Case Study: Apptio achieves sustained field-sales engagement and scalable coaching with Gong

How Gong Helps Apptio Keep Their Field Sales Team Engaged

Apptio, a Bellevue-based cloud applications company, had to shift its field sales team to fully remote work during the 2020 pandemic and faced the challenge of keeping reps engaged, maintaining peer sharing, and sustaining coaching in an inside-sales structure. To address this, Apptio implemented the Gong platform, leveraging features like comments, snippets, and the Activity tab to support remote collaboration and enablement.

Gong enabled Apptio to coach teams remotely, identify and re-circulate best practices to the reps who needed them, and preserve a sense of peer sharing and camaraderie; Mitchell Matsuo calls Gong “the quantum leap in sales enablement.” While no specific metrics were provided in the case study, Apptio reports clear improvements in coaching effectiveness, best-practice adoption, and overall field-sales engagement thanks to Gong.

Apptio

Mitchell Matsuo

Revenue Enablement Consultant