Gong > Case Studies > How Auvik Created Its A-Team

How Auvik Created Its A-Team

Company Size

200-1,000

Region

America

Country

Canada

Product

Gong

Tech Stack

Cloud-based software

Implementation Scale

Enterprise-wide Deployment

Impact Metrics

Customer Satisfaction
Productivity Improvements

Technology Category

Platform as a Service (PaaS) - Connectivity Platforms

Applicable Industries

Telecommunications

Applicable Functions

Sales & Marketing

Use Cases

Remote Collaboration

Services

Data Science Services

About The Customer

Auvik is a company that provides cloud-based software for network management. Their software turns complex network management into simple, automated steps. When networks don't work, cloud-based businesses grind to a halt and those businesses immediately call their IT managed service provider (MSP). Auvik informs MSPs about network issues before clients know anything has happened, ensuring smooth operations. The company is based in Waterloo, Ontario, and was founded in 2011. It has grown to a size of 300 employees, with a sales team of 50. Auvik operates in the computer networking industry.

The Challenge

Auvik was experiencing rapid growth and the Sales leadership was struggling to scale rep coaching, which was impacting team performance. As they entered a hyper-growth phase, managing a larger team with bigger deals presented new challenges. The SVP of Sales, Rob Auld, recognized the need to improve manager coaching in a scalable way. He also wanted to identify and support key deals to help reps close them and develop skills to become top performers. However, without a tool like Gong, Rob had no way of measuring the quantity or quality of his managers’ coaching. He also lacked visibility into his team’s interactions with prospects and customers.

The Solution

Auvik implemented Gong's Deal Intelligence capabilities to stay on top of every must-win opportunity. Gong sends alerts when risky conversations occur in key deals, especially those deep in the funnel. This data, combined with information from the CRM, alerts Rob during key events, such as when a late-stage deal is about to fail. By quickly understanding the context between the prospect and an AE, Rob can provide in-the-moment coaching, helping them close more deals and learn valuable skills. Gong also measures the quantity and quality of frontline sales managers' coaching, allowing Rob to identify topics that winning managers discuss and use this information to assist other managers who struggle to coach their teams.

Operational Impact

Gong’s Deal Intelligence capabilities keep Auvik on top of every must-win opportunity.
Gong sends alerts when risky conversations happen in key deals, especially ones that are deep in the funnel.
Gong measures the quantity and quality of frontline sales managers' coaching.
The Product Marketing team at Auvik has embraced Gong and regularly leverages its insights to tailor their messaging to their audience.
The Technology team uses Gong to better understand feedback when customers report a bug or create a feature request.