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Element451 accelerates sales performance, driving a 131% increase in ARR with Gong AI

See how Element451 leveraged Gong to eliminate handoff friction across sales, onboarding, and customer success.

Challenge

As Element451 shifted from startup to scale-up, they faced critical challenges. The AI workforce platform struggled with long sales cycles, inconsistent discovery calls, and a forecasting process often based on gut feel rather than reliable data. Heavy reliance on manual input into HubSpot and fragmented call analysis made it difficult to coach effectively or gain accurate pipeline visibility.
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faster deal velocity on closed-won deals
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more demos booked and completed
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improvement in close rates

The playbook: Element451 implemented AI-powered features from the Gong Revenue AI Operating System (OS) across its sales and customer success teams and integrated Gong with Zoom and HubSpot to gain end-to-end visibility. They made AI Briefer fundamental to their process, using it to fuel forecasting, scoping, technical planning, and internal handoffs. They used Scorecards and call scoring to introduce a unified standard across SDRs, AEs, onboarding managers, and account managers. This enabled consistent coaching, standardized discovery, and improved qualification, leading to a 64% increase in demo completion. Finally, they used Deal Boards and pipeline insights to identify risk based on actual conversations, improving deal velocity by 29%.

Broader impact: Gong helped Element451 eliminate handoff friction across sales, onboarding, and customer success by centralizing knowledge and automating transitions. This broke down silos, improved onboarding speed, and created an AI-enabled, unified customer journey that is now core to their board reporting and strategic planning.

"Gong has been transformative. From demo prep to technical handoffs, we now have a consistent, AI-driven system that supports every stage of the customer journey. Our ARR is up 131%, our cycle times are down, and our entire team is aligned on what great looks like." — Trey Boyer, CRO

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