How monday.com Used Gong to Align Revenue Teams Around Customers
Company Size
1,000+
Region
- Asia
Country
- Israel
Product
- Gong
- monday.com
Tech Stack
- Revenue Intelligence Platform
- Work Management Software
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Brand Awareness
- Customer Satisfaction
- Productivity Improvements
Technology Category
- Functional Applications - Enterprise Resource Planning Systems (ERP)
- Platform as a Service (PaaS) - Connectivity Platforms
Applicable Industries
- Software
Applicable Functions
- Business Operation
- Sales & Marketing
Services
- Data Science Services
- Training
About The Customer
monday.com is a SaaS work management software company that makes it easy to build, run, and scale workflows on a single platform. The company has enjoyed massive growth in recent years thanks to its agility and ability to work as a genuinely cross-functional organization. The company is headquartered in Tel Aviv, Israel and was founded in February 2012. It has over 600 employees and serves over 125,000 customers worldwide. The company recently launched new GTM messaging as it began serving as a Work Operating System (Work OS) for hundreds of thousands of customers worldwide.
The Challenge
monday.com, a SaaS work management software company, wanted to align its sales reps and go-to-market teams on the company’s new brand messaging. The company also aimed to promote more effective pipeline reviews and one-on-ones, assess whether the new messaging landed well in the market, and uplevel client partnership. The challenge was not just launching a new initiative or making people aware of the behaviors that need to change, but everything that comes after the training and launch, like getting them to adopt and maintain those new behaviors. The new GTM messaging needed to be rolled out across its sales team, its customer success team, and all the remaining employees at monday.com — no small task.
The Solution
monday.com leaned heavily into Gong, a revenue intelligence platform, to track the effectiveness of this GTM initiative, which included 100+ reps across the company, as well as other employees. Gong’s platform helped monday.com easily understand which reps used the messaging and which ones needed more guidance. They used Gong trackers to see whether reps used keywords in customer conversations. Gong’s Deal Drivers, for example, are notifications that show him where reps have deficiencies in their process. Their managers can jump in and help the reps course correct immediately using data to clarify the issue. Gong’s platform also helps monday.com reps and managers focus on being more aligned. Gong enabled real-time coaching through peer-to-peer comments and scorecards that managers used.
Operational Impact
Quantitative Benefit
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