Case Study: Gainsight achieves faster reference matching and $383K ARR influenced with Champion

How Gainsight Rebuilt Its Reference Program & Influenced $383k ARR In 90 days

Gainsight, a customer success platform, faced significant challenges with its inefficient and time-consuming customer reference program. Their existing process for matching sales reps with suitable customer advocates was a manual, multi-step ordeal that took up to two weeks, risking delays in sales cycles and creating internal inefficiencies. To solve this, they partnered with Champion and implemented its customer reference platform.

By integrating Champion, Gainsight automated its reference matching by connecting critical data sources for accurate, at-a-glance advocate identification. This solution dramatically streamlined their workflow. The vendor, Champion, helped reduce the average time to match a reference by 78% and the time to schedule a call by 75%. Most significantly, the program influenced the closure of $383,000 in annual recurring revenue within the first quarter.

Gainsight

Melanie Paddock

Senior Manager, Customer Marketing & Advocacy