Hivebrite transforms forecast accuracy and builds evidence-based sales operations with the Gong Revenue AI OS

Hivebrite is a platform where human connection meets AI innovation. The company’s all-in-one, powerful solution for community engagement helps businesses drive organic connections and create positive impact. And with customers across the globe in more than 25 countries, Hivebrite has been growing fast.

“My priorities are growth, consistency, and scalability,” says the company’s Vice President of Sales, Nathan Rowe. “That means achieving our revenue targets, developing a high-performing team that delivers predictably, and ensuring that our processes and systems support long-term success.”

To support those goals at scale, Rowe and his team turned to the Gong Revenue AI Operating System (OS). What made Gong stand out was the accuracy and completeness of visibility, something Hivebrite couldn’t get from just CRM data or subjective rep updates. Instead of relying on scattered notes and inconsistent reporting, Gong became the single source of truth the team needed to scale confidently.

This precision was the foundation for every downstream result: More reliable forecasting, earlier risk identification, stronger coaching, higher funnel conversion, and shorter sales cycles across global regions.

Before Gong, the Hivebrite sales team operated reactively. “We were expanding quickly, but we lacked visibility into deals and performance,” Rowe explains. “Coaching was inconsistent, and much of our discussion was based on opinions rather than evidence.”

When a business is scaling, questions about focusing on the right opportunities, having enough quality pipeline, and whether deals are progressing as planned become critical. Equipped with the complete conversation intelligence that Gong brought to the table, managers can identify which behaviors drive success and roll them out as standard practice. And with a single view of every deal, every team member now understands what good looks like, enabling consistent performance across regions.

"We have data-backed examples to demonstrate what behaviors within the sales cycle create the most success. The result has been shorter sales cycles and improved win rates." —Nathan Rowe, VP of Sales

Previously, Hivebrite’s forecasting was inconsistent and heavily dependent on judgment. CRM data was often outdated, and leadership sometimes faced quarter-end surprises that could have been prevented. Hivebrite’s revenue org measured slippage rates of forecasted deals pushing into the next quarter, and sales cycles were longer than expected for their deal size.

The business case was clear: Even a 10–15% reduction in sales cycle length would pay for Gong several times over.

Gong Forecast transformed this process. "We can now see clearly which deals are progressing and which are at risk,” Rowe says. “This allows us to plan earlier and with greater confidence."

Managers no longer spend time preparing updates or managing spreadsheets. "It has saved several hours a week per manager and made forecast calls more effective," he adds.

"Forecasting is now based on clear evidence rather than opinion. We have a real-time view of what is moving and what is at risk. Our forecasts are more reliable, and we can spot potential issues weeks earlier than before." —Nathan Rowe, VP of Sales

Hivebrite needed to ensure sellers focused on the right opportunities. Engagement varied significantly, and visibility into prospect responses was limited. When the company adopted Gong Engage, sellers were able to see which accounts were most engaged and where action was needed.

They now have contextual signals showing customer engagement frequency, decision maker involvement, and discussion topics.

"Salespeople can now tailor their communication based on what was discussed in previous interactions. This leads to more relevant and timely engagement, stronger relationships, and higher conversion rates." —Nathan Rowe, VP of Sales

Sellers can focus on the most important follow-ups based on real engagement rather than generic task lists, improving time management and conversion rates.

Gong's analytics have enabled Hivebrite to optimize its sales process based on what actually works. By analyzing successful deals, the company discovered a pattern that transformed their approach.

"Analysis showed that deals involving our customer success team early in the process had higher win rates and stronger adoption after purchase. We have now built that into our process, which has improved both close rates and customer onboarding." —Nathan Rowe, VP of Sales

What might have remained hidden in traditional sales operations became visible through Gong's analytics. The system has also simplified coaching: "Team meetings are shorter and more focused, and coaching sessions are based on real examples," Rowe says.

The Gong Revenue AI OS has fundamentally changed how Hivebrite operates, moving from reactive to proactive, and from opinion-based to evidence-based decision making:

• Improved forecast accuracy identifies at-risk deals weeks earlier and eliminates quarter-end surprises
• Several hours saved per manager weekly with more focused forecast calls
• Better conversion throughout the funnel with stronger regional consistency
• Shorter sales cycles and improved win rates by scaling top performer behaviors
• Reduced deal slippage through more rigorous qualification and reliable forecasting
• Enhanced customer outcomes by involving customer success earlier, improving close rates, and onboarding

For Hivebrite, the Gong Revenue AI OS is not just a forecasting solution; it's an indispensable partner in their mission to scale globally with predictable, evidence-based operations and exceptional customer experiences.

"Gong has changed the way we manage our commercial organization. It has given us visibility, consistency, and confidence. We now have a single view of every deal, a structured approach to coaching, and a clear understanding of what drives results." —Nathan Rowe, VP of Sales