposed to focusing most attention on the reps. Adoption only works if everyone truly understands the system in place at all levels of the organization, and we have learned more and more over time that the needs of management and reps are quite different. This learning is something we’ve taken into consideration both with Gong moving forward, as well as other platform adoptions as we continue to add layers to our tech stack. My advice is this: if you receive pushback from your sales team, reinforce the benefits and persevere, trusting that your sales force will adjust over time—and will eventually benefit in spades. Gong filled our pre-existing gap around training and coaching. Today, our top salespeople are those who are leveraging new technologies and upskilling, coaching, and training themselves within Gong. For me, Gong is more than just a coaching tool. It represents a significant change in process for Glacier Media and demonstrates our commitment to the virtual sales process. It’s also a big wake-up call for organizations to not shy away from technology or adopting algorithm-based platforms. Technology is changing all organizations and industries, and sales and marketing are no exception. The tech stack will never get shorter, and if you don’t embrace it, your competitor will. Why not adjust your sales process to make everything work in your favour? VOUS AVEZ DES QUESTIONS OU SOUHAITEZ UNE DÉMO PERSONNALISÉE? Nous sommes là pour vous aider ! Cliquez sur le bouton ci-dessous et nous vous recontacterons. Demander une démo Keep exploring stories like this one Leveraging Revenue Intelligence to Drive Conversions and Build a Growth Mindset Small Business Coaching North America Software How Tinuiti Used Gong to Close 50% More Recurring Revenue from Cross-selling Small Business Coaching Strategic Initiatives North America Software Achieving double-digit lift across the sales pipeline: How Virgin Pulse used Gong to navigate economic uncertainty Enterprise Coaching Strategic Initiatives Global Software

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Comment Gong a aidé Quinyx à opérer sa transformation numérique et son développement rapide

Christine Dzou — Wed, 01 Mar 2023 18:29:21 +0000

Comment Gong a aidé Quinyx à opérer sa transformation numérique et son développement rapide Petites entreprises Le défi Quinyx prenait des décisions sans disposer des données nécessaires pour les étayer, et les responsables s’épuisaient à essayer d’écouter les appels de vente afin d’obtenir une image plus précise de leur pipeline. L’entreprise se développait rapidement, et ces problèmes prenaient de l’ampleur en même temps. Le résultat En adoptant Gong, Quinyx a pu accéder à toutes les données nécessaires pour prendre des décisions cruciales étayées par les faits. L’entreprise a ainsi pu guider plus facilement son équipe en pleine croissance en réalisant un coaching sur les appels après coup, et la direction, y compris le CRO, a pu créer des forecasts précis sur lesquels l’entreprise pouvait s’appuyer. Bien que l’entreprise ait continué à se développer à un rythme rapide, ses taux de closing ont augmenté depuis qu’elle utilise Gong, et toutes les équipes de ses 11 bureaux sont à présent sur la même longueur d’onde. Siège social Stockholm, Suède Date de création 2005 Taille de l’entreprise 400 employés Secteur Technologies Harmonisation d’une équipe internationale Quinyx, solution de gestion de la main-d’œuvre, souhaitait faire évoluer ses équipes plus rapidement et obtenir de meilleures informations sur ses deals. Mais avec ses 11 bureaux répartis sur trois continents, la tâche était loin d’être facile. Avec des clients tels que McDonalds, IKEA et Starbucks, les commerciaux avaient besoin d’apprendre rapidement les bonnes méthodes à adopter, et la direction voulait pouvoir élaborer des forecasts avec des données fiables. Andreas Sjölund, CRO, a fait appel à Gong pour bénéficier de cette vue d’ensemble. « Avant d’utiliser Gong, nous avions beaucoup de mal à accéder aux bonnes données pour prendre nos décisions », explique-t-il. « Nous cherchions une méthode de succès de conclusion de ventes, et utilisions l’IA pour apprendre ce qui fonctionne vraiment lorsque nous vendons à nos clients et à nos prospects. » Depuis l’adoption de Gong il y a deux ans, il n’a jamais été aussi facile de prendre des décisions favorables au développement de l’entreprise. La puissance d’un forecast précis Parfois, rassembler les données nécessaires pour créer des forecasts efficaces et précis peut prendre des allures de course effrénée. Vous ne devriez pas avoir à chercher où en sont les deals dans le pipeline et où ils sont susceptibles d’aboutir pour prendre les meilleures décisions pour votre entreprise. Grâce à Gong, Sjölund et son équipe ont accès à plus de données que jamais, et comprennent mieux où se situent les deals dans le pipeline. « Je peux consulter les deals clés (lire la transcription ou regarder les vidéos) et saisir directement le ton du client, plutôt que d’appeler les commerciaux pour en savoir plus », explique-t-il. « En tant que CRO, cela m’aide vraiment à réaliser de meilleurs forecasts, et cela bénéfice à toute l’entreprise. » Maîtriser le pipeline signifie non seulement comprendre ce qu’il faut changer ou non, mais aussi atteindre ses objectifs de haut niveau. « Ce qui me tient éveillé la nuit, c’est notre croissance », déclare Sjölund. « Nous avons connu une croissance de 50 % d’une année sur l’autre. Désormais, il s’agit donc de savoir comment nous pouvons nous développer, obtenir des deals plus importants, en plus grand nombre et plus rapidement. » Gong a également aidé Quinyx à mettre en œuvre MEDPICC avec succès. Depuis l’utilisation de Gong, les forecasts indiquent une tendance à la hausse, malgré des conditions de marché difficiles. À une époque où la plupart des entreprises font ce qu’elles peuvent pour résister à la tempête, Quinyx a augmenté le volume de ses deals (valeur annuelle du contrat) de 50 %, un chiffre incroyable, et ses taux de closing de 2 %, ce qui a eu un impact significatif sur ses résultats. « Nous avons observé des améliorations considérables après la mise en œuvre de Gong », déclare Sjölund. Faire entendre la voix du client En tant qu’entreprise, comprendre véritablement la voix du client est l’une des parties les plus intégrantes des ventes et du marketing. Rien n’est plus clair que le commentaire d’un client, formulé dans ses propres mots. Mais qui a le temps d’écouter des appels de vente toute la journée, surtout lorsque ces appels sont répartis sur trois fuseaux horaires ? « Gong nous a permis, à moi et à nos chefs des ventes, de tout savoir sans être obligés de participer à chaque réunion », déclare Sjölund. Et cet avantage de Gong a profité à tous les départements de Quinyx, aidant non seulement l’équipe commerciale, mais aussi l’équipe produits, R&D et marketing. « C’est un avantage pour n’importe quel département d’entendre de la part des clients ce qu’ils recherchent », affirme Sjölund. Par exemple, le service marketing peut étudier les tendances des termes utilisés sur les différents marchés, et utiliser ces données pour sa prochaine campagne, et l’équipe produits peut améliorer sa feuille de route. Gong aide également l’équipe commerciale de Quinyx à prendre la « voix du client » au pied de la lettre. « Généralement, l’une des principales erreurs que font les commerciaux, c’est de trop parler », déclare Sjölund. « L’une des fonctions de Gong à laquelle je suis quasiment accro, c’est le Deal Overview, qui permet de voir dans quelle mesure votre équipe interagit avec le client, et dans quelle mesure celui-ci interagit avec vous. Cela vous donne un excellent aperçu de votre position dans le cycle du deal, et vous pouvez voir s’il est sur le point d’être conclu ou non. » Disposer des ressources nécessaires pour écouter réellement le client, puis pouvoir en partager des échantillons avec tous les départements susceptibles d’en bénéficier, c’est cela, être centré sur le client. Un onboarding et une acquisition plus faciles Avec plus de 400 employés au service de 11 000 clients, il y a beaucoup à apprendre lors de l’onboarding chez Quinyx. Sjölund et son équipe considèrent que l’observation d’appels clients réels constitue la clé du succès. « Au début, il n’est pas nécessaire d’assister à de nombreuses réunions de vente, mais la meilleure façon d’apprendre est d’écouter ce que disent les clients », dit-il. « Nous avons donc créé différents dossiers dans Gong, dans lesquels nous conservons les appels de vente que nous voulons que les nouveaux employés consultent. Cela nous a vraiment permis de regrouper toutes les réunions avec les clients en un même lieu, et de faciliter la tâche des nouveaux vendeurs lors de leur onboarding. » Une fois leur onboarding effectué et qu’ils commencent à passer leurs propres appels de vente, Gong participe encore au coaching en donnant à la direction un aperçu du processus d’un vendeur et en facilitant la fourniture de commentaires. « J’utilise Gong tous les matins, sur le chemin du travail ou de la salle de sport, afin de me faire une idée des réunions de la veille », explique Sjölund. « Ensuite, je fournis mes commentaires directement dans l’appel, soit sous forme de notes, soit en utilisant la fonctionnalité microphone. Cela me permet d’avoir une meilleure vision du deal, mais cela aide aussi pour le coaching. » Quinyx a acquis deux autres sociétés l’année dernière, ce qui a nécessité non seulement une vague de besoins en matière d’onboarding, mais aussi l’intégration des systèmes et des processus. Lorsque tout est dispersé sur plusieurs plateformes, l’harmonisation prend plus de temps, ce qui freine la croissance. Gong a permis une centralisation de tous les nouveaux employés et processus, tout en minimisant les chevauchements et la confusion. « Gong nous a vraiment été d’une grande utilité dans notre transformation numérique », affirme Sjölund. « Tout est réuni en un seul et même endroit, ce qui nous a grandement aidés à transformer notre entreprise plus rapidement. » Pour assurer une croissance durable, il est essentiel de disposer des bonnes données pour prendre des décisions éclairées. « En obtenant ces informations, je peux les partager avec d’autres parties de l’organisation, ce qui nous permet de conclure nos deals plus rapidement », explique Sjölund. Le revenue intelligence aide les équipes en leur fournissant de meilleures données pour leur permettre d’évoluer plus rapidement, tout en donnant à la direction le contrôle nécessaire pour mener le navire dans la bonne direction. « Nous avons désormais le contrôle de nos deals et de nos forecasts, et je sais que la promotion que nous faisons de Quinyx est la bonne. » « Gong me permet d’être plus serein. » VOUS AVEZ DES QUESTIONS OU SOUHAITEZ UNE DÉMO PERSONNALISÉE? Nous sommes là pour vous aider ! Cliquez sur le bouton ci-dessous et nous vous recontacterons. Demander une démo

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Comment Gong a réuni chacun des départements de Pigment dans une même équipe

Cody Baker — Tue, 28 Feb 2023 20:44:32 +0000

Comment Gong a réuni chacun des départements de Pigment dans une même équipe Petites entreprises Le défi Après une période d’hypercroissance (multipliée par 7 en un an), il a fallu apporter à Pigment une nouvelle méthode pour harmoniser ses équipes afin de mieux communiquer le type de messages permettant de produire un impact réel. En d’autres termes, il a donc fallu apprendre à collecter et à partager les informations plus efficacement, à réaliser l’onboarding des employés de la manière la plus efficace possible et à exploiter les informations pour prendre des décisions commerciales répondant aux besoins des clients. Le résultat L’adoption de Gong a permis de mettre sur un pied d’égalité des équipes disparates. L’échange d’informations se fait facilement entre les différents départements, les équipes qui ne sont pas en contact avec les clients ont directement accès à sa voix, et l’entreprise peut élaborer des forecasts plus précis et coacher ses équipes pour leur permettre de conclure des deals. Regarder le témoignage vidéo Siège social Paris, France Date de création 2019 Nombre d’employés 200 Secteur Technologies Nous ne pouvons plus imaginer l’avenir sans Gong. Pour notre entreprise, ce serait comme mettre notre CRM sous Excel. Alexis Valentin Directeur du développement commercial, Pigment Des outils qui vous rapprochent du client Pigment est une plateforme de planification organisationnelle destinée aux équipes financières, commerciales et des ressources humaines, qui a rapidement évolué depuis sa création en 2019. Il fallait à chaque équipe, que ce soit en vente, en produit ou en marketing, de meilleurs moyens pour communiquer les messages pertinents afin de prendre des décisions commerciales fondées sur les avis réels des clients. « L’une des valeurs de Pigment, c’est d’aller droit au but pour prospérer ensemble, et à mon sens, Gong permet véritablement de rassembler les équipes et d’être plus attentif au client », affirme Julien Lesaicherre, directeur commercial de Pigment. « Gong nous a clairement aidés à accélérer ce changement au sein de notre organisation ». De l’onboarding au forecasting en passant par la communication entre les différents départements, voici comment Gong a permis de changer le fonctionnement de Pigment, pour le meilleur. Développer une mémoire collective La transparence entre les équipes est l’une des clés pour maximiser les commentaires et créer une expérience client plus fluide. « Auparavant, nous perdions un temps considérable à interroger les gens, à collecter des informations, pour essayer de leur donner un sens », affirme Lesaicherre. La réunification de toutes les équipes sur une même plateforme a facilité le partage d’informations tout en le rendant plus naturel, et chaque équipe peut tirer ce dont elle avait besoin d’un appel ou d’une démo de produit pour atteindre ses objectifs. « Grâce à un processus unique, nous pouvons passer plus rapidement à l’exécution », explique-t-il. La création d’une mémoire collective pour l’ensemble de l’entreprise améliore non seulement les relations internes, mais aussi la productivité et la pertinence du travail, et permet à chacun de s’aligner sur les besoins du client. « Cela nous a vraiment aidés à combler le fossé entre nos équipes internes : nous nous sommes rapprochés de nos équipes commerciales, de nos équipes Customer Success, de nos chargés de développement commercial et de nos chargés de clientèle », affirme Regina Croda, responsable du marketing produits. Et comme l’adoption a été rapide dans l’ensemble de l’entreprise, la transparence s’est immédiatement améliorée. « J’ai compris que Gong nous était d’une grande utilité quand les gens ont commencé à me taguer sur des points qui selon eux m’intéresseraient, sans avoir besoin d’en faire explicitement la demande », dit-elle. « Tout le monde au sein de l’organisation a commencé à mieux comprendre quelles étaient les priorités de notre entreprise ». Alexis Valentin, chargé de développement commercial, résume parfaitement cette idée : « Gong permet aux employés qui ne sont pas en contact avec les clients de comprendre comment les gens utilisent notre produit et ce qu’ils attendent d’un tel outil. Je crois que vous savez qu’un outil fonctionne bien lorsque vous recevez des demandes d’accès à la plateforme de la part de différentes équipes, même si à l’origine, vous n’aviez pas pensé à leur en donner l’accès. » Une confrontation avec la réalité La voix du client circulant désormais librement entre les équipes, Pigment a pu planifier avec plus de précision et donner la priorité à la voix du client. « Nous savons que les commerciaux n’ont pas toujours le temps de tout enregistrer, car au cours d’un appel, ils doivent se concentrer sur leurs clients et interagir avec eux autant que possible », explique Valentin. Comme les commerciaux et les managers peuvent utiliser Gong pour réécouter les appels, toutes les données collectables sont accessibles à quiconque souhaite les écouter. « Nous pouvons désormais repérer des signaux du marché impossibles à capter par des humains à grande échelle », affirme Valentin. Pour l’équipe marketing, Gong s’est avéré un outil efficace pour vérifier la qualité de ses messages. « Cet outil nous a vraiment permis de nous confronter à la réalité », déclare Croda. « Nous avons de grandes ambitions, mais nous devons aussi répondre aux besoins des acheteurs. Il faut agir rapidement pour transmettre un signal qui vous parvient directement de votre base de clients, et l’utiliser pour faire progresser plus rapidement les objectifs de l’entreprise et du produit. » Qu’il s’agisse de soutenir les efforts de marketing ou d’influencer la feuille de route du produit, Gong fournit une source unique de vérité, où le client est toujours au centre et les décisions commerciales se fondent sur la réalité. Harmonisation de l’onboarding d’équipes multiples L’année dernière, Pigment a connu une croissance exponentielle de son revenu, et ce type de croissance s’accompagne d’une nécessité d’évolution. « L’un des défis que nous avons rencontrés était celui du recrutement de talents de qualité, et il fallait que leur onboarding soit correctement réalisé », explique Lesaicherre. « Et pour cela, Gong s’est révélé être une solution formidable, en nous permettant de tirer les leçons de nos propres erreurs et de nos réussites, et d’apprendre de tous nos collaborateurs », ajoute-t-il. « Chaque fois que nous organisons une réunion, c’est comme si vous y étiez, même si vous n’y participez pas, ce qui représente une véritable valeur ajoutée, en particulier pour les nouvelles recrues ». Pigment utilise Gong pour créer un répertoire des meilleurs appels et démos, afin que les nouveaux employés de tout département puissent accéder à des exemples concrets et pertinents, faire des commentaires et obtenir les réponses à leurs questions dans un format libre-service. La méthode s’est avérée plus que précieuse pour le processus d’onboarding de Pigment. « Du point de vue des mesures, j’observe une corrélation directe entre l’utilisation de Gong et son adoption », affirme Valentin. « C’est-à-dire qu’il existe une corrélation entre ceux qui regardent les vidéos Gong durant leurs 90 premiers jours et leurs performances en tant que nouveaux membres : c’est incroyable. Ils apprennent tout simplement plus vite que les autres, et leurs résultats sont supérieurs aux attentes ». Un outil utilisable par plusieurs équipes permet non seulement de rapprocher les départements, mais aussi de clarifier les objectifs, les buts et les plans futurs. « Gong se situe clairement à l’intersection de plusieurs équipes », déclare M. Lesaicherre. « En définitive, ce qui compte, c’est le client, le produit, et ce que nous pouvons faire pour les aider à résoudre ces problèmes ». « Ce qui compte, ce ne sont pas les ventes. Ce qui compte, c’est l’entreprise. » VOUS AVEZ DES QUESTIONS OU SOUHAITEZ UNE DÉMO PERSONNALISÉE? Nous sommes là pour vous aider ! Cliquez sur le bouton ci-dessous et nous vous recontacterons. Demander une démo

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Hello, new reality: How WalkMe uses Gong to add visibility around their deals

Hannah Hapin — Sat, 25 Feb 2023 08:40:56 +0000

Hello, new reality: How WalkMe uses Gong to add visibility around their deals Deal Execution Small Business North America Software The challenge WalkMe wanted to get visibility around their deals in the remote-first environment unique to 2020. The outcome Gong provided WalkMe with an additional level of visibility and assurance that the company’s AEs are doing what they’re telling their leadership team and that they’re still providing best practices to customers. Watch video Headquarters San Francisco, CA Founded 2011 Employees 860+ Industry Digital Adoption Software WalkMe was founded in 2011 as a guidance and navigation tool and has since grown rapidly to meet the enormous demand for next-generation digital learning. And then suddenly in 2020 — much of the world was forced into a remote work environment due to a global pandemic — and WalkMe was no exception. Regarding the big shift, Aliisa Rosenthal, VP of Sales at WalkMe admitted that initially she “didn’t feel as looped into the deals” as she normally did. The remedy? “I actually found Gong’s new Deals feature really helpful for that.” “I’m using Gong from a pipeline perspective, primarily using the Deals tab. It’s how I started my morning probably every day for the last week leading up to the end of the quarter— just opening up deals,” shared Aliisa, “Now that we’re remote, Gong has provided me with an additional level of visibility and comfort that my AEs are doing what they’re telling me and that we’re still providing best practices to our customers.” VOUS AVEZ DES QUESTIONS OU SOUHAITEZ UNE DÉMO PERSONNALISÉE? Nous sommes là pour vous aider ! Cliquez sur le bouton ci-dessous et nous vous recontacterons. Demander une démo Keep exploring stories like this one Gainsight’s CEO uses Gong to better understand the true market Small Business Coaching Global Software How Gong empowers Clearbit to be more proactive around customer needs Small Business Coaching Deal Execution North America Software How SoftServe Used Gong to Adapt and Align Their Teams Enterprise Coaching Deal Execution North America Software

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Hello, new reality: How Gong helps Zappi focus and forecast during an uncertain time

Hannah Hapin — Sat, 25 Feb 2023 08:19:20 +0000

Hello, new reality: How Gong helps Zappi focus and forecast during an uncertain time Deal Execution Small Business Europe/Middle East/Africa Software The challenge With the 2020 global pandemic plunging the economy into uncertainty, Zappi wanted to ensure that they were forecasting accurately and focusing on the right deals. The outcome Gong helped Zappi give their pipeline a haircut where it was “happy ears,” so that they could prioritize the most impactful deals. Watch video Headquarters London, United Kingdom Founded 2013 Employees ~200 Website www.zappi.io Industry Consumer Testing “It’s not like you learn how to plan for a pandemic in business school,” quips Ryan Barry, the Chief Revenue Officer of Zappi, a company that helps organizations run consumer testing through all stages of advertising and innovation development. With the market being turned inside-out due to the Coronavirus, Ryan wanted to understand the health of his pipeline and the potential impact to the business … and he wanted to do it fast, as the quarter was almost over. “I just think so much time is wasted in deal management on just getting up to speed,” Ryan points out, “If we could spend our entire time being all up-to-speed — then we’re spending our entire time moving the needle and coaching our people — which is what we need to be doing as sales leaders.” By using Gong, Ryan was able to give his sales team’s “pipeline a haircut — where it was happy ears” in a much quicker way than if he had exported spreadsheets from his CRM or messaged his sales people individually. By quarter-end, Ryan was satisfied with the clarity that Gong’s Deal Intelligence capabilities were able to provide. “Gong has helped me create context for my organization of what matters to our customers and [has shown] what’s actually happening in the marketplace.” VOUS AVEZ DES QUESTIONS OU SOUHAITEZ UNE DÉMO PERSONNALISÉE? Nous sommes là pour vous aider ! Cliquez sur le bouton ci-dessous et nous vous recontacterons. Demander une démo 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 Research, recommendations, and reality: How Gong helped Mintel increase win rates by 34% Enterprise Coaching Deal Execution Europe/Middle East/Africa Business Services The Gong GOATs: How Demandbase grew its market presence and hiked win rates Enterprise Coaching Deal Execution North America Software

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Hello, new reality: How Gong helps Apptio keep their field sales team engaged

Hannah Hapin — Sat, 25 Feb 2023 08:12:22 +0000

Hello, new reality: How Gong helps Apptio keep their field sales team engaged Coaching Deal Execution Small Business North America Software The challenge With the 2020 global pandemic forcing everyone to work remotely, Apptio sought to keep their field sales team engaged as they adjusted to an inside sales structure. The outcome Gong gave Apptio the ability to coach their teams and to re-circulate best practice to reps in spite of the adjustment to a remote work environment. Watch video Headquarters Bellevue, WA Founded 2007 Employees 1,100+ Website www.apptio.com Industry Cloud-based applications “I think one of the hardest things about having entirely remote sales force is it’s hard to maintain that sense of peer sharing and camaraderie,” admitted Mitchell Matsuo, a Revenue Enablement Consultant at Apptio. Apptio is a software company that is purpose-built to help organizations cut costs, budget faster, and forecast continuously. While it already had a great system in place for remote employees, the global pandemic of 2020 made things more challenging. Apptio’s field sales teams, accustomed to traveling to customer sites, had been forced to truly work remotely. However, Apptio was able to better adjust by leveraging several features in the Gong platform, including comments, snippets, and the activity tab. While the year has certainly been a rollercoaster, Mitchell is glad he has Gong to help out his team. “Gong is hands down the quantum leap in sales enablement. It’s the ability to identify the best practice. It’s the ability to identify room for coaching. And it’s the ability to re-circulate best practice to reps who need it the most.” VOUS AVEZ DES QUESTIONS OU SOUHAITEZ UNE DÉMO PERSONNALISÉE? Nous sommes là pour vous aider ! Cliquez sur le bouton ci-dessous et nous vous recontacterons. Demander une démo Keep exploring stories like this one How Gong Helped Culture Amp Stay Ahead of Market Trends Small Business Coaching Deal Execution Global Software How Gong empowers Clearbit to be more proactive around customer needs Small Business Coaching Deal Execution North America Software Measure the Immeasurable: Remove the Hypothetical and Increase Transparency in Your Sales Process Enterprise Coaching Deal Execution Global Software

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Hear.com improves high volume sales call effectiveness with Gong

Hannah Hapin — Sat, 25 Feb 2023 08:06:31 +0000

Hear.com improves high volume sales call effectiveness with Gong Coaching Deal Execution Strategic Initiatives Enterprise Global Hospitals & Physicians Clinics The challenge As Hear.com was growing quickly, they wanted to have a greater understanding about what their sales team was really talking about and the ability to analyze their customer interactions. The outcome With Gong, Hear.com has improved their coaching and has “gotten smarter” about how they approach their sales calls. Download PDF Learn More Headquarters Coral Gables, FL Founded 2012 Employees 1,200 Website www.hear.com Industry Medical Technology Hear.com is the fastest-growing hearing care company globally. They are driven by their belief that every person should hear well to live well. But aside from hearing, Hear.com wanted to improve their sales team’s listening. With Gong, their sales leadership is able to better listen and analyze their team’s calls to look for ways to improve coaching and the way the team approaches the market. Veit Albert, the VP of Sales at Hear.com says, “If you want to get smarter about what your sales reps are saying on the phone — how you want to improve — you need Gong to get these insights.” VOUS AVEZ DES QUESTIONS OU SOUHAITEZ UNE DÉMO PERSONNALISÉE? Nous sommes là pour vous aider ! Cliquez sur le bouton ci-dessous et nous vous recontacterons. Demander une démo Keep exploring stories like this one Gong Lets HubSpot Sales Reps “Go Back and Watch the Game Tapes” Enterprise Coaching Strategic Initiatives Global Software Learning and transforming: How Gong helps Udemy make critical revenue decisions Enterprise Coaching Deal Execution Strategic Initiatives Global Education Une prévision ciblée : Comment Filtered a augmenté sa valeur ajoutée de 62%.

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