How fast growing data and AI governance platform, Atlan, accelerated growth and improved forecasting with Gong

Atlan, a rapidly growing data and AI governance platform, needed to improve their forecasting accuracy while scaling operations, as their manual, inbound-only process couldn't keep up. By using the Gong Revenue AI OS to build an AI-native sales motion, they reshaped their forecasting, improved deal visibility, and kept the team growing at pace. As a result, they've seen increased forecast accuracy, won large deals at a higher rate, and accelerated deal cycles.

Atlan has grown to a global workforce in the 5 years since its launch. It serves hundreds of companies, collectively valued at over $10 trillion, including industry leaders like General Motors, Mastercard, Marriott, Workday, FOX and Medtronic. They’ve been doubling their sales team annually to scale operations in EMEA, as part of a shift from an inbound sales model to a hybrid inbound-outbound strategy.

As an AI-native company, Atlan wanted an advanced solution to scale and empower its growing sales team during this transition. Today, as Andrew Ermogenous, GM, EMEA says, "I view Gong as the operating system for the sales team in EMEA.”

Atlan used the Gong Revenue AI OS to unify forecasting operations and create impactful outreach that wins deals. With support from the platform, Atlan has built a strong, scalable foundation for global growth.

Before adopting the Gong Revenue AI OS, Atlan had three challenges around forecasting:

1. Different formats being used across the company
2. Limited visibility into how deals evolved
3. Limited accountability mechanisms for individuals and teams

They relied on manual Salesforce fields and dashboards for forecasting, but this approach lacked the granularity and sophistication required to track rep performance, analyze team trends, and anticipate pipeline risks. The absence of week-over-week or quarter-over-quarter tracking also hindered leadership’s ability to adequately monitor business performance.

By integrating the Gong Revenue AI OS and Gong Forecast into their weekly workflows, Atlan provided sales leaders with a single, actionable view of the organization’s pipeline. "We're using Gong Forecast to look at how our opportunities do on a weekly and daily basis. We can easily understand what's happened since we last spoke to a customer and see the next best actions,” says Andrew.

This new visibility allows leaders to pinpoint pipeline gaps, identify performance risks, and strategically deploy resources for maximum impact. Tracking their forecast’s evolution over time also means accountability is a core component of their processes.

"Gong Forecast gives us a unified heat map of our revenue organization, so we know exactly who needs help, who can overachieve, and where to deploy resources." —Andrew Ermogenous, GM, EMEA

The team also uses the AI Deal Predictor feature to see which deals are falling off and which ones are picking up speed. Andrew says this is actually enabling playbook changes for their EMEA team. For example, they now pay much more attention to the number of contacts involved in a deal because they’ve seen the data on what a powerful signal it is of deal health.

With this clarity, Atlan now tailors coaching plans to reps, mitigates red flags early, and optimizes their team-wide performance. "It's made our accuracy and predictability a lot stronger," says Andrew. “Our forecast cadence since adopting Gong has been fantastic. AI-driven insights now empower the team to adjust mid-quarter strategies and course-correct when needed.”

No stranger to AI, Atlan is creatively using the Gong Revenue AI OS to build impactful, customer-facing business cases their champions can use internally to generate buy-in. Their team uses key quotes, challenges, and insights captured in customer calls recorded in the Gong Revenue AI OS. They then skilfully weave them into concise, one-page briefs that empower champions inside their customer organizations with compelling and personalized content that’s presentation-ready for stakeholders.

“The customer-facing business cases we build from Gong’s AI call summaries are making a real difference for our customer champions."—Andrew Ermogenous, GM, EMEA

By incorporating their prospects’ own language and pain points into the summaries, the content resonates deeply with decision-makers, which simplifies the process of getting stakeholder buy-in. Atlan’s sales leaders noted that this practice not only strengthened their ability to close larger deals but also accelerated deal cycles.

Atlan has fundamentally transformed its sales operations by integrating the Gong Revenue AI OS into its workflows and sales strategy. It’s now the central hub for all customer-related activities.

"Gong brings the voice of our customers into our decision making." —Andrew Ermogenous, GM, EMEA

The insights they’ve gleaned from customer conversations now drive many of the company’s AI innovations, as well as their competitive positioning. "We’re using AI Tracker to stay up to date on how people perceive their options in the market” says Andrew.

The team is also using AI Briefer to share information about contacts instead of doing that manually or ad hoc. It’s led to smoother handoffs and more prepared reps who are familiar with their customers’ priorities and needs even before speaking with them — the Gong Revenue AI OS has already briefed them using the voice of the customer.

“We’re using insights from Gong to power our board-level, competitive positioning, and product strategies.” —Andrew Ermogenous, GM, EMEA

Integrating the Gong Revenue AI OS into sales workflows has been crucial in scaling Atlan’s global sales team and empowering leadership with the data-driven insights they need to stay ahead of customer needs and ecosystem developments. Ultimately, this integration underscores the value of the Gong Revenue AI OS as a critical enabler of Atlan’s vision to help every data team do their lives’ best work.

Atlan now has a unified view of its revenue organization, more targeted coaching and proactive pipeline management, and accelerated deal cycles. And it’s done all that using a highly customer-centric approach that’s enabled by insights from the Gong Revenue AI OS.