Case Study: LabWare achieves a more efficient, data-driven sales process with scaleMatters and Gong

scaleMatters and Gong Elevating LabWare’s sales strategy to new heights

ScaleMatters helped LabWare tackle the complexity of selling laboratory automation software by revamping its sales strategy with Gong. The team needed a more data-driven way to understand customer needs, improve sales effectiveness, and create a smoother customer journey across a growing tech stack.

Using Gong, ScaleMatters and Gong built a more connected revenue workflow for LabWare, with call recording, analytics, and a shared video library to train reps and align sales with service. The results included onboarding time dropping from 3–4 months to just a few weeks, a reduction of more than 80%, and nearly eliminating duplicate demos, which previously made up about 20% of demos.

ScaleMatters

Mike Learner

Managing Director