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Gong Allows HubSpot Sales Reps to “GO BACK and WATCH the GAME TAPES”
Technology Category
- Analytics & Modeling - Real Time Analytics
Applicable Industries
- Software
Applicable Functions
- Sales & Marketing
Use Cases
- Predictive Maintenance
Services
- Data Science Services
The Challenge
As HubSpot grew rapidly, it needed a solution that would scale and support its coaching culture. Their current sales and coaching process was not sustainable. With hundreds of salespeople over seven continents, coaching at scale was a huge challenge. HubSpot was trying to solve two big issues: Reduce new rep ramp time and Increase rep productivity. In a pre-Gong world, it was extremely challenging to understand if a new rep was actually learning the material. The same sort of uncertainty existed when it came to new product/feature launches. Salespeople need to get trained quickly, efficiently, and consistently. But it’s tricky to understand how quickly salespeople are adopting the playbooks and sound bites created for new product launches — especially pre-Gong. In fact, there really wasn’t a way to effectively track adoption.
About The Customer
HubSpot opened its doors in 2005, pioneering the concept of 'inbound marketing,' the notion that people don't want to be interrupted by marketers or harassed by salespeople. Instead, they want to be helped. Over the past 15+ years, HubSpot has evolved into a marketing, sales, and service software platform that helps businesses grow. Its software provides front office teams all the tools they need to collaborate together and create a great customer experience. As of 2020, HubSpot employs over 3,500 team members in 10 offices around the world and has nearly 80,000 customers in 120+ countries. Since its inception, HubSpot has focused significant resources on both people and market intelligence.
The Solution
HubSpot implemented Gong to solve its challenges. Gong not only helped HubSpot reduce new rep ramp time and increase rep productivity, but it also became a tool that gathers rich customer insights for different teams. Gong helps his sales managers understand what their best reps are doing and empowers them to replicate this success across the entire team. Gong makes it simple to tailor our coaching to help our team win. Gong also helps track and pinpoint trends and user behavior. The UX team is no longer reactive. Instead, thanks to Gong, the team is out in front of product development and product strategy.
Operational Impact
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