Sales ops · Production

Gong for BDRs: How Aircall boosted qualified pipeline by 35% in EMEA

The problem

Aircall's EMEA BDR team operated without call recordings or transcripts, forcing managers to coach based on subjective feelings rather than data, while reps learned through hypotheticals and role-play rather than real call examples.

Workflow diagram · grounded in source
1
Call recording and transcription
trigger
“Having calls transcribed in German is incredibly important to the team, and Gong is the only tool her team uses that has this translation capability”
2
Call effectiveness scoring
ai_action
“Gong gives BDRs and their managers the ability to track and report on call effectiveness, with features like patience scores”
3
Manager coaching in 1:1s
human_review
“Sean uses Gong in every one of his weekly 1:1 meetings. He's found a ton of value in the patience metrics in particular.”
4
Timestamped comments and scorecards
feedback_loop
“Jack loves being able to comment on calls and rate each call using Gong's Scorecards. Time-stamped comments that reps leave in the call recordings help Aircall managers cut through the noise and "go straight to what is relevant."”
5
Curated Call Library for onboarding
output
“Gong gives new hires a Call Library of curated recordings they can use to onboard faster”
6
Regional filtering for market intelligence
ai_action
“Gong's ability to filter by region helps focus her team on winnable deals”
Reported outcome

Aircall realised a 35% increase in qualified pipeline in EMEA after implementing Gong, with coaching shifting from subjective ratings to data-backed quantitative benchmarks.

Reported metrics
qualified pipeline increase in EMEA35%
BDR patience score before coaching0.2
BDR patience score after coaching1.4
Reported stack
GongScorecardsCall Library
Source
https://www.gong.io/customers/case-studies/gong-for-bdrs-how-aircall-boosted-qualified-pipeline-by-35-in-emea
Read source ↗

Frequently asked questions

What did this team achieve with this AI workflow?

Aircall realised a 35% increase in qualified pipeline in EMEA after implementing Gong, with coaching shifting from subjective ratings to data-backed quantitative benchmarks.

What tools did this team use?

Gong, Scorecards, Call Library.

What results were reported?

qualified pipeline increase in EMEA: 35%; BDR patience score before coaching: 0.2; BDR patience score after coaching: 1.4 (source-reported, not independently verified).

How is this sales ops AI workflow structured?

Call recording and transcription → Call effectiveness scoring → Manager coaching in 1:1s → Timestamped comments and scorecards → Curated Call Library for onboarding → Regional filtering for market intelligence.

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