Rippling lifts win rates 13% and increases LTV 15% using Gong

As a fast-scaling SaaS platform that helps other businesses streamline their HR, IT, and finance, Rippling knows about efficiency. When they needed to improve their sales enablement, it was no surprise that they turned to a solution that helps their sales team work smarter.

Rippling achieved better sales enablement and faster growth by using the Gong Revenue AI Platform. They've seen a 20 percent drop in customer onboarding times and reduced deal cycles by 10 percent. By saving time, they've been able to spend more time on deals, which has led to a 13 percent increase in win rates and a 15 percent increase in customer lifetime value (CLV).

“Gong’s call recording and analysis helped us spot misaligned scopes, save onboarding time, and catch churn signals, before they hit the bottom line.” — Salam Alnakeeb, Manager of Sales Enablement Onboarding

Managers and reps now rely on time-savers like AI Briefer and Call Spotlight to boost workflow efficiency and give users everything they need to know about their calls in seconds. That means Rippling’s reps spend more of their time selling, customers have a smoother journey, and managers can provide feedback on more deals than they ever dreamed possible.

To improve deal execution and boost win rates, Rippling's reps use the Gong Revenue AI Platform to easily share Call Snippets and their top-performing discovery calls. With the ability to learn directly from their most successful colleagues, reps now improve continuously and adopt proven tactics.

“We shortened our deal cycles by 10% by simply sharing what our best reps were doing.” — Salam Alnakeeb, Manager of Sales Enablement Onboarding

As a result of shortening their deal cycle times by 10%, reps have time to manage and close more deals, contributing to a 13% boost in win rates.

The team has also improved overall deal execution, especially discovery, using AI Tracker. It allows users and leadership — like their Team Lead of Implementation, Vineet Ratan — to stay on top of key conversation topics, such as pain points or competitor concerns. Vineet relies on Gong AI to analyze every call and track how often important topics are discussed, and provide real-time feedback. This takes the guesswork out of coaching and enables him to quickly pinpoint where a deal might be stalling.

With these data-backed insights, Rippling has built a foundation for faster deal cycles and sustainable growth.

The Gong Revenue AI Platform’s contextual deal data gives Rippling’s revenue teams a leg up in suggesting offerings to customers. The sales team uses AI Briefer to surface points that are worth sharing with the service and implementation teams. “That means better continuity for our clients,” according to Salam Alnakeeb. "It goes a long way to ensuring a smooth ramp up for the client and in tailoring our service offerings.”

Rippling also leverages this aspect of the Gong Revenue AI Platform to get ahead of customer churn. By using the sentiment analysis feature, the team flags early signs of customer frustration and uses a churn-risk scoring model. This allows account managers to intervene at just the right time, boosting retention and increasing CLV by 15%. Happy customers are long-term customers.

“Gong’s sentiment trends became our early warning system, helping us build smarter retention plays.” — Salam Alnakeeb, Manager of Sales Enablement Onboarding

As part of their bid to boost their win rate and CLV, Rippling's sales team aimed to onboard new customers faster and more effectively. With call data from the Gong Revenue AI Platform, Rippling’s enablement team was able to identify the top 10 time-consuming and unnecessary questions that new reps consistently asked customers.

“We created a ‘Top 10 Time-Wasters’ playbook from Gong calls, reducing redundant kickoff questions by 30%.” — Salam Alnakeeb, Manager of Sales Enablement Onboarding

Not only did their "Top 10 Time-Wasters" playbook reduced redundant questions by 30%, it also slashed onboarding times by more than 20%.

Sales leaders also used the Call Snippets feature to create and share examples of ideal handoffs, helping reps avoid misaligned scopes and post-sale surprises. It’s created a frictionless customer onboarding process that prioritizes speed and accuracy.

With Gong, Rippling has built a foundation for smarter sales processes and sustainable growth. The team has found that AI Tracker, AI Briefer, and Call Snippets in particular have been helpful in streamlining and improving the performance of their large, GTM operation.

By leveraging data to improve everything from deal execution and sales coaching to proactive customer retention and onboarding, Rippling's GTM teams are now much more efficient and effective. Win rates are up 13%, CLV has increased by 15%, and customer onboarding time has been cut by 20%. Gong's Revenue AI Platform provides the data and insights Rippling needs to work smarter, sell faster, and achieve remarkable results.