Gong

“We use outreach and gong in our tech stack. And then we're also scraping calendar data to make sure that we're really as accountable as we can be to how account executives are spending their time.”

“Some are actually iconic SaaS brands, so you probably know the Figma, the DBT of this world. Some are very famous brands for CFOs, Carta, Brex. Some are iconic brands for sales team. I can talk about Gong, for instance.”

“There was a couple years where they both were these point solutions for listening to your sales teams, and they were both great, but Gong out executed Chorus, even though, in his opinion, the tech was similar.”

“At the time I joined, they were pretty similar. Now they're demonstrably different and teams are different sizes, et cetera. But at that initial inflection point, when I joined, in fact, we didn't even really know what our differentiators were yet.”

“The fact that we won go to market as early as we were, that allowed us to continue to invest in the product, grow the team, et cetera. So it kind of started feeding the differentiation of the product as well.”

“A year ago or whatever, if we were more established, we started trying to move away from that pilot motion or that business assessment motion, and honestly, it was a mistake, and we've gone back to it more heavily now, especially in the current environment.”

“You're talking to CROs and VPs of sales, like you can't have a really junior sales rep on the other end of the phone. And so raised quotas, raised OTE. And so I think the sales force that we built early on and the people that, that joined early to help sell we…”

“We're lucky enough to be in, in the group that has not had to do layoffs at this point. We've got 10 years of runway plus, and so we're in a good financial spot.”

“One thing that, that chorus did. Did better than us. Is they did a really good job of getting advisors pretty early. They, I think they got through giving them some equity, but they insert these like champions inside of decent sized organizations that would bl…”

“I think one of the most important things is just not to make some massive radical change, right? You still want to stabilize the team... We are trying not to kind of do anything that's really hard to undo, like changing people's quotas and changing comp plans …”

“Zenefits alone produced as starting as AEs, the head of revenue at Rippling, the head of revenue at Gong, the head of revenue at Modern Health, the former head of revenue at TripActions, like all of these came out of Zenefits alone”

“And, you know, the same conversation that we had with Gong last week, where we were looking at our conversion rates, we saw that when we use these, we believe statements and this approach to selling, we actually double our conversion rates as well.”

“And actually we had a check in with our CSM at Gong the other day, and we were looking at some of the data. And what we saw was that if AEs are talking about money, if they're talking about ROI, We actually double our win rate”

“Probably 30 of our first 50, probably 50 of our first hundred customers were all through sort of our collective network.”

“Believe it or not, we struggled to raise money because people didn't believe in the idea that AI is going to be big one day.”

“Now, there are more approvals in a cycle. The CFO would be interested, why should I spend money on this? So every dollar is like, ah, actually, the numbers we see orders, we have 37 seats. Right. Odd numbers, right? Not 50, right? 37. Oh, these people are not …”

“The third wave is autonomous application with AI, that's gonna dwarf everything, that it's gonna be like a much bigger than cloud, because it touches into payroll, right? It comes from a different budget. We're not quite there right, but think about if you go …”

“And I know that no matter what, and I always tell the employees like, every two years, we need to be a new company. We almost have to assume that our products are no longer differentiated, no longer matter. There'll be people that will copy whatever we have ar…”

“Today, I'm actually using it. I don't write customer emails anymore. The Gen AI is good, and I have a unique voice, so usually in the past when I used it, you'd say, ah, that's not good, I have to write it, or have my EA draft something, now I just, it's 90%, …”

“Actually it was like a, Second or a third degree level message in our marketing. We didn't want to talk about AI because it would scare the hell out of people. We sell to business users and we don't want to sound like too science fiction.”

“Reps spend about 75% of their time on non-selling time. If you measure the hours that their customer facing, it's 25%, sometimes even less.”

“We only had 20 something sellers and 10 of them went on to be top CROs, right? CROs at Brex, CRO at Ripley now, Gong, also CRO at Gong. Seismic, a long list of others, half of them went on to be leading”

“My experience with these systems is I would describe them as like reactive data repositories where when you buy Salesforce or when you buy Golong or when you buy outreach, it really requires the user to input data and instruct the system what to do. And much o…”

“We actually did an analysis when I was at HubSpot and we saw that the managers who engaged most in Gong had the highest attainment.”

“Our revenue team went on to be the CROs of Brex, Rippling, Gong, So many leaders, like others, like 10 of them, and like that we had this monster team and I missed, I didn't, what I didn't know was how good I had it in some areas.”

“If you look at what happened with Gong struggled for a while, then they're re-accelerating to three hundred million, ok?”

“On our customer conversations, we loaded sort of 5000 Gong calls in Snowflake. We added a lot of emails. We added, we connected to Salesforce, brought that all together.”

“So we made Slack the front door. Slack comes in, tick it out. Claude does the triaging. So Claude actually co-work now does a lot of this. And that's changed for us probably in the last week since I made these slides, but co-work can check your emails and can …”

“Some of our reps like to take gone calls when they've had a really good discovery call and drop them into Claude code so that Claude code can build a prototype”