Gong Case Studies A Focused Forecast: How Filtered Increased Its ACV by 62%

Edit This Case Study Record

	A Focused Forecast: How Filtered Increased Its ACV by 62% Gong

A Focused Forecast: How Filtered Increased Its ACV by 62%

Gong

Technology Category	Analytics & Modeling - Real Time Analytics
Applicable Industries	Education
Applicable Functions	Sales & Marketing
Use Cases	Predictive Quality Analytics
Services	Data Science Services
Challenge	Filtered, a UK-based learning technology and content company, was seeking ways to grow its revenue and better coach its sales reps. As the company grew, the need for a Revenue Intelligence tool became apparent. The company wanted to focus on its most important accounts and make the most of its pipeline. In early 2020, the Filtered sales team spent a lot of time sharpening its sales skills and methodologies. They implemented a more deliberate and structured sales framework, began running more internal demos, and started a sales book club. However, they needed something more to take their efforts to the next level. Read More
About Customer	Filtered is a fast-growing startup based in London, England. Founded in 2009, the company has over 40 employees and operates in the digital learning software industry. Filtered's mission is to help customers filter out irrelevant learning content. Their solution intelligently refines learning content, delivering it to the right people at the right time, using personalised recommendations to help them build the skills they need. The company is always focused on growing revenue and as 2020 approached, they began exploring more ways to help their individual sales reps accomplish that task. Read More
Solution	Filtered decided to try out Gong, a Revenue Intelligence platform. Despite initial skepticism from the sales leadership and tech fatigue from the sales team, the company managed to get buy-in from key individuals and implemented Gong. The initial roll out gave the team the confidence that Gong did work, and that recording prospects and customers would not affect the quality of the relationships they had or ones they were working to build. Gong's insights confirmed some hunches about where (and which) reps needed support and also surfaced what sales reps did that worked. Gong's insights helped Filtered sales managers understand what’s really happening inside a deal. Furthermore, Filtered used Gong data to better understand and respond to customer needs, leading to the launch of a new product. Read More Log in to view content
Contents

Technology Category

Analytics & Modeling - Real Time Analytics

Applicable Industries

Education

Applicable Functions

Sales & Marketing

Use Cases

Predictive Quality Analytics

Services

Data Science Services

Challenge

Filtered, a UK-based learning technology and content company, was seeking ways to grow its revenue and better coach its sales reps. As the company grew, the need for a Revenue Intelligence tool became apparent. The company wanted to focus on its most important accounts and make the most of its pipeline. In early 2020, the Filtered sales team spent a lot of time sharpening its sales skills and methodologies. They implemented a more deliberate and structured sales framework, began running more internal demos, and started a sales book club. However, they needed something more to take their efforts to the next level.

About Customer

Filtered is a fast-growing startup based in London, England. Founded in 2009, the company has over 40 employees and operates in the digital learning software industry. Filtered's mission is to help customers filter out irrelevant learning content. Their solution intelligently refines learning content, delivering it to the right people at the right time, using personalised recommendations to help them build the skills they need. The company is always focused on growing revenue and as 2020 approached, they began exploring more ways to help their individual sales reps accomplish that task.

Solution

Filtered decided to try out Gong, a Revenue Intelligence platform. Despite initial skepticism from the sales leadership and tech fatigue from the sales team, the company managed to get buy-in from key individuals and implemented Gong. The initial roll out gave the team the confidence that Gong did work, and that recording prospects and customers would not affect the quality of the relationships they had or ones they were working to build. Gong's insights confirmed some hunches about where (and which) reps needed support and also surfaced what sales reps did that worked. Gong's insights helped Filtered sales managers understand what’s really happening inside a deal. Furthermore, Filtered used Gong data to better understand and respond to customer needs, leading to the launch of a new product.

Impact #1	Filtered was able to focus on its most important accounts and make the most of its pipeline.
Impact #2	The company was able to level up its sales team and increase its flagship product’s ACV.
Impact #3	Filtered was able to create a collaborative coaching culture within the sales team.

Impact #1

Filtered was able to focus on its most important accounts and make the most of its pipeline.

Impact #2

The company was able to level up its sales team and increase its flagship product’s ACV.

Impact #3

Filtered was able to create a collaborative coaching culture within the sales team.

Benefit #1	Increased its flagship product’s ACV by 62%
Benefit #2	New product launch accounted for 20% of the company’s revenue in its first year
Benefit #3	Reduced the sales cycle of the new product by two months

Benefit #1

Increased its flagship product’s ACV by 62%

Benefit #2

New product launch accounted for 20% of the company’s revenue in its first year

Benefit #3

Reduced the sales cycle of the new product by two months

Download PDF Version

Overview

A Focused Forecast: How Filtered Increased Its ACV by 62%

Operational Impact

Quantitative Benefit