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Enterprise Cybersecurity Provider

CASE STUDY
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Gong CI & Forecasting Implementation

Challenge

A global cybersecurity provider lacked centralized insight into sales performance. Forecasts were based on limited Salesforce notes, with no consistent call data or behavioral indicators. Enablement had no tools for onboarding or coaching. Sales leadership was flying blind, and cross-functional visibility was almost nonexistent. Despite strong internal advocacy, Gong was viewed with skepticism. Security and IT teams were resistant, Salesforce admins had concerns, and initial rollout was scoped as a small regional trial, not an enterprise deployment.

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Project Result

1

Project Outcomes

OBF led the project across every layer of implementation, navigating technical, political, and organizational resistance. We delivered a live Gong Forecast and Conversation Intelligence environment fully aligned to security requirements and integrated with Salesforce.
2

Productivity

Reps now operate with reduced admin work. Gong drives automated capture of follow-up, deal data, and context. Collaboration and visibility have increased across the Americas, EMEA, and APAC regions.
3

Predictability

Sales leaders receive weekly forecast snapshots and executive-level summaries tracking deal progress, account risk, and key signals across top-line pipeline. Gong is now a core reporting input for cross-functional leadership.
4

Growth

New onboarding programs are centered on Gong call libraries, territory planning, and recorded roleplays. Poor-fit hires are identified faster. Coaching and performance visibility are built into day-one workflows.

Platforms

Gong Conversation Intelligence
Gong Forecast
Salesforce
Outreach

Strategy

Integrated CI
Forecast Strategy Fast-track onboarding model
Forecast-driven call prioritization

Professional Services

Cross-Functional Rollout
Executive Reporting & Configuration
Regional Training & Change Management

What Our Clients Say

  • Outbound Funnel
    “Outbound Funnel team led an exemplary onboarding of Gong across North America, EMEA, and APAC. Without his Salesforce expertise and ability to manage internal resistance, we would never have made it this far. Gong is now foundational to how we run enablement, reporting, and onboarding globally.”
    Head of Sales Enablement
    Cybersecurity

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