Gong is a Leader in The Forrester Wave™: Revenue Orchestration Platforms For B2B
September 4, 2024
Company
Gong AI
Gong News
Gong’s AI reveals unique buyer and seller insights to improve deal outcomes. One of the few companies founded with AI at its core, Gong has used its nine-year AI résumé to create transformative insights for revenue organizations.
Bringing together the functionality of sales engagement platforms, conversation intelligence (CI) tools, and revenue operations and intelligence, revenue orchestration platforms (ROPs) have emerged as a strategic partner for go-to-market (GTM) teams hoping to streamline workflows and save time while driving growth.
This trend sparked a new report from Forrester, titled “The Forrester WaveTM: Revenue Orchestration Platforms For B2B, Q3 2024,” which gauges how 12 different providers stack up in terms of a 29-criterion evaluation. Forrester’s report highlights what exactly revenue orchestration platform customers should look for from providers.
What to look for from providers
Revenue orchestration isn’t just about consolidating on a unified platform – it’s about doing so in an advanced, strategic offering. These platforms won’t generate key outcomes for sellers if they’re not layered with strategic capabilities that foster necessary workflow optimizations.
When talking about how to identify those essential capabilities within a platform, Forrester called out three key outcomes customers should expect from providers – and consider in their evaluations. According to the Forrester Wave, revenue orchestration platforms should:
- Deliver a seamless UX: You need a platform that works in service of your entire GTM organization, not just operations and leadership. And that’s especially important in the face of belt-tightening measures. “With sales resources tightening and the challenge of profitable growth increasing, buyers should prioritize providers that bring a range of capabilities together in a unified experience to maximize productivity and adoption rates,” the report states. That means streamlined yet comprehensive UI, and advanced integrations that seamlessly fold into everyone’s daily workflows.
- Enhance performance with meaningful AI capabilities: AI may be everywhere, but that doesn’t mean all providers incorporate it into products in a meaningful way. Advanced revenue orchestration platforms need to leverage AI that seamlessly surfaces data-driven insights that identify realistic next steps for reps and foster tailored conversations that demonstrate clear value to buyers. “To leverage generative AI (genAI) insights, revenue orchestration platforms must be the central hub for all buyer interactions and signals,” the report notes.
- Enable rigor and consistency in revenue execution. In sales, success is reliant on knowing what’s working – and what’s not – within your current strategy. The right platforms surface comprehensive insights so sellers and managers can take quick action to remediate risks and gaps, and double down on what’s driving performance and predictable revenue. The report recommends, “Look for transparency into how AI scoring models for deal probability and account health for example are determined, while ensuring your administrators can easily configure core processes like forecasting for your context.”
Evaluation summary – Gong’s results
In this new report, Forrester assesses top revenue orchestration vendors, classifying those providers as Leaders, Strong Performers, Contenders, and Challengers.
When evaluating Gong, Forrester found us to be a Leader, and we received the highest score in the Current Offering category of any vendor assessed. And there are a few reasons as to why.
To quote from the report, “Gong’s AI reveals unique buyer and seller insights to improve deal outcomes. One of the few companies founded with AI at its core, Gong has used its nine-year AI résumé to create transformative insights for revenue organizations.”
And not all AI is equal. Gong is the only vendor to receive the top scores possible across the three AI criteria, including AI automation, guidance, and a range of analytics insights. “[Gong’s] ability to consistently advance the application of AI in sales has been a key differentiator. With CI as the foundation of the platform, Gong excels at turning unstructured interactions into insights. This foundation plays a major role in its ability to unlock the value of genAI for revenue teams.”
Our rich history with AI showcases how we’re continuing to evolve how we improve seller outcomes. As the report states, “Gong’s [roadmap] is more aggressive and backed by a track record of delivering on commitments…This platform begins and ends with AI, where it consistently differentiates.”
“The Forrester WaveTM: Revenue Orchestration Platforms For B2B, Q3 2024” cited Gong’s Ask Anything feature as a key example of this foundational AI innovation. The report adds, “Although other vendors in this evaluation have similar features, Gong’s customers validate its accuracy and differentiation…Gong is a fit for companies committed to leveraging AI to improve revenue outcomes.”
Gong’s AI features, like ‘Ask Anything,’ call summaries, and recommended next steps, makes our sellers and leaders much more productive. It saves everyone a ton of time. — Jeff Weaver, VP Client Sales, Paycor.
Consolidation optimized for better customer outcomes
It’s one thing to run your workflows in a unified platform, it’s another entirely to fuel your entire GTM motion with accurate and consistent AI-driven insights into customers’ needs. That’s the kind of consolidated platform that paves the way for highly productive revenue teams to surface — and act on — opportunities for growth.
That’s been the goal for us since day one at Gong: help our customers access unparalleled insights through highly advanced, patented AI tailored specifically to revenue teams. We believe “The Forrester WaveTM: Revenue Orchestration Platforms For B2B, Q3 2024” report validates the strength of our current offering and our vision. Our 4,000+ customers are in a promising position – consolidating on Gong paves the way for a competitive advantage across the entirety of the GTM org.
Get started with the Gong platform today with a demo.
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