Case Study: Cloudinary achieves 29% higher booked meeting conversion rates with Gong

How Cloudinary’s SDR Team Increased Booked Meeting Conversion Rates by 29%

Cloudinary, the Sunnyvale-based media management platform, struggled to turn meetings set by its SDRs into qualified opportunities — conversion rates had stalled around 70%. SDRs had no visibility into how meetings progressed with account executives and lacked clear feedback on why meetings were (un)qualified, while ramping new SDRs was slow and consumed significant manager and sales engineer time. To fix this, Cloudinary engaged Gong (Gong.io) to capture and analyze meetings and demos.

Gong automatically records every SDR-scheduled meeting and sales-engineer demo so reps can review real interactions and learn what works. Cloudinary uses those recordings as self-directed training (new hires watch top demo clips), which shortened coaching needs and improved outreach. With Gong, Cloudinary increased booked meeting conversion rates by 29%, cut new SDR ramp time by 33%, and reduced manager time spent on product training by 40%.

Cloudinary

Garrett Serviss

Director of Sales Development