Sales ops · Production

Atlan accelerates growth and improves forecasting with Gong Revenue AI OS

The problem

Atlan's manual, inbound-only sales process could not keep pace with rapid growth. Forecasting suffered from inconsistent formats, limited deal visibility, and no accountability mechanisms, while Salesforce dashboards lacked the sophistication to track rep performance or pipeline risks.

First attempt

Manual Salesforce dashboards lacked the granularity to track rep performance and pipeline risks, and the absence of week-over-week or quarter-over-quarter tracking hindered leadership's ability to monitor business performance.

Workflow diagram · grounded in source
1
Customer calls recorded in Gong
trigger
“key quotes, challenges, and insights captured in customer calls recorded in the Gong Revenue AI OS”
2
Gong Forecast pipeline heat map
ai_action
“Gong Forecast gives us a unified heat map of our revenue organization, so we know exactly who needs help, who can overachieve, and where to deploy resources”
3
AI Deal Predictor scores deal health
ai_action
“The team also uses the AI Deal Predictor feature to see which deals are falling off and which ones are picking up speed. Andrew says this is actually enabling playbook changes for their EMEA team. For example, they now pay much more atte…”
4
AI call summaries extracted
ai_action
“The customer-facing business cases we build from Gong's AI call summaries are making a real difference for our customer champions”
5
One-page champion brief output
output
“concise, one-page briefs that empower champions inside their customer organizations with compelling and personalized content that's presentation-ready for stakeholders”
6
AI Briefer preps reps before calls
ai_action
“The team is also using AI Briefer to share information about contacts instead of doing that manually or ad hoc. It's led to smoother handoffs and more prepared reps who are familiar with their customers' priorities and needs even before …”
7
AI Tracker monitors market perception
ai_action
“We're using AI Tracker to stay up to date on how people perceive their options in the market”
8
Targeted coaching and pipeline management
output
“With this clarity, Atlan now tailors coaching plans to reps, mitigates red flags early, and optimizes their team-wide performance”
Reported outcome

Atlan achieved increased forecast accuracy, won large deals at a higher rate, and accelerated deal cycles.
Reps benefit from smoother handoffs and more prepared customer interactions, and leadership has a unified view of the revenue organization.

Reported metrics
Forecast accuracyincreased forecast accuracy
Large deal win ratewon large deals at a higher rate
Deal cycle durationaccelerated deal cycles
Forecast accuracy and predictabilityaccuracy and predictability a lot stronger
Show all 5 reported metrics
forecast accuracyincreased forecast accuracy
large deal win ratewon large deals at a higher rate
deal cycle durationaccelerated deal cycles
forecast accuracy and predictabilityaccuracy and predictability a lot stronger
rep handoff qualitysmoother handoffs and more prepared reps
Reported stack
Gong Revenue AI OSGong ForecastAI Deal PredictorAI TrackerAI BrieferSalesforce
Source
https://www.gong.io/customers/case-studies/how-fast-growing-data-and-ai-governance-platform-atlan-accelerated-growth-and-improved-forecasting-with-gong
Read source ↗

Frequently asked questions

What did this team achieve with this AI workflow?

Atlan achieved increased forecast accuracy, won large deals at a higher rate, and accelerated deal cycles.

What tools did this team use?

Gong Revenue AI OS, Gong Forecast, AI Deal Predictor, AI Tracker, AI Briefer, Salesforce.

What results were reported?

Forecast accuracy: increased forecast accuracy; Large deal win rate: won large deals at a higher rate; Deal cycle duration: accelerated deal cycles; Forecast accuracy and predictability: accuracy and predictability a lot stronger (source-reported, not independently verified).

What failed first in this deployment?

Manual Salesforce dashboards lacked the granularity to track rep performance and pipeline risks, and the absence of week-over-week or quarter-over-quarter tracking hindered leadership's ability to monitor business per…

How is this sales ops AI workflow structured?

Customer calls recorded in Gong → Gong Forecast pipeline heat map → AI Deal Predictor scores deal health → AI call summaries extracted → One-page champion brief output → AI Briefer preps reps before calls → AI Tracker monitors market perception → Targeted coaching and pipeline management.

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