Gong Case Studies Ambassador's Success Story with Gong’s conversation intelligence platform

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	Ambassador's Success Story with Gong’s conversation intelligence platform Gong

Ambassador's Success Story with Gong’s conversation intelligence platform

Gong

Technology Category	Analytics & Modeling - Real Time Analytics
Applicable Industries	Software
Applicable Functions	Sales & Marketing
Services	Data Science Services
Challenge	Ambassador’s sales function is split into two groups: New Business Reps who set appointments and qualify opportunities, and Enterprise Sales Consultants who close deals. High performing New Business Reps are frequently promoted into Enterprise Sales Consultant roles. However, the fact that NBRs typically have less than 2-3 years sales experience creates a couple challenges. Their ramp period is long since they are new to selling complex, unbudgeted solutions, they take upward of 4-6 months to get fully up to speed. Their lack of experience owning the entire sales process and closing deals delays their ramp period. They often level-off as “middle-of-the-road” performers. The lack of experience managing complex sales cycles results in stubborn performance plateaus. In the past, this forced Zach to rely on a few star performing reps to make up for the rest of the team’s “C+” quota attainment. Read More
About Customer	Ambassador is the world’s #1 all-in-one referral software based in Royal Oak, Michigan. They help their customers acquire more of their ideal customers, faster, by leveraging word-of-mouth. The company was founded in 2010 and has over 60 employees. Zach Taylor has served as the company’s VP Sales for the last three years, leading all customer acquisition efforts. The company operates in the Referral Automation Software (SaaS) industry. Read More
Solution	Ambassador deployed Gong’s conversation intelligence platform to address the challenges faced by their sales team. The platform was used to increase quota attainment by raising the average performance of the sales team. It also helped in reducing the onboarding ramp time by 50%, thus increasing the ROI on reps. The platform also contributed to increasing the Annual Contract Value (ACV) by 33% and improved close rates. Read More Log in to view content
Contents

Technology Category

Analytics & Modeling - Real Time Analytics

Applicable Industries

Software

Applicable Functions

Sales & Marketing

Services

Data Science Services

Challenge

Ambassador’s sales function is split into two groups: New Business Reps who set appointments and qualify opportunities, and Enterprise Sales Consultants who close deals. High performing New Business Reps are frequently promoted into Enterprise Sales Consultant roles. However, the fact that NBRs typically have less than 2-3 years sales experience creates a couple challenges. Their ramp period is long since they are new to selling complex, unbudgeted solutions, they take upward of 4-6 months to get fully up to speed. Their lack of experience owning the entire sales process and closing deals delays their ramp period. They often level-off as “middle-of-the-road” performers. The lack of experience managing complex sales cycles results in stubborn performance plateaus. In the past, this forced Zach to rely on a few star performing reps to make up for the rest of the team’s “C+” quota attainment.

About Customer

Ambassador is the world’s #1 all-in-one referral software based in Royal Oak, Michigan. They help their customers acquire more of their ideal customers, faster, by leveraging word-of-mouth. The company was founded in 2010 and has over 60 employees. Zach Taylor has served as the company’s VP Sales for the last three years, leading all customer acquisition efforts. The company operates in the Referral Automation Software (SaaS) industry.

Solution

Ambassador deployed Gong’s conversation intelligence platform to address the challenges faced by their sales team. The platform was used to increase quota attainment by raising the average performance of the sales team. It also helped in reducing the onboarding ramp time by 50%, thus increasing the ROI on reps. The platform also contributed to increasing the Annual Contract Value (ACV) by 33% and improved close rates.

Impact #1	Increased Quota Attainment by “Raising the Average”
Impact #2	Reduced Onboarding Ramp Time 50%
Impact #3	Increased ROI on Reps

Impact #1

Increased Quota Attainment by “Raising the Average”

Impact #2

Reduced Onboarding Ramp Time 50%

Impact #3

Increased ROI on Reps

Benefit #1	+33% Increased Annual Contract Value (ACV)
Benefit #2	-50% Decreased Onboarding Ramp Time

Benefit #1

+33% Increased Annual Contract Value (ACV)

Benefit #2

-50% Decreased Onboarding Ramp Time

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Overview

Ambassador's Success Story with Gong’s conversation intelligence platform

Operational Impact

Quantitative Benefit