How Exterro increased its BDR-sourced pipeline by 2X using Gong Engage

Exterro is a global leader in e-discovery, digital forensics and incident response (DFIR), and data privacy and governance software solutions. In recent years, It faced a critical challenge: scaling its business development representative (BDR) team while managing a complex product portfolio. This made improvements in four areas necessary:

Gong and its outreach solution, Gong Engage, made all this possible by integrating AI-driven insights directly into Exterro’s sales processes.

By leveraging Gong’s AI-powered recommendations, Exterro’s BDRs ramped faster and significantly reduced their research time, allowing them to focus on high-value activities. The platform’s seamless integration with Salesforce also enabled the team to personalize and manage outreach, calls, and emails in one place. 

This efficient and streamlined approach, combined with Gong Engage’s contextual insights, drove a 2x year-over-year increase in pipeline growth.

Exterro used Gong to transform how its global BDR team operates, starting with onboarding. New hires now ramp faster than ever by reviewing call recordings and using AI-generated email templates. It means those hires can start booking meetings with minimal delay. 

Gong’s integration with Salesforce and ZoomInfo further streamline reps’ daily tasks. Now that workflows are consolidated in a single platform, the team doesn’t need to switch between systems. Incredibly, that’s cut lead research time by an estimated 50%. 

Features like exporting leads directly from ZoomInfo into Gong flows allows BDRs to focus on outreach rather than administrative tasks. The personalized insights Gong uncovered have made the team highly efficient and enabled them to connect with prospects faster and more effectively.

Exterro’s diverse product portfolio often means that customers start out using only a portion of the company’s solutions, which leaves room for future growth. Gong’s Conversation Intelligence empowered Exterro’s customer success managers (CSMs) and account managers to uncover these potential opportunities by giving them visibility into customer interactions and call recordings. 

“Gong lets us see the white space in all of our accounts. It also makes it easier for CSMs to collaborate with sales and find new opportunities,” Krieger explained.

Gong’s insights allowed CSMs to identify unmet customer needs during conversations, which account managers then used to initiate strategic cross-sell and upsell conversations. “We rarely have an account come in and buy all of our products at once, so the CSMs’ conversations are crucial,” Krieger added.

Using Gong’s contextual insights, he says Exterro’s teams “now engage with customers at the right time, when they’re ready to explore additional technology solutions to the data risks they face.” This timely engagement not only improved conversion rates but also strengthened customer relationships, driving valuable account expansion.

Exterro’s adoption of Gong redefined the company’s sales and customer success strategies. Gong has delivered measurable growth and efficiency, most notably, with a 2x year-over-year increase in BDR-sourced pipeline.

The impact of Gong Engage is clear. As Krieger noted, “Our numbers are going up quarter over quarter, and we attribute part of that increase directly to Gong Engage.”

Gong Engage’s AI-powered capabilities have unified Exterro’s outreach efforts, enabling BDRs, account managers, and CSMs to work collaboratively and focus on high-value activities. The platform’s actionable insights have also allowed Exterro to engage with customers at the right moments to maximize growth.

Looking ahead, Exterro will continue to expand its use of Gong’s AI-driven insights. Exterro now has the ability to empower its growing teams to unlock even greater potential and drive sustained success.