Allbound: How Gong Helped Allbound Improve Six Key Sales Outcomes
Company Size
11-200
Region
- America
Country
- United States
Product
- Allbound SaaS platform
- Gong conversation intelligence platform
Tech Stack
- SaaS
- Conversation Intelligence
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Customer Satisfaction
- Productivity Improvements
- Revenue Growth
Technology Category
- Analytics & Modeling - Real Time Analytics
- Platform as a Service (PaaS) - Application Development Platforms
Applicable Industries
- Software
Applicable Functions
- Sales & Marketing
Use Cases
- Predictive Quality Analytics
Services
- Data Science Services
- System Integration
About The Customer
Allbound is a software company based in Phoenix, Arizona. Founded in 2014, the company offers a channel partner SaaS platform that helps other companies accelerate their recurring revenue. The company has over 25 employees and operates in the channel partner software industry. In December 2016, Greg Reffner, previously at Act-On Software, was hired as Allbound’s Director of Sales. The company was facing challenges with its sales process, particularly in handling conversations with prospects, which was negatively impacting key sales outcomes.
The Challenge
When Greg Reffner joined Allbound as Director of Sales in 2016, he noticed that the organization's approach to conversations with prospects was flawed. The lack of visibility into sales and customer calls meant that no one realized the extent of the improvement needed. Key sales outcomes were falling short of projections, and Greg attributed this to the mismanagement of sales conversations with prospects. The sales cycle was dragging on for 92 days, win-rates were in single-digit percentages, and deals were stalling in the pipeline. As a result, customer acquisition costs (CAC) were high.
The Solution
Greg implemented the Gong conversation intelligence platform, which he had previously used at Act-On. The platform automatically records, transcribes, and analyzes sales team calls and demos. Greg aimed to uncover areas of the sales process that needed fixing and help his reps sell more effectively. He wanted to bring transparency to all prospect conversations to shift the company back to its customer-centric roots. After analyzing sales conversation trends, Greg discovered that every lost deal was due to their price point being significantly higher than what their market could bear. This led to a shift in their pricing model to align with their target market. Greg also identified a lack of rigor in how reps were qualifying prospects and securing next steps. He started coaching his team on how to qualify the buying process, quantify pain, and secure next steps. Once the major issues in the sales process were corrected, the focus shifted to ongoing coaching.
Operational Impact
Quantitative Benefit
Case Study missing?
Start adding your own!
Register with your work email and create a new case study profile for your business.
Related Case Studies.
Case Study
Factor-y S.r.l. – Establishes a cost-effective, security-rich development environment with SoftLayer technology
Factor-y S.r.l., a web portal developer, was faced with the challenge of migrating its development infrastructure to a reliable cloud services provider with highly responsive technical support. The company needed a solution that would not only provide a secure and reliable environment but also support its expansion by providing resources to create and deliver innovative offerings.
Case Study
Darwin Ecosystem: Accelerating discovery and insight through cutting-edge big data and cognitive technologies
Darwin Ecosystem was founded with a unique vision of harnessing chaos theory mathematics to uncover previously hidden connections in unstructured data. The company’s algorithms can look at all the data generated by any source (such as news, RSS feeds and Twitter), and analyze how a specific set of concepts within that data are evolving over time. This is particularly valuable in situations such as business and competitive intelligence, social research, brand monitoring, legal discovery, risk mitigation and even law enforcement. A common problem in these areas is that a regular web search will only turn up the all-time most popular answers to a given question – but what the expert researcher is actually interested in is the moment-tomoment evolution of the data available on that topic. Darwin’s algorithm is computationally intensive, and the sources of data it correlates can be vast. To bring its benefits to a larger commercial audience, Darwin needed to find a way to make it scale.
Case Study
Zend accelerates, simplifies PHP development
Zend Technologies, a major contributor to the PHP open source community, needed to keep pace with emerging trends such as mobility, agile development, application lifecycle management and continuous delivery. The company needed to provide the right tools to the worldwide community of PHP developers. The challenge was to support enterprise-class capabilities from end to end, including mobile, compliance and security. The pace of business required developers to show results fast across a variety of devices without compromising quality or security.
Case Study
Delivering modern data protection with cloud scale backup from Cobalt Iron and IBM
Organizations are struggling to modernize their legacy data protection environments in the face of growing demands around new infrastructure, new applications, and budget consolidation. Virtualization and modern application development processes have significantly outgrown legacy backup architectures. In response, infrastructure teams have created multiple backup solution types to handle the varying SLAs (performance, scale, cost) required by their business sponsors. However, the sheer number and variety of solutions in this uncontrolled expansion creates huge amounts of work, threatening to overwhelm the IT team in many organizations. Today, developers may add new applications and virtual server instances by the hundreds per day without accounting for the restrictions of the existing backup infrastructure. They leverage the cloud for immediate compute and storage resources, yet rarely communicate succinctly with corporate IT to ensure that the appropriate data protection services are in place.
Case Study
Achieving near limitless scalability and flexibility with data in the cloud
Web-based publishing platform SpaceCraft found that as its client base grew, it was spending an increasing amount of time managing its databases, distracting its focus from product innovation. As its user base rapidly expanded, data volumes at SpaceCraft began to rise dramatically. Along with their main focus on maintaining and further developing a great platform for web publishing, the SpaceCraft team had the added pressure of managing the increasing quantities of data while ensuring ongoing high performance for clients.
Case Study
nViso SA – Delivers emotion recognition solutions worldwide with a scalable SoftLayer hosting solution
nViso SA, a company that provides emotion recognition solutions, was in need of a high-performance cloud hosting infrastructure. The company wanted to extend its services to a global customer base. The challenge was to find a solution that could handle the demands of their growing customer base and the need for high performance and reliability.
