Alignment across RevOps and reps brings Frontify a 30% increase in lead conversion

Building an iconic brand takes a village and — perhaps most importantly — that village has to be on the same page. That’s where Frontify comes in.

Frontify bills itself as “the brand for the people behind brands.” The company offers a cloud-based, brand-building platform that combines digital asset management, brand guidelines, and templates into a fully collaborative single source of brand truth.

As the Head of Revenue Operations at Frontify, Naya Tsoukala knows a thing or two about building the Frontify brand. “My priorities include fostering alignment between sales, customer success, and all commercial teams, ensuring that we have a streamlined way of looking at forecasting and processes that set us up for success,” she says.

However, that had been tough to do when the revenue team had to manage and integrate multiple solutions. Ironically, what the Frontify platform helps brand teams achieve around the world, the Frontify sales teams weren’t able to do for themselves because they had too many tools that didn’t play well together.

“Consolidation has been the main driver,” Naya says. “It’s always amazing to have one platform where you can do everything — from pipeline management to forecasting — with productivity and sophisticated insights.”

Previously, all data had to flow through Frontify’s CRM. Because the revenue team had other products integrated with the CRM, they encountered integration problems that led to unreliable or incomplete sales data. They had lots of data, but little confidence.

To alleviate these challenges, Naya and her revenue team switched to the Gong Revenue Intelligence Platform, including Gong Forecast for greater revenue predictability and Gong Engage for full-cycle sales engagement.

Before they consolidated onto a unified platform, Frontify was using Outreach to support its sales processes. “What Outreach is lacking is those contextual signals that allow our sales teams to engage more efficiently and intelligently with our prospects,” says Naya.

By switching to Gong Engage, reps at Frontify have more detail on every customer interaction right at their fingertips, allowing them to refine their messaging and increase lead conversion rates by 30 percent.

“Gong’s AI has changed our approach to sales engagement,” she adds. “We now have actionable insights that we can leverage. We don’t need to add CRM notes — you can just ask AI to give you a summary. Everything is at our fingertips.”

Beyond increased win rates, Frontify’s sales team is also seeing a higher quality of leads entering the pipeline. And with centralized workflows and full context across account histories, the company’s reps can spend less time searching for deal insights and more time selling.

“We’ve noticed a drastic improvement on our lead conversion rate. We are noticing a 30 percent increase.” — Naya Tsoukala, Head of Revenue Operations at Frontify

Running a well-oiled revenue machine is about more than just converting leads or generating pipeline (even though those are critical). It’s also about making that revenue predictable.

But Frontify’s cobbled-together solutions lacked the real-time data necessary to power the company’s forecasting system. This led to friction between the teams because they didn’t have a standardized approach to pipeline management.

“We used to miss our quarterly forecast by 30 or 40 percent,” Naya says. “Since implementing  Gong Forecast, we’ve noticed a 20 percent increase in our forecast accuracy.”

The real-time insights into deal health and progression that Gong Forecast provides have led to more efficient pipeline management, directly contributing to Frontify’s revenue growth.

“It’s a win-win situation for everybody,” Naya says. “It’s a win for RevOps because we get to implement the infrastructure setup we strive for, and it’s a big win for reps because they get the results they’re aiming for.”

“Gong’s reliable and precise forecasts are now being trusted and used by our board to inform strategic decisions.” — Naya Tsoukala, Head of Revenue Operations at Frontify

The ability to deliver a seamless experience to reps has been game-changing both for Frontify and for its frontline. As Naya says, “They do their jobs better. They convert better. They’re happier. Reps now have a greater ability to accelerate their results.”

And with increased alignment across teams, the company’s revenue organization can now enjoy a unified and streamlined experience similar to what Frontify’s own brand-building platform is bringing to businesses around the world.

“Working with Gong has helped us stay ahead of competition by providing detailed and actionable insights that drive revenue.” — Naya Tsoukala, Head of Revenue Operations at Frontify