Case Study: Demandbase achieves 25% ACV growth and improved win rates with Gong

How Demandbase grew its market presence and hiked win rates

Demandbase, a San Francisco–based marketing technology company, needed a reality‑based way to uncover marketplace opportunities and improve revenue performance beyond opinion and guesswork. They turned to Gong for conversational intelligence to give leaders visibility into what top reps do, where deals are at risk, and how to scale best practices across the organization.

Gong delivered Deal Boards, Call Library, automated trackers and the Gong GOATs program to surface coaching moments, clone A‑players, and capture competitive intelligence (with integrations into Salesforce). As a result, Demandbase increased ACV by 25% in certain segments, boosted competitive win rates by 11% (and overall win rates by about 5%), and reduced onboarding/ramp time by 15%, while standardizing a more predictable, scalable sales process — all enabled by Gong.

Demandbase

Jay Tue

VP of Strategy Revenue Enablement and Sales