Avalara Drives Lifetime Value for Customers with AI-Enabled Insights from Gong

October 17, 2023

Gong’s Revenue Intelligence Platform helps Avalara uncover cross-sell opportunities and optimize seller behaviors to scale revenue

SAN FRANCISCO – October 17, 2023: Gong, the Revenue Intelligence leader, today announced that Avalara is consolidating on its AI-powered platform to drive efficient revenue growth. Avalara, a leading provider of tax compliance automation software for businesses of all sizes, is using Gong to transform its customer-facing teams to automate critical selling workflows, optimize pipeline management, and improve decision-making that leads to more deals won.

As it seeks to increase cross-sell opportunities to drive growth, Avalara asked its customer account management (CAM) and customer success teams to focus on maximizing each opportunity to boost revenue and better serve customers. By using Gong, Avalara has gained transparency across its revenue organization, uncovering wins that they could turn into best practice sharing and training.

“Avalara’s customer account teams handle high volumes of interactions, driving roughly 3,000 deals to close each month,” said Sean Flynn, SVP, Global Sales, Avalara. “We put great emphasis on providing best-in-class customer service to make compliance less taxing for our customers. With Gong, we have incredible, market-driven insights on how to deliver the best possible experience for customers on each and every transaction. Gong has been instrumental in helping us develop a culture of coaching and deliver value in every customer interaction.”

CAM teams at Avalara have used Gong since 2021. By leveraging Gong Insights, teams can identify the behaviors that lead to growth and those that negatively impacted opportunities. This, in turn, drove a meaningful increase in personalized coaching on ways to improve the quality of customer interactions, communicate value, and help sellers improve.

Following the CAM teams’ positive results, Avalara deployed Gong across other functions – including customer success, customer development, product marketing, sales development, new business sales, and support – to build new customer pipeline, better serve existing ones, and identify cross-sell opportunities across the business. By capturing these opportunities, Avalara can grow revenue efficiently – without relying solely on sourcing new leads.

“As companies across industries and of all sizes seek to lock in efficient growth, having full visibility into their revenue organizations is critical,” said Ben Brownlee, Chief Customer Officer, Gong. “For customers like Avalara, with their large and diverse customer base, automated insights that uncover opportunities for account growth can make a big difference. Gong provides insights, and next-step recommendations, across the account lifecycle that help companies like Avalara show more value and drive more revenue.”

As companies scrutinize their tech investments and prioritize value and efficiency, using one platform for total revenue management has become paramount. Gong’s Revenue Intelligence Platform enables companies to capture, understand, and act on all customer interactions in a single, integrated platform. Gong’s platform helps revenue organizations significantly enhance their most critical workflows, including deal execution, coaching, sales engagement, strategic initiatives, market insights, and forecasting, to increase visibility and align strategies across organizations to achieve successful outcomes.

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About Gong

Gong transforms revenue organizations by harnessing customer interactions to increase business efficiency, improve decision-making and accelerate revenue growth. The Revenue Intelligence Platform uses proprietary artificial intelligence technology to enable teams to capture, understand and act on all customer interactions in a single, integrated platform. More than 4,000 companies around the world rely on Gong to support their go-to-market strategies and grow revenue efficiently. For more information, visit www.gong.io .

About Avalara

Avalara makes tax compliance faster, easier, more accurate, and more reliable for 30,000+ business and government customers in over 90 countries. Tax compliance automation software solutions from Avalara leverage 1,200+ signed partner integrations across leading ecommerce, ERP, and other billing systems to power tax calculations, document management, tax return filing, and tax content access. Visit avalara.com to improve your compliance journey.

Recent Press Releases

Gong Launches Mission Big Dipper; Unveils Industry-First Revenue Harness

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Harnessing AI Agents to Deliver Revenue Outcomes at Enterprise Scale While revenue teams know what it takes to win, high-value work like account research, stalled deal analysis, and renewal prep rarely happens consistently. Traditional CRM-native approaches miss the conversational signals that drive revenue, while DIY agent builders lack governance. Custom Agents solve this by allowing any stakeholder to describe a workflow in natural language inside Gong (e.g., monitoring accounts over $100K for specific risk signals and alerting the AE before Monday morning). As these agents run on the Gong Revenue Harness, they operate with strict enterprise control, scoped data access, a full audit trail, and configurable human oversight. Every agent inherits the security permissions already in place across Gong today, ensuring safe, autonomous execution. "As Udemy continues scaling globally, consistency and insights across our GTM team become increasingly important," said Grainne Wafer, Global Head of Field & Partner Enablement at Udemy. "Gong helps us simplify how people access information and take action, making it easier to scale effective workflows, apply best practices, and support more proactive, AI-driven execution across the organization." "As a company that embraces AI across the business, we always look for ways to help our teams turn customer insights into action," said Karine Terzibachi, Chief Business Officer at Attentive. "Gong helps us capture the voice of the customer at scale and share those insights across the company. With AI-powered intelligence in our workflows, we can make better decisions, share best practices more easily, and give customers a more consistent experience." Gong Assistant: Your Revenue AI, Always by Your Side AI shouldn't just run in the background; it needs to assist reps in the moment. 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Powered by the Gong Revenue Graph, AI-powered intelligence, specialized agents, and trusted applications, Gong helps more than 5,000 companies around the world deeply understand their teams and customers, automate critical revenue workflows, and close more deals with less effort. For more information, visit www.gong.io.

Press Release

June 24, 2026

Gong Growth Accelerates Past 55% YoY as Enterprises Adopt Revenue AI; ARR Tops $500M

Tenth consecutive quarter of accelerating growth as customers standardize on Gong's Revenue AI Operating System SAN FRANCISCO — May 12, 2026 — Gong, the leader in Revenue AI, today announced continued growth acceleration to over 55% year-over-year in its most recent quarter, marking the tenth straight quarter of accelerating growth rate. Annual recurring revenue (ARR) has now surpassed $500 million. It signals a category shift: enterprises are rebuilding their revenue stack around AI, with Gong as the standard. Three forces are driving Gong’s acceleration: AI mandate from the top. Boards are demanding sales productivity gains from AI. Gong is the #1 AI platform revenue teams are choosing. Tech stack consolidation. Companies are consolidating fragmented sales tech onto a single revenue platform, replacing a generation of legacy point solutions. Gong's AI products Engage, Forecast, and Enable are driving the expansion. Large enterprise. The world's largest companies are deploying Gong for production-grade AI rollouts, not pilots. Gong added more $1M+ customers in the last two quarters than in the previous six combined. Revenue has been broken in plain sight. Sellers spend 77% of their time on non-selling activities. A multi-trillion dollar industry runs 70 to 80% inefficient. The root cause is structural: legacy CRM depends on humans to log what happened, and it's hard to use. So in turn, go-to-market teams don't use it. Bad data in, no real insight out, and no automation is possible. Three of every four dollars get wasted on motion that doesn't convert. Gong is replacing that premise. The Gong Revenue Graph turns customer interactions across emails, calls, meetings, and deals into a living memory layer - one that makes real intelligence and automation possible for the first time. Gong's proprietary AI models, trained on revenue-specific data and combined with leading LLMs, convert that layer into decisions: which deals to chase, where the team is at risk, what to do next. Revenue professionals stop updating systems. The system runs the work. Today, 50% of Gong's customers now run multiple products on the platform, and use of flagship AI capabilities like Gong Assistant grew over 200% year over year. "We launched Gong a decade ago with a bet: AI would be bigger than cloud," said Amit Bendov, CEO and Co-Founder of Gong. "The market wasn't ready, so we toned the message down for years. The last three years have been the unlock. Every company is now investing in AI as a strategic priority, and the vision we had a decade ago is the reality driving this acceleration." Enterprise adoption of Gong has grown significantly year-over-year, with half of the Fortune 10 among Gong's customer base. Organizations such as ADP, Anthropic, Canva, Cisco, Docusign, Google, Paycor, Uber for Business, and Thomson Reuters are seeing immediate, measurable outcomes, including: Anthropic increased seller productivity 64%, giving AEs back 10 hours a week Uber for Business used Gong's agents to lift response rates 32% Canva saw a 60% lift in rep capacity Paycor achieved a 141% increase in deal wins “Scaling a B2B business in fintech requires strong visibility into your pipeline and how deals are actually progressing since the sales cycle is longer, more regulated, more risk-heavy, and more multithreaded than in other industries,” said Jason Steckler, Head of Revenue Strategy and Operations at Chime. “We saw immediate impact after implementing Gong, with strong productivity gains across our sales team and a much clearer view of what’s happening across our deals. We now have the insights to be more proactive in our go-to-market strategy and execute more effectively as we grow, and we’re excited to continue scaling our business with Gong as a key part of that growth.” "Recently surpassing $500M in ARR is a testament to how Gong has uniquely combined proprietary data with deep, real-world context on how GTM decisions are actually made,” said Dharmesh Thakker, General Partner at Battery Ventures. “By mastering the intersection of domain expertise and AI model optimization, they deliver the high-impact insights and orchestration necessary for revenue teams to operate at scale. Gong's advantage isn't just the AI, but the data and real-world context underneath it." Gong was recently named a Leader in the Gartner Magic Quadrant for Revenue Action Orchestration and recognized by Fast Company as one of the World's Most Innovative Companies of 2026 in Applied AI. About Gong Gong harnesses the power of AI to transform how revenue teams win. The Gong Revenue AI Operating System unifies data, insights, and workflows into a single, trusted system that observes, guides, and acts alongside the world’s most successful revenue teams. Powered by the Gong Revenue Graph, specialized agents, and trusted applications, Gong helps more than 5,000 companies around the world deeply understand their teams and customers, automate critical revenue workflows, and close more deals with less effort. Learn more at gong.io.

Press Release

May 12, 2026

Unlocking the “Trust Barrier” for Enterprise AI: New Gong Research Reveals Transparency as the Key to Competitive Advantage

The "AI Trust Barrier" is real – and it’s costing companies their competitive edge Data and security concerns are the top factors eroding trust (34%), followed by a lack of explainability (30%) and AI model transparency (28%) The ability to articulate AI outputs and data guardrails has emerged as a non-negotiable requirement for solution providers Nearly half (46%) of planned AI investments are currently stalled due to trust concerns—providing a clear blueprint for how vendors must evolve to win SAN FRANCISCO and LONDON – April 15, 2026: Gong, the leading revenue AI company, today released new research revealing an AI trust barrier that stands between companies innovating with AI and those stuck in exploration and confusion. The study, which was supplemented by findings from Gong Labs, showed that 58% of companies (US: 63% | UK: 52%) had stalled AI projects. Here’s why: it’s not a lack of budget – it’s a deficit in trust. The research explored how concerns about data privacy, security, and transparency lead to a lag in adoption. Gong understands how to help revenue leaders get the assurance they need to drive AI adoption success. Gong Labs data, based on aggregated and de-identified signals derived from over 25 million sales interactions processed within Gong’s platform, found that one in four calls referenced security, with uncertainty over AI's foundational data and learning mechanisms the most commonly discussed topics. A study of over 2,000 US and UK leaders reveals that transparency in how AI generates outputs is essential for them to trust, invest in, and deploy AI tools. As it stands, 75% (US: 80% | UK: 70%) of leaders feel their organizations are falling behind when it comes to realizing AI’s most powerful benefits, giving solution providers an opportunity to allay concerns and drive their success. "Security and AI trust are no longer back-office conversations; they are revenue conversations,” said Chris Peake, Chief Trust Officer, Gong. “Gong’s research found that trust can be a performance multiplier when applied as part of an AI strategy. The competitive advantage delivered by AI is no longer up for debate, but the trust barrier remains for those using tools that have yet to establish this trust. By embedding enterprise-grade governance directly into the Revenue AI OS, we’re helping the world’s most successful teams bypass the doubt and move straight to acceleration.” Trust barriers preventing adoption of unproven AI tools identified The survey uncovered several barriers preventing companies from adopting AI solutions from providers that had failed to allay their concerns: With more than half of companies having delayed or cancelled their plans to adopt an AI tool, the data suggests that organizations are under-utilizing powerful AI capabilities and leading these companies to miss out on transformational gains. What’s more, this same lingering uncertainty had meant 46% (US: 44% | UK: 47%) of their planned AI investments had been paused, on average. Barriers can be overcome through enterprise-grade guardrails and transparency standards The top assurances leaders said would help them confidently adopt AI solutions were: With the right guardrails, trust can be an enabler of a successful AI strategy. Gong works with customers to address the trust gap by building enterprise-grade security and data governance within its Revenue AI Operating System, producing explainable and relevant insights using its context-aware AI, grounded in patterns observed across aggregated customer usage, and providing built-in governance and insight. Gong enables custom redaction capabilities, enabling organizations in highly regulated industries to safely leverage AI insights that previously couldn’t be monitored or analyzed due to data privacy risks. To learn more about the report’s findings and how Gong safeguards companies’ data, standardizes AI trust, and embeds assurances directly within the Revenue AI OS, read the blog. Methodology The research was conducted by Censuswide, among a sample of 2,056 business leaders at medium and large businesses across the UK and US. The data was collected between January 6 - 9, 2026. Censuswide abides by and employs members of the Market Research Society and follows the MRS code of conduct and ESOMAR principles. Censuswide is also a member of the British Polling Council. Additional research was conducted by the Gong Labs research team by analyzing aggregated, de-identified metadata and topic-level signals derived from sales interactions with Gong from January 1 - December 31, 2025. Gong Labs research does not involve reviewing or exposing individual customer conversations and is designed to reflect broad, industry-level trends. About Gong: Gong harnesses the power of AI to transform how revenue teams win. The Gong Revenue AI Operating System unifies data, insights, and workflows into a single, trusted system that observes, guides, and acts alongside the world’s most successful revenue teams. Powered by the Gong Revenue Graph, AI-powered intelligence, specialized agents, and trusted applications, Gong helps more than 5,000 companies around the world deeply understand their teams and customers, automate critical sales workflows, and close more deals with less effort. For more information, visit www.gong.io.

Press Release

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