Tag: Snowflake Secure Data Sharing

Gong Insights

Gong rep adoption of new messaging.

Revenue Intelligence vendor Gong released Gong Insights, Powered by Snowflake.  The new solution delivers conversational insights captured from the Gong Conversational Sales platform to business intelligence tools.  Insights capture activities, calls, and emails.

“Business leaders are under pressure to make the right strategic decisions that will help their companies thrive, especially in this challenging climate.  But they often rely on manual data like CRM or field or customer surveys, which are subjective and go stale quickly,” said Gong CRO Ryan Longfield.  “By teaming with Snowflake to bring this rich data and understanding from Gong directly into the broader set of insights, we are making it easier for leaders to improve their [go-to-market] strategy, productivity, and execution, all based on data that’s rooted in customer interactions.”

Gong rep productivity.

Historically, it has been challenging to determine which initiatives drive deals forward and increase the likelihood of winning a contract.  As a result, sales reps have had few incentives to enter detailed activity and results information into CRMs.  Furthermore, activity and engagement data have been stove-piped in different platforms or not captured digitally.  Thus, only 54% of GTM leaders report having clear, real-time visibility into deal progression (April 2022 Harvard Business Review study sponsored by Gong).

Gong has automated the delivery of its sales insights to Snowflake, making it “easier for senior business leaders to have a view into revenue intelligence insights along with other key business metrics as they evaluate strategic decisions.”  Joint customers can set up a no-code Gong Insights instance with data flowing automatically to their existing BI tool for dashboard and report development.  Pre-built reports are also provided.

“Having access to the right data is critical to ensuring strategic decisions can be made that lead to growth,” said Snowflake CRO Chris Degnan.  “By building on Snowflake, Gong is able to securely and seamlessly integrate its data into the rest of a company’s dataset, giving executives a clearer picture of the information they need to run their business.”

Use cases include churn risk factor analysis, most at-risk accounts, and identifying under and over-resourced accounts.

Gong Insights, Powered by Snowflake is generally available. 

Gong Insights is also available as a CRM Enrichment process that syncs Gong data with the Salesforce Data Cloud or HubSpot. Finally, Gong Insights is displayed as an Initiatives Board within the Revenue Intelligence platform.  The Dashboard “gives teams visibility into team adoption, as well as the ability to understand how initiatives resonate with their target market and correlate to business impact.”

Seismic Fall Release (Part II)

Sales Enablement Platform vendor Seismic included a set of new reports, dashboards, and alerts in its fall release. Seismic users may deploy pre-built dashboards or build custom reports and visualizations specific to their business requirements.  Other new tools include report auto-sharing and data change alerting.  [Part I covered Seismic’s approach to bottom of the funnel metrics.]

Seismic offers multiple levels of reporting:

  • Out-of-the-box reports and dashboards
  • Bespoke reports built from out-of-the-box reports
  • Business Intelligence (BI) integrations for Tableau, Domo, and other BI services
  • Snowflake Secure Data Sharing.  

Bespoke dashboards are available by persona and role.  Reporting supports KPI filters and widgets that let users drill down to answer specific questions.

Five role-based dashboards support content owners, CROs, CMOs, sales managers, and platform admins.  Seismic’s Content Analytics “now includes actionable, curated, out-of-the-box reports, and visualizations tailored to the distinct challenges of specific roles,” blogged Seismic Product Marketing Manager Elaine Stone.  There are no “superfluous metrics to distract you or slow you down; just the relevant reports and visualizations you need to understand what’s happening and take informed action, leverage your discipline’s best practices, and create your own custom reports to go deeper.”

“By merging your bottom-of-the-funnel data with other cross-functional data sets such as CRM, HR, and customer success, your go-to-market team will have a holistic, yet singular, source of truth to answer its most challenging business questions.  Armed with shared answers, you’ll be equipped to build executive alignment, boost confidence in the teams’ ability to hit numbers, and scale best practices that truly move the needle…Proof of their team’s impact on revenue becomes the Holy Grail—the key to justifying headcount and budget.”

Seismic Product Marketing Manager Elaine Stone

“With Seismic, we’ve been able to gain visibility into ‘dark data’ — all the data you usually can’t access and can’t analyze.  There’s no greater repository of dark data than around the use of content in sales and marketing.  We use Seismic to shine light on that data,” said Eric Duerr, Domo VP of Marketing.  “When we create content, we can look in Seismic to determine what’s being used by sales, and what’s working and what’s not with prospects and customers.  And we can ensure sellers are using the most effective content as possible to support the customer journey.”

Snowflake Secure Data Sharing is supported out-of-the-box, delivering “an extra layer of insights” and reducing the time spent on data prep tasks such as merging and loading data.  Snowflake improves “time to insights” with “ready-to-query” content data.

“Snowflake Secure Data Sharing enables frictionless, secure sharing of live data within an organization and between organizations, so users can unveil insights to help transform their sales process and deliver meaningful business value,” said Snowflake VP of Customer Product Strategy, Matt Glickman. “We’re excited for Seismic and their customers to leverage Snowflake for fast, easy, and secure access to their content analytics.”

Seismic also enhanced the integration with Percolate, its enterprise content marketing platform, allowing marketers to measure content performance across their sales and marketing channels.  Marketers can determine how sales reps are consuming and using Percolate content published in Seismic.

Improved analytics and reporting associate work to outcomes, optimize content and go-to-market strategies, drive data-driven decisions, identify what is and isn’t working, and quantify and communicate platform adoption and ROI.

Seismic grew 537% between 2016 and 2019 and placed 234th on the 2020 Deloitte Fast 500 Technology list.  With the Grapevine6 acquisition (covered tomorrow), the firm now has over 1000 employees across fourteen offices.  Its 600 enterprise clients include American Express, ADP, SunTrust, T-Mobile, and IBM.

Before I finished writing this post, Seismic acquired Grapevine6 and launched LiveSocial.