LearnUpon boosts forecast accuracy by 75% with Gong, driving predictable revenue growth

“We’re a Gong customer and we absolutely couldn’t live without them!” —Jeff Petersen, Head of Sales, LearnUpon

LearnUpon improved its forecast accuracy by 75% after using Gong's Revenue AI OS to centralize deal insights, streamline sales workflows, and unlock data-driven coaching. As a result, they've seen increased rep productivity and optimized revenue operations, leading to more predictable growth.

LearnUpon is a user-friendly learning management system (LMS) that helps businesses efficiently manage, deliver, and track training for employees and customers. Before using Gong, LearnUpon’s sales leadership identified two pressing challenges: improving the accuracy of their forecasting process and enabling their sales team to operate more effectively.

As Jeff Petersen, the Head of Sales, explained, “We used to use spreadsheets to track and manage forecasts. It was cumbersome and often resulted in error-prone data, misaligned methodologies, and no reliable way to gauge pipeline progress in real time.”

By implementing Gong Forecast, LearnUpon overhauled this process, drastically improving their forecast accuracy. Gong also connected the dots between forecasting, deal management, and rep performance, making it possible to improve overall performance on the sales team.

Before transitioning to Gong, LearnUpon’s forecasts were plagued by outdated data and fragmented tools — common pitfalls of spreadsheet-based processes. These made it virtually impossible for leadership to align their projections with broader business goals.

With Gong Forecast, LearnUpon was able to create a streamlined system. As Jeff puts it, “We now run our entire forecast, from top to bottom in Gong. … It was really easy to customize the platform in ways that worked for us.” Forecast accuracy has improved dramatically, with error margins shrinking from 20-25% to 5-10%. Jeff says “I really credit that to Gong and the ability it’s given us to see deals, look at engagement scores, and quickly identify which deals are legit.” Armed with better data, LearnUpon’s leaders now plan more confidently and make informed decisions that drive revenue growth.

This newfound accuracy also translated into significant time savings. In the past, AEs spent at least 45 minutes looking at Salesforce to extract data and triangulate their forecast. It was even more time-consuming for managers. Gong has reduced that time, and given reps back time to engage with customers and make calls.

Gong also simplified workflows, cutting down the time spent navigating toggled systems or compiling forecast data. Petersen highlighted this efficiency, saying "Gong helps us reduce the time spent in spreadsheets and returns field sales time, which lets reps engage with more customers." The result is high-performing reps who are focused on customer engagement and deal closures.

“It’s my job to make sure our reps can live up to their full potential. That’s why I turn to Gong.”

Jeff says the most transformative impact Gong has had on coaching was in improving insights at the individual level. “Before Gong, we didn’t have the insights or the data to back up our leaders’ coaching. With Gong, we have real data to conduct the coaching conversations we need.”

Today, LearnUpon’s leaders and reps enter customer interactions fully equipped to add value. That’s due in part to Gong AI, which Jeff and his managers lean on — via the Ask Anything feature, in particular — to ask critical questions before offering tailored coaching advice. Jeff says that with Gong’s summaries, he can go into a call 10x more prepared than if he had only looked at an AE’s notes. It’s also making handoffs easier, and reps are relying on Gong’s AI insights to generate more engaging conversations with customers.

Gong also allows Jeff and his team to understand why they won or lost deals. They can look at their winning and losing cohorts and assess key indicators, like the number of contacts and engagements. This ultimately contributes to continuous improvement by high-performing reps who are well-coached and able to close more deals.

LearnUpon’s partnership with Gong has transformed their sales operations from top to bottom. Jeff summarized the platform’s role, saying, “Gong is like mission control. It's the single source that the executive sales leadership goes to. It's a powerful tool that reduces our prep time when we're getting ready for executive reviews, and it helps us with our QBRs. There are just so many elements of our business that Gong now touches.”

The shift to real-time data has replaced guesswork with confidence, empowering leadership to guide their teams with precision. By fostering collaboration and providing actionable insights, Gong has helped LearnUpon develop a predictable and growth-focused sales process.

Peterson summarized it best, saying "Gong is a powerful tool that helps us operationalize everything and win more with confidence."