KORE Wireless selects Weflow over Gong to bring Revenue AI to a global sales team

KORE Wireless has been in business for nearly 20 years, aggregating wireless network operators from around the world under a single contract for enterprise customers. Their use cases span industrial IoT, healthcare devices, agricultural monitoring, and connected logistics; anywhere a product needs to stay connected, regardless of which country or carrier it lands on.

Their go-to-market motion is direct B2B sales, with large teams in Europe and the Americas, a dedicated team in Brazil, and an APAC presence in Australia. Most sales conversations happen virtually, with in-person meetings reserved for established clients.

Scott Jones, SVP of Go-To-Market Intelligence & Enablement, oversees revenue operations, deal intelligence, sales enablement, pricing, deal desk, and RFP response across KORE Wireless’ global team. 

‍

The problem: forecast numbers that didn't match reality

KORE's leadership knew something was wrong before they could prove it. Sellers were committing to deals at values and timelines that weren't holding up at close. The bookings forecast – new logos and cross-sell/upsell within the existing base – was consistently off.

"We felt like our forecasting and our bookings pipeline knowledge were flawed. Sellers were over-inflating the value of deals. We felt like we needed validation around that to be able to inform our business more intelligently." – Scott Jones, SVP of GTM Intelligence & Enablement, KORE Wireless

The root cause ran deeper than rep behavior. Activity data, conversation data, and deal data were fragmented – scattered across inboxes, virtual meetings, and incomplete Salesforce records. 

Without a unified data layer, there was no foundation to validate forecasts against, and no way to surface what was actually happening in deals.

‍

Why Weflow over Gong and Scratchpad

KORE evaluated Gong as part of their search for a Revenue AI Platform. But when they assessed Gong's pricing against the value it would deliver, the math didn't work.

Scott was tasked with finding a solution that delivered the same depth of insight at a price point that wouldn’t break the financial plan.

He eventually found Weflow through a LinkedIn post from Janis Zech, Weflow's CEO – and the more he dug in, the more convinced he became.

"The more I researched him [Weflow's CEO] and his writings, the more confidence I felt that he had his head around what was really needed in this space and was building a company that made sense to me." – Scott Jones, SVP of GTM Intelligence & Enablement, KORE Wireless

What sealed the decision wasn't just the Revenue AI use case – it was the breadth of what Weflow could unlock across the business.

"This wasn't just about sales and pipeline. This was also about understanding our market – are we putting the right messages through marketing? Are we attracting the right customers? What product gaps are we hearing in calls? Where are we getting pushback on pricing for different products?" – Scott Jones, SVP of GTM Intelligence & Enablement, KORE Wireless

That positioning made the internal business case larger than a single-team purchase.

Weflow wasn't competing on feature checklists against Gong or Scratchpad – it was solving a broader problem across sales, marketing, product, and pricing that neither alternative was scoped for.

Weflow implementation: the most "flawless rollout" Scott has seen

KORE started with a small sandbox beta to validate adoption, then rolled Weflow out one capability at a time across all four regions. Scott calls it the smoothest rollout he's been part of in his career.

"It's probably been the most flawless rollout of any product I've ever been involved with." – Scott Jones, SVP of GTM Intelligence & Enablement, KORE Wireless

‍

How KORE's Salesforce sandbox beta settled the adoption debate

Before the company-wide rollout, Scott ran a beta in KORE's Salesforce sandbox with four sellers. When the beta wrapped and Weflow was pulled out for two weeks during the transition to production, the beta users came to Scott directly.

"They were screaming. 'I want it back. How fast is it coming back? I need it in production.'" – Scott Jones, SVP of GTM Intelligence & Enablement, KORE Wireless

That settled the internal debate about whether a global team – including reps with twenty years of habits – would actually use the tool.

‍

The 5-phase rollout building toward accurate forecasting

The key to KORE’s smooth implementation: Weflow handled it. Scott didn't have to pull his team away from their day jobs to manage the rollout – Weflow handled end-to-end onboarding.

"I'm relying completely on them [Weflow’s Customer Success Team]. I don't have the resources to be able to run my business and roll this out and provide training." – Scott Jones, SVP of GTM Intelligence & Enablement, KORE Wireless

Weflow built custom training specific to KORE, produced video walkthrough content, and ran live training sessions with every regional team, including a session with the Brazil team conducted through a real-time Portuguese translator.

The rollout followed a deliberate sequence: unify the data in Salesforce first, then orchestrate decisions on top of it.

• Phase 1 – Activity capture. Emails and calls automatically logged against the right opportunities, giving leadership a complete picture of rep activity without manual data entry.
• Phase 2 – Conversation Intelligence. Sales calls recorded and summarized automatically, with key insights written back to Salesforce fields – so deal data stays current without reps updating it manually.
• Phase 3 – Coaching. AI-driven coaching layered on top of conversation data, helping managers identify skill gaps and guide reps based on what's actually happening in their calls.

With phases 1-3 live, KORE had a unified data layer in Salesforce – activities, conversations, and deal data all flowing into one place. That unlocked the next step: using that data to orchestrate how teams run deals and forecast revenue.

• Phase 4 – Deal Intelligence. Standardized pipeline boards rolled out globally, giving every team a consistent view of deal health, risks, and next steps.
• Phase 5 – Forecasting. The previous phases – unified Salesforce data and deal intelligence – were necessary to build a reliable foundation. Without accurate deal data flowing in, forecasting would just repeat the same problem KORE started with.

What Weflow unlocked for KORE: instant deal visibility, reliable forecasts, and zero adoption friction

With Weflow live, KORE can see what's happening inside any deal, run pipeline reviews and forecasts based on real data instead of guesswork, and do it all with full rep buy-in across four regions.

‍

Weflow Ask AI surfaces deal intelligence instantly, without interrupting reps

When leadership at KORE needs to understand what's happening in the pipeline, the first stop is Weflow, not the rep working it. Deal updates that Weflow’s Ask AI can answer aren't worth pulling a seller off the phone with the next customer.

"The first thing I do is I go to Weflow and ask the question and see if I can get the intelligence out of Weflow to answer my question. I try to avoid interacting with the sellers during the day for that type of information because they should be giving every minute possible to getting the next customer." – Scott Jones, SVP of GTM Intelligence & Enablement, KORE Wireless

The same pattern runs through pipeline reviews and 1:1s. Sales managers walk through every deal directly inside Weflow's pipeline management view, with gaps and warnings surfaced in real time, and pull up Weflow Ask AI mid-conversation to dig deeper into deals and the rep’s customer interactions.

"They [Sales Managers] bring up Weflow, look at every deal, talk about gaps and warnings, and get the reality check. If they see something they're not sure about, they ask Weflow AI and get that information immediately." – Scott Jones, SVP of GTM Intelligence & Enablement, KORE Wireless

KORE also uses Weflow AI for deeper revenue intelligence – pricing pushback patterns, product gaps surfacing in calls, and whether marketing messaging is landing with the right buyers. Insights that used to require sitting through calls, reading transcripts, or trawling through emails now come back in seconds.

"I love being able to go right to the call, transcript or email and see where something was said that the AI is referencing." – Scott Jones, SVP of GTM Intelligence & Enablement, KORE Wireless

‍

Forecasts and pipeline grounded in what's actually happening in deals

KORE started this with a clear problem: forecast numbers that didn't match reality, and no visibility into the virtual meetings where deals were being won or lost.

Weflow closed both gaps – not by adding a forecasting layer on top of broken data, but by unifying the data underneath first. With activity, conversations, and deal intelligence flowing into Salesforce automatically, pipeline reviews are now anchored in evidence instead of rep optimism.

Sales leaders now see what's actually happening in deals – reps not reaching the economic buyer, deals running single-threaded, the conversations that should be happening but aren't.

"It's no longer third-party hearsay from reps or sales leaders. It's now proof in front of us – AI summaries that tell us we're not talking to the economic buyer, that we're single-threaded, whatever it might be." – Scott Jones, SVP of GTM Intelligence & Enablement, KORE Wireless

The foundation for accurate forecasts is now in place: every deal during pipeline reviews is now backed by activity data, conversation summaries, and AI-surfaced risk signals. The over-inflation and sandbagging that led to inaccurate forecasts are no longer invisible – they're caught before they reach the boardroom.

‍

Zero adoption friction across all four regions

The biggest risk in any RevOps rollout is reps refusing to use the tool. KORE had the opposite – reps asking for it back when they didn't have it.

Weflow rolled out across Europe, Americas, Brazil, and APAC without resistance, and reps treat it as part of how they sell, not a system imposed on top of selling.

"We're not just giving them an AI tool. We're giving them a suite of products that's completely focused on their success. And they haven't received it as ‘with a stick’. They've received it as ‘we want to invest in you.’" – Scott Jones, SVP of GTM Intelligence & Enablement, KORE Wireless

Scott, who spent 25 years as a direct seller and sales leader before moving into revenue operations, sums up what Weflow means for reps today:

"I think back to every time I was writing up post-call summaries and trying to justify my forecast and trying to assess where I should spend my time within my pipeline at any given point in my career – and I just think: the kids got it easy now." – Scott Jones, SVP of GTM Intelligence & Enablement, KORE Wireless