Gong Case Studies How Rapid7 Secured an Increase in Win Rates Using Gong

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	How Rapid7 Secured an Increase in Win Rates Using Gong Gong

How Rapid7 Secured an Increase in Win Rates Using Gong

Gong

Technology Category	Analytics & Modeling - Real Time Analytics
Applicable Functions	Sales & Marketing Business Operation
Use Cases	Predictive Quality Analytics
Services	Data Science Services System Integration
Challenge	Rapid7, a cybersecurity firm, was struggling to understand the voice of its customers to win more deals. The majority of its customer interactions were conducted via phone and web meetings, and the leadership team spent a significant amount of time gathering information from these calls to make critical business decisions. However, the information they received was anecdotal and often distorted as it was passed from person to person. This, along with a limited subset of customer interactions, made it nearly impossible to make sound decisions about where to focus their efforts and how to address the market's needs. Read More
About Customer	Rapid7 is a cybersecurity firm headquartered in Boston, MA. Founded in 2000, the company has grown to over 2,000 employees and serves more than 9,900 customers. The company's culture is centered around the concept of 'Moose', a term used to collectively refer to Rapid7's employees. This is reflective of the company's belief in unity and teamwork. Rapid7's priorities include developing its employees, ensuring that customers have a top-notch experience, and growing the business. The company conducts the majority of its customer interactions via phone and web meetings. Read More
Solution	Rapid7 implemented Gong, a revenue intelligence platform that uses AI to capture customer interactions, analyze them, and provide insights. Gong allowed Rapid7 to move away from anecdotes and subjectivity and towards objectivity and the true voice of the customer. Gong quickly became an essential part of Rapid7’s strategy to understand the voice of its customer and scale up reps through training and coaching. It saved frontline managers time and energy and allowed them to focus only on the calls that mattered most. Gong's AI provided clarity on things Rapid7 believed were true, but couldn’t confirm without Gong’s insights. Gong also helped uncover some real opportunities for Rapid7, specifically, in areas for improvement. Read More Log in to view content
Contents

Technology Category

Analytics & Modeling - Real Time Analytics

Applicable Functions

Sales & Marketing

Business Operation

Use Cases

Predictive Quality Analytics

Services

Data Science Services

System Integration

Challenge

Rapid7, a cybersecurity firm, was struggling to understand the voice of its customers to win more deals. The majority of its customer interactions were conducted via phone and web meetings, and the leadership team spent a significant amount of time gathering information from these calls to make critical business decisions. However, the information they received was anecdotal and often distorted as it was passed from person to person. This, along with a limited subset of customer interactions, made it nearly impossible to make sound decisions about where to focus their efforts and how to address the market's needs.

About Customer

Rapid7 is a cybersecurity firm headquartered in Boston, MA. Founded in 2000, the company has grown to over 2,000 employees and serves more than 9,900 customers. The company's culture is centered around the concept of 'Moose', a term used to collectively refer to Rapid7's employees. This is reflective of the company's belief in unity and teamwork. Rapid7's priorities include developing its employees, ensuring that customers have a top-notch experience, and growing the business. The company conducts the majority of its customer interactions via phone and web meetings.

Solution

Rapid7 implemented Gong, a revenue intelligence platform that uses AI to capture customer interactions, analyze them, and provide insights. Gong allowed Rapid7 to move away from anecdotes and subjectivity and towards objectivity and the true voice of the customer. Gong quickly became an essential part of Rapid7’s strategy to understand the voice of its customer and scale up reps through training and coaching. It saved frontline managers time and energy and allowed them to focus only on the calls that mattered most. Gong's AI provided clarity on things Rapid7 believed were true, but couldn’t confirm without Gong’s insights. Gong also helped uncover some real opportunities for Rapid7, specifically, in areas for improvement.

Impact #1	Gong quickly became an essential part of Rapid7’s strategy to understand the voice of its customer and scale up reps through training and coaching.
Impact #2	Gong saved frontline managers time and energy and allowed them to focus only on the calls that mattered most.
Impact #3	Gong's AI provided clarity on things Rapid7 believed were true, but couldn’t confirm without Gong’s insights.

Impact #1

Gong quickly became an essential part of Rapid7’s strategy to understand the voice of its customer and scale up reps through training and coaching.

Impact #2

Gong saved frontline managers time and energy and allowed them to focus only on the calls that mattered most.

Impact #3

Gong's AI provided clarity on things Rapid7 believed were true, but couldn’t confirm without Gong’s insights.

Benefit #1	Increase in BDR/SDR productivity
Benefit #2	Increase in qualified pipeline
Benefit #3	Overall increase in win rate

Benefit #1

Increase in BDR/SDR productivity

Benefit #2

Increase in qualified pipeline

Benefit #3

Overall increase in win rate

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Overview

How Rapid7 Secured an Increase in Win Rates Using Gong

Operational Impact

Quantitative Benefit