Outbound propels Gong into an industry leader
Gong enables revenue teams to realize their fullest potential by unveiling their customer reality.
The Gong Revenue Intelligence Platform captures and understands every customer interaction, then delivers insights at scale, empowering revenue teams to make decisions based on data instead of opinions. With Gong, customers experience improved win rates, increased deal sizes, and accelerated employee ramp-times.
In this case study, you’ll learn how Gong moved beyond in-network sales by leveraging outbound.
Moving beyond in-network sales
When we met Gong, they had just acquired their first ten customers. Most of their early deals were won through founder relationships and with help from Brendon Cassidy of Cassidy Ventures.
Gong needed to find their next ten customers out of network, and so they brought us in to go outbound. Of course, this was before Udi Ledergor and Chris Orlob – the founding marketers at Gong – built the stellar brand we’ve all come to know and love. But Gong did have a solid product that addressed a very real problem, and that was all we needed to source a flurry of immediate meetings and build a pipeline.
(Fun story: CEO Amit Bendov was running sales back then and got so buried with meetings that he narrowed the qualification criteria to VPs only!)
In the trenches with Gong
That’s right, our team was right there in the trenches (it was actually a loaner office in the basement of NVP!) with Gong’s pre-brand and pre-sales teams. Only a truly nimble team could thrive in this situation, and we implemented what Amit describes as “a very thoughtful process that combines multi-touch campaigns, clever use of technology, and stellar messaging. In at least half of my calls, the prospect started by complimenting our outreach approach. And, we’re selling to high ranking sales leaders who have seen it all.”
Results that accelerated growth
Process and technique aside, the results were transformative.
As Amit later confirmed. “InsideScale brought real deals, with highly qualified buyers that closed quickly. They were instrumental in Gong’s acceleration from 0-60 in no time.”
Gong is now the category leader in the conversation intelligence space, with notable awards from G2 Crowd and Gartner and acquiring hundreds of notable customers like LinkedIn and Pinterest.
Go outbound with InsideScale
Message lou@insidescale.com to learn more about our solutions.
