Case Study: Diligent achieves a 7.4% increase in close rates and 3-week faster quota attainment with Gong

How Gong Became Diligent’s Mvp By Increasing Close Rates By 7.4%

Diligent, a New York–based pioneer in modern governance software, needed a sales enablement solution to develop reps’ skills, reinforce coaching, and surface reliable insights from customer conversations. They chose Gong, the Revenue Intelligence platform, to capture and analyze calls, provide coaching data, and give visibility into rep and deal behavior.

Gong was embedded across sales, product, marketing and onboarding using call analysis, trackers and scorecards, and the results were measurable: a 7.4% increase in close rates on Gong-reviewed calls, a 3-week reduction in time to quota (about $45K additional value per new rep), nearly 10× growth in licenses and a doubling of user growth within six months; camera-on usage rose from 18% to 73%, and video-on calls showed ~94% higher win rates (buyer video +96%).

Diligent

Aisha Wallace-Wyche

Vice President, Global Training and Enablement