Gong: growth lessons and numbers · Caddie growth library

Lenny's Podcast · Nov 30

What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google)

Vercel runs agents over Gong transcripts, starting as a lost-deal bot and moving to real-time coaching. The output works like a bug list for the sales process.

Tips

Run a deal bot over every call, email and Slack thread▶ 35:15The biggest loss of a quarter was blamed on price by the AE, but the agent showed the team never reached the economic buyer and the ROI math wasn't believed.

Lenny's Podcast · Dec 1

Identify your bullseye customer in one day | Michael Margolis (UX Research Partner at GV)

Began with a concrete first customer: English-speaking software firms selling by video conference. Margolis would make the bullseye even more concrete than that.

Tips

Define a comically narrow bullseye customer before you build or research anything▶ 9:45Amazon started with books and Facebook with college student profiles; Gong, Linear and others began with very narrow first customers.

Lenny's Podcast · Nov 17

Building Wiz: the fastest-growing startup in history | Raaz Herzberg (CMO and VP Product Strategy)

Raaz admires Gong's B2B marketing and watched every talk its CMO gave while teaching herself marketing by studying brands she loves.

Tips

Learn marketing by reverse engineering brands you admire▶ 59:08

Lenny's Podcast · Nov 14

Becoming an AI PM | Aman Khan (Arize AI, ex-Spotify, Apple, Cruise)

Aman's team uses Gong to see what prospects, mostly engineers, talk about and what their pain is. Feeding those transcripts into long-context LLMs surfaces the most common customer problems.

Tips

Pull common customer problems out of call transcripts with long-context LLMs▶ 1:02:25Aman's team did this with Gong transcripts from prospects.

Lenny's Podcast · Sep 17

How to become a category pirate | Christopher Lochhead (Author of Play Bigger, Niche Down, more)

It took a tight slice of the emerging revenue space and dominated it, but stayed in that niche. Lochhead says staying niched caps growth and leaves a company diminished.

Tips

Keep expanding your category vision once you win your first niche▶ 26:52Gong dominated a tight slice of the revenue space but stayed niched. Clari framed the bigger end-to-end category and is now crushing the space, according to Lochhead, who discloses he has worked with Clari.

Lenny's Podcast · May 28

The power of strategic narrative | Andy Raskin

Around Series B in 2018 its story went from 'we record calls' to 'goodbye opinions, hello reality', moving it from a sales ops tool to a sales leadership tool. It declines feature requests about recording opinions, and its revenue intelligence name only caught on through that story.

Tips

Gong

What was said about Gong

Product strategy and PMF4

Brand and positioning3

Building AI products1

What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google)

Identify your bullseye customer in one day | Michael Margolis (UX Research Partner at GV)

Building Wiz: the fastest-growing startup in history | Raaz Herzberg (CMO and VP Product Strategy)

Becoming an AI PM | Aman Khan (Arize AI, ex-Spotify, Apple, Cruise)

How to become a category pirate | Christopher Lochhead (Author of Play Bigger, Niche Down, more)

The power of strategic narrative | Andy Raskin

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