Case Study: Morningstar achieves greater alignment, accountability, and visibility with Gong

How Gong drives alignment and accountability at Morningstar

Morningstar, a sales enablement leader, struggled to prove that soft-skills training was truly changing behavior and driving results across the revenue lifecycle. The company needed better alignment, accountability, and visibility across SDR, sales, implementation, and customer success teams, and turned to Gong and the Gong Revenue AI Platform to help validate whether training was translating into action.

Gong implemented its Revenue AI Platform across Morningstar’s teams, using tools such as AI Tracker, Deal Board, AI Briefer, AI Call Reviewer, and Scorecards to reinforce playbooks, improve coaching, and standardize performance. As a result, Morningstar gained data-driven proof of adoption, better handoffs and quality control, and clearer KPI tracking; the company also reported measurable improvements in discovery skills and a stronger culture of continuous learning and accountability.

Morningstar

Rae Cheney

Sales Technology Enablement Manager