How Culture Amp improved forecast accuracy and scaled global sales training with Gong
By integrating insights from Gong into pipeline management, Culture Amp reduced subjective forecasting and manual work.
Challenge
Outcome
Gong captured and transcribed customer conversations and delivered trusted analytics. This helped Culture Amp monitor pipeline health with precision, move away from guesswork, and offer scalable, on-demand training that freed managers from repetitive coaching.
Embracing data-driven forecasting in a growing organization
As Culture Amp expanded from a small team of 35 employees to partnering with more than 6,800 companies globally, the organization had to scale operations while maintaining accuracy in sales processes. Rapid growth required a shift from spreadsheet, CRM and intuition-based forecasting to a structured, data-driven approach. At the same time, onboarding and training new hires across a global workforce became increasingly labour-intensive.
The company initially adopted the Gong platform eight years ago as a way to capture and review customer conversations, and over time it gave the sales organization a consistent way to understand pipeline health. By integrating insights from Gong into pipeline management, the company reduced subjective forecasting and manual work. Teams refocused on strategic initiatives, helping Culture Amp sustain innovation and employee engagement while navigating the complexity of global growth.
Replacing ‘unstructured forecasting’ with real-time pipeline visibility
Culture Amp’s sales team once leaned on spreadsheets, intuition, and subjective judgment. This made it harder to predict deal outcomes and spot growth opportunities. By connecting the Gong Revenue AI OS with its CRM, Culture Amp aligned deal stages with real-time data, replacing guesswork with clarity. This shift improved forecast accuracy and gave leadership a transparent view of upsell and expansion opportunities.
“It gives one source of truth. Previously, we didn't have that,” says Tanya Neary, Enterprise Sales APAC at Culture Amp. “Now, everyone can see conversations across teams, and we can embed our deal staging in one unified platform.”
From three weeks of 1-on-1s to on-demand training at scale
As Culture Amp grew, delivering consistent training across a global team became essential. Onboarding new enterprise reps had been time-intensive. “I used to sit down with every enterprise rep for an hour a day for their first three weeks to demo the solution,” Neary says. “It was labor-intensive. Gong lets me do that in a scalable way.” By using captured conversations and transcripts, managers gather data quickly and easily, cutting the manual effort required to ramp new hires.
Culture Amp also ensured that all customer-facing roles, from sales to post-sales, had access to Gong. This cross-functional visibility helped teams collaborate, share best practices, and respond to customer needs with greater agility. To drive adoption, leadership reinforced Gong usage in one-on-ones, tied it to individual success metrics, and showed how it freed reps to focus on high-value work. Even experienced sellers who were initially hesitant quickly embraced the platform once they saw how it simplified their day-to-day.
Freeing up teams to focus on strategic growth
Gong has enabled clearer, more reliable forecasting. By consolidating sales and post-sales conversations into a single platform, the organization gained a unified view of its pipeline and customer interactions.
This centralization improved forecast accuracy and made it easier for teams to share knowledge across departments. With manual tasks reduced, Culture Amp’s sales organization is freed to focus on strategic initiatives and driving growth in a competitive market. The Gong Revenue AI OS delivers actionable insights and scalable solutions, helping Culture Amp’s global workforce meet the demands of rapid expansion while providing exceptional value to customers.
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