Gong > Case Studies > Gong Forecast Reduces Tackle.io's Forecasting Time by 40%

Gong Forecast Reduces Tackle.io's Forecasting Time by 40%

Technology Category

Cybersecurity & Privacy - Identity & Authentication Management
Platform as a Service (PaaS) - Application Development Platforms

Applicable Industries

Education
Oil & Gas

Applicable Functions

Sales & Marketing

Use Cases

Demand Planning & Forecasting
Inventory Management

Services

Training

About The Customer

Tackle.io is a company based in Boise, ID, founded in 2016. The company, which has a size of 200 employees, operates in the Enterprise Software & Network Solutions industry. Tackle.io provides a zero-engineering platform that helps B2B software companies establish, operate, and scale sales through the cloud. The company was in hyper-growth mode and was spending a significant amount of time on forecast-related tasks. The company's Vice President of Sales, Jeramee Waldum, and Director of Revenue Operations, Kate Gallucci, were looking for a solution to make the forecasting process more efficient and less time-consuming.

The Challenge

Tackle.io, a zero-engineering platform that provides a go-to-market solution to help B2B software companies establish, operate, and scale sales through the cloud, was facing a significant challenge with forecasting. The company was spending over 10 hours per week on forecasting tasks, which involved going through spreadsheets, piecing together data, and having endless conversations with sales leaders and sales reps. This was not only time-consuming but also inefficient. The company's sales leaders were dedicating their one-on-ones to forecasting, taking away from valuable leadership and coaching time. This was starting to weigh on the company's Vice President of Sales, Jeramee Waldum, who was striving to build a sales organization that wasn’t of the super-high pressure mold.

The Solution

Tackle.io implemented Gong Forecast, a tool that helps identify which deals to focus on and brings them to the top. This resulted in a more efficient and accurate forecasting process. Gong Forecast also improved data integrity, with more accurate close dates and more established forecast categories. The team no longer had to rely on spreadsheets for forecasting. The tool's tight Salesforce-Gong two-way, real-time integration resulted in cleaner data and better insight into customer data. The simplicity of Gong Forecast led to high levels of adoption within Tackle.io. All reps were aligned to a single cadence, with forecasts in by Monday AM, rep/manager one-on-ones sometime Monday, and sales management and leadership meeting about a company roll-up forecast on Tuesdays. Gong Forecast also helped the Tackle team understand how to best take action.

Operational Impact

The implementation of Gong Forecast not only improved the forecasting process at Tackle.io but also had a positive impact on other teams within the company. The Customer Success and Renewals teams gained instant, real-time visibility into the sales pipeline, allowing them to be prepared post-sale. The Gong call library benefited the Enablement and Onboarding teams by providing them with segmented information by persona and specific features. The Product team was able to get insights and validation from Gong by surfacing the nice-to-have features customers were asking for. The Marketing team was able to identify messaging, content, and collateral needs that help Tackle’s sellers throughout the sales cycle. Overall, Gong Forecast allowed Tackle.io to spend more time focusing on what matters most — helping sellers sell.

Quantitative Benefit