{"id":5918,"date":"2022-12-09T15:56:20","date_gmt":"2022-12-09T23:56:20","guid":{"rendered":"https:\/\/www.gong.io\/?post_type=patterns-case-study&p=5918"},"modified":"2025-02-05T11:06:16","modified_gmt":"2025-02-05T19:06:16","slug":"gong-lets-hubspot-sales-reps-to-go-back-and-watch-the-game-tapes","status":"publish","type":"patterns-case-study","link":"https:\/\/www.gong.io\/case-studies\/gong-lets-hubspot-sales-reps-to-go-back-and-watch-the-game-tapes\/","title":{"rendered":"Gong Lets HubSpot Sales Reps “Go Back and Watch the Game Tapes”"},"content":{"rendered":"\n\n
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<\/h1>\n<\/div>\n<\/block-case-study-hero-title>\n\n\n\n
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Gong presents its value more than any other partner I’ve worked with.<\/div>\n
Morgan Jacobson<\/div>\n
Principal Manager of Sales Strategy and Systems<\/div><\/div>\n<\/div>\n<\/block-customer-quote>\n\n\n<\/div>\n<\/div>\n
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Gong presents its value more than any other partner I’ve worked with.<\/div>\n
Morgan Jacobson<\/div>\n
Principal Manager of Sales Strategy and Systems<\/div><\/div>\n<\/div>\n<\/block-customer-quote>\n\n\n<\/div><\/block-customer-quotes>\n\n\n\n
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The challenge<\/h2>\n<\/div>\n<\/block-title>\n\n

\n\nAs HubSpot grew rapidly, it needed a solution that would scale and support its coaching culture.\n<\/p>\n\n\n\n

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The outcome<\/h2>\n<\/div>\n<\/block-title>\n\n

\n\nGong 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.\n<\/p>\n\n\n\n

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\nWatch Video<\/a>\n<\/div>\n<\/block-trailing-link>\n\n\n<\/div>\n<\/div>\n<\/block-hero-ctas>\n\n\n<\/div>\n<\/div>\n<\/block-case-study-hero-content>\n\n\n\n
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Headquarters<\/p>\n

Cambridge, MA<\/p><\/div>\n

Founded<\/p>\n

2005<\/p><\/div>\n

Company Size<\/p>\n

3,500+<\/p><\/div>\n

Industry<\/p>\n

Marketing, Sales, Customer Service, and CRM Software<\/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\n\n

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\n\nHubSpot opened its doors in 2005, pioneering the concept of \u201cinbound marketing,\u201d the notion that people don\u2019t want to be interrupted by marketers or harassed by salespeople. Instead, they want to be helped.\n<\/p>\n\n

\n\nOver 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.\n<\/p>\n\n

\n\nAs of 2020, HubSpot employs over 3,500 team members in 10 offices around the world and has nearly 80,000 customers in 120+ countries.\n<\/p>\n\n

\n\nSince its inception, HubSpot has focused significant resources on both people and market intelligence.\n<\/p>\n\n

\n\nPeople:<\/em> Sales managers want to understand what their best reps are doing and replicate it across their entire team. They want to ramp new reps faster and set them up for success. They want to tailor great coaching to help teams sell more.\n<\/p>\n\n

\n\nMarket:<\/em> The User Experience team wants to hear the unfiltered voice of its market and better understand how competitors are impacting its business.\n<\/p>\n\n

\n\nGong has empowered HubSpot to grow significantly in both people and marketing intelligence.<\/strong>\n<\/p>\n\n

\n\nLet\u2019s learn how it got there.\n<\/p>\n\n

\n\nIt all started with a pilot.<\/em>\n<\/p>\n\n\n\n

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THE \u201cRED TEAM\u201d THREATENED TO QUIT THEIR JOBS IF…<\/h2>\n<\/div>\n<\/block-title>\n\n

\n\nIntroducing a team to new processes and procedures can be challenging. Introducing a team to new software can be a nightmare. Creating accounts, setting up and managing training sessions, confirming all-team adoption and true learning is happening \u2014 all of it can be stressful and complicated.\n<\/p>\n\n

\n\nHubSpot tries to bypass some of those obstacles by creating pilot groups to test new technology before it (a) purchases, and then (b) distributes to team members.\n<\/p>\n\n

\n\n\u201cThese pilot groups or \u2018red teams\u2019 as we call them at HubSpot, help us not only evaluate a potential new software, they also allow us to create strong advocates and champions to help during the roll-out process,\u201d Morgan Jacobson, HubSpot\u2019s Principal Manager of Sales Strategy and Systems shared.\n<\/p>\n\n

\n\nThe Gong testing process was no different; however, the results were quite unique.\n<\/p>\n\n\n\n

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