Article · 10 min read

What is Revenue Intelligence? Why Gong Pioneered The Category in 2019

Jonathan Costet · Gong Free Beginner

The company's own account of why it moved from conversation intelligence to revenue intelligence, including the buyer problem that forced the rename. This is the primary source on the most copied category play of the last decade.

  • Two thirds of buyers prefer to gather information on their own and 60 percent prefer not to talk to a salesperson at all.
  • Manual CRM entry loses close to 99 percent of the words actually spoken on a sales call.
  • Three quarters of buyers say their most recent purchase was very complex or difficult.
  • Gong's bet: teams move from intuition to data, replacing static playbooks with guidance drawn from real call data.
Open on gong.io ↗

It answers 6 questions

  1. We named the problem instead of the product. Is that a positioning mistake?
  2. How do I tell if the category is working, or if we are just talking to ourselves?
  3. How did Gong actually create revenue intelligence, step by step?
  4. How do the best teams pick the category name, and what separates a name that sticks?
  5. How do I turn a point of view into content that actually helps sales close deals?
  6. What does world class thought leadership actually look like, concretely?

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