How Gong Insights Helped Workato Pivot During COVID-19 and Hit 102% of Plan
Customer Company Size
Mid-size Company
Region
- America
Country
- United States
Product
- Gong Insights
- Workato Enterprise Automation platform
- Workbot
Tech Stack
- Gong/Salesforce integration
- Slack
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Productivity Improvements
- Customer Satisfaction
Technology Category
- Application Infrastructure & Middleware - API Integration & Management
Applicable Industries
- Software
Applicable Functions
- Sales & Marketing
Services
- Data Science Services
- System Integration
About The Customer
Workato is an Enterprise Automation platform that enables both business and IT to drive business outcomes by listening to and taking actions on business events. The company is in a phase of hypergrowth and is driven by the number of opportunities it generates. Workato's marketing team is uniquely aligned with the sales team as a core marketing metric is 'how much they are adding to the pipeline'. The company is headquartered in Mountain View, CA and was founded in 2013. It has over 250 employees and operates in the Automation Software industry.
The Challenge
Workato, an Enterprise Automation platform, was in a phase of hypergrowth and was relying heavily on anecdotal data for tracking demand generation. This approach was restricting their visibility into the full sales funnel. The sales team was growing rapidly and was looking for a way to scale the team consistently while providing top-notch training and guidance. The uncertainty of relying on anecdotal data was not sitting well with Bhaskar Roy, Head of Growth and Marketing at Workato, whose marketing team is driven by the number of opportunities it generates. The team was ready for a change and was looking for a solution that could provide them with accurate and reliable data.
The Solution
Workato implemented Gong, a Revenue Intelligence platform, to help them become a data-driven sales and marketing organization. Gong provided insights that allowed the team to make strategic decisions based on data. Gong's three pillars of Revenue Intelligence - Deal Intelligence, People Intelligence, and Market Intelligence - helped Workato understand their deals, see which reps were thriving and struggling with remote selling, and know what was truly going on in their market. Gong's integration with Salesforce and Slack allowed Workato to surface intelligence in Slack and make sure it made its way back into Salesforce. This enabled the entire company, not just the sales team, to benefit from Gong insights. Gong's tracker feature also helped Workato adjust their sales outreach strategy during the COVID-19 pandemic by tracking the frequency and timing of when keywords like 'budget' and 'timing' were popping up in sales conversations.
Operational Impact
Quantitative Benefit
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