Sales ops · Production

Brex improved forecast accuracy and reclaimed time using Gong's Revenue AI Platform

The problem

After transitioning from a card-focused fintech to a SaaS model, Brex lacked centralized deal visibility and a scalable forecasting process. The team's reliance on manual spreadsheet updates was a bottleneck that consumed leadership bandwidth and compromised decision-making, with the sales director entering data during personal hours to maintain accuracy.

First attempt

Brex's prior forecasting relied entirely on manual spreadsheet workflows that leadership described as labor-intensive and time-consuming, requiring the sales director to input data during personal hours — a process that was neither scalable nor sustainable.

Workflow diagram · grounded in source
1
SaaS transition triggers need
trigger
“Transitioning to a SaaS sales motion required deeper visibility, greater forecast accuracy, and a fundamentally better way to manage their account activities”
2
Deal Boards centralize visibility
integration
“Deal Boards gave the sales team a comprehensive, real-time view of their account progress, even with multiple stakeholders involved across support, customer success, and executive roles”
3
AI insights confirm deal status
ai_action
“It's invaluable to have a second set of eyes to confirm what's really happening in a deal”
4
Gong Forecast replaces spreadsheets
output
“Once we onboarded Gong Forecast, we had a single source of truth for data, and I didn't need to fill in all those cells manually”
5
Finance rolls out org-wide
integration
“They soon decided to roll it out to the full sales org”
Reported outcome

Gong gave Brex a single source of truth for forecasting that eliminated manual spreadsheet work, produced the company's most accurate forecasting numbers, drove org-wide adoption, and reclaimed valuable hours every week for reps and leadership.

Reported metrics
Forecast accuracymost accurate forecasting numbers on a consistent basis
Time spent forecastingspending less time and forecasting better
Operational efficiencydramatically boosted its efficiency
Hours reclaimedreclaimed valuable hours every week
Show all 5 reported metrics
forecast accuracymost accurate forecasting numbers on a consistent basis
time spent forecastingspending less time and forecasting better
operational efficiencydramatically boosted its efficiency
hours reclaimedreclaimed valuable hours every week
platform adoptionadoption skyrocketed
Reported stack
Gong's Revenue AI PlatformGong ForecastDeal Boards
Source
https://www.gong.io/customers/case-studies/how-brex-improved-forecast-accuracy-and-reclaimed-time-using-gong
Read source ↗

Frequently asked questions

What did this team achieve with this AI workflow?

Gong gave Brex a single source of truth for forecasting that eliminated manual spreadsheet work, produced the company's most accurate forecasting numbers, drove org-wide adoption, and reclaimed valuable hours every we…

What tools did this team use?

Gong's Revenue AI Platform, Gong Forecast, Deal Boards.

What results were reported?

Forecast accuracy: most accurate forecasting numbers on a consistent basis; Time spent forecasting: spending less time and forecasting better; Operational efficiency: dramatically boosted its efficiency; Hours reclaimed: reclaimed valuable hours every week (source-reported, not independently verified).

What failed first in this deployment?

Brex's prior forecasting relied entirely on manual spreadsheet workflows that leadership described as labor-intensive and time-consuming, requiring the sales director to input data during personal hours — a process th…

How is this sales ops AI workflow structured?

SaaS transition triggers need → Deal Boards centralize visibility → AI insights confirm deal status → Gong Forecast replaces spreadsheets → Finance rolls out org-wide.

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