 Welcome back to the sales community executive event, theCUBE after dark. So one of the featured speakers and the sponsors of tonight's event is a company called Gong, which you may or may not be familiar with. They do some really interesting things and basically sales, sales enablement and we're going to talk about that with Sally Baldoff. Runs solution engineering for the company. Sally, welcome to theCUBE. Thanks for coming on. Thank you for having me. So Gong's really interesting. I have to say, I wasn't really familiar with Gong but hearing some of the testimonials, explain what Gong is. So Gong is a platform that enables you to collect all your sales conversations, whether it's email, phone, web call, whatever. It ingests all those conversations as well as interactions from other software into its revenue intelligence platform, its reality platform. And from there it runs AI models and surfaces that up. So it surfaces it up in many ways. It can give you some intelligence on the call, like a call brief, a summary of it, an outline. It could even have an ask me anything about that call and you can type in any question and it'll tell you what's pricing on that call or not. So it gives you intelligence on that customer and that we're gonna apply to a deal and a deal cycle. So we can give you the deal likelihood if a deal is gonna, based on all the conversations, if it's gonna close for you, we can use it for coaching. Maybe you're rolling out a strategic initiative and 70% of strategic initiatives fail and you don't know why and you want to see, are they really pitching your product the way you want it? So you can check strategic initiatives, you can do deal, deal forecasting, you can do coaching. We've got multiple ways. I see, are they maybe selling something a capability that might not be there hence the high increased probability of failure. So before Gong, I know, can we record this call on Zoom? Yeah, okay, you record the call on Zoom and then you get this file. It's an hour long call and you got to listen to it. You can maybe speed it up, but it's kind of tedious. You know, maybe transcribe it. Okay, that's cool. Then you can read the transcript which is kind of helpful if you're a decent reader. But Gong, it sounds like takes that to another level. It brings intelligence to the table. It extracts and curates. And how does it know where to go? Well, it'll bubble up warnings, right? So let's say you're forecasting a deal to commit and 55% of deals that you say are gonna commit actually don't commit within that quarter. And what it'll do is say, hey, your client goes to for two weeks. I don't see any conversations or any sales interactions with that client over the last two weeks, just goes to do. Or it'll surface up, hey, your client had a problem with pricing and gave you pricing. Or maybe it's a competitor that came up at the last minute in your call. So Gong will listen to those indicators, indicated deal warning, and will give you that rich intelligence so that you can forecast more accurately what deals will close. Does it infer from tone? Or is it just primarily what words are said? Primarily words. So Gong has a very advanced platform, far different from the others. A lot of the other ones will use what we call keywords, right? So look for certain keywords. So you're in a conversation, you say, oh, that deal is going to be delayed or maybe they use the word delay, but delay can mean, oh, I'm sorry, I came to the meeting, I was delayed with another phone call. So that's a different delay. So we use the concept of smart trackers or concepts. So we take that intelligence one step further and try to understand what is the context in which you were talking about it and better understand and bubble up those warnings. One of the concerns that came up in the Q&A this evening was, well, do people let you record calls? Of course, we record zoom calls all the time. How do you handle that? We handle that through what's called a consent, right? So we work with the client to set up a consent page. So as we go into, you can do multiple ways. You can, usually what you'll do is you enter a call and they'll say, this call is going to be recorded by Gong, do you consent? And if the person says yes, then you've got their consent and therefore you can use that call. A lot of it is enablement, just getting people comfortable with having calls can't record it. And as I said earlier, explain the reason why you're doing it. Why am I recording this call? I want to be engaged with you right now. I don't want to take notes. I want to have that call and that rich information for further use. Yeah, I thought that was popular and I want to make sure that I follow up appropriately and if I have that documented, so is that okay? And did the clients ever ask you, yeah, sure, you can record it. Can I get a transcript of it? Did they ever ask that? No, I haven't had a client ask me for that yet, but you could, technically. And you wouldn't allow that? Or would you say, hey, let's pitch them Gong? Sure, you could. So Gong has over 40 different proprietary models. We have our own language translation models that actually perform better than Google and AWS. We've done tests to test it against it and we're now getting into the generative AI space as you saw before and you heard before, we can call brief, do a call brief on a call. We can, would they ask many things, say, write me a follow-up email and we'll write you a follow-up email. Very similar to TAT-TP, but it's proprietary models that are secure and safe. And it's based on that really small corpus of data. Or do you bring in, actually, in the future, will you train it with other conversations that go on? Yeah, so Gong's been doing this for seven years. Before TAT-TP was announced. Before TAT-TP was announced. So we have the largest collection of 5x the data that anybody else has out there of conversations because we've been collecting for years. So RA models are written off of revenue-based conversations. They're not based, like, TAT-TP off of Wikipedia or public domain stuff. They're based on revenue conversations. So when we develop those concepts that we're looking for, like a deal delay or a warning signal from a competitor, we're used to that language that you would use in a sales conversation. Will sales managers, so they'll review the conversations using Gong, they'll review the conversations, they use it for training, presumably. And they'll also use it to help with forecasting accuracy, is that right? Yep, yep. So right now we have a forecasting tool that'll let you bubble up your deals and the likelihood of those deals closing. So we'll give you a likelihood score, we'll bubble up conversations and any deal warnings that are in that call. We also are doing predictive modeling as well. So we can look at past deals and what is the accuracy of what will likely close in that corner based upon previous corners. So we're doing linear modeling as well to supplement the conversations. And your pricing, I went to the website to check it out because it was so interesting. Do you price for the platform and then per user, correct? No, we price per user. It's per user. Okay, so there's not a platform charge? No, it's a platform per user and then it's a forecast per user. Okay, I filled out the form. You got a salesperson calling me, I think. Yeah, that's our problem. And what I want to, I failed to mention earlier, we have a brand new product we just released in September, late September called Engage. So it's an engagement tool that'll help prospect. Not only prospect, but do the full funnel. So we have SDRs, BDRs using it as well as salespeople. And it lets you go either by context or by accounts more importantly. So what's really great is you've got SDRs calling into accounts. It'd be great to see what other conversations have happened in that account so that they don't overlap. They don't want to be cold calling an executive that your salesperson started meeting with last week, right? And then you can connect it to lead sources too. So it'll bubble up and say, based upon our intelligence and all the sales data we have, this kind of a sales opportunity at this stage, the best person you should engage with is the VP of this company. And it'll use a contact-based databases and serve up that contact for you. So this complements my CRM, correct? It's not a CRM, it doesn't replace Salesforce, correct? Oh no, it's just all, think of it as a revenue intelligence layer over your CRM. Your average CRM is pretty dumb, sorry. But think of Lowry, the old Lowry book we used to keep our context in the paper books. Your CRM is a- Pretty much. It's an electronic version of that. It's static, it's an electronic version of that. So what we're doing is we're adding a revenue intelligence or an AI layer over that contact data. So most reps don't even put their notes in your forcing them, your nagging them. An average call, like we're having a conversation, an average conversation over half an hour, they speak about 6,000 words and your rep puts in about 20 of those 6,000s. You can grasp what's lost in that conversation and most of them have happy ears. So you're not really getting the true intelligence and the rich intelligence and that voice with customer. So it's not only good as an AI layer over your sales to improve it, but it's a great way to capture the voice of your customer for your product teams too. Do you do integrations with CRMs? Yeah, yeah, yeah, we integrate fully two-way with Salesforce and HubSpot and with Microsoft Dynamics. Awesome. Well, Sally, thanks so much for coming on the queue. It was really a pleasure having you. This has been fun. All right, you keep it right there for more action from the sales community event here in Massachusetts. The Cube After Dark, I'm Dave Vellante. See you in a moment.