"We went all in on Gong."

Q: What other tools have you dropped in the last year?

We dropped Orum. Sometimes it's not to do with the tool itself — sometimes it's to do with the change management and the ongoing enablement around it. So it's really unfair to say "we killed this tool." Sometimes it's a case of refreshing and going for something new to have the best possible relaunch.

Q: What's one tool you recently added to your stack?

Last year we were really focused on pipeline management. We had Scratchpad to make it easier to update Salesforce. We also started using Gong — one of the new tools that didn't require any extra investment was Gong Deal Boards. Then we invested in Gong Forecast. Going from a very static Salesforce submission experience to a dynamic, intelligence-led one.

Erdem: So you replaced Scratchpad with Gong Deal Boards?

Deal Boards, and then we replaced many different workarounds with Gong Forecast.

Q: What makes the difference in a stack?

The combination of the tools together. I don't think one tool in itself could change things, and I don't think the tools we find most valuable are the cheapest. The context — company size, where you stand, what your challenges are, how forward-thinking you are — determines the entire stack.