How Narmi streamlined revenue operations, improved pipeline visibility, and drove revenue growth using Gong
Challenge
Narmi needed a platform that could unify their sales data, streamline sales processes, and reduce their reps’ and managers’ workloads. Their revenue teams struggled with limited visibility into key activities and lacked cross-functional transparency.
Outcome
When Narmi implemented Gong Engage and Gong Forecast, it reduced the time its reps spent on manual data tasks and saved each manager up to three hours each week. Plus, managers gained better pipeline visibility, improved their coaching, and established consistent messaging.
Gong’s contribution
Gong centralized Narmi’s deal data, emails, and call summaries. Its AI-powered insights provided real-time deal visibility, identified winning behaviors, and enhanced cross-functional collaboration. Gong Engage optimized prospect outreach, while Gong Forecast delivered accurate revenue predictability.
Narmi recently used Gong to streamline its revenue operations (RevOps) and enable cross-team transparency, all while giving managers back 2-3 hours per week. That success was important to the fast-growing fintech company that serves banks and credit unions, as it came on the heels of some rapid scaling.
During their growth spurt, their lean RevOps team faced three mounting challenges:
- Unifying their data for greater transparency
- Reducing inefficiencies and optimizing processes
- Greater revenue predictability in a competitive market
Gong provided a solution to all three challenges.
By consolidating deal data, call summaries, and email activities into a single platform, Gong equipped Narmi with the real-time intelligence they needed to make strategic decisions. Automated features like follow-up reminders and AI-driven insights streamlined their revenue teams’ workflows, freeing up time for both reps and managers. Gong also fostered cross-functional transparency and forecast accuracy, which empowered Narmi to compete more effectively in a dynamic market.
Unlocking 3 hours weekly: How Gong improved transparency and freed up managers
As Narmi grew, transparency and efficiency across its revenue teams became critical to landing deals and sustaining growth. Before Gong, RevOps relied on manual processes — what Alexandra Richardson, Head of Revenue Operations at Narmi, called “Excel Olympics.” Extracting and sharing data was time-consuming and left teams with limited visibility into key activities.
Gong AI eliminated the guesswork and the need to manually corral and analyze information. Teams gained instant access to actionable insights about opportunities from calls, emails, and web interactions. AI-powered call summaries and deal insights allowed managers to shift their focus from data entry to coaching and deal-closing strategies. “The biggest impact Gong has had on Narmi is definitely cross-functional transparency. We’ve never had it before,” Richardson shared. AI call summaries and call snippets also improved alignment across teams, from product to finance, ensuring everyone stayed informed and focused on strategic priorities.
As an extra benefit, by automating manual tasks, Gong also saved managers an average of two to three hours per week. They now spend that time on tasks that close deals, including coaching and deal planning with reps.
Better outreach and “golden source” forecasting for greater predictability
Narmi’s additional adoption of Gong Engage and Gong Forecast revolutionized their pipeline management and sales productivity. Gong Engage enabled the team to make continuous improvements in their outreach to customers, personalizing messaging in a way they were previously unable to achieve.
Successful outreach flows became templates for peer-to-peer coaching, where reps refined their messaging and improved engagement. This collaborative approach unified the go-to-market team and enhanced prospect interactions. The team now analyzes and replicates winning behaviors on an ongoing basis to respond appropriately to individual customers and the market as a whole.
Gong Forecast, a more recent addition, has already proven invaluable for its pipeline predictability. Described by Richardson as a “golden source” of data, Forecast provides AI-driven deal scores and real-time insights into deal health and emerging risks. “It enables our sales leaders to focus more on coaching and strategy instead of just information gathering. All the information they need is right in front of them from Gong’s AI,” Richardson explained.
Engage and Forecast both contribute to more streamlined workflows by reducing everyone’s reliance on spreadsheets and manual processes. Narmi’s team found that managers in particular save time, which they now spend on strategic deals and growth strategies.
Narmi’s cornerstone for growth in a competitive market
Gong is now a cornerstone in Narmi’s revenue operations, driving efficiency, clarity, and collaboration across teams. By unifying web, email, call recordings, and forecasts into one platform, Gong has empowered Narmi to make faster, data-driven decisions and foster a more collaborative culture. The results include accelerated deal cycles and more time for reps and managers to focus on strategic priorities.
Richardson says, “Our experience with Gong feels like a learning journey of amazing AI insights… helping us be more strategic and focus our energy where we actually need it.”
Gong’s Revenue AI Platform delivered on being a better way to revenue. Now that they’ve replaced guesswork with actionable insights, Narmi can continue its rapid growth in a competitive fintech market.
Have questions or want a custom demo?
We’re here to help! Click the button below and we’ll be in touch.
Request demo
