How Culture Amp Uses Gong to Improve Forecast Accuracy and Scale Sales Training
Culture Amp is an employee experience platform founded in 2009 in Melbourne, Australia, now serving more than 6,800 companies globally with a workforce of around 1,000 people. The company deployed the Gong Revenue AI OS to replace spreadsheet-and-intuition-based pipeline forecasting with a data-driven, unified system. The result was more accurate revenue forecasting and a dramatic reduction in the time managers spent onboarding and training new enterprise sales reps.
Impact
From 3 weeks of daily 1-on-1s to on-demand training
Reduction in time spent onboarding new enterprise reps
Qualitative improvement from subjective to data-driven
Forecast accuracy improvement
Challenge
Culture Amp’s rapid global expansion exposed two compounding problems: forecasting relied on spreadsheets and intuition, making pipeline accuracy inconsistent and difficult to defend to leadership, while onboarding new enterprise reps demanded up to three weeks of daily one-on-one manager time that was unsustainable at scale.
Solution
Culture Amp deployed the Gong Revenue AI OS, connecting it to its CRM to capture and analyze all customer conversations, standardize deal stage definitions with real-time data, and make recorded calls and transcripts available for on-demand rep training across the global sales and post-sales organization.
Tools & Technologies
What Leaders Say
“It gives one source of truth. Previously, we didn’t have that. Now, everyone can see conversations across teams, and we can embed our deal staging in one unified platform.”
“I used to sit down with every enterprise rep for an hour a day for their first three weeks to demo the solution. It was labor-intensive. Gong lets me do that in a scalable way.”
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Full Story
Culture Amp built its reputation as an employee experience platform by helping thousands of organizations listen to and act on employee feedback. As its own headcount grew from a founding team of 35 to more than 1,000 people serving over 6,800 clients globally, the company had to scale an increasingly complex sales operation—one that stretched across multiple time zones and required consistent coaching at every level.
Before Gong, Culture Amp’s sales team relied on a combination of CRM data, spreadsheets, and individual judgment to predict deal outcomes and allocate resources. The approach produced inconsistent forecasts and made it difficult for leadership to get a clear, real-time view of pipeline health. Training new enterprise representatives was equally burdensome: getting a new hire up to speed on the solution required an enterprise sales leader to commit an hour each day for the first three weeks—one-on-one, every day.
Culture Amp integrated the Gong Revenue AI OS with its CRM to create a single source of truth for all customer-facing conversations. By aligning deal stages to real-time Gong data, the sales team eliminated manual pipeline reviews and replaced subjective calls with objective signals drawn from recorded interactions. The platform was extended beyond sales to post-sales teams, giving the entire organization visibility into the same customer conversations.
The shift in forecast quality was immediate and measurable. Leadership gained a transparent view of upsell and expansion opportunities they previously could not see with confidence. For onboarding, the impact was equally concrete: Gong’s recorded conversations and transcripts let managers scale training without proportionally scaling their own time. What once demanded three weeks of daily one-on-one sessions could now happen on demand, at any hour, without requiring manager presence.
Gong has become embedded in Culture Amp’s daily sales rhythm. The platform surfaces insights that help both new and experienced reps prioritize their work and engage customers more strategically. With manual forecasting and onboarding burdens reduced, the team is free to concentrate on the expansion growth and customer outcomes that define the company’s next chapter.
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