Workato’s solution combined conversation intelligence with a deliberate change in what sales teams said and how they reached prospects.¹

WorkedDid not

Visibility

Real-time conversation insight¹

Anecdotal demand data¹

Early-call response

Address budget and timing¹

Leave those signals unaddressed¹

Outbound mix

Majority phone calls by April 2020¹

Mostly email¹

Learning loop

More calls, more recordings¹

Fewer inputs for optimization¹

First, Gong made sales conversations observable in real time.¹ The trackers then highlighted budget and timing, allowing Workato to address those subjects on first calls and shift its messaging.¹

Next, the team altered outbound from mostly email to a majority of phone calls by April 2020.¹ The change also strengthened measurement because more calls created more Gong recordings, giving the team additional material for optimization.¹

Data-driven pivots in outreach strategy helped Workato exceed plan during COVID