A Focused Forecast: How Filtered Increased Its ACV by 62%
Company Size
11-200
Region
- Europe
Country
- United Kingdom
Product
- Gong Revenue Intelligence platform
Tech Stack
- Gong
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Customer Satisfaction
- Productivity Improvements
- Revenue Growth
Technology Category
- Analytics & Modeling - Real Time Analytics
- Application Infrastructure & Middleware - Data Exchange & Integration
Applicable Industries
- Education
Applicable Functions
- Sales & Marketing
Use Cases
- Predictive Quality Analytics
Services
- Data Science Services
About The Customer
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.
The Challenge
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.
The Solution
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.
Operational Impact
Quantitative Benefit
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