In episode 82 of the Cloud Wars Horizon Minute, Tom Smith provides insights on the “startup” Gong and its approach to delivering revenue intelligence to enterprise customers.
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Highlights
00:37 — SaaS software supplier Gong launched in 2015 on a premise that few CEOs or CFOs would disagree with: Leaders lack adequate visibility into their selling cycles to conduct revenue planning with high confidence and accuracy.
00:55 — Gong founders applied artificial intelligence (AI) to the problem so that customers could record customer conversations and have the intelligence to process them.
01:15 — The Gong Reality Platform will ‘coach’ B2B sales organizations to deliver revenue and close business.
01:30 — Gong has secured $584 million in venture capital; investors include Salesforce. Gong has over 3,500 customers and 1,200 employees. Use cases include deal execution, coaching, forecasting, and market intelligence to support strategic initiatives
01:54 — One customer, tackle.io, says the software has effected a 40% reduction in time spent forecasting.
02:08 — Notably, Gong plans to leverage generative AI — and a key portion of the ChatGPT technology — to automate some sales follow-up by email and automatically build what it calls dynamic briefs on critical accounts that are personalized.
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