Case Study
CHALLENGE
A Mid-Market FinTech and Data Analytics company company has been a Gong Conversation Intelligence (CI) customer since 2018, leveraging the platform to extract valuable insights from sales calls. They also had a long-standing history with Outreach for Engagement but needed to adapt their tools to align with a new GTM strategy.
Seeking to consolidate platforms and reduce costs, they transitioned from Clari and Outreach to Gong Engage and Gong Forecast. Their goal was to unify workflows, improve forecasting accuracy, and maintain the high level of productivity and collaboration their teams had come to expect.
SOLUTION
Outbound Funnel worked closely with CB Insights to manage the transition and implementation of Gong Engage for 75 team members, across 10 SDRs, 30 AEs, and 30 other GTM team members:
- Platform Consolidation Enabled seamless migration from Clari and Outreach to Gong Engage and Forecast, unifying workflows and leveraging historic engagement data for deeper insights.
- Tailored Training Delivered a series of structured training sessions and office hours to support 1:Many and 1:1 onboarding for reps.
- Workflow Alignment Established processes to integrate Gong Engage’s capabilities with new GTM strategy, ensuring consistency across teams.
"We chose to go all-in on Gong because it’s more than a tool - it evolved for us to be a transformational platform that enables our teams to collaborate, execute, and grow like never before. Ability to turn conversations into actionable insights was pivotal in aligning our strategy and delivering value at every stage of the customer journey."
Head of RevOps
OUTCOMES
Predictability
- Improved data-driven decision-making by surfacing actionable insights from team interactions.
Growth
- Empowered teams to execute sales campaigns with more ease using Gong Engage
Productivity
- Simplified tool usage by consolidating into Gong Engage, reducing complexity for reps.
- Reduced sales call preparation time and improved agenda-building, enabling teams to focus on high-value activities.
- Enhanced collaboration across SDRs, AEs, and GTM teams with streamlined workflows.
Platforms Worked On:
- Gong
- Gong Engage
- Gong Forecast
- Outreach
- Salesforce
Strategy :
- Migration/Implementation to Gong Engage from legacy systems and cross functional adoption
Professional Services:
- Platform to Platform Migration
- Implementation and Enablement
- KM / Documentation Build
- Team Training and Support