Gong > 实例探究 > A Focused Forecast: How Filtered Increased Its ACV by 62%

A Focused Forecast: How Filtered Increased Its ACV by 62%

公司规模

SME

地区

Europe

国家

United Kingdom

产品

Gong Revenue Intelligence platform

技术栈

Gong

实施规模

Enterprise-wide Deployment

影响指标

Revenue Growth
Productivity Improvements
Customer Satisfaction

技术

分析与建模 - 实时分析

适用行业

教育

适用功能

销售与市场营销

用例

质量预测分析

服务

数据科学服务

关于客户

Filtered is a fast-growing startup based in London, England. Founded in 2009, the company has over 40 employees and operates in the digital learning software industry. Filtered's mission is to help customers filter out irrelevant learning content. Their solution intelligently refines learning content, delivering it to the right people at the right time, using personalised recommendations to help them build the skills they need. The company is always focused on growing revenue and as 2020 approached, they began exploring more ways to help their individual sales reps accomplish that task.

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挑战

Filtered, a UK-based learning technology and content company, was seeking ways to grow its revenue and better coach its sales reps. As the company grew, the need for a Revenue Intelligence tool became apparent. The company wanted to focus on its most important accounts and make the most of its pipeline. In early 2020, the Filtered sales team spent a lot of time sharpening its sales skills and methodologies. They implemented a more deliberate and structured sales framework, began running more internal demos, and started a sales book club. However, they needed something more to take their efforts to the next level.

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解决方案

Filtered decided to try out Gong, a Revenue Intelligence platform. Despite initial skepticism from the sales leadership and tech fatigue from the sales team, the company managed to get buy-in from key individuals and implemented Gong. The initial roll out gave the team the confidence that Gong did work, and that recording prospects and customers would not affect the quality of the relationships they had or ones they were working to build. Gong's insights confirmed some hunches about where (and which) reps needed support and also surfaced what sales reps did that worked. Gong's insights helped Filtered sales managers understand what’s really happening inside a deal. Furthermore, Filtered used Gong data to better understand and respond to customer needs, leading to the launch of a new product.

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运营影响

Filtered was able to focus on its most important accounts and make the most of its pipeline.
The company was able to level up its sales team and increase its flagship product’s ACV.
Filtered was able to create a collaborative coaching culture within the sales team.
Gong's insights helped Filtered sales managers understand what’s really happening inside a deal.
Filtered was able to use Gong data to better understand and respond to customer needs.

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数量效益