How Mirakl reduced ramp time, boosted global collaboration, and unlocked new revenue opportunities with Gong

When Courtney Tucci, Director of Sales Enablement joined Mirakl, their sales enablement team faced a key challenge: understanding why established European strategies weren’t landing in the new U.S. market. For Mirakl — the operating system for intelligent commerce — cracking the code on their U.S. customers was critical.

Without AI-backed field-listening capabilities, they couldn’t capture or analyze their customers’ feedback, making it hard to pinpoint the barrier(s) to scaling. Recognizing this gap from the outset, Tucci aligned her leadership early on adopting the Gong Revenue AI Operating System (OS).

“I said, ‘If you bring me on, you have to bring Gong on too.’” —Courtney Tucci, Director of Sales Enablement

The initial Gong AI rollout focused on the U.S. team, but a series of quick successes caught the EMEA teams’ attention and brought them on board.

By helping Mirakl shorten ramp times and time-to-first-deal, improve coaching, and align globally, Gong AI became a cornerstone of the company’s enablement strategy.

The first play Tucci made with the Gong Revenue AI OS was tackling market-specific challenges around Mirakl’s U.S. expansion.

Shortly after Mirakl’s product deployment in the United States, the enablement team used the AI Tracker feature to identify a critical product opportunity in that market — one that didn’t apply in other countries.

“The market was consistently signaling demand for a specific offering. Thanks to Gong's field visibility, Mirakl's Product team was able to validate that signal quickly and bring the right solution to market. Speed and customer-centricity made the difference.” —Courtney Tucci, Director of Sales Enablement

Using Gong AI insights and evidence from customer conversations, they partnered with product leaders to develop an offering that was key for the U.S. market. With insights from AI Deal Reviewer, leadership quickly validated that its roll out was working, and a new revenue stream was born.

As Gong AI adoption expanded globally, Mirakl took a thoughtful approach to rolling it out across EMEA, ensuring teams understood from the start that the tool was designed to support their success.

“Once the EMEA team saw that Gong was there as a way to boost sales and support the team in reaching its goals, their guard came down.” —Courtney Tucci, Director of Sales Enablement

By proving value through improved coaching, ramp times, and time to first deal, the U.S. team's early wins built enthusiasm and drove a seamless global rollout.

For most enablement teams, onboarding is a synonym for shadowing, a time-intensive process that doesn’t guarantee reps will hear best-in-class calls or understand your sales process from start to finish.

With Gong AI, Mirakl leveled up their shadowing process with a better approach. New AEs now listen to full deal lifecycles, real objections, and diverse pitch styles from day one. They don’t have to wait weeks to hear a perfect discovery call or a masterclass on objection handling.

To speed up this process, reps also use AI Briefer to get instant, high-level summaries of long discovery calls before diving into specific moments that matter. (They continue using this feature when they’re fully live in the field to move through their calls quickly while being well-prepared for every conversation.)

Gong AI has proven itself invaluable during onboarding. It has accelerated time to first deal, and fostered a culture of continuous learning and self-assessment. As one rep noted, "Hearing objections in Gong helped me so much more than just reading our objection-handling document."

By exposing new hires to authentic customer interactions, Gong AI didn’t just build confidence earlier in their roles, it also equipped them to handle objections better and reduced the time it took for an AE to reach their first closed-won deal.

The Gong Revenue AI OS is now central to Mirakl’s enablement strategy, helping the company scale effectively, adapt to market needs, and align teams. With the field visibility and AI-driven insights they need, the enablement team now focuses on high-impact work, including better onboarding, targeted coaching, and stronger cross-functional collaboration. That agility has supported the company's global expansion, regional alignment, and new revenue opportunities.

Reflecting on Gong AI’s impact, Tucci shared, “I have consistently chosen Gong because they always deliver on feedback and features. Gong is my standard for customer success.” With Gong AI deployed globally, it has become one of Mirakl’s most in-demand solutions, solidifying its role as a critical partner in the company’s growth journey.