Gong announced it’s just crossed $300 million in ARR.
That’s impressive, but I think even more impressive than it sounds. Because while I don’t have the exact numbers, I do think Gong has reaccelerated the past 6-9 months.
It’s clearly growing faster today, at $300m, than it did at $200m, when a wave of consolidation and cutbacks hit the overall space. CEO Amit was kind enough to join us at SaaStr Europa in June 2024 and talk about their approach to AI and more. And while they were doing well then, they weren’t growing as fast as they are today:
AI isn’t the only answer, but it does seem clear that Gong has been able to in part ride the AI wave, rather than be overwhelmed by it:
“The usage of Gong’s AI capabilities has risen by nearly 50% in the last 12 months. Notably, Ask Anything, one of the most popular AI features, saw 400%+ year-over-year growth.”
Which actually just makes sense. After all, Gong was perhaps the original ML player in the space — well before AI was cool 🙂
Gong also noted that 25% of its customers now are multi-product. This is also a partial key to re-acceleration.
Gong, Salesloft, Outreach, HubSpot as well as many of the newer guard have gone from partners to partial competitors. Many customers do want to consolidate on one platform. Gong in the early days of this wave was often hurt by consolidation at first during the Great App Purge of 2022, but today it seems to be benefitting as it itself has become a much broader platform and multi-product.
It begs the question: is the sales and revenue acceleration space “back”? Maybe. But it’s different:
- ZoomInfo has seen churn stabilize, although it hasn’t yet returned to growth mode
- HubSpot CRM growth has remained strong the past 4 years, so the budget overall is there is CRM
- New leaders like Clay are growing at jaw-dropping rates
- Salesforce has invested deeply in AgentForce, with seemingly impressive early adoption — but so far it hasn’t boosted revenue
- Pure play non-AI players that I have data on don’t seem to be growing or seeing any re-acceleration
I think the reality is Gong crossing $300m ARR and re-accelerating is a great sign. It shows budget remains in the sales acceleration space — where and when it’s earned. But while it’s the best of times for many new, disruptive players in AI in B2B, it’s a bit early to see how big a boost it gives overall to the revenue management.
But early signs are encouraging. Disrupt yourself with AI in SaaS and B2B. That’s where the budget is.
We’ll discuss all this and much more related to AI and SaaS at 2025 SaaStr Annual! May 13-15 in SF Bay!
See you and the CEOs of Snowflake, Gitlab, Dropbox, HubSpot and 1000s more there!
