Market Perspectives

We are happy to share insights about Gong.io, drawn from our latest research, the Revenue Performance Management Value Index, which assesses how well vendors’ offerings meet buyers’ requirements.

In all our Value Indexes, we utilize a structured research methodology that includes evaluation categories designed to reflect real-world criteria incorporated in a request for proposal and vendor selection process for analytics and business intelligence. We evaluated Gong.io and 11 other vendors in seven categories, five relevant to the product (Adaptability, Capability, Manageability, Reliability and Usability) and two related to the vendor (Total Cost of Ownership/Return on Investment and Vendor Validation). To arrive at the Value Index rating for a given vendor, we weighted each category to reflect its relative importance in an RFP process, with the weightings based on our experience and on data derived from our Benchmark Research on Revenue Performance Management.

Gong.io was categorized as a Vendor of Merit, ranking ninth overall in this Value Index assessment. It ranked ninth in Product Experience, where it performed best in Usability and Capability. It ranked ninth in Customer Experience, where it ranked best in TCO/ROI at seventh. Its overall performance was impacted by its lower ranking in Capability, which represents 20% of the weighting in the overall Value Index.

Our assessment finds that Gong.io could perform better in many of the evaluation categories by broadening its capabilities to support personas outside of the direct sales team in support of overall revenue performance in an organization. Organizations evaluating Gong should examine the vendor’s approach to coaching, forecasts, onboarding and pipeline.

Gong.io did not actively participate in the evaluation process and request for information for this Value Index. This assessment was based on Gong.io’s products supporting RPM and were available in 2021, and through publicly available information. In December, Gong announced plans to launch new products in 2022 to further enhance the Gong Reality Platform, including Reality-Based Forecasting, Gong Assist and Gong Collective, which delivers insights based on data from other revenue systems.

Prospective customers should look at their organization’s evolution in moving from a sales focus to a revenue focus and better understand whether existing processes and technology are a strong enough foundation for where the organization is today as well as where it is going. The added complexity of adopting multiple selling channels and a broader number of roles directly linked to revenue prompts a reassessment of whether existing processes and technology support the necessary balance of resources, incentives, and performance tracking to align all the teams involved.

This research-based index is the most comprehensive assessment of the value of Revenue Performance Management software in the industry. Technology buyers can learn more about how to use our Value Index by clicking here, and included vendors that wish to learn more can click here. Read the report here.