OutSystems Increases Close Rates by 5% Using Gong’s Conversation Intelligence Platform

• 分析与建模 - 实时分析
• 平台即服务 (PaaS) - 应用开发平台

• Software

• 销售与市场营销

• 数据科学服务

OutSystems, a leading low-code platform for rapid mobile app development, faced a challenge as their sales organization grew. With an increase in headcount, the likelihood of sales reps saying the wrong things on calls increased. This made it difficult to ensure everyone was doing and saying the right things while avoiding things that may damage the sale. Many reps were positioning the product in a way that would help them get a quick one-off service-based sale, but this approach crippled the potential of having a long-term customer that would renew after the initial service. The lack of insight into what was happening on sales calls made it impossible for the sales management team to pinpoint why some reps were struggling, and why others were blowing their numbers away. The only thing they could see is the differences in their numbers. Identifying the causes behind those numbers (or lack thereof) was guesswork.

OutSystems is a leading low-code platform for rapid mobile app development. Founded in 2001, the company helps other businesses build enterprise-grade mobile apps 6-10 times faster than traditional app development. Mike Lambert, who was hired in February of 2016 after a $55 million funding round, currently serves as the company’s Chief Revenue Officer (CRO), managing a global sales organization of 130 people. The company has grown significantly over the years, expanding its sales organization to 130 people around the globe. However, with this growth came challenges in ensuring that all sales reps were on message and positioning the product in a way that would create long-term customers rather than one-time deals.

Mike Lambert, the Chief Revenue Officer (CRO) of OutSystems, implemented Gong’s conversation intelligence platform. Every Webex call across his 130-person sales organization was now automatically recorded, transcribed, and analyzed so he could get a sense of what was going on and scale their call coaching efforts. Mike set up alerts to be notified any time a rep used language that reflected the messaging he wanted his team to avoid. This allowed Mike to quickly take corrective coaching action and get his team on the right track. Gong helped Mike shine the light on the exact things reps were doing on calls that were causing them to either do well or poorly. He was able to pinpoint what his top performers were doing so winning behavior could be replicated across the rest of the team. Sales managers could also diagnose what struggling reps were doing on calls that was causing them to underperform. This helped shift the effectiveness of his entire 130-person sales team.

• Close rates have increased 5% due to ensuring messaging consistency across the organization, correcting bad sales habits, and making call coaching time-efficient and scalable.
• Sales management team have been able to save key deals by getting visibility into sales conversations. When they hear something troubling on a sales call with a key prospect, they can use that insight to step in and change the trajectory of the deal before it’s too late.

• Increased close rates by 5%
• Saved three large deals in one quarter alone due to visibility into sales conversations