How BruntWork boosted revenue per agent by 100% and scaled to 8,000 agents globally

BruntWork is a remote staffing company that connects university-educated talent in developing countries with businesses around the world. With more than 8,000 agents across 60 countries and zero physical offices, maintaining quality, speed, and consistency across its sales and client success teams is both mission-critical and a unique challenge.

Co-founder Adam Pisk recognized early on that scaling a fully remote operation of this magnitude would be impossible without the right technology. "If you don't have the right solutions and you're trying to scale remotely, you'll spend a huge amount of time either micromanaging or being in the dark, neither of which scales well," Adam said.

Gong was among the very first solutions BruntWork purchased after launching in late 2020. As Pisk noted, “We were very early adopters of Gong because we realized that we needed data, insights, and activity tracking."

BruntWork's sales cycle involves four distinct handoff points — discovery, recruiting, talent solutions, and account management — executed by teams spread across a dozen countries and multiple time zones. With no offices, managers can’t sit in on calls or provide in-person feedback. Still, the company needed a way to deliver consistent coaching and maintain data continuity.

"If you want to manage people remotely without micromanaging, you've got to hire great people, give them clear goals and objectives, and then give them the structure to succeed," Pisk said.

Gong provides that structure. Rather than relying on managers to manually review calls or schedule one-on-ones across time zones, BruntWork uses Gong's AI-powered coaching and scoring to give reps feedback on every interaction. This feedback loop has compressed the onboarding timeline for new hires from 31 to 15 days.

As BruntWork consistently adds salespeople, client success managers, and recruiters to keep pace with growth, this accelerated ramp time ensures new team members reach full productivity without compromising the standards that have powered the company's expansion.

"Gong has really helped new team members evolve fast in a remote setting," Pisk added.

BruntWork uses Gong beyond onboarding efforts. At the board level, Pisk needs a fast, accurate read on pipeline health, which he gets through the Deal Board.

"I find that by looking at Gong, I get a good view of whether we're touching opportunities, where they are, and what's falling through the cracks,” Pisk said.

Pisk uses the Deal Board combined with AI Ask Anything to prepare for face-to-face client meetings, quickly surfacing an account's status rather than relying on summaries from team members. He can query AI Ask Anything to gain insights into calls, deals, accounts, and contacts.

Gong Engage also informs customer retention efforts at BruntWork. "We manage every type of client from enterprise to small businesses across every industry and in every type of role. There's so much personalization that needs to happen. With Engage, our client success team can look at an account and design a workflow to suit it," Pisk explained.

That level of customization directly impacts the bottom line because BruntWork's revenue depends on long-term agent placements.

Gong Engage replaced the rigid, standardized workflows the team had tried in their CRM, giving each client success manager the flexibility to tailor communications, follow-ups, and check-ins to the specific needs of every account.

"It's very easy to track progress and accountability when we manage everything in Gong." - Adam Pisk, Co-founder at BruntWork.

In the past six years, Gong has become the operational backbone of BruntWork's fully remote, globally distributed sales and client success organization.

“Gong is a robust technology, unlike a lot of its competitors that have come and gone. … Its data, AI, and recommendations show that it truly understands the customer voice. That's a huge differentiator.” —Adam Pisk, Co-founder at Bruntwork

It enabled the company to scale from a startup to 8,000 agents while doubling revenue per agent and maintaining coaching and service standards throughout.

"There are a lot of products that claim to do what Gong does, but we wanted a secure company that would continuously develop its technology over the long term," Pisk said.

BruntWork's growth has been built on the right people, clear goals, and a technology foundation that’s anchored by Gong. "For us, our tech stack is not something we're going to compromise on. It’s our lifeline," says Pisk. "That's why we’re doubling down on Gong.”