Frontline Education accelerates pipeline growth by 60% in one quarter with the Gong Revenue AI OS

With more than two decades of experience, Frontline Education serves nearly 10,000 K-12 school districts, representing more than 80,000 schools across the United States. Guided by its mission to transform how schools work so every educator and student succeeds, Frontline helps K-12 leaders streamline operations so they can focus more time and energy on supporting students and strengthening school communities.

As Frontline continued evolving its sales strategy and introducing new initiatives, leadership saw an opportunity to create a more connected experience for sellers and customers alike. The focus was not simply operational efficiency. It was about helping teams move faster, collaborate more effectively, and stay closely connected to the needs of school districts — all in support of Frontline’s broader vision of every school thriving, every community stronger.

“We wanted a single destination for our sellers that was simple, credible, and predictive,” said Kyle Jastren, VP Sales at Frontline Education.

With the Gong Revenue AI OS, Frontline consolidated customer conversations, deal insights, forecasting, and enablement into one unified workflow. Rather than navigating across multiple systems, sellers could access the information they needed in real time and focus more energy on serving school districts.

The impact was immediate. Within one quarter, Frontline generated 60% more pipeline year over year while creating stronger alignment across sales leadership, sellers, and solutions architects.

“We used to spend valuable time updating systems and pulling information together across platforms,” said Jastren. “Now our teams can spend more time focused on strategy, customer conversations, and helping districts solve real challenges.”

The visibility provided by Gong also changed how Frontline approached pipeline management and sales leadership conversations.

Instead of relying heavily on retrospective reporting, leadership meetings became more proactive and strategic, grounded in live customer and deal intelligence.

“We’ve shifted our conversations to be much more forward-looking,” Jastren explained. “Having access to real-time insights helps us identify opportunities earlier, collaborate faster, and better support our teams throughout the sales process.”

As an organization, Frontline is deeply focused on one of its core values: Obsess Over Customer Success. Having deeper visibility into customer conversations, reactions, questions, and challenges helped teams better understand what districts were experiencing in real time and respond with greater precision and partnership.

Tools like AI Deal Monitor and AI Ask Anything helped sales leaders quickly assess account activity, identify risks, uncover opportunities, and surface trends emerging directly from customer conversations — all without creating additional reporting work for sellers.

The result was a more agile and responsive sales organization that could move quickly while staying closely connected to the evolving needs of K-12 leaders.

One of the most significant opportunities for Frontline came through Gong Enable and AI Trainer.

As the company introduced new initiatives and messaging, the sales organization needed a way to rapidly scale learning while keeping training grounded in authentic district conversations and real-world scenarios.

“The biggest value for us is the ability to create training based on actual customer conversations rather than generic role play,” said Jastren. “The realism, speed, and feedback loop completely changed how quickly we could prepare teams for new initiatives.”

Using Gong Enable, Frontline built more than 14 training courses and over 75 AI-driven scenarios in just a few hours. Sellers were able to practice conversations that closely reflected the questions, priorities, and concerns they encounter with K-12 leaders every day.

That realism helped create confidence and consistency across the organization while accelerating ramp time for new programs and initiatives.

“The ability to practice, receive immediate feedback, and improve in the same platform made training much more actionable and relevant for our teams,” Jastren said.

For Frontline, the value of Gong extended beyond operational efficiency. It helped create a more connected and informed sales experience that ultimately benefits school districts.

By reducing administrative friction and connecting insights across teams, sellers gained more time to focus on building trusted relationships with educators and administrators navigating increasingly complex challenges.

“In sales, you can watch things happen, you can wonder what happened, or you can make them happen,” said Jastren. “Gong is how we move from wondering to making it happen.”

Gong’s simple, credible, and predictive operating system has not only strengthened Frontline’s sales organization, it has reinforced the company’s commitment to delivering meaningful impact for K-12 education communities across the country.