Case Study: Aircall achieves 35% increase in qualified pipeline in EMEA with Gong

How Aircall boosted qualified pipeline by 35% in EMEA

Aircall, a global cloud‑based call‑center and phone system that integrates with CRM, help desks and Slack, faced a common BDR challenge: phone‑intensive selling with little real‑call data for coaching or onboarding. Before Gong, Aircall’s UK&I team relied on role‑play and subjective manager feedback without transcripts or measurable call metrics, making it hard to scale consistent coaching, speed up ramp time, or surface regional insights.

Aircall deployed Gong across its EMEA BDR organization to capture and transcribe calls (including German), build a curated Call Library, score and timestamp interactions, and track patience and other coaching metrics. Using Gong for manager‑led coaching, self‑coaching and strategic analysis, Aircall drove adoption across the team and achieved a 35% increase in qualified pipeline in EMEA, while gaining repeatable benchmarks and faster onboarding.

Aircall

Jack Obertelli

BDR Manager