How GHX reduced rep ramp time by 85% with Gong

GHX, a leading platform for smarter, more resilient supply chains, needed to manage a growing SMB segment using a distributed sales team. The multiple systems they used to track conversations created inefficiency in their processes and limited their ability to access critical deal information. Reps spent time on manual notes and stitched together information across platforms, which pulled their focus away from deeper conversations about their customers’ needs and strategic priorities.

By adopting the Gong Revenue AI Operating System (OS), GHX consolidated its fragmented workflows into a single, unified system. Reps no longer have to dig through outdated tools; instead, they spend time engaging with potential buyers at community hospitals. Insights from the Gong Revenue AI OS now anchor GHX’s sales operations, enabling faster onboarding, stronger collaboration, and more confident, data-backed decisions. This shift to the Gong Revenue AI OS helps GHX deliver consistent results across its territories while staying aligned to the unique demands of its health care customers.

"Gong has helped me, as a leader, stop reaching into multiple platforms in our ecosystem to pull out data points. Now, it's all inside Gong." —Hitch Pursel, Executive Director, Provider Sales, GHX

Onboarding new sales representatives was once a lengthy process at GHX, with new hires taking up to three months to fully understand their book of business. Gong changed that dynamic.

“Before Gong, it was probably month three that new reps were really getting used to their book of business. Now with Gong, it’s within their first two weeks.” —Hitch Pursel, Executive Director, Provider Sales, GHX

The operating system gives new hires immediate access to a searchable library of customer interactions. By reviewing past calls, reps quickly see stakeholder priorities, account momentum, and the context behind current and prospective opportunities. Reps now ramp faster, approach conversations with confidence, and deliver value much earlier in their tenure.

The Gong Revenue AI OS also serves as an always-on knowledge resource. Reps can revisit key moments to reinforce learning and stay sharp on evolving customer needs. With a consistent, repeatable onboarding experience, GHX has scaled its SMB team more effectively and ensured reliable engagement with community hospitals nationwide.

Using the Gong Revenue AI OS has also reshaped how GHX managers coach and collaborate. With features like Deal Monitor and Call Reviewer, leaders pinpoint specific skill gaps and deliver precise feedback. Hitch Pursel, Executive Director, Provider Sales at GHX said his reps are also proactive. “My team has adopted the ‘Hey, Hitch, can you watch minute 6 through 12’ approach. We then have a live one-on-one interacting with the call together.” The result is focused coaching on the exact moments that matter.

This approach shows up in customer conversations. “We were at about 80% talk time in discovery calls. With Gong Insights, we’re now closer to 60%, giving our customers a lot more space to speak. That helps us understand where GHX can help them,” Hitch noted. Reps now have the time and ability to run more consultative calls and uncover deeper pain points.

The features the sales team now relies on, like AI Briefer have also improved cross-team collaboration. Specialists and leaders can access the right snippets in seconds, share context at key deal stages, and avoid chasing scattered notes or switching between platforms. Everyone works from the same source of truth, which keeps deals moving and removes communication gaps across a distributed team.

Gong has become central to GHX’s sales operations, enabling leaders to drive meaningful change and measurable outcomes. As Hitch explained, “The Gong platform has really allowed me as a leader to more effectively drive change for my team, the customer, and the organization through the data and insights it delivers.” By consolidating critical sales data and insights in one place, the platform streamlines operations across a distributed team, speeds onboarding, and elevates coaching and collaboration.

"If we can't align to an executive priority, then typically deals don't close. Gong has really helped us mine that information. And really, we don't even have to mine for it because Gong's doing that for us.” —Hitch Pursel, Executive Director, Provider Sales,

With new hires ramping in two weeks instead of three months, and talk time dropping from 80% to 60%, GHX has reset its approach to sales execution. The platform also helps align solutions to executive priorities in health care, strengthening GHX’s consultative posture. As GHX explores expanding its use of Gong, the platform remains a cornerstone of its sales motion, driving efficiency and better outcomes for the team and their customers.