How Rapid7 Secured an Increase in Win Rates Using Gong
公司规模
Large Corporate
地区
- America
国家
- United States
产品
- Gong
技术栈
- AI
- Data Analytics
实施规模
- Enterprise-wide Deployment
影响指标
- Productivity Improvements
- Revenue Growth
- Customer Satisfaction
技术
- 分析与建模 - 实时分析
适用功能
- 销售与市场营销
- 商业运营
用例
- 质量预测分析
服务
- 数据科学服务
- 系统集成
关于客户
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.
挑战
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.
解决方案
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.
运营影响
数量效益
Case Study missing?
Start adding your own!
Register with your work email and create a new case study profile for your business.
相关案例.
Case Study
IoT Data Analytics Case Study - Packaging Films Manufacturer
The company manufactures packaging films on made to order or configure to order basis. Every order has a different set of requirements from the product characteristics perspective and hence requires machine’s settings to be adjusted accordingly. If the film quality does not meet the required standards, the degraded quality impacts customer delivery causes customer dissatisfaction and results in lower margins. The biggest challenge was to identify the real root cause and devise a remedy for that.
Case Study
Prevent Process Inefficiencies with Automated Root Cause Analysis
Manufacturers mostly rely on on-site expert knowledge for root cause analysis. When the defective product is sent to lab for analysis, it is laborious and always a post-mortem one. Manufacturers that collect data from IT and OT also need a comprehensive understanding of a variety of professionals to make sense of it. This is not only time consuming, but also inefficiencient.
Case Study
Digitalising QC records
Ready-mix concrete batching plant with seasonal demand 6,000 to 12,000 cu.metre per month.Batch-cycle records for each truck is stored in paper format. 1000 to 2000 truck loads per month, generating ~2000 to 6000 paper records.QC anomaly detection in chemical batch-mixing is manual & time consuming.
Case Study
Automotive manufacturer increases productivity for cylinder-head production by 2
Daimler AG was looking for a way to maximize the number of flawlessly produced cylinder-heads at its Stuttgart factory by making targeted process adjustments. The company also wanted to increase productivity and shorten the ramp-up phase of its complex manufacturing process.
Case Study
CleanTelligent Enhances Janitorial Software Solutions with Infor Birst
CleanTelligent Software, a company that aids in-house and contracted janitorial teams in streamlining communication and improving quality control, faced a significant challenge. Their clients were demanding a more dynamic way to present reporting data. The company's software was primarily used to analyze and summarize a custodial team's performance, replacing a highly manual, paper-driven process. However, the initial differences between service providers in the janitorial industry are often unclear, and the cost of switching is comparatively low. This situation led to high client turnover, with a janitorial company's customer lifetime averaging four years or less. CleanTelligent needed to improve the customer experience with dynamic dashboards and reporting, retain customers through predictive analysis, capitalize on advanced analytics capabilities to build market differentiation, and improve client retention rates.
Case Study
Digitization of Pharmaceutical Packaging Machines: A Case Study of CVC Technologies
CVC Technologies, a leading manufacturer of pharmaceutical packaging machines, was seeking an end-to-end IoT solution to fully digitize their pharmaceutical liquid filling and capping machines. The company aimed to enhance the safety of their equipment, introduce digital maintenance capabilities, and gain visibility into machine status from anywhere at any time. The challenge was to find a solution that could provide real-time visibility into the machine's status, deliver direct cloud connectivity and digital services, and simplify all aspects of the machine's lifecycle, from engineering to maintenance.
