Case Study: Workato (customer) achieves 102% of plan with Gong (solution provider)

How Gong Insights Helped Workato Pivot During Covid-19 And Hit 102% Of Plan

Workato, an enterprise automation platform, faced limited visibility into demand generation because its teams relied on anecdotal sales data and inconsistent CRM updates. To become more data-driven, Workato turned to Gong and its Revenue Intelligence capabilities — including call recordings, trackers, and the Gong/Salesforce integration — to replace guesswork with measurable insights.

Using Gong, Workato tracked keywords (like “budget” and “timing”), increased recorded call volume, flipped their outbound mix toward phone outreach, and integrated Gong alerts into Slack and Salesforce via Workbot to surface competitive intelligence and automate CRM updates. The Gong-driven changes helped Workato hit 102% of its pre-COVID plan (152% when adjusted for COVID), achieve 3.7x pipeline coverage for Q3, improve win rates, and produce reliable funnel reporting.

Workato

Bhaskar Roy

Head of Growth and Marketing