Gong Case Studies How monday.com Used Gong to Align Revenue Teams Around Customers

Edit This Case Study Record

	How monday.com Used Gong to Align Revenue Teams Around Customers Gong

How monday.com Used Gong to Align Revenue Teams Around Customers

Gong

Technology Category	Functional Applications - Enterprise Resource Planning Systems (ERP) Platform as a Service (PaaS) - Connectivity Platforms
Applicable Industries	Software
Applicable Functions	Business Operation Sales & Marketing
Services	Data Science Services Training
Challenge	monday.com, a SaaS work management software company, wanted to align its sales reps and go-to-market teams on the company’s new brand messaging. The company also aimed to promote more effective pipeline reviews and one-on-ones, assess whether the new messaging landed well in the market, and uplevel client partnership. The challenge was not just launching a new initiative or making people aware of the behaviors that need to change, but everything that comes after the training and launch, like getting them to adopt and maintain those new behaviors. The new GTM messaging needed to be rolled out across its sales team, its customer success team, and all the remaining employees at monday.com — no small task. Read More
About Customer	monday.com is a SaaS work management software company that makes it easy to build, run, and scale workflows on a single platform. The company has enjoyed massive growth in recent years thanks to its agility and ability to work as a genuinely cross-functional organization. The company is headquartered in Tel Aviv, Israel and was founded in February 2012. It has over 600 employees and serves over 125,000 customers worldwide. The company recently launched new GTM messaging as it began serving as a Work Operating System (Work OS) for hundreds of thousands of customers worldwide. Read More
Solution	monday.com leaned heavily into Gong, a revenue intelligence platform, to track the effectiveness of this GTM initiative, which included 100+ reps across the company, as well as other employees. Gong’s platform helped monday.com easily understand which reps used the messaging and which ones needed more guidance. They used Gong trackers to see whether reps used keywords in customer conversations. Gong’s Deal Drivers, for example, are notifications that show him where reps have deficiencies in their process. Their managers can jump in and help the reps course correct immediately using data to clarify the issue. Gong’s platform also helps monday.com reps and managers focus on being more aligned. Gong enabled real-time coaching through peer-to-peer comments and scorecards that managers used. Read More Log in to view content
Contents

Technology Category

Functional Applications - Enterprise Resource Planning Systems (ERP)

Platform as a Service (PaaS) - Connectivity Platforms

Applicable Industries

Software

Applicable Functions

Business Operation

Sales & Marketing

Services

Data Science Services

Training

Challenge

monday.com, a SaaS work management software company, wanted to align its sales reps and go-to-market teams on the company’s new brand messaging. The company also aimed to promote more effective pipeline reviews and one-on-ones, assess whether the new messaging landed well in the market, and uplevel client partnership. The challenge was not just launching a new initiative or making people aware of the behaviors that need to change, but everything that comes after the training and launch, like getting them to adopt and maintain those new behaviors. The new GTM messaging needed to be rolled out across its sales team, its customer success team, and all the remaining employees at monday.com — no small task.

About Customer

monday.com is a SaaS work management software company that makes it easy to build, run, and scale workflows on a single platform. The company has enjoyed massive growth in recent years thanks to its agility and ability to work as a genuinely cross-functional organization. The company is headquartered in Tel Aviv, Israel and was founded in February 2012. It has over 600 employees and serves over 125,000 customers worldwide. The company recently launched new GTM messaging as it began serving as a Work Operating System (Work OS) for hundreds of thousands of customers worldwide.

Solution

monday.com leaned heavily into Gong, a revenue intelligence platform, to track the effectiveness of this GTM initiative, which included 100+ reps across the company, as well as other employees. Gong’s platform helped monday.com easily understand which reps used the messaging and which ones needed more guidance. They used Gong trackers to see whether reps used keywords in customer conversations. Gong’s Deal Drivers, for example, are notifications that show him where reps have deficiencies in their process. Their managers can jump in and help the reps course correct immediately using data to clarify the issue. Gong’s platform also helps monday.com reps and managers focus on being more aligned. Gong enabled real-time coaching through peer-to-peer comments and scorecards that managers used.

Impact #1	Moved away from assumptions and towards a reality-based world
Impact #2	Recognized the power of autonomous insights to guide its teams
Impact #3	Enabled truly cross-functional collaboration and alignment

Impact #1

Moved away from assumptions and towards a reality-based world

Impact #2

Recognized the power of autonomous insights to guide its teams

Impact #3

Enabled truly cross-functional collaboration and alignment

Benefit #1	In Q3 of 2021, monday.com’s CS team completed an astounding 100+ Executive Business Reviews (EBRs).

Benefit #1

In Q3 of 2021, monday.com’s CS team completed an astounding 100+ Executive Business Reviews (EBRs).

Download PDF Version

Overview

How monday.com Used Gong to Align Revenue Teams Around Customers

Operational Impact

Quantitative Benefit