Eftsure exceeds targets by 35% and accelerates onboarding with Gong
50%
of deals close within 30 days
135%
of forecast attained
35%
of target achieved after a price increase
The challenge
Eftsure needed to ramp up new hires rapidly and gain deeper visibility into its sales processes to sustain its speedy pace of growth. Revenue leadership also required insights that would enable strategic decisions (such as implementing price increases) without disrupting their sales momentum.
The outcome
Using Gong, Eftsure accelerated new-hire ramp times, with many Business Development Managers (BDMs) closing deals in their first month and averaging $10,000 per deal. Gong Forecast provided executives and managers with improved visibility into their pipeline and customer motivations, thus informing strategic decisions that led to exceeding revenue targets by 35 percent and achieving 135 percent of their forecast.
Headquarters
North Sydney, Australia
founded
2014
company size
150+
INDUSTRY
Software
As a CRO, I’m in Gong every single day. It gives me a very good understanding of how long deals take, what interactions happen, how many people are involved, why some deals push and others go forward, and what our real value proposition is.
Sam Rahmanian
Chief Revenue Officer at Eftsure
Accelerated onboarding and $10,000 wins in the first 30 days
One of Eftsure’s biggest hurdles was enabling new hires to win sooner, which it did with help from Gong.
Eftsure used Gong to streamline the onboarding process by providing new hires access to a wealth of customer interaction data, offering them invaluable exposure to real-life sales conversations. New team members now learn on demand from their peers and fully understand how to position Eftsure’s value using the company’s chosen sales methodology.
“Thanks to call insights that BDMs get from Gong, half of deals now close within the first 30 days, with an average deal size of around $10,000,” Sam says.
These capabilities also prepared the company to shift toward more complex enterprise sales by enabling the team to analyze specific calls and build relevant use cases for larger customers. The result was a more agile, capable salesforce with reduced ramp-up times and an accelerated path to success.
“As a CRO, I’m in Gong every single day. It gives me a very good understanding of how long deals take, what interactions happen, how many people are involved, why some deals push and others go forward, and what our real value proposition is.”
— Sam Rahmanian, Chief Revenue Officer at Eftsure
Value-based insights from Gong Forecast help exceed revenue targets by 135%
Gong Forecast’s insights also directly impacted strategic decision-making at the executive level. The platform provided Sam with essential information about why customers were buying, the value they saw, and the dynamics of the sales cycle. These insights became instrumental in driving a key revenue initiative: a strategic 20 percent price increase.
“We took an incentive-driven approach,” Sam says. ”And we were able to increase prices by about 20 percent overnight, which allowed us to reach 135 percent of our forecast target.”
Armed with detailed customer interaction data, the leadership team had the confidence to implement the price increase, knowing it aligned with customer perceptions of value.
“We knew conversion rates were high and sales cycles were quick,” Sam adds. “I knew that was true because I saw it in Gong.”
By offering insights that traditional CRM tools couldn’t provide, Gong became a strategic asset in planning the price increase. Gong’s Revenue AI platform lets Eftsure’s leadership look beyond surface-level metrics and understand the “why” behind customer decisions. This understanding not only guided pricing strategies but also helped refine the team’s overall go-to-market approach.
Greater visibility keeps deals on track
With roughly 600 sales meetings each month, Eftsure needed help gaining critical visibility into its pipeline so it could keep deals on track and predict outcomes more accurately. Gong provided the level of insight into deal activity that the team needed.
Using Gong’s deal visualization tools, the sales team now makes better-informed decisions about where to focus their efforts. Activity scores, call analytics, and deal warnings alert them to potential issues, allowing managers to intervene in time to keep deals on track.
“We look at the deal warnings — whether they’re for single threading or ghosting,” Sam says. “Those are the main two we track, along with mentions of pricing.”
Eftsure also relies on Gong’s scoring system to prioritize deals based on activity levels and the number of stakeholders engaged. This helps the team make data-driven judgment calls about which deals are most likely to close. Gong’s insights provide an extra layer of clarity that other tools don’t offer.
“HubSpot gives us dashboards for pipeline numbers, leads, and conversion rates. But Gong allows us to dig deeper into the ‘why’ behind deals — why customers are interested or not, and how each deal is progressing.”
— Sam Rahmanian, Chief Revenue Officer at Eftsure
A catalyst for growth
At Eftsure, Gong is a catalyst for ongoing success in the competitive financial fraud prevention market. Its Revenue AI platform has helped Eftsure reduce onboarding time, develop a scalable SDR career path, gain critical visibility into deals, and make data-driven decisions that directly contributed to exceeding revenue targets by 135 percent.
As Eftsure continues to explore Gong’s full capabilities, the platform will undoubtedly play an increasing role in driving growth. From empowering new hires to contributing to high-level strategic decisions, Gong is now essential to Eftsure’s sales operations and strategy.
“We’re still in the early stages of using Gong’s full capabilities, but it’s already been a game-changer,” Sam says. “We can’t imagine scaling our sales team or making key strategic decisions without it.”
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