OutSystems Increases Close Rates by 5% Using Gong’s Conversation Intelligence Platform
Company Size
1,000+
Country
- Worldwide
Product
- OutSystems Low Code Platform
- Gong’s conversation intelligence platform
Tech Stack
- Webex
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- 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
Services
- Data Science Services
About The Customer
OutSystems is a leading low-code platform for rapid mobile app development. Founded in 2001, the company helps other businesses build enterprise-grade mobile apps 6-10 times faster than traditional app development. Mike Lambert, who was hired in February of 2016 after a $55 million funding round, currently serves as the company’s Chief Revenue Officer (CRO), managing a global sales organization of 130 people. The company has grown significantly over the years, expanding its sales organization to 130 people around the globe. However, with this growth came challenges in ensuring that all sales reps were on message and positioning the product in a way that would create long-term customers rather than one-time deals.
The Challenge
OutSystems, a leading low-code platform for rapid mobile app development, faced a challenge as their sales organization grew. With an increase in headcount, the likelihood of sales reps saying the wrong things on calls increased. This made it difficult to ensure everyone was doing and saying the right things while avoiding things that may damage the sale. Many reps were positioning the product in a way that would help them get a quick one-off service-based sale, but this approach crippled the potential of having a long-term customer that would renew after the initial service. The lack of insight into what was happening on sales calls made it impossible for the sales management team to pinpoint why some reps were struggling, and why others were blowing their numbers away. The only thing they could see is the differences in their numbers. Identifying the causes behind those numbers (or lack thereof) was guesswork.
The Solution
Mike Lambert, the Chief Revenue Officer (CRO) of OutSystems, implemented Gong’s conversation intelligence platform. Every Webex call across his 130-person sales organization was now automatically recorded, transcribed, and analyzed so he could get a sense of what was going on and scale their call coaching efforts. Mike set up alerts to be notified any time a rep used language that reflected the messaging he wanted his team to avoid. This allowed Mike to quickly take corrective coaching action and get his team on the right track. Gong helped Mike shine the light on the exact things reps were doing on calls that were causing them to either do well or poorly. He was able to pinpoint what his top performers were doing so winning behavior could be replicated across the rest of the team. Sales managers could also diagnose what struggling reps were doing on calls that was causing them to underperform. This helped shift the effectiveness of his entire 130-person sales team.
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.
