BIMobject moved 50+ licenses from Gong to Garba and got what the previous tool never delivered: a sales team that actually uses it. Adoption in week one, at a fraction of the cost.
Company
BIMobject
Replaced
Gong
Team
50+ licenses
Switched
2025
“The thing that sold me on Garba wasn't a feature - it was watching our reps actually use it. We had Gong before, and the reps never really adopted it. With Garba, it became part of how they work in the first week.”
Lisa Norlander · BIMobject
BIMobject's revenue team had Gong. On paper it did the job; in practice, two problems kept surfacing. Adoption never took hold across the whole team. The people who were meant to benefit from it weren't consistently in it. And the cost was increasingly hard to defend against the value the team was actually getting from it.
For a revenue leader, that's the worst combination: a significant line item that not everyone uses. When the renewal conversation came round, it was worth asking whether there was a better fit.
The evaluation came down to a simple question: would the team actually work in it? Garba won on the parts of the day a rep feels immediately.
Self-scoring against the playbook
Reps get objective feedback on calls based on the team's framework, without waiting for a manager.
Follow-ups drafted from the call
The recap email and next steps written the moment a conversation ends — not three days later, if at all.
The CRM kept current
Deal context comes from the conversation, so the record shows what was said without rep data entry.
Native to the stack
CRM, calendar, and email integrations that behave like part of the system, not a bolt-on.
And the economics made it easy.
Garba came in well below the previous contract - for a tool the whole team works in daily. When adoption and price both point the same way, the renewal decision turns into a formality rather than a fight.
Lisa Norlander
BIMobject
The clearest signal was adoption. Where Gong had stalled, Garba landed across the team - because the value showed up in the rep's own day, not just in leadership's dashboards. The admin handled, the follow-ups drafted, the CRM right without anyone typing: value a rep feels before the first week is out.
Forty-four licenses moved, and the tool stopped being something leadership checked and started being something the team runs on.
The economics were the easy part: a fraction of the previous contract, for a tool the whole team actually works in. The harder-to-buy outcomes followed. Sales leadership got their evenings back - the chasing and the write-ups stopped being their job.
Forecast calls run on what buyers said across all 50+ seats, and both forecast accuracy and cycle time have moved in the right direction since the switch.
Gong → Garba
Replaced their incumbent conversation-intelligence tool
~⅓ the price
Cost vs. the previous Gong contract
Full team
Adoption across the revenue org, where Gong stalled