下载PDF
Ascending the Peak: How Gong Helped New Hires at Iron Mountain Hit Their Ramp Targets
技术
- 应用基础设施与中间件 - 数据交换与集成
适用功能
- 销售与市场营销
用例
- 远程协作
服务
- 软件设计与工程服务
挑战
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.
关于客户
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.
解决方案
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.
运营影响
数量效益
相关案例.
Case Study
Premium Appliance Producer Innovates with Internet of Everything
Sub-Zero faced the largest product launch in the company’s history:It wanted to launch 60 new products as scheduled while simultaneously opening a new “greenfield” production facility, yet still adhering to stringent quality requirements and manage issues from new supply-chain partners. A the same time, it wanted to increase staff productivity time and collaboration while reducing travel and costs.
Case Study
Aerospace & Defense Case Study Airbus
For the development of its new wide-body aircraft, Airbus needed to ensure quality and consistency across all internal and external stakeholders. Airbus had many challenges including a very aggressive development schedule and the need to ramp up production quickly to satisfy their delivery commitments. The lack of communication extended design time and introduced errors that drove up costs.
Case Study
Porsche Announces Augmented Reality at Scale, Powered by Atheer
The usual practice for car repairs at a Porsche car dealership is to have a factory representative or regional engineer visit to help diagnose the problem, and sometimes a faulty assembly is shipped back to company HQ for damage analysis. All that costs time and money for customers and dealers alike.
Case Study
Covisint Improves Mitsubishi's Collaboration With Its Supply Chain
Mitsubishi sought to improve supplier relationships on a global basis and to offer an easy-to-use solution to interact with them. In August 2004, Mitsubishi selected Covisint’s platform to help improve sharing of information and collaborative business processes with its global suppliers. Covisint enabled Mitsubishi to provide its suppliers with immediate access to information and applications to obtain more collaborative working relationships
Case Study
Beer Distributor Improves Security, Shipping Capacity, and Service
Enjoy a beer on the upper Texas Gulf Coast, and you can probably thank Del Papa Distributing Company. Founded more than a century ago, the company today distributes 10 million cases of beer annually, from 30 suppliers. More than 375 employees work at headquarters in Texas City and two other distribution centers. The family-owned company has a simple aim: to be a great beer distribution company. So when Del Papa set out to build a new 27-acre headquarters, company leaders thought about how technology could contribute to its greatness. “We wanted the new distribution center to have a single, secure network we could use for physical security, communications, collaboration, and even monitoring the temperature of our inventory,” says Steve Holtsclaw, Manager of Information Systems for Del Papa. The old building, in contrast, had separate networks for voice, data, video, and physical security. Separate networks were expensive and got in the way of business. For example, personnel could only monitor video surveillance cameras from certain workstations. And Wi-Fi performance in the warehouse area wasn’t reliable enough for the voice-activated order-picking system.
Case Study
Aruba Cuts the Core with Microsoft Lync
Aruba's IT team purchased a telephony system which is going end-of-life and this would become a bottleneck to growth. While they began investigating modern PBX systems, they were also considering put their own Wi-Fi infrastructure to work by adopting a Unified Communications and Collaboration solution.
