Gong announced that Avalara is consolidating on its AI-powered platform to drive efficient revenue growth. Avalara is using Gong to transform its customer-facing teams to automate critical selling workflows, optimize pipeline management, and improve decision-making that leads to more deals won. As it seeks to increase cross-sell opportunities to drive growth, Avalara asked its customer account management (CAM) and re customer success teams to focus on maximizing each opportunity to boost revenue and better serve customers.

By using Gong, Avalara has gained transparency across its revenue organization, uncovering wins that they could turn into best practice sharing and training. CAM teams at Avalara have used Gong since 2021. By leveraging Gong Insights, teams can identify the behaviors that lead to growth and those that negatively impacted opportunities.

This, in turn, drove a meaningful increase in personalized coaching on ways to improve the quality of customer interactions, communicate value, and help sellers improve. Following the CAM teams' positive results, Avalara deployed Gong across other functions - including customer success, customer development, product marketing, sales development, new business sales, and support - to build new customer pipeline, better serve existing ones, and identify cross-sell opportunities across the business. By capturing these opportunities, Avalara can grow revenue efficiently - without relying solely on sourcing new leads.