Revolutionizing Sales Cycle: How Gong Helped Proposify

Technology Category

Platform as a Service (PaaS) - Application Development Platforms
Sensors - Level Sensors

Applicable Industries

Education
Oil & Gas

Applicable Functions

Sales & Marketing

Use Cases

Demand Planning & Forecasting
Inventory Management

Services

Training

The Challenge

Proposify, a proposal software company, was facing a significant challenge in managing their sales cycle. The information about deals was scattered across multiple platforms, including Salesforce, Gmail, and Chorus. This lack of a unified view led to difficulties in forecasting, resulting in unpredictable monthly numbers and poor revenue alignment. The team often had to rely on gut feelings rather than hard data, making their forecasts unreliable. Additionally, the company was using recording software Chorus to help managers coach reps’ calls, which required them to seek out information from multiple sources. This made it difficult to improve calls and kept the call and forecast coaching separate, leading to a lack of accountability and constant off-forecast situations.

About The Customer

Proposify is a technology company based in Halifax, Canada. Founded in 2013, the company specializes in proposal software and has a team of over 50 employees. Proposify's manager of customer growth, Scott Tower, works closely with the frontline sales team and understands the importance of having a comprehensive view of a deal. The company was previously using multiple platforms to manage their deals, which led to scattered information and difficulties in forecasting. They sought a solution that could provide a unified view of all deals and improve their forecasting accuracy.

The Solution

Proposify adopted the Gong platform to streamline their deal execution and forecasting. Gong provided a single view of all deals, enabling Proposify to better train their staff on how to forecast effectively. The platform also served as a tool to improve coaching methods. With Gong, all insights were available in one place, reducing the time wasted seeking out context from multiple sources. The platform also allowed Proposify to see an entire deal and its data in one place, as Gong integrates with multiple platforms. This led to more accurate forecasts and a better understanding of the sales cycle. Furthermore, Gong Forecast was used to provide more accurate definitions around their forecast categories, helping sales reps get on the same page and reinforcing training centered on the core challenges their team faced.

Operational Impact

The adoption of Gong brought about significant operational improvements for Proposify. The platform provided a single view of all deals, which not only improved forecasting accuracy but also increased executive alignment. The ability to see an entire deal and its data in one place led to more informed decisions and better strategy planning. The platform also served as a tool for improving coaching methods, with all insights available in one place, leading to more focused training. The use of Gong Forecast helped clarify definitions around forecast categories, enabling sales reps to get on the same page and reinforcing training centered on the core challenges their team faced. The adoption of Gong across the organization also led to more confident reps pacing towards their targets with intention, aligning the whole organization and saving time and money.

Quantitative Benefit