Case Study: LabWare achieves a more efficient, data-driven sales process with Gong

Elevating LabWare's sales strategy to new heights

LabWare, a laboratory automation software company, needed to simplify a complex sales process and better understand customer needs as part of a tech stack revamp. Working with Gong and scaleMatters, LabWare used Gong’s conversation intelligence and analytics to bring more clarity to sales conversations, onboarding, and customer interactions.

Gong helped LabWare create a more efficient, data-driven sales workflow, including a call library for training and a “video vault” for demos and customer sharing. The results included reducing new-hire ramp time from 3–4 months to a few weeks, cutting duplicate demos by about 20%, and improving alignment, transparency, and customer satisfaction across the revenue team.

LabWare

Mike Learner

Managing Director