Sales ops · Production

Greenhouse achieves 281% surge in new product ARR using Gong's AI-backed revenue intelligence

The problem

Greenhouse's account management team was not achieving projected upsell numbers for a newly launched product despite customer demand, with three key gaps identified in rep performance: discovery, objection handling, and setting next steps.

Workflow diagram · grounded in source
1
Customer interactions captured
integration
“The platform captures customer interactions”
2
AI model analyzes interactions
ai_action
“leverages its proprietary AI model (built exclusively for sales teams) to analyze them. It identifies key trends inside those customer interactions and reveals what works and what doesn't”
3
Game Film review sessions
human_review
“our program uses actual customer interactions captured and analyzed by Gong to help our teams learn from customer conversations”
4
Call Snippets coaching
feedback_loop
“When our CSMS speak with a customer and hear something that suggests an upsell opportunity, they can highlight the interaction in Gong and comment to their Account Management partner(s)”
5
Deal Boards integration
integration
“This powerful feature integrates seamlessly with our Gainsight customer success platform and Salesforce. We can pull any metric from Gainsight and Salesforce, feed it into Gong, and our CSMs can see the health of client accounts, send le…”
Reported outcome

After expanding Gong adoption through the Game Film series, Greenhouse saw a 281% increase in new product ARR, 312% more new product attached to renewals, and a 456% boost in attachment rate, alongside gains in Gong engagement metrics.

Reported metrics
new product ARR281%
Attachment rate456%
New product attached to renewals312%
Reviewed customer interactions147%
Show all 8 reported metrics
new product ARR281%
attachment rate456%
new product attached to renewals312%
reviewed customer interactions147%
interactions with feedback360%
interactions with comments30%
AM comfort level with Gong after session 184%
AM comfort level with Gong after session 2100%
Reported stack
GongGong Deal BoardsZoomSlackGainsightSalesforce
Source
https://www.gong.io/customers/case-studies/how-greenhouse-sows-the-seeds-of-success-with-ai-backed-revenue-intelligence
Read source ↗

Frequently asked questions

What did this team achieve with this AI workflow?

After expanding Gong adoption through the Game Film series, Greenhouse saw a 281% increase in new product ARR, 312% more new product attached to renewals, and a 456% boost in attachment rate, alongside gains in Gong e…

What tools did this team use?

Gong, Gong Deal Boards, Zoom, Slack, Gainsight, Salesforce.

What results were reported?

new product ARR: 281%; Attachment rate: 456%; New product attached to renewals: 312%; Reviewed customer interactions: 147% (source-reported, not independently verified).

How is this sales ops AI workflow structured?

Customer interactions captured → AI model analyzes interactions → Game Film review sessions → Call Snippets coaching → Deal Boards integration.

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