DealHub is a Critical
Part of Gong’s
Sales Strategy

The Need for an Agile Quote Solution

As Gong rapidly expanded, managing the complexity of their growing product portfolio and the need to onboard a sales team that grew 4X came with new challenges.

They sought to uplift productivity, efficiency, and scalability. They needed a system that could handle growing complexity, and deliver an easy user experience. Their past experiences with various CPQ solutions gave them a clear mandate for what they did not want. 

Business Requirements

It was clear to Gong that they could not compromise on the choice between a solution that was easy for sales to use versus a solution that was robust enough to scale with their rapid business growth needs.

Foundations for Scalability

Gong chose DealHub, and the implementation time was very fast, approximately 3-4 weeks. DealHub integrated with Gong’s systems, including Salesforce CRM, DocuSign, and Avalara, and Gong itself. 

This successful implementation laid the groundwork for continued scalability, as Gong continued to grow and expand into new regions. The platform’s ability to support new processes, and integrate seamlessly with existing systems demonstrated its value and effectiveness. Shantanu, shared his insights on the platform: “The flexibility of DealHub has been incredible. We’ve scaled a lot over the last few years, and we’ve been able to grow with it.”

Ease of Sales Use and Adoption

One of the primary benefits Gong experienced with DealHub was its user-friendly nature. Shantanu Shekhar noted that the entire sales team quickly adopted the platform with enthusiasm. The intuitive interface made it easy for sales representatives to navigate and utilize DealHub’s features effectively, leading to a seamless integration into their daily workflows. “Everybody in the sales team loves it,” Shantanu emphasized.

Zero-Noise Implementation

For Shantanu, the ideal system is one that integrates smoothly without causing disruptions or requiring extensive training. DealHub’s implementation was exactly that—quiet yet powerful. The system was adopted with minimal noise, meaning there was no significant resistance or challenges from the team, which is a testament to its design and usability. “The best system that I can ever implement is something which gets adopted with zero noise,” he said.

Flexibility Empowers Scalability

Gong’s rapid growth and evolution from a single-product company to a multi-product enterprise required a solution that could keep up with their expanding needs. DealHub’s flexibility allowed Gong to scale effortlessly, accommodating their growth and the addition of new products without missing a beat. “DealHub’s flexibility has been incredible,” Shantanu remarked.

Immediate Impact with DealHub

DealHub streamlined Gong’s sales processes, reducing administrative burdens and increasing overall efficiency:

Improved Discounting Workflows

Implementing discounting workflows can often be challenging, but DealHub simplified this process for Gong. The platform’s robust features ensured that discount approvals were handled efficiently, reducing the administrative burden on the team and streamlining the overall workflow. “One of the things that I found always was tough in most implementations was the discounting workflows, but DealHub has improved this significantly,” Shantanu commented.

Faster Turnaround Time of Quotes

Speed is critical in sales, especially at the end of a quarter. DealHub significantly reduced the turnaround time for generating quotes, allowing Gong’s sales team to respond quickly to customer needs and close deals faster. This efficiency gain was particularly evident during peak sales periods. “Just in terms of turnaround time of quotes, DealHub has made a huge difference, especially at quarter-end,” Shantanu highlighted.

Seamless Quote Process

DealHub’s ability to seamlessly generate and manage quotes provided Gong with a reliable and consistent process. The system’s intuitive design ensured that quotes were accurate and processed smoothly, enhancing the overall efficiency of Gong’s sales operations. “The quote process is seamless, and you can rely on it to go through smoothly,” Shantanu emphasized.

Change Management and Flexibility

DealHub provided Gong with the tools needed to manage changes effectively while maintaining flexibility in their sales operations:

Ease of Administrative Use

DealHub provided Gong with a clean and straightforward administrative process. Shantanu emphasized the clarity and ease with which administrators could manage and approve changes, making the system highly efficient and user-friendly. “DealHub is very clean and has a clear process for managing and approving changes,” Shantanu remarked.

Intelligent Product Design

“From a design perspective, DealHub offered the flexibility needed to customize the system to Gong’s specific requirements.” Shantanu stated. This adaptability allowed Gong to tailor the platform to their unique processes and workflows, ensuring that it met their evolving needs. “We’ve been able to customize DealHub to fit our specific needs,” Shantanu noted.

Flexibility in Pricing and SKUs

Gong’s product offerings and pricing structures have undergone numerous changes. DealHub’s ability to handle these adjustments seamlessly made it a valuable tool for managing SKUs and ensuring that the sales team could quickly adapt to new pricing strategies. “The flexibility in managing SKUs and pricing has been very effective,” Shantanu stated.

Continuous GTM Evolution

DealHub’s guided selling flow has enabled Gong to make continuous changes to their sales execution while still maintaining a standardized method of execution.

Transition from Single to a Multi-product Business

Gong’s journey from offering one product to three has been marked by significant growth and increasing complexity. DealHub played a critical role in this transition by providing a CPQ solution that could handle the intricacies of multi-product quoting and pricing. This adaptability was essential as Gong broadened its Go-to-Market stack. “Over time we’ve now grown from one to two and now three products,” Shantanu explained.

Built for Global Scale

As Gong expanded globally, establishing teams in EMEA and APAC, DealHub’s scalability proved invaluable. The platform supported this international growth by enabling efficient product management and seamless scaling, which was crucial for maintaining operational consistency across regions. “Our sales teams have grown a lot. Being able to just scale that and move products has been incredible,” Shantanu noted.

DealHub Adopted across GTM Teams

The universal adoption of DealHub across Gong’s Deal Desk, Operations, and Sales teams highlighted the platform’s streamlining effect. The teams found DealHub to be a reliable and integral part of their processes, underscoring its value in supporting Gong’s sales operations. “I think our deal team, operations team, sales team, everybody loves DealHub” Shantanu stated.

Seamless Data Flow

Integrating DealHub with Gong’s CRM system, Salesforce, and with Gong’s internal processes was a key factor in its success. These integrations ensured that data flowed smoothly between systems, providing a comprehensive view of sales activities and enhancing overall efficiency. “The integrations with Salesforce and our internal processes have been seamless,” Shantanu remarked.

Steadfast Support

Gong has benefited from DealHub’s exceptional customer support. Quick turnaround times and reliable assistance have ensured that any issues are promptly addressed, allowing Gong to maintain smooth operations and focus on their core business objectives.

A Critical Component of Gong’s Sales Strategy

DealHub’s demonstrated value to Gong extends beyond the CPQ solution. It has become a critical component of Gong’s sales strategy, providing the tools and capabilities needed to close deals efficiently and effectively. “DealHub is a critical component of our sales strategy,” Shantanu emphasized.