Case Study: Demandbase raises ACV 25% and competitive win rates 11% with Gong
Key results
The challenge
Demandbase, a marketing-technology company, could identify marketplace opportunities but lacked the data-driven insight to reliably uncover where to improve and grow revenue. Leadership wanted visibility into team performance and competitive dynamics rather than anecdotal information.
The solution
Demandbase implemented Gong, using Deal Boards, call stats and trackers, competitive trackers, a weekly automated Risk Tracker email, and a Gong-Salesforce integration to standardize its sales process.
“This real-time, real-world competitive intelligence is nearly impossible to gain without Gong.”
JTJay TuelVP of Strategy, Revenue Enablement, and Sales Development, Demandbase
The results, in context
Demandbase reported increasing ACV by 25% in certain segments, competitive win rates by 11%, and win rates by 5% across the board, while reducing average onboarding time by 15%. The company attributes the gains to cloning the tactics of its top performers using Gong data.