Gong Case Studies Simpro Empowers Hybrid Sales and A Culture of Accountability in A Global Workforce

Edit This Case Study Record

	Simpro Empowers Hybrid Sales and A Culture of Accountability in A Global Workforce Gong

Simpro Empowers Hybrid Sales and A Culture of Accountability in A Global Workforce

Gong

Technology Category	Infrastructure as a Service (IaaS) - Cloud Computing
Applicable Industries	Construction & Infrastructure Electronics
Applicable Functions	Sales & Marketing Business Operation
Use Cases	Remote Collaboration
Services	Cloud Planning, Design & Implementation Services Data Science Services
Challenge	With the impact of COVID-19, simPRO needed a way to strengthen and develop their new remote sales process. The company was initially structured along geographic lines, with offices operating as independent units. However, they decided to restructure their business units along functional lines, bringing together colleagues from around the world—regardless of location. The pandemic forced them to put these plans on hold. When the lockdowns persisted, they decided to move forward with the reorganisation and invest in their future. They wanted insight into the remote sales process, including intel about their customers’ needs and their reps’ performance. Read More
About Customer	simPRO Group is a company that provides a cloud-based platform which is a single-stop service, project, and maintenance management solution. It is used by more than 6,000+ trade and construction companies in field and office environments. Their customers include electrical, plumbing, HVAC, security, and fire protection service providers in the US, the UK & Ireland, Australia, and New Zealand. The company was initially structured along geographic lines, with offices operating as independent units. However, they decided to restructure their business units along functional lines, bringing together colleagues from around the world—regardless of location. Read More
Solution	simPRO found a solution in Gong, a platform that captures customer interactions across calls and remote meetings, providing unfiltered visibility into the activities of the sales team. Gong’s proprietary AI identifies what’s driving effective sales discussions and what’s holding their people back. Gong helps simPRO track customer journeys across the entire sales process, establish pain points, determine winning strategies, and identify ways to improve their reps’ performance through coaching and mentoring. Gong’s deal dashboard and call library were used to see a clear picture of their pipeline and improve sales forecasts. The platform also helped senior reps find their footing during the pandemic, allowing them to adapt their natural charisma to virtual sales. Read More Log in to view content
Contents

Technology Category

Infrastructure as a Service (IaaS) - Cloud Computing

Applicable Industries

Construction & Infrastructure

Electronics

Applicable Functions

Sales & Marketing

Business Operation

Use Cases

Remote Collaboration

Services

Cloud Planning, Design & Implementation Services

Data Science Services

Challenge

With the impact of COVID-19, simPRO needed a way to strengthen and develop their new remote sales process. The company was initially structured along geographic lines, with offices operating as independent units. However, they decided to restructure their business units along functional lines, bringing together colleagues from around the world—regardless of location. The pandemic forced them to put these plans on hold. When the lockdowns persisted, they decided to move forward with the reorganisation and invest in their future. They wanted insight into the remote sales process, including intel about their customers’ needs and their reps’ performance.

About Customer

simPRO Group is a company that provides a cloud-based platform which is a single-stop service, project, and maintenance management solution. It is used by more than 6,000+ trade and construction companies in field and office environments. Their customers include electrical, plumbing, HVAC, security, and fire protection service providers in the US, the UK & Ireland, Australia, and New Zealand. The company was initially structured along geographic lines, with offices operating as independent units. However, they decided to restructure their business units along functional lines, bringing together colleagues from around the world—regardless of location.

Solution

simPRO found a solution in Gong, a platform that captures customer interactions across calls and remote meetings, providing unfiltered visibility into the activities of the sales team. Gong’s proprietary AI identifies what’s driving effective sales discussions and what’s holding their people back. Gong helps simPRO track customer journeys across the entire sales process, establish pain points, determine winning strategies, and identify ways to improve their reps’ performance through coaching and mentoring. Gong’s deal dashboard and call library were used to see a clear picture of their pipeline and improve sales forecasts. The platform also helped senior reps find their footing during the pandemic, allowing them to adapt their natural charisma to virtual sales.

Impact #1	Increased collaboration across employees around the world.
Impact #2	Streamlined onboarding while respecting the constraints needed to stay safe during the pandemic.
Impact #3	Established a consistent, repeatable remote sales process that will continue to serve them long after the pandemic is a thing of the past.

Impact #1

Increased collaboration across employees around the world.

Impact #2

Streamlined onboarding while respecting the constraints needed to stay safe during the pandemic.

Impact #3

Established a consistent, repeatable remote sales process that will continue to serve them long after the pandemic is a thing of the past.

Benefit #1	US team doubled its sales figures this quarter.
Benefit #2	All of their sales leaders are now within 5% of their monthly forecasts.

Benefit #1

US team doubled its sales figures this quarter.

Benefit #2

All of their sales leaders are now within 5% of their monthly forecasts.

Download PDF Version

Overview

Simpro Empowers Hybrid Sales and A Culture of Accountability in A Global Workforce

Operational Impact

Quantitative Benefit