Meteomatics cuts sales cycles by 50% and increases deal size with Gong's Revenue AI Operating System

"Before Gong Forecast, we couldn't see beyond the month. Now, we're thinking two quarters ahead. The team has full visibility, real accountability, and they're closing larger, higher-value deals." - Bryan Daniel, VP of Sales, Meteomatics

Bryan Daniel, VP of Sales at Meteomatics, remembers the situation clearly. "There was no visibility of the pipeline. We couldn't see past the end of the month."

Over the years, the sales process had developed around product expertise rather than operational structure, and it lacked the systems needed for predictability and oversight. Without a formal forecasting cadence or clear pipeline management, it tended to favor short-term wins over long-term, predictable growth.

When Daniel assessed what Meteomatics needed, three factors made the Gong Revenue AI Operating System the clear choice: ease of use, consolidation, and visibility.

"It's quite easy to enable Gong," he explains. "It's less overwhelming than the heavier systems out there, which take months to set up and simply don’t get adopted.” He also saw strategic value in consolidation. "Your CRM is your system of record, but Gong is your core operating system," Daniel says, citing a quote that resonates strongly with him. Gong would provide conversation intelligence, coaching insights, market intelligence, and forecasting—all in one place.

The primary goal, however: introduce a formal forecasting cadence and create pipeline transparency.

With Gong Forecast providing pipeline visibility, the team could finally see patterns in their sales cycles – and address the bottlenecks holding deals back.

Before implementing structured forecasting with Gong, Meteomatics' average sales cycle stretched well over five months. Within months of rolling out Gong Forecast and the MEDDPIC methodology, that timeline dropped dramatically to under 3 months.

"Once we could see what was really happening in the pipeline, everything sped up," Daniel explains. "Deals were closing nearly 50% faster—and the deals got bigger."

The acceleration didn't come from rushing deals or lowering standards. It came from the visibility and structure that Gong Forecast enabled. The platform's deal-level insights showed which opportunities were progressing normally and which were stalling. Reps could identify risks early and take action before deals went off track.

Daniel credits Gong's AI-driven deal warnings for providing timely intervention points. "Think of it like warning lights on your dashboard," he explains. "They signal that something's off—maybe you haven't identified an economic buyer or discussed pricing. If AI doesn't flag it, you should validate."

Perhaps the most striking indicator of the cultural shift came in how reps tracked pushed deals and the improvement in forecasting accuracy.

"We've just had a three-month downtrend in push rate and reduced the total pipeline being pushed out each month by 60%," Daniel notes. "The team is far more confident in their numbers."

This progress came from the transparency that Gong introduced. By making deal dynamics visible, it naturally encouraged more rigorous qualification and more reliable forecasting, allowing leaders to look beyond the immediate horizon and plan strategically with confidence.

Today, Meteomatics operates with the same precision in revenue forecasting that they bring to weather forecasting:

• Sales cycles cut nearly in half, with consistent performance under 100 days
• Reduced monthly pipeline of pushed deals by 60% in six months
• Larger deal sizes becoming the norm, with ASP trending upward
• Team forecasting with confidence, accountability, and accuracy

Beyond the metrics, the team has fundamentally changed how they operate. They've moved from reactive to proactive. From month-to-month thinking to quarterly planning.

“Gong helped us establish a consistent forecasting cadence and a shared view of the pipeline across the organization" Daniel explains.

For a company that helps others forecast the future through weather intelligence, they've finally gained the ability to predict—and control—their own.