How Brex improved forecast accuracy and reclaimed time using Gong

Brex’s Client Sales team used Gong’s Revenue AI Platform to streamline their forecasting workflow by eliminating manual data entry. This saves time for everyone from sales reps to leadership, and enables finance to consistently generate accurate forecasts.

As Brex evolved from a card-focused fintech to a product portfolio that includes SaaS solutions like expense management, the company faced a new set of operational and forecasting challenges. Transitioning to a SaaS sales motion required deeper visibility, greater forecast accuracy, and a fundamentally better way to manage their account activities. The team’s constant reliance on time-consuming spreadsheet workflows was a bottleneck that compromised decision-making and consumed leadership’s bandwidth.

As their Director of Client Sales, Alison Silver said, “Our client sales motion was brand new when I started, and I needed a way to hold people accountable to their deals and their forecasts.” Having a centralized, data-driven platform that provides deal insights in real time has made that possible. Adopting Gong fundamentally changed how Brex tackled its forecasting challenges.

Moving to a SaaS model was a pivotal shift for Brex, and Gong became an integral part of building and executing this strategy. "We had never had a formal client sales team, and I certainly wasn’t going to do it without Gong," shared Alison.

Gong enabled Brex to manage its sales operations by centralizing deal progression and account visibility. Features such as Deal Boards gave the sales team a comprehensive, real-time view of their account progress, even with multiple stakeholders involved across support, customer success, and executive roles. This level of clarity was critical in ensuring that no key detail was missed.

“I wanted a central place where I could understand what’s happening with accounts, and where we could implement a solution selling motion. In short, I needed Deal Boards,” says Alison.

Beyond visibility, Gong’s insights made Brex’s sales process more effective and collaborative. "It’s invaluable to have a second set of eyes to confirm what’s really happening in a deal," said Alison. This enhanced transparency allowed Brex to approach deals more confidently, ensuring better accountability across the organization and more informed decision-making at every step.

Prior to Gong, Brex’s forecasting process revolved around manual spreadsheet updates by the sales and finance teams. It was an outdated system that leadership described as "labor-intensive and time-consuming." Alison often found herself plugging in data during personal hours just to maintain accuracy, a process that was neither scalable nor sustainable.

With Gong, everything changed. "Once we onboarded Gong Forecast, we had a single source of truth for data, and I didn’t need to fill in all those cells manually. My team was so grateful for Gong too, once they realized how much easier it was to feed into our team’s forecast.” Alison can now show her CRO their forecasted numbers and explain the data behind them at any point in time.

Finance certainly took note when Alison and her team started coming in with the company’s most accurate forecasting numbers on a consistent basis. “They soon decided to roll it out to the full sales org," Alison explained.

Forecasting became faster, more accurate, and more actionable. Instead of spending time on administrative tasks, leaders and reps could focus on high-impact work — building pipeline, executing on deals, and driving growth. "Having forecasting in the same platform our reps already used meant that adoption skyrocketed," Alison added. “I'm literally spending less time and forecasting better.”

“When your company goes through a major transformation, you need to work smarter. Having a trusted partner really matters.” -Alison Silver, Director, Client Sales at Brex

The partnership with Gong has transformed how Brex manages its sales and forecasting processes. By replacing outdated workflows with an integrated, data-first platform, Brex has dramatically boosted its efficiency, improved forecast accuracy, and reclaimed valuable hours every week.

Beyond the operational benefits, Gong unified Brex’s sales teams around a shared system for forecasting, deal tracking, and customer interactions. This has empowered the team to make data-driven decisions in real-time. As Alison notes, “There’s real value in consolidation.” As Brex continues to evolve and expand, Gong will remain its steadfast partner, enabling the company to scale its efforts confidently in an ever-changing business landscape.