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Ascending the Peak: How Gong Helped New Hires at Iron Mountain Hit Their Ramp Targets
Technology Category
- Application Infrastructure & Middleware - Data Exchange & Integration
Applicable Functions
- Sales & Marketing
Use Cases
- Remote Collaboration
Services
- Software Design & Engineering Services
The Challenge
Iron Mountain, a Boston-based enterprise information management firm, had to adjust to a fully remote work environment due to the pandemic. This sudden shift posed several challenges, including onboarding new reps, managing people remotely, and keeping teams aligned. They also needed to understand what was happening in sales calls and which actions to take based on their conversational data. Before implementing Gong, Iron Mountain’s new reps participated in “physical ride-alongs,” sitting beside a seasoned rep, headphones on. In a working-from-home world, this wasn’t possible. Additionally, trying to find the right call to listen to had always been a hit or miss exercise. As a result, they couldn’t target specific behaviors, and that was something they wanted to correct.
About The Customer
Iron Mountain is a Boston-based enterprise information management firm. Founded in 1951, the company has over 225,000 customers and more than 24,000 employees. Like many organizations, Iron Mountain had to pivot to a fully remote work environment due to the pandemic. This posed several challenges, including onboarding new reps, managing people remotely, and keeping teams aligned. They also needed to understand what was happening in sales calls and which actions to take based on their conversational data. The company has a culture that focuses on continuous development and upskilling, and establishing a culture of coaching is a critical aspect of this approach.
The Solution
Gong provided Iron Mountain with the visibility and call insights it was missing. With Gong’s Call Library, new reps now access the calls they need to hear — the “best-in-show” calls they should emulate across the sales process. They can also listen to calls that match their speaking style. This gives them an excellent opportunity to engage with more skilled sellers. Gong also helped the reps improve their skills and recognize when good things happened. The numbers spoke for themselves, and once reps saw those positive metrics (i.e., sales increasing), they got fired up about Gong. Gong also helped Iron Mountain's teams become better aligned. As Christine shared, “Sales and Marketing have always had a good working relationship; however, now that Marketing (and other teams) are also able to provide feedback on Gong calls, the entire organization is better aligned.
Operational Impact
Quantitative Benefit
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