Sales ops · Production
How Gong helps Zappi focus pipeline and forecast during COVID-19 uncertainty
The problem
When COVID-19 upended the market near quarter-end, Zappi's CRO needed to rapidly assess pipeline health and forecast impact, but deal management was slow — getting up to speed required exporting spreadsheets from the CRM or messaging salespeople individually.
Workflow diagram · grounded in source
1
COVID urgency triggers review
trigger
“With the market being turned inside-out due to the Coronavirus, Ryan wanted to understand the health of his pipeline and the potential impact to the business … and he wanted to do it fast, as the quarter was almost over.”
2
Deal Intelligence analysis
ai_action
“Gong's Deal Intelligence capabilities were able to provide”
3
Pipeline focus output
output
“Ryan was able to give his sales team's "pipeline a haircut — where it was happy ears" in a much quicker way than if he had exported spreadsheets from his CRM or messaged his sales people individually”
4
Market context creation
output
“Gong has helped me create context for my organization of what matters to our customers and [has shown] what's actually happening in the marketplace”
Reported outcome
Using Gong, Ryan was able to quickly give the pipeline a haircut — removing deals with 'happy ears' — much faster than via spreadsheet exports, and came away satisfied with the clarity Gong's Deal Intelligence provided about what mattered to customers and what was happening in the marketplace.
Reported metrics
Pipeline review speedmuch quicker way
Forecast claritysatisfied with the clarity
Reported stack
Deal IntelligenceCRM
Source
https://www.gong.io/customers/case-studies/hello-new-reality-how-gong-helps-zappi-focus-and-forecast-during-an-uncertain-time
Read source ↗Frequently asked questions
What did this team achieve with this AI workflow?
Using Gong, Ryan was able to quickly give the pipeline a haircut — removing deals with 'happy ears' — much faster than via spreadsheet exports, and came away satisfied with the clarity Gong's Deal Intelligence provide…
What tools did this team use?
Deal Intelligence, CRM.
What results were reported?
Pipeline review speed: much quicker way; Forecast clarity: satisfied with the clarity (source-reported, not independently verified).
How is this sales ops AI workflow structured?
COVID urgency triggers review → Deal Intelligence analysis → Pipeline focus output → Market context creation.