Winning back time: Vercara’s sales managers get 190+ hours back per year using Gong

It’s a familiar problem: manual tasks eating away at a sales team’s most valuable resource — time. 

As a company focused on helping businesses maintain secure online assets, Vercara needed their sales org to focus on strategic conversations, not manual data entry. GTM team members wasted hours logging customer interactions and transferring CRM data into spreadsheets, leaving less time for more important conversations that drive results. Outdated data eroded trust in the numbers, clouded the accuracy of forecasts, and the voice of the customer (VOC) was lost in the noise.

For Stephanie Richman, Vercara’s VP of Sales Operations, this wasn’t only a productivity issue — it was a missed opportunity to secure trust. Since manual processes zap productivity and morale, she aimed to excite and delight the sales team by replacing non-selling activities with automated, actionable insights. With improved data accuracy and a stronger VOC, Stephanie saw an opportunity to improve forecast reliability, strengthen deal outcomes and fuel meaningful change throughout the business.

It’s essential to understand the unique challenges inside every deal — but fragmented information held Vercara back. Managers pulled data from the CRM into spreadsheets, relied on rep reports, and used their instincts. Yet, these disjointed pieces rarely formed an accurate picture. Without full visibility, the team couldn’t address critical risks or seize coaching opportunities.

Consolidating data changed everything.

By bringing every piece of information into what Stephanie calls “a single pane of glass,” Vercara gained a 360-degree view of every opportunity using Gong. “That’s nirvana for everybody,” she says. “One system that shows what reps and managers see, what the CRM says, and then overlays AI intel — it’s incredibly powerful.”

The new visibility didn’t just reveal risks; it made Vercara’s MEDDPICC sales methodology more actionable. By tracking critical elements throughout the deal cycle and flagging risks in real-time, the revenue AI keeps the team proactive. Managers can step in with targeted guidance at the perfect moment so deals keep moving forward with confidence. 

With increased productivity and pipeline clarity, improved forecast accuracy quickly followed. Replacing static spreadsheet data with dynamic dashboards created true deal intelligence — the backbone of a standardized and accurate forecasting motion. 

“Gong Forecast gives us a living, breathing forecast that’s up-to-date at any given moment,” Stephanie says. Vercara relishes the confidence that comes from finally having this complete view and from the risks and opportunities that Gong continuously highlights.

“Salesforce will tell you the numbers in your forecast, but Gong will help you change the outcome of those.” Forecasting is no longer just reporting numbers — with revenue AI it’s how Vercara consistently achieves its targets and ensures long-term success. 

This consolidated, automated access to data freed Vercara’s sales team from manual tasks. Now everyone knows where to apply their energy because they get insights and actions from the blended info that Gong’s AI is continuously analyzing.

The time back was nothing short of transformational. “Having strategic conversations with customers is where we should be spending our time,” Stephanie says. “Logging the details of those conversations is not a good use of our time.” By removing the burden of documenting activities, the team prioritizes impactful conversations that close deals faster. 

Instead of spending hours in spreadsheets, managers can focus more on coaching and upskilling team members. “My team is finally out of the spreadsheet game and into the upskilling game,” Stephanie adds. This newfound productivity drives much higher performance across the organization.

AI: not replacing but enabling sellers

By eliminating inefficiencies, surfacing critical insights, and gaining unmatched clarity, Gong has helped accelerate Vercara’s pipeline growth.

As Stephanie puts it, “Gong’s AI amplifies the seller. It doesn’t replace the seller. It helps them be better.” By blending cutting-edge tech with human expertise, Vercara isn’t just selling more — it’s selling smarter.