Case Study: TIBCO achieves faster, more accurate enterprise deal closures with Gong

TIBCO has mastered the art of closing huge deals faster, thanks to gong

TIBCO, an enterprise software company focused on helping customers use real-time data to make faster, smarter decisions, needed greater visibility into its sales process, pipeline, and forecasting. With rapid growth, an aggressive hiring plan, and pressure to scale MEDDIC selling while improving forecast accuracy, TIBCO turned to Gong to help solve its deal-management and coaching challenges.

Gong gave TIBCO real-time deal visibility, call insights, and collaboration tools that helped managers coach reps, assess coachability, and align around the voice of the customer. The impact was immediate: TIBCO closed an 8-figure, 6-year deal in 90 days instead of 9 months, and shifted revenue timing so that 60% of quarterly revenue closed in the first month, versus 90% in the third month previously.

TIBCO

Pedro Diaz

Group Vice President of Sales