Gong Case Studies Gong Forecast: Enhancing Crayon's Forecasting Accuracy and Efficiency

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	Gong Forecast: Enhancing Crayon's Forecasting Accuracy and Efficiency Gong

Gong Forecast: Enhancing Crayon's Forecasting Accuracy and Efficiency

Gong

Technology Category	Analytics & Modeling - Real Time Analytics
Applicable Functions	Sales & Marketing
Use Cases	Demand Planning & Forecasting Inventory Management
Services	System Integration
Challenge	Before the implementation of Gong Forecast, Crayon, a leader in competitive intelligence software, faced significant challenges in managing and forecasting their deal information. The process involved tracking data from multiple sources and manually entering them into a Google Sheet. This method was not only time-consuming but also lacked reliability, leading to a lack of confidence in their forecasts. The team was operating based on opinions rather than data-driven insights, which further complicated the forecasting process. The absence of a single source of truth made it difficult to determine if the forecasts were overly optimistic, too conservative, or simply inaccurate. Read More
About Customer	Crayon, headquartered in Boston, MA, is a recognized leader in competitive intelligence software. Founded in 2015, the company has grown to over 150 employees. Crayon provides organizations with a complete, real-time view of their competitors' activities, enabling them to track competitive intel, analyze, and activate information across their entire organization. This results in a more informed company that makes better decisions. Crayon's services are particularly crucial when it comes to competitive selling and more predictive, data-driven forecasting. Read More
Solution	Crayon adopted Gong Forecast to streamline their forecasting process and enhance accuracy. Gong Forecast's AI technology comprehends what customers say, write, read, and engage with, providing a comprehensive picture of every deal. It autonomously identifies pipeline risks and highlights forecast changes, keeping everyone involved in a deal aligned with a clear audit trail. This solution has transformed Crayon's forecasting process from opinion-based to data-driven, relying on historical trends and current data. Crayon now uses the Forecast dashboard for every single forecasting call, reducing the time spent in forecasting calls by 66%. The solution also provides fast, data-driven transparency for everyone involved in the deal, and the ability to see the historical forecasting record, which has boosted the team's confidence in their forecasts. Read More Log in to view content
Contents

Technology Category

Analytics & Modeling - Real Time Analytics

Applicable Functions

Sales & Marketing

Use Cases

Demand Planning & Forecasting

Inventory Management

Services

System Integration

Challenge

Before the implementation of Gong Forecast, Crayon, a leader in competitive intelligence software, faced significant challenges in managing and forecasting their deal information. The process involved tracking data from multiple sources and manually entering them into a Google Sheet. This method was not only time-consuming but also lacked reliability, leading to a lack of confidence in their forecasts. The team was operating based on opinions rather than data-driven insights, which further complicated the forecasting process. The absence of a single source of truth made it difficult to determine if the forecasts were overly optimistic, too conservative, or simply inaccurate.

About Customer

Crayon, headquartered in Boston, MA, is a recognized leader in competitive intelligence software. Founded in 2015, the company has grown to over 150 employees. Crayon provides organizations with a complete, real-time view of their competitors' activities, enabling them to track competitive intel, analyze, and activate information across their entire organization. This results in a more informed company that makes better decisions. Crayon's services are particularly crucial when it comes to competitive selling and more predictive, data-driven forecasting.

Solution

Crayon adopted Gong Forecast to streamline their forecasting process and enhance accuracy. Gong Forecast's AI technology comprehends what customers say, write, read, and engage with, providing a comprehensive picture of every deal. It autonomously identifies pipeline risks and highlights forecast changes, keeping everyone involved in a deal aligned with a clear audit trail. This solution has transformed Crayon's forecasting process from opinion-based to data-driven, relying on historical trends and current data. Crayon now uses the Forecast dashboard for every single forecasting call, reducing the time spent in forecasting calls by 66%. The solution also provides fast, data-driven transparency for everyone involved in the deal, and the ability to see the historical forecasting record, which has boosted the team's confidence in their forecasts.

Impact #1	The implementation of Gong Forecast has brought about significant operational improvements for Crayon. The solution has not only improved the accuracy and efficiency of their forecasting process but also enhanced their selling process, particularly for competitive selling. The ability to track competitor mentions in real-time allows Crayon to act promptly, rather than reacting after a loss. Gong Forecast also serves as an early warning system when competitors are part of a deal, suggesting the next steps a rep should take to move a deal forward. Furthermore, Gong Forecast has become an integral part of how Crayon delivers a great customer experience and shapes their product evolution. The tool is not limited to the sales team but serves as a business tool, helping the sales, customer success, and product teams all work together.

Impact #1

The implementation of Gong Forecast has brought about significant operational improvements for Crayon. The solution has not only improved the accuracy and efficiency of their forecasting process but also enhanced their selling process, particularly for competitive selling. The ability to track competitor mentions in real-time allows Crayon to act promptly, rather than reacting after a loss. Gong Forecast also serves as an early warning system when competitors are part of a deal, suggesting the next steps a rep should take to move a deal forward. Furthermore, Gong Forecast has become an integral part of how Crayon delivers a great customer experience and shapes their product evolution. The tool is not limited to the sales team but serves as a business tool, helping the sales, customer success, and product teams all work together.

Benefit #1	66% reduction in time spent in forecasting calls
Benefit #2	Significant increase in forecasting accuracy
Benefit #3	Real-time win-loss analysis

Benefit #1

66% reduction in time spent in forecasting calls

Benefit #2

Significant increase in forecasting accuracy

Benefit #3

Real-time win-loss analysis

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Overview

Gong Forecast: Enhancing Crayon's Forecasting Accuracy and Efficiency

Operational Impact

Quantitative Benefit