{"id":52480,"date":"2024-06-25T19:09:53","date_gmt":"2024-06-26T02:09:53","guid":{"rendered":"https:\/\/www.gong.io\/?post_type=patterns-case-study&#038;p=52480"},"modified":"2025-02-05T10:36:33","modified_gmt":"2025-02-05T18:36:33","slug":"how-spoton-increased-win-rates-by-16-through-productivity-gains","status":"publish","type":"patterns-case-study","link":"https:\/\/www.gong.io\/case-studies\/how-spoton-increased-win-rates-by-16-through-productivity-gains\/","title":{"rendered":"How SpotOn increased win rates by 16% through productivity gains"},"content":{"rendered":"<block-case-study-hero class=\"Block CaseStudyHeroBlock\" block-id=\"cd9b7c\" data-block=\"cd9b7c\">\n\n<div class=\"Block-wrap CaseStudyHeroBlock-wrap\" slot=\"content\">\n<div class=\"Block-content CaseStudyHeroBlock-content\">\n<block-case-study-hero-title class=\"Block CaseStudyHeroTitleBlock\" block-id=\"a78af5\" data-block=\"a78af5\">\n\n<div class=\"Block-inner CaseStudyHeroTitleBlock-inner\" slot=\"content\">\n<h1 class=\"h3 font-inter Block-header CaseStudyHeroTitleBlock-header\"><\/h1>\n<\/div>\n<\/block-case-study-hero-title>\n\n<block-case-study-hero-content class=\"Block CaseStudyHeroContentBlock text-center--mobile font-inter\" block-id=\"f5b561\" data-block=\"f5b561\">\n\n<div class=\"Block-inner CaseStudyHeroContentBlock-inner\" slot=\"content\">\n<div class=\"Block-content CaseStudyHeroContentBlock-content\">\n<block-factoids class=\"Block FactoidsBlock align-center is-factoidsCountHorizontal has-3\" style=\"max-width:1240px;--block-columns:3\" block-id=\"d516c2\" data-block=\"d516c2\">\n\n<div class=\"Block-inner FactoidsBlock-inner\" slot=\"content\">\n<div class=\"Block-content FactoidsBlock-content\">\n<block-factoid class=\"Block FactoidBlock mb-xSmall mt-none\" block-id=\"b5ae12\" data-block=\"b5ae12\">\n\n<div class=\"Block-inner FactoidBlock-inner\" slot=\"content\">\n<div class=\"color-inherit Block-statistic FactoidBlock-statistic\">30%<\/div>\n<div class=\"Block-subtitle FactoidBlock-subtitle\">Increase in revenue per rep<\/div>\n<\/div>\n<\/block-factoid>\n\n<block-factoid class=\"Block FactoidBlock mb-xSmall mt-none\" block-id=\"ac87ad\" data-block=\"ac87ad\">\n\n<div class=\"Block-inner FactoidBlock-inner\" slot=\"content\">\n<div class=\"color-inherit Block-statistic FactoidBlock-statistic\">95%<\/div>\n<div class=\"Block-subtitle FactoidBlock-subtitle\">Forecast accuracy<\/div>\n<\/div>\n<\/block-factoid>\n\n<block-factoid class=\"Block FactoidBlock mb-xSmall mt-none\" block-id=\"f45144\" data-block=\"f45144\">\n\n<div class=\"Block-inner FactoidBlock-inner\" slot=\"content\">\n<div class=\"color-inherit Block-statistic FactoidBlock-statistic\">16%<\/div>\n<div class=\"Block-subtitle FactoidBlock-subtitle\">Increase in win rates<\/div>\n<\/div>\n<\/block-factoid>\n\n\n<\/div>\n<\/div>\n<\/block-factoids>\n\n<block-title class=\"Block TitleBlock color-violet is-h6\" style=\"max-width:1240px;--block-icon-size:32px\" block-id=\"da4462\" data-block=\"da4462\">\n\n<div class=\"Block-inner TitleBlock-inner\" slot=\"content\">\n<div class=\"ratio-1x1 Block-icon TitleBlock-icon\"><\/div>\n\n\n<h2 class=\"my-0 h6 font-inter Block-title TitleBlock-title\">The challenge<\/h2>\n<\/div>\n<\/block-title>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nSpotOn launched a new inside sales team to expand the company&#8217;s pipeline growth. The team&#8217;s leadership immediately identified a need for insights they could use to convert more opportunities and improve workflows.\n<\/p>\n\n<block-title class=\"Block TitleBlock color-violet is-h6\" style=\"max-width:1240px;--block-icon-size:32px\" block-id=\"e1c15e\" data-block=\"e1c15e\">\n\n<div class=\"Block-inner TitleBlock-inner\" slot=\"content\">\n<div class=\"ratio-1x1 Block-icon TitleBlock-icon\"><\/div>\n\n\n<h2 class=\"my-0 h6 font-inter Block-title TitleBlock-title\">The outcome<\/h2>\n<\/div>\n<\/block-title>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nSpotOn&#8217;s sales team hit their revenue targets \u2014 and is now passing them \u2014 after using Gong to enhance their sales engagement workflows and pipeline management. They saw a 16% increase in win rates and a 30% increase in revenue per rep, hitting 95% forecast accuracy with Gong.\n<\/p>\n\n\n<\/div>\n<\/div>\n<\/block-case-study-hero-content>\n\n<block-case-study-hero-facts class=\"Block CaseStudyHeroFactsBlock\" block-id=\"c930c3\" data-block=\"c930c3\">\n\n<div class=\"Block-inner CaseStudyHeroFactsBlock-inner\" slot=\"content\">\n<div class=\"Block-factImageGroup CaseStudyHeroFactsBlock-factImageGroup\"><div class=\"Block-image CaseStudyHeroFactsBlock-image\">\n<img decoding=\"async\" src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2024\/06\/heading-four-items-and-image.webp\" class=\"thumbnail\">\n\n<!-- make sure we have a logo -->\n\n\t<img decoding=\"async\" src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2024\/06\/spoton-logo-2.png\" class=\"logo\" alt=\"\">\n\n\n\n<\/div>\n<a href=\"https:\/\/youtu.be\/watch?v=[S7ji-RnVuZU]\" target=\"_self\" rel=\"noopener\" class=\"Block-factLink CaseStudyHeroFactsBlock-factLink\"><\/a><\/div>\n\n<div class=\"Block-info CaseStudyHeroFactsBlock-info\"><div><p class=\"Kicker color-lavender Block-label CaseStudyHeroFactsBlock-label\">Headquarters<\/p>\n<p class=\"Block-description CaseStudyHeroFactsBlock-description\">San Francisco, CA<\/p><\/div>\n<div><p class=\"Kicker color-lavender Block-label CaseStudyHeroFactsBlock-label\">founded<\/p>\n<p class=\"Block-description CaseStudyHeroFactsBlock-description\">2017<\/p><\/div>\n<div><p class=\"Kicker color-lavender Block-label CaseStudyHeroFactsBlock-label\">company size<\/p>\n<p class=\"Block-description CaseStudyHeroFactsBlock-description\">3,000+<\/p><\/div>\n<div><p class=\"Kicker color-lavender Block-label CaseStudyHeroFactsBlock-label\">industry<\/p>\n<p class=\"Block-description CaseStudyHeroFactsBlock-description\">Software Development<\/p><\/div><\/div>\n<\/div>\n<\/block-case-study-hero-facts>\n\n\n<\/div>\n<\/div>\n<\/block-case-study-hero>\n\n\n\n<block-case-study-content class=\"Block CaseStudyContentBlock pt-large pb-large pb-small--mobile pt-small--mobile\" block-id=\"a562cd\" data-block=\"a562cd\">\n\n<div class=\"Block-wrap CaseStudyContentBlock-wrap\" slot=\"content\">\n<div class=\"Block-quote CaseStudyContentBlock-quote\"><q lang=\"en\" class=\"Block-quoteText CaseStudyContentBlock-quoteText\"><em>Gong&#8217;s AI allows our sellers to work a lot smarter, not just harder.<\/em><\/q>\n<div class=\"Block-citeName CaseStudyContentBlock-citeName\">Matt McGonegle<\/div>\n<div class=\"Block-citeTitle CaseStudyContentBlock-citeTitle\">Director of Inside Sales<\/div><\/div><div class=\"Block-content CaseStudyContentBlock-content\">\n<block-embed class=\"Block EmbedBlock mb-small mt-none has-ratio\" style=\"max-width:1240px;--block-ratio-height:375;--block-ratio-width:500\" block-id=\"f1b485\" data-block=\"f1b485\">\n\n<div class=\"Block-inner EmbedBlock-inner\" slot=\"content\">\n<figure class=\"alignleft wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"How SpotOn Increased Win Rates by 16% Through Productivity Gains\" width=\"500\" height=\"375\" src=\"https:\/\/www.youtube.com\/embed\/S7ji-RnVuZU?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n<\/div>\n<\/block-embed>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nThat\u2019s <a href=\"https:\/\/www.spoton.com\/\">SpotOn<\/a>, we\u2019d say.&nbsp;\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nMore than an apt turn of phrase, SpotOn is also a point-of-sale technology and software provider for SMBs across the United States, with a particular focus on restaurants.&nbsp;\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nThey recently adjusted their annual revenue goals <em>upward<\/em> \u2014 an enviable move that came after adopting the Gong Revenue Intelligence Platform to enhance their inside sales team\u2019s engagement workflows and pipeline management.&nbsp;\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nJust three months after adopting Gong, they\u2019ve seen<strong> a 16% increase in win rates, a 30% increase in revenue per rep, and 95% accuracy in their sales forecasts.&nbsp;<\/strong>\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nMatt McGonegle is the Director of Inside Sales at SpotOn \u2014 a team that\u2019s entirely new to the company, designed to grow their pipeline. (Previously, their sales reps were only in the field.)&nbsp;\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nFrom the start, the team has found Gong to be a trusted partner in decision-making. \u201cGong makes it possible to quickly prove a theory about any of our new workflows,\u201d says Matt. That\u2019s earned them better results than anyone anticipated.\n<\/p>\n\n<block-title class=\"Block TitleBlock is-h2\" style=\"max-width:1240px;--block-icon-size:32px\" block-id=\"df88fd\" data-block=\"df88fd\">\n\n<div class=\"Block-inner TitleBlock-inner\" slot=\"content\">\n<div class=\"ratio-1x1 Block-icon TitleBlock-icon\"><\/div>\n\n\n<h2 class=\"my-0 h2 Block-title TitleBlock-title\">Team productivity skyrockets, thanks to AI<\/h2>\n<\/div>\n<\/block-title>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nMatt has seen productivity wins on his team right out of the gate, with a 60% reduction in the time it takes to onboard new hires. They get up to speed faster, and are more productive in less time. This is even happening alongside improvements in his reps\u2019 sales engagement activities.&nbsp;\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nAs Matt puts it, \u201cEveryone knows that following up with a personalized email is the right thing to do, but it eats up a tremendous amount of time.\u201d It\u2019s not feasible at scale, unless you use <a href=\"https:\/\/www.gong.io\/product\/ai\/\">Gong\u2019s AI<\/a>.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nToday, Gong generates a call brief \u2014 as part of a larger call summary \u2014 for every call. Gong\u2019s gen AI uses information from that brief whenever a rep clicks on Gong\u2019s gen AI to automatically craft a personalized follow-up email. Matt\u2019s reps save <em>hours<\/em> of time every week using these features. This process also keeps them in control of their deal cycles, as quick personalization improves the frequency and quality of their follow ups.&nbsp;\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nWhat\u2019s more: Instead of using a certain number of dials per day as their productivity measure, SpotOn\u2019s entire sales team \u2014 from reps to sales leaders \u2014 now focuses on call <em>outcomes<\/em>. That\u2019s because they have easy access to key metrics, such as how objections were handled, relevant next steps, and more.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nThey also use <a href=\"https:\/\/help.gong.io\/hc\/en-us\/articles\/9729122724493-Smart-tracker-FAQs\">Smart Trackers<\/a> to measure the quality of conversations, watching to see if reps use the right messaging in a conversation. If they don\u2019t, they know it\u2019s time for some coaching.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\n\u201c<em>Gong\u2019s AI is mind blowing. In just three short months, I feel like I know more about what&#8217;s going on in my team&#8217;s sales cycle than I did in the previous nine months of working with them. Their productivity is incredible.<\/em>\u201d \u2014Matt McGonegle, Director of Inside Sales, SpotOn\n<\/p>\n\n<block-title class=\"Block TitleBlock is-h2\" style=\"max-width:1240px;--block-icon-size:32px\" block-id=\"a0de69\" data-block=\"a0de69\">\n\n<div class=\"Block-inner TitleBlock-inner\" slot=\"content\">\n<div class=\"ratio-1x1 Block-icon TitleBlock-icon\"><\/div>\n\n\n<h2 class=\"my-0 h2 Block-title TitleBlock-title\">Customized messaging leads to 30% pipeline growth<\/h2>\n<\/div>\n<\/block-title>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nSpotOn\u2019s sales reps are already creating 30% more opportunities at the top of the funnel and converting 20% more of those. This is the result of focusing on workflow <em> <\/em>improvements that are made possible by Gong\u2019s unified platform. For example, Matt&#8217;s team optimizes their flows by segment, knowing that slight changes to messaging have a powerful impact. The more the prospect identifies with the wording used in calls, the better.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\n\u201c<em>Being able to nail those key messages at the right time and map that process in a repeatable way has led to <\/em><strong><em>giant<\/em><\/strong><em> growth in our pipeline.<\/em>\u201d \u2014Matt McGonegle, Director of Inside Sales, SpotOn\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nThey\u2019re also using <a href=\"https:\/\/www.gong.io\/ai-powered-sales-engagement\/?cq_src=bing_ads&amp;cq_cmp=NA%20%7C%20B%20%7C%20Search%20%7C%20Demo%20%7C%20Brand&amp;cq_con=Gong%20Engage&amp;cq_term=Gong%20Engage&amp;cq_med=&amp;cq_net=s&amp;cq_plt=bp&amp;utm_source=bing&amp;utm_medium=cpc&amp;utm_campaign=NA_%7C_B_%7C_Search_%7C_Demo_%7C_Brand&amp;utm_term=Gong%20Engage&amp;utm_network=s&amp;utm_device=c&amp;utm_placement=&amp;_bt=&amp;_bk=Gong%20Engage&amp;_bm=e&amp;_bn=s&amp;_bg=1356799838352856&amp;msclkid=888ed4ef61b2174e33dfb2dde476b4af\">Gong Engage<\/a>\u2019s generative AI to draft follow-up emails that mirror the language prospects use on calls, so the emails resonate more deeply with the prospect. And as Matt points out, generative AI is also great for overcoming writer\u2019s block when every moment matters.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nProspecting with Gong Engage has also helped the team create relevant messaging that contains a sense of urgency, which, as Matt puts it, \u201ckeeps us in the fight more often.\u201d SpotOn is in a competitive space that is constantly evolving, so having a finger on the market\u2019s pulse means the team can create timely messaging. They\u2019re able to heighten the stakes for prospects around the urgent need for a solution, which keeps SpotOn at the forefront of prospects\u2019 minds.&nbsp;\n<\/p>\n\n<block-title class=\"Block TitleBlock is-h2\" style=\"max-width:1240px;--block-icon-size:32px\" block-id=\"c57ba6\" data-block=\"c57ba6\">\n\n<div class=\"Block-inner TitleBlock-inner\" slot=\"content\">\n<div class=\"ratio-1x1 Block-icon TitleBlock-icon\"><\/div>\n\n\n<h2 class=\"my-0 h2 Block-title TitleBlock-title\">Pipeline prioritization enables 95% forecast accuracy<\/h2>\n<\/div>\n<\/block-title>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\n\u201c<em>Gong helps us be ruthless in our pipeline prioritization. After all, we need an accurate forecast. Otherwise, what\u2019s the point of having one?<\/em>\u201d \u2014Matt McGonegle, Director of Inside Sales, SpotOn\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nUsing Gong for forecasting has already paid massive dividends; the team is 95% accurate to their forecast every month. That\u2019s a 20% lift in accuracy since they started using Gong\u2019s Revenue Intelligence Platform, and only helps prove the reliability and value of the new inside sales team.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nThis improvement comes from having a more realistic understanding of every deal in the pipeline. If Gong highlights issues in one deal that might throw the forecast, Matt\u2019s reps can use interaction data and the Deal Spotlight feature to find out what\u2019s putting that deal at risk and address it, or remove it from the forecast. This removes reps\u2019 gut feelings from forecasts and replaces them with the voice of the customer. With a realistic view of the pipeline, it\u2019s easy to bring deals back on track, or know when to cut bait and when to go into prospecting mode to hit the target.\n<\/p>\n\n<block-title class=\"Block TitleBlock is-h2\" style=\"max-width:1240px;--block-icon-size:32px\" block-id=\"dc3887\" data-block=\"dc3887\">\n\n<div class=\"Block-inner TitleBlock-inner\" slot=\"content\">\n<div class=\"ratio-1x1 Block-icon TitleBlock-icon\"><\/div>\n\n\n<h2 class=\"my-0 h2 Block-title TitleBlock-title\">Creating a valuable revenue engine<\/h2>\n<\/div>\n<\/block-title>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nWith no playbooks, workflows, or proven processes for his new inside sales reps, Matt believed that the right solution would build the foundation they needed. It\u2019s a bet that certainly paid off.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nSpotOn has successfully used Gong to take their revenue growth to higher heights than they ever anticipated.&nbsp;\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\n\u201c<em>Having one platform for every aspect of our sellers\u2019 jobs creates insane efficiency for us. Our revenue growth has been astounding.<\/em>\u201d \u2014Matt McGonegle, Director of Inside Sales, SpotOn\n<\/p>\n\n\n<\/div><div class=\"Block-cta CaseStudyContentBlock-cta\"><a class=\"Button\" href=\"\/case-studies\/\">Back to All Stories<\/a><\/div>\n<div class=\"Block-requestDemo CaseStudyContentBlock-requestDemo\"><div class=\"tile text-center\">\n\t<h3>Have questions or want a custom demo?<\/h3>\n\n\t<p>We&#8217;re here to help! Click the button below and we&#8217;ll be in touch.<\/p>\n\n\t<a href=\"#popup_26714\" class=\"Button is-yellow is-default\">Request demo<\/a>\n<\/div>\n<\/div>\n<\/div>\n<\/block-case-study-content>\n\n\n\n<block-case-study-footer class=\"Block CaseStudyFooterBlock\" block-id=\"cb05da\" data-block=\"cb05da\">\n\n<div class=\"Block-wrap CaseStudyFooterBlock-wrap\" slot=\"content\">\n<div class=\"Block-content CaseStudyFooterBlock-content\">\n<block-case-study-footer-title class=\"Block CaseStudyFooterTitleBlock\" block-id=\"a58779\" data-block=\"a58779\">\n\n<div class=\"Block-inner CaseStudyFooterTitleBlock-inner\" slot=\"content\">\n<div class=\"h2 text-center Block-title CaseStudyFooterTitleBlock-title\">Keep exploring stories like this one<\/div>\n<\/div>\n<\/block-case-study-footer-title>\n\n<block-related-case-studies :equalize-heights='[\".RelatedCaseStudiesBlock-content &#62; .Block &#62; .Block-inner &#62; .PostBlock-post article\"]' class=\"Block RelatedCaseStudiesBlock\" block-id=\"a00055\" data-block=\"a00055\">\n\n<div class=\"Block-inner RelatedCaseStudiesBlock-inner\" slot=\"content\">\n<div class=\"Block-content RelatedCaseStudiesBlock-content\">\n<block-post class=\"Block PostBlock\" block-id=\"f4f462\" data-block=\"f4f462\">\n\n<div class=\"Block-inner PostBlock-inner\" slot=\"content\">\n<div class=\"Block-post PostBlock-post\"><article id=\"post-6256\" class=\"CaseStudyTeaser Teaser post-6256 patterns-case-study type-patterns-case-study status-publish has-post-thumbnail hentry patterns-cs-company-size-small-business patterns-cs-use-case-coaching patterns-cs-use-case-strategic-initiatives patterns-cs-region-north-america patterns-cs-industry-software\">\n\n    <a class=\"CaseStudyTeaser-link Teaser-link\" href=\"https:\/\/www.gong.io\/case-studies\/pendo-implements-methodologies-to-improve-win-rates-using-gong\/\" rel=\"bookmark\"><\/a>\n\n    <div class=\"CaseStudyTeaser-thumbnail Teaser-thumbnail\">\n\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"2560\" height=\"898\" src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2022\/12\/Pendo-Flag-scaled-1.webp\" class=\"image-cover wp-post-image\" alt=\"\" srcset=\"https:\/\/www.gong.io\/wp-content\/uploads\/2022\/12\/Pendo-Flag-scaled-1.webp 2560w, https:\/\/www.gong.io\/wp-content\/uploads\/2022\/12\/Pendo-Flag-scaled-1-300x105.webp 300w, https:\/\/www.gong.io\/wp-content\/uploads\/2022\/12\/Pendo-Flag-scaled-1-1024x359.webp 1024w, https:\/\/www.gong.io\/wp-content\/uploads\/2022\/12\/Pendo-Flag-scaled-1-768x269.webp 768w, https:\/\/www.gong.io\/wp-content\/uploads\/2022\/12\/Pendo-Flag-scaled-1-1536x539.webp 1536w, https:\/\/www.gong.io\/wp-content\/uploads\/2022\/12\/Pendo-Flag-scaled-1-2048x718.webp 2048w\" sizes=\"auto, (max-width: 2560px) 100vw, 2560px\" \/>\t\t\t\t<div class=\"CaseStudyTeaser-logo Teaser-logo\">\n\t\t\t\t\t\t<img decoding=\"async\" src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2022\/12\/pendo-logo-color.png\">\n\t\t<\/div>\n\t<\/div>\n\n\t<div class=\"CaseStudyTeaser-content Teaser-content\">\n\n\t\t<header class=\"CaseStudyTeaser-header Teaser-header\">\n\t\t\t<h3 class=\"CaseStudyTeaser-title Teaser-title\">\n\t<a href=\"https:\/\/www.gong.io\/case-studies\/pendo-implements-methodologies-to-improve-win-rates-using-gong\/\" rel=\"bookmark\">\n\t\tPendo Implements Methodologies to Improve Win Rates Using Gong\t<\/a>\n<\/h3>\n\t\t<\/header>\n\n\t\t<ul class=\"CaseStudyTeaser-terms Teaser-terms\">\n\n<li><a href=\"https:\/\/www.gong.io\/patterns-cs-company-size\/small-business\/\">Small Business<\/a><\/li>\n<li><a href=\"https:\/\/www.gong.io\/patterns-cs-use-case\/coaching\/\">Coaching<\/a><\/li>\n<li><a href=\"https:\/\/www.gong.io\/patterns-cs-use-case\/strategic-initiatives\/\">Strategic Initiatives<\/a><\/li>\n<li><a href=\"https:\/\/www.gong.io\/patterns-cs-region\/north-america\/\">North America<\/a><\/li>\n<li><a href=\"https:\/\/www.gong.io\/patterns-cs-industry\/software\/\">Software<\/a><\/li>\n\n<\/ul>\n\n\n\t\t<div class=\"CaseStudyTeaser-icon Teaser-icon\"><\/div>\n\n\t<\/div>\n\n<\/article>\n<\/div>\n<\/div>\n<\/block-post>\n\n<block-post class=\"Block PostBlock\" block-id=\"ebdfe8\" data-block=\"ebdfe8\">\n\n<div class=\"Block-inner PostBlock-inner\" slot=\"content\">\n<div class=\"Block-post PostBlock-post\"><article id=\"post-45708\" class=\"CaseStudyTeaser Teaser post-45708 patterns-case-study type-patterns-case-study status-publish has-post-thumbnail hentry patterns-cs-use-case-partner patterns-cs-region-north-america\">\n\n    <a class=\"CaseStudyTeaser-link Teaser-link\" href=\"https:\/\/www.gong.io\/case-studies\/scalematters-and-gong-elevating-labwares-sales-strategy-to-new-heights\/\" rel=\"bookmark\"><\/a>\n\n    <div class=\"CaseStudyTeaser-thumbnail Teaser-thumbnail\">\n\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"2400\" height=\"1256\" src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2023\/12\/scaleMatters.png\" class=\"image-cover wp-post-image\" alt=\"\" srcset=\"https:\/\/www.gong.io\/wp-content\/uploads\/2023\/12\/scaleMatters.png 2400w, https:\/\/www.gong.io\/wp-content\/uploads\/2023\/12\/scaleMatters-300x157.png 300w, https:\/\/www.gong.io\/wp-content\/uploads\/2023\/12\/scaleMatters-1024x536.png 1024w, https:\/\/www.gong.io\/wp-content\/uploads\/2023\/12\/scaleMatters-768x402.png 768w, https:\/\/www.gong.io\/wp-content\/uploads\/2023\/12\/scaleMatters-1536x804.png 1536w, https:\/\/www.gong.io\/wp-content\/uploads\/2023\/12\/scaleMatters-2048x1072.png 2048w\" sizes=\"auto, (max-width: 2400px) 100vw, 2400px\" \/>\t\t<\/div>\n\n\t<div class=\"CaseStudyTeaser-content Teaser-content\">\n\n\t\t<header class=\"CaseStudyTeaser-header Teaser-header\">\n\t\t\t<h3 class=\"CaseStudyTeaser-title Teaser-title\">\n\t<a href=\"https:\/\/www.gong.io\/case-studies\/scalematters-and-gong-elevating-labwares-sales-strategy-to-new-heights\/\" rel=\"bookmark\">\n\t\tscaleMatters and Gong: Elevating LabWare&#8217;s sales strategy to new heights\t<\/a>\n<\/h3>\n\t\t<\/header>\n\n\t\t<ul class=\"CaseStudyTeaser-terms Teaser-terms\">\n\n<li><a href=\"https:\/\/www.gong.io\/patterns-cs-use-case\/partner\/\">Partner<\/a><\/li>\n<li><a href=\"https:\/\/www.gong.io\/patterns-cs-region\/north-america\/\">North America<\/a><\/li>\n\n<\/ul>\n\n\n\t\t<div class=\"CaseStudyTeaser-icon Teaser-icon\"><\/div>\n\n\t<\/div>\n\n<\/article>\n<\/div>\n<\/div>\n<\/block-post>\n\n<block-post class=\"Block PostBlock\" block-id=\"ead2fc\" data-block=\"ead2fc\">\n\n<div class=\"Block-inner PostBlock-inner\" slot=\"content\">\n<div class=\"Block-post PostBlock-post\"><article id=\"post-46231\" class=\"CaseStudyTeaser Teaser post-46231 patterns-case-study type-patterns-case-study status-publish has-post-thumbnail hentry patterns-cs-company-size-enterprise patterns-cs-use-case-coaching patterns-cs-use-case-deal-execution patterns-cs-region-global patterns-cs-industry-software\">\n\n    <a class=\"CaseStudyTeaser-link Teaser-link\" href=\"https:\/\/www.gong.io\/case-studies\/bairesdev-is-7x-more-productive-at-strategic-decision-making-with-gong\/\" rel=\"bookmark\"><\/a>\n\n    <div class=\"CaseStudyTeaser-thumbnail Teaser-thumbnail\">\n\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"2358\" height=\"1568\" src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2024\/01\/Screenshot-2024-01-12-at-8.48.48\u202fAM.png\" class=\"image-cover wp-post-image\" alt=\"\" srcset=\"https:\/\/www.gong.io\/wp-content\/uploads\/2024\/01\/Screenshot-2024-01-12-at-8.48.48\u202fAM.png 2358w, https:\/\/www.gong.io\/wp-content\/uploads\/2024\/01\/Screenshot-2024-01-12-at-8.48.48\u202fAM-300x199.png 300w, https:\/\/www.gong.io\/wp-content\/uploads\/2024\/01\/Screenshot-2024-01-12-at-8.48.48\u202fAM-1024x681.png 1024w, 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href=\"https:\/\/www.gong.io\/patterns-cs-company-size\/enterprise\/\">Enterprise<\/a><\/li>\n<li><a href=\"https:\/\/www.gong.io\/patterns-cs-use-case\/coaching\/\">Coaching<\/a><\/li>\n<li><a href=\"https:\/\/www.gong.io\/patterns-cs-use-case\/deal-execution\/\">Deal Execution<\/a><\/li>\n<li><a href=\"https:\/\/www.gong.io\/patterns-cs-region\/global\/\">Global<\/a><\/li>\n<li><a href=\"https:\/\/www.gong.io\/patterns-cs-industry\/software\/\">Software<\/a><\/li>\n\n<\/ul>\n\n\n\t\t<div class=\"CaseStudyTeaser-icon 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