training and coaching as ongoing priorities and always-on initiatives, learning in real-time what is working and how to tweak/enhance approach accordingly. Even the best sales leaders only have so many hours in the day to shadow the sellers on their teams and listen in on calls/meetings to provide feedback to help them improve their skills. Software has enabled GTM organizations to complement human effort with machine learning to analyze not just a handful of interactions, but every single word spoken across every touchpoint with a prospect. Gong has quickly become one of the leading “new incumbents” in this area, as conversational intelligence has ascended to become a table stakes competency for organizations of all shapes and sizes today. This category is still nascent and burgeoning, and the ability to seamlessly integrate systems of record being used across the enterprise now enables businesses to “listen” to data being produced across all functional groups and incorporate key learnings, effective positioning, and current messaging into their GTM strategies. Technology should always be an enabler of success, not the primary driver of that success. Leveraging software to complement the efforts of the team – not replace them – has proven to yield some of the most strategic applications of innovation that we’ve seen. Freeing up time so team members can spend every waking minute on the highest value activities – things the robots can’t do (yet) – delivers clear, tangible value, and this segment is a great example of that. Enabling a VP of Sales to spend as much time as possible engaging with their team and coaching their reps - 20 -