Brian LaManna used a deal-room platform's analytics to spot a VP of Data repeatedly accessing their materials. The VP wanted a Snowflake integration for unstructured data. Telling his champion about this hidden stakeholder opened a much bigger conversation and expanded the deal.
Chapters
And a huge win that actually was uncovered as part of that was there was a new person that was constantly opening up the room. And of course, as a seller, I get all the analytics just pinged to my email. And I was like, who is— we'll call him Jeff— like, who is Jeff, like, continuing to open our room over and over and over? So I looked up Jeff's title, and he was the VP of data. For us at Gong, that's not a typical persona that we're selling to or that's very involved with. I actually brought that back to my main champion. I said like, hey, like Jeff keeps checking out the deal room. Like, I know you sent it to a bunch of people. Like, do you know any context for his interest or what sparked it? And he actually was looking at our integration with Snowflake and thinking about all the unstructured data that he could put in the data warehouse, how they could connect that to other data sources. I'll bore all the details, but we massively expanded the opportunity and have a whole different value engineering engagement and Data Cloud engagement that I would have otherwise never known existed. And I'm 100% confident that would not have expanded if something like Trumpet or Salesroom was not being shared internally with them. I am too.
