How Trimble boosted pipeline and tripled deal sizes with Gong's Revenue AI Operating System

Trimble’s mission to revolutionize sectors like construction, agriculture, transportation, and engineering not only demanded technological innovation but also a dramatic internal transformation. To manage growing customer demands and achieve sustainable growth, the company transitioned from a product-centric approach to an ecosystem-driven model. This evolution required consolidating data, streamlining workflows, and unifying global teams under a cohesive go-to-market framework.

By adopting the Gong Revenue AI OS, Trimble unlocked unparalleled visibility into customer discussions. This actionable intelligence highlighted critical buying signals and challenges, turning customer interactions into meaningful opportunities. The Gong insights laid the groundwork for Trimble’s account-based selling strategy, enhancing operational efficiency. Through the usage of Gong Engage, Trimble was able to scale growth with their SDR teams, who are using flows that can be personalized from insights gathered from Gong.

Trimble utilized the Gong Revenue AI OS to derive actionable insights from customer conversations, helping teams pinpoint cross-sell opportunities and strengthen ongoing relationships. The platform flagged specific cues, such as mentions of pain points, which were then channeled to the respective sales teams of potential new solutions. Armed with this intelligence, teams proposed targeted solutions that aligned with customer pain points, driving scalable growth.

Mark Schwartz, SVP at Trimble, explained the strategy: "We started looking for signals in the data — like if a customer mentioned they needed a new solution — and mapped those signals to a Trimble product lead." With this data-driven model, Trimble acted swiftly on identified customer needs. "Once we hear them talk about something their current product doesn't address, we feed that signal into the sales engine and expand our footprint," Schwartz shared.

This proactive, data-led approach did more than scale revenue; it also deepened customer partnerships and established a foundation for Trimble’s successful ecosystem-selling strategy.

To facilitate growth and improve operational efficiency, Trimble shifted from a fragmented, product-focused strategy to an account-based model strengthened by real-time intelligence from the Gong Revenue AI OS. "We combined divisions into segments, shifting to an account-based model fueled by real-time data and insights from Gong," Schwartz explained. This change allowed Trimble to focus on delivering a unified ecosystem of solutions instead of siloed products, better addressing customer needs.

The Gong platform provided critical insight into customer conversations, equipping Trimble’s sales teams with the necessary knowledge to address challenges holistically and collaboratively. Schwartz remarked, "Our average deal size has tripled over the last few years, largely because we know more about all the pain points and are able to sell the ecosystem because of the insights we gathered from Gong."

This shift — powered by Gong’s data-driven insights — offered Trimble a repeatable, scalable framework for revenue growth and further cemented its ability to build and serve a loyal customer base.

The Gong Revenue AI OS played a pivotal role in Trimble’s transformative journey toward unified, account-based selling. By leveraging AI-driven insights, Trimble streamlined processes, aligned teams globally, and gained the ability to identify and act on key customer signals. This enabled the company to scale its cross-sell opportunities, grow pipeline revenue by millions, and achieve a threefold increase in average deal size.

The Gong platform allowed Trimble to analyze vast amounts of customer interaction data, surfacing valuable insights into customer pain points and opportunities for growth. Beyond sales, these insights informed product development and marketing strategies while fostering collaboration across Trimble’s global teams. This operational synergy has not only powered Trimble's ecosystem but also positioned it for future success.

As Trimble continues its trajectory of innovation and growth, the Gong Revenue AI OS remains a cornerstone of its strategy — helping Trimble push boundaries, optimize efficiency, and deliver value to its customers globally.