Sales ops · Production

Element451 accelerates sales performance, driving a 131% increase in ARR with Gong AI

The problem

Element451 lacked end-to-end visibility across its sales and customer success teams and experienced handoff friction and silos between sales, onboarding, and customer success.

Workflow diagram · grounded in source

Gong-Zoom-HubSpot integration

integration

“integrated Gong with Zoom and HubSpot to gain end-to-end visibility”

AI Briefer for forecasting and handoffs

ai_action

“They made AI Briefer fundamental to their process, using it to fuel forecasting, scoping, technical planning, and internal handoffs”

Scorecards and call scoring

validation

“They used Scorecards and call scoring to introduce a unified standard across SDRs, AEs, onboarding managers, and account managers. This enabled consistent coaching, standardized discovery, and improved qualification, leading to a 64% inc…”

Deal Boards pipeline risk identification

ai_action

“they used Deal Boards and pipeline insights to identify risk based on actual conversations, improving deal velocity by 29%”

Knowledge centralization and handoff automation

output

“centralizing knowledge and automating transitions. This broke down silos, improved onboarding speed, and created an AI-enabled, unified customer journey”

Reported outcome

Element451 achieved a 131% increase in ARR, a 64% increase in demo completion, and a 29% improvement in deal velocity, with cycle times down and the AI-enabled workflow now core to their board reporting and strategic planning.

Reported metrics

ARR increase131%

Demo completion increase64%

Deal velocity improvement29%

Cycle timescycle times are down

Reported stack

GongAI BrieferScorecardsDeal BoardsZoomHubSpot

Source

https://www.gong.io/customers/case-studies/element451-accelerates-sales-performance-driving-a-131-increase-in-arr-with-gong-ai

Read source ↗

Frequently asked questions

What did this team achieve with this AI workflow?

Element451 achieved a 131% increase in ARR, a 64% increase in demo completion, and a 29% improvement in deal velocity, with cycle times down and the AI-enabled workflow now core to their board reporting and strategic…

What tools did this team use?

Gong, AI Briefer, Scorecards, Deal Boards, Zoom, HubSpot.

What results were reported?

ARR increase: 131%; Demo completion increase: 64%; Deal velocity improvement: 29%; Cycle times: cycle times are down (source-reported, not independently verified).

How is this sales ops AI workflow structured?

Gong-Zoom-HubSpot integration → AI Briefer for forecasting and handoffs → Scorecards and call scoring → Deal Boards pipeline risk identification → Knowledge centralization and handoff automation.