Gong Maturity Model

Hey Ryan - I love this concept and it’s something we use with our customers as well. I think you’ve nailed the major categories here. One addition to consider would be level of leadership involvement in the Gong program. Are Execs receiving and using insights? Are VPs listening to calls or offering feedback? This could be another indicator of maturity/buy-in 

@Chris Becker you are 100% right. The integration into what we call “workflows” that is the standard operations of the business, like forecasting, leadership planning etc. it is a key factor in true “usage and adoption”. As the saying goes “speed of the captain, speed of the ship”, leadership must be the champion for change and usage or they are in fact telling their staff it is not important.

Here is the framework we have drafted, love people thoughts on the accuracy of it. Important note from our experience with over 100 Gong customers, we have not reached a client that is at stage 4 maturity or higher. P.S. I hope you like the puppies :)

@RyanCahill this framework is 🔥 Thank you for sharing!

We’ve been in the Adoption phase for the last six months. Ideally, we want to see a direct correlation of Gong adoption with an increase in sales performance. You write you do this through skill development and process adherence. How do you recommend developing what this process is? I’m in tech enablement so I established the foundation, trained reps, customize the platform, and share latest updates. But, I feel it’s up to the sales leaders to establish expectations of Gong usage for 1) their own coaching metrics and 2) their reps’ usage. Any recommendation for this?

Second question -- I have watched webinars and learned about the Gong Data Cloud. I understand our Gong Data can be plugged into Snowflake, and then the Snowflake data can be put into a BI tool for data visualization. Would you consider this S4. Optimization or S5. Innovation? Should I wait till we progress through Stages 2 and 3 before considering work in the Gong Data Cloud, or would leveraging Gong Data Cloud at this stage still be helpful?

Curious what your thoughts are!

@Will Hayes glad you found the document helpful and excellent questions. 
 

To answer your first question, I would agree the process expectation should be set by sales leadership, but I would encourage a co-development in documentation on “what” the expectation is around sales process and even more importantly “how” you want those elements to be executed. The key drivers to see performance increase are standardization (are all the reps doing it the same way), consistency (are they doing it that way with most/every opportunity) and coaching to continue to improve. These need to be enforced by sales leadership as you suggested. 

Second question, I believe you can gain value from Gong data right away. Of course the more mature you are the more detailed and specific the insights can be  it you can benefit right away. 
 

GTM Advisors will be launching our AI Data Practice in the coming weeks and we will be sharing more best practices around data analysis so stay tuned. :)

@RyanCahill Fantastic, thank you! Yes, I’ll definitely stay tuned for the AI Data Practice. 

Another question on analyzing Gong data. We have the Gong for SFDC managed package installed that come with out-of-box reports and dashboards. Have your Gong customers found value in looking at those? Or is the best route connecting Gong Data Cloud to Snowflake and then analyzing from the BI tool after?

@Will Hayes I believe you can find value in the out of the box reporting in Salesforce especially if you commingle that information with performance data living in Salesforce already. I would always start with those reports, then move into data visualization tools or BI tools from there. They open another level of capabilities but also comes with a much higher level of technical skill and level of effort to gain insights from it. 

Stay tuned for the Data Practice launch next week!