Personio boosts forecast accuracy to within 1% and frees 30% more time for customer engagement

As a fast-growing HR tech company headquartered in Germany, Personio is on a mission to empower HR teams with actionable, data-driven insights. With more than 1,500 employees and an expanding footprint across Europe, the company needed a revenue AI Operating System to elevate its revenue workflows. Personio aimed to improve forecast accuracy, create seamless transitions between new business and post-sales teams, and cultivate a unified, pipeline-driven approach across customer-facing roles.

The Gong Revenue AI Operating System became an integral component of Personio’s revenue optimization strategy. With its AI-powered solutions, Personio redefined how teams work together and make decisions. By embedding the Gong Revenue AI Operating System into its forecasting cadence, pipeline management reviews, and inter-team operations, Personio strengthened its forecasting discipline, enhanced collaboration, and ensured smoother transitions between sales and post-sales. The company is now able to scale with clarity and precision while delivering operational efficiency.

Forecast accuracy is a critical pillar of Personio’s revenue strategy, and the Gong Revenue AI Operating System has a solution that plays a central role in achieving this goal: Gong Forecast. "Everything is based on our Gong numbers, as its forecast gives us a better sense of where we’ll land than other estimates," says Shantanu Shekhar, Personio's Revenue Operations leader.

The team uses Gong Forecast to gain deep visibility into every phase of the sales funnel. By leveraging the solution's real-time analysis of customer interactions, they can spot trends, address customer needs, and refine their forecasting rhythm. This continuous flow of insights helps the team accurately validate projections and aligns leadership on quarterly performance targets with confidence.

"We used Gong Forecast to inform our last quarter, and we were within one percent accuracy at week five. That was an incredible validation." —Shantanu Shekhar, Revenue Operations

Gong AI also provides real-time tracking and analysis of every customer interaction, from initial prospect outreach to renewals. This continuous flow of insights enables Personio to spot trends, address customer needs, and refine its forecasting rhythm over time. By leveraging this data-centric approach, Personio has enhanced its ability to make informed decisions, which has equipped them to hit growth milestones on time.

To maintain their pipeline health and drive sustainable growth, Personio has adopted a company-wide pipeline generation initiative that relies on Gong Revenue AI Operating System dashboards and insights to foster accountability. "We’re using Gong’s Deal Board to track our progress. It’s so beautiful because it cascades upward from every single team leader," Shekhar shared.

They’ve established clear key performance indicators (KPIs) for every role as a way to tie activity-based metrics and pipeline contributions to individual and team success. The Gong Revenue AI Operating System enables team leaders to drill down into specific performance metrics so they can identify bottlenecks and address underperforming pipelines with speed.

"I love that if we see a number that’s off, we just click to see exactly which deals we need to address." —Shantanu Shekhar, Revenue Operations

This active monitoring and the accessibility of actionable data has fostered a culture of accountability and data-driven decision-making across the organization. By equipping leaders with real-time insights and visibility, Personio ensures that every team member’s contribution is aligned with broader growth objectives.

While Personio's revenue teams gained a competitive advantage in forecasting and pipeline growth, their post-sales teams saw a different, but equally powerful, benefit: time. By automating much of their manual work using the Gong Revenue AI Operating System, Personio's post-sales teams got up to 30% of their time back for high-value customer engagement. This frees up significant capacity for building and strengthening customer relationships.

This time-saving efficiency is powered by Gong AI features that streamline key workflows. For example, the AI Briefer provides an instant, AI-generated summary of every deal and account interaction. Before a customer meeting, a post-sales rep can quickly review AI Briefer to understand the full context of past conversations, key discussion points, and next steps, all without sifting through long email threads or listening to past call recordings.

“Post-sales employees are saving 30% of their day using Gong. They can re-orient that valuable time to driving value for their customers" —Shantanu Shekhar, Personio's Revenue Operations

Sometimes, if they have a specific question, the team uses AI Ask Anything to get answers in seconds. Reps can ask a question like, "What were the customer's top three pain points?" or "Did they mention their budget for the project?" AI Ask Anything quickly provides them with an exact answer, along with a link to the original source. This eliminates time-consuming research, empowering the post-sales team to be more proactive and strategic, rather than reactive and administrative.

Personio uses the Gong Revenue AI Operating System as a strategic partner in its mission to scale effectively. By centralizing sales and post-sales workflows with the operating system, Personio improved its forecasting accuracy, streamlined pipeline management, and facilitated AI-powered handoffs, helping the company achieve greater efficiency.

The benefits of adopting these AI-backed insights extend across Personio’s teams, and allow them to concentrate on delivering value to customers. Through augmentation, automation, and actionable insights, the Gong Revenue AI Operating System has transformed how Personio manages revenue processes. Now that data-driven decision-making is a central part of the company’s culture, Personio is well-positioned for sustained success and growth in the competitive HR tech industry.