Gong > Case Studies > Tinuiti's Revenue Growth through Gong's Cross-Selling Opportunities

Tinuiti's Revenue Growth through Gong's Cross-Selling Opportunities

Technology Category

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

Applicable Industries

Education
Electrical Grids

Applicable Functions

Sales & Marketing

Use Cases

Time Sensitive Networking

Services

Training

About The Customer

Tinuiti is a leading advertising and public relations company based in New York, NY. Founded in 2004, the company has grown to over 4000 employees. Tinuiti partners with brands to identify, engage, and acquire customers across the Triopoly (Google, Facebook, Amazon) and other platforms, to retain and reactivate them across their larger media mix and digital journey. The company's Chief Commercial Officer, Jesse Eisenberg, manages all departments that generate new revenue and enable revenue retention. Tinuiti has a long and complex sales process, and the company places a high importance on capturing, storing, and ensuring sales information is quickly and accurately searchable.

The Challenge

Tinuiti, a leading advertising and public relations company, was facing a significant challenge with its manual sales process. The company had little to no analytics or data-backed insights to support its sales operations. The data they had was often insufficient and not the 'right' data that could drive their growth. The company was struggling to identify cross-selling opportunities and was in dire need of a solution that could help them grow at scale. The sales process was long and complex, and the company needed a way to capture, store, and ensure sales information was quickly and accurately searchable. The lack of an efficient system was hindering their growth and evolution.

The Solution

Tinuiti found its solution in Gong, a platform that helped them identify cross-selling opportunities through Gong Trackers. These trackers identified keywords mentioned in sales and client conversations, unlocking tremendous growth opportunities for the company. Gong was fully utilized by Tinuiti, not only by the sales team but also by the client service teams. The platform was used to identify at-risk clients and cross-selling opportunities with existing clients. Gong also played a significant role in the collaboration between Sales and Client Strategy at Tinuiti. The Client Strategy team used Gong to look back at sales conversations to ensure an optimal handoff, get to know their (new) client’s personality, what they were looking for/hoping to accomplish, and more. Gong also provided Tinuiti with the ability to aggregate common topics across the client base, allowing them to 'keep a pulse' on various trends and inform marketing content prioritization.

Operational Impact

The implementation of Gong brought about significant operational improvements for Tinuiti. The platform saved time for Client Strategy leaders by allowing them to be 100% present during calls and not having to schedule a time to join other people’s calls. Managers no longer had to adjust schedules to attend every scheduled call. They could listen to important calls on their own time, leading to increased efficiency. The ability to listen to calls on the Gong app while on the plane en route to a sales pitch made the process more efficient and productive. Gong also played a significant role in coaching, helping the team understand what sets its top performers apart. The platform's analytics helped Tinuiti 'dive deeper' to understand better where to spend coaching time.

Quantitative Benefit

50% increase in recurring revenue from cross-selling year-to-date vs. the prior year.
Increased efficiency in listening to important calls due to increased playback speed.
Ability to identify at-risk clients and cross-selling opportunities with existing clients.