How Yotpo unified its revenue teams in one operating system

Before using the Gong Revenue AI OS, Yotpo ran its revenue operations across Google Sheets, CRM dashboards, and multiple disconnected systems. Because different people viewed different data, managers at this leading eCommerce retention marketing platform lacked the granularity to coach effectively, and their forecasting lived in a standalone spreadsheet. No one shared a consistent picture of the business.

By centralizing forecasting, engagement, and revenue intelligence under one system in Gong, Yotpo gave every layer of the organization — from the CRO to individual reps — access to the same data in the same place.

"Gong helped us stop jumping from place to place to view our data and really start looking at everything in a consistent manner. Now we’re able to easily scrutinize how we're working." — Ross Eisenberg, Global Sales Ops Team Lead

That consistency became the foundation for smarter coaching, faster prospecting, and more reliable forecasts.

Gong Engage is Gong’s AI-powered sales engagement platform, and it has transformed how Yotpo's account executives prospect and manage accounts. With the Account boards feature, sellers can quickly research accounts, identify the right approach, and place them into tailored Flows. They’re doing that all within one operating system, rather than toggling between systems and scheduling meetings with CSMs.

"Using account research, sellers are able to put each account in the correct Flow in a more efficient manner, which gives them more time to spend on closing deals, building business cases, and other revenue-generating activities.” — Ross Eisenberg, Global Sales Ops Team Lead

AI Briefer has proven especially valuable for Yotpo’s cross-sell motions. "Account briefs are great for our team because sellers no longer need to spend 30 minutes meeting with a CSM,” says Ross Eisenberg, Global Sales Ops Team Lead “They can get all the context they need in 30 seconds via an account brief — and probably more information than they would have gotten before." A seller might discover that a customer mentioned interest in reviews three months ago, and that context can immediately inform which Flow they use and how to tailor their messaging.

This visibility extends to managers as well.

"Managers can see not only all the types of activities, but how effective each seller is at those activities.” — Ross Eisenberg, Global Sales Ops Team Lead

This allows managers to coach each rep on an individual basis rather than just seeing a bird's-eye view of whether or not they're doing outbound. Managers can identify which Flows drive the highest reply rates, then point other reps to those examples, and turn top-performers’ behaviors into a repeatable playbook across the team.

Yotpo previously managed its entire forecast in Google Sheets. Moving to Gong Forecast gave the organization layered visibility: Their CRO can drill into manager-level forecasts, managers can review rep-level details, and leadership can challenge projections by comparing them against Gong's AI-generated forecasts and deal scores.

"Gong Forecast has been transformative by providing transparency from the bottom to the top of our organization, allowing us to evaluate pipeline status, closed amounts, and forecast translations comprehensively." — Ross Eisenberg, Global Sales Ops Team Lead

That transparency pays off. Having a more accurate forecast means leadership understands their business dynamics earlier in the quarter. “If Gong tells us we're going to finish at 80% to our number, we understand from a very early point that we need to fix that," said Eisenberg. With Gong data, leaders can pinpoint which reps need help, assess whether pipeline coverage supports the forecast accurately, and identify patterns like overly optimistic early quarter projections.

Coaching is now more precise too. Gong's AI-powered Scorecards grade every discovery call against Yotpo's methodology, checking whether reps asked open-ended questions, followed MEDDPICC, and hit every key element of a strong discovery. Managers use the Scorecard feature to see how sellers are doing. It's not reasonable for a manager to sit in on every discovery call when they have 15 reps. Scorecards allow them to do that much faster and manage reps on a one-to-one basis. Now, a seller who scores two out of five receives targeted guidance on exactly which steps to improve. turning coaching from anecdotal feedback into a data-backed development plan.

By consolidating forecasting, sales engagement, and customer insights into the Gong Revenue AI OS, Yotpo eliminated fragmented workflows, empowered managers with data-driven coaching, and gave their entire revenue organization a single, consistent view of the business. Gong replaced spreadsheets and siloed systems with a unified operating system that drives accountability, visibility, and smarter decision-making across every team.

"As a RevOps leader, my job is to empower sales managers to be as effective as possible," said Eisenberg. "With Gong, I'm able to give them the data they need to manage their team effectively and show their reps what's actually going to happen when they follow the steps that data proves are working."