Your Gong renewal just landed on your desk. Do the math: 25 reps, ~$250/seat/month. That’s $75K/year. Now ask honestly — how much of it is your team actually using?
Most mid-market teams using Gong tell you the same thing. The recording is great. The transcripts are solid. But the dashboards go unread, reps still update the CRM by hand, and nobody is touching half the features you’re paying for.
Gong isn’t a bad product. It’s an enterprise analytics platform. And you might be a $30M SaaS company that needs execution, not analytics.
Here’s what’s driving the switch — and how to decide if it applies to you.
Do the Cost Math Honestly
Gong’s pricing is publicly reported at roughly $200–250 per user per month in 2026, plus implementation fees. For an enterprise with a dedicated analytics team and 200+ reps, that investment can be justified.
For a 20–50 rep mid-market team, two things make it sting:
It compounds with headcount. Every rep you hire adds to the bill. You’re paying more precisely when you should be investing in growth.
You pay for depth you don’t deploy. Gong’s analytics are powerful. But most mid-market teams use call recording, basic summaries, and maybe one or two dashboards. The advanced forecasting intelligence, deal boards, and coaching libraries sit unused while the invoice doesn’t.
A useful exercise: list every Gong feature your team actually touched last quarter. Calculate what you paid per feature used. That number usually ends the debate.
Diagnose What You Actually Need
The reason teams leave Gong isn’t usually the product — it’s a mismatch between what the product optimizes for and what your team needs right now.
Ask which of these problems keeps you up at night:
- Your CRM is out of date. Reps aren’t logging calls, next steps are blank, and you can’t trust the pipeline view.
- Qualification is inconsistent. Every rep scores deals differently. MEDDIC means five different things to five different people.
- You’re losing deals you should have seen coming. Risk signals surface after the fact — you find out a deal is dead from the lost-opportunity email, not from your pipeline review.
- Your forecast is wrong. Not a little wrong — embarrassingly wrong, quarter after quarter.
If the first three resonate, you need execution — a system that does the downstream work after each call automatically. More dashboards won’t fix it. The problem is that the data doesn’t exist in your CRM to begin with.
Evaluate the Execution Gap
This is where Airspeed (formerly Glyphic) was built. It’s not trying to be Gong. It’s built to close the gap Gong leaves open.
After every call, Airspeed automatically:
- Updates Salesforce or HubSpot across 20+ CRM fields — summary, activity log, next steps, contact roles, custom fields mapped during onboarding
- Scores MEDDIC, BANT, and SPICED consistently, regardless of which rep ran the call
- Surfaces deal intelligence grounded in what buyers actually said — risk signals, blockers, stalled next steps — before they show up in the lost-deals report
- Runs AI agents that draft follow-ups, prep calls overnight, and flag pipeline hygiene issues between meetings
It’s native to Salesforce and HubSpot. Conflict detection means it won’t overwrite a rep’s manual correction. Processing takes ~5 minutes. SOC 2 Type 1 certified, HIPAA compliant, rated 4.9 on G2, CB Insights AI 100, priced for mid-market — estimated to start around $10K/year on annual contracts. (Always confirm current pricing directly.)
When Staying Makes Sense
This isn’t an argument that Gong is wrong for everyone. If your organization is analytics-led, has the enterprise budget, and has a RevOps team fully deployed on Gong’s feature set, switching may create more disruption than value.
The question is whether you’re in that situation — or whether you’re paying enterprise prices for 40% utilization.
How to Decide
Before your next renewal conversation, answer four questions:
- What percentage of Gong’s features did we use last quarter? Be honest.
- Is our CRM accurate enough to forecast from? Not “sort of” — actually accurate.
- Are our reps spending time on admin that a tool should be doing? How many hours per week?
- What would we buy if we were starting from scratch today?
If those answers point toward execution over analytics, map your pains to the right tool. For Gong alternative comparisons, see the full alternatives guide. For a direct head-to-head, read Airspeed vs Gong.
Visibility was the priority of the last decade. Execution is the priority now.
Book a demo and bring a real deal. We’ll show you what execution looks like on your own pipeline.
Frequently asked questions
Why are mid-market teams switching off Gong?
Three reasons come up consistently: per-seat pricing that hurts as you add reps, analytics depth that most teams never fully adopt, and a shift toward needing execution — CRM updates, qualification scoring, follow-ups — not just insight. Platforms like Airspeed are built specifically for that execution layer at mid-market pricing.
Is Gong too expensive for mid-market companies?
For many, yes. At ~$200–250/user/month publicly reported in 2026, a 25-rep team is looking at $60–75K/year before implementation. If you're using 30–40% of the platform, that math is hard to justify at renewal. Airspeed is sales-led, estimated to start around $10K/year — built for teams where budget discipline matters.
What do mid-market teams switch to from Gong?
Execution-focused platforms like Airspeed for teams that want CRM automation and qualification scoring built in. Lighter note-takers like Avoma or Fireflies if you just need clean summaries. Clari if forecasting is the core problem. The right answer depends on where your biggest pain actually is.
Does switching off Gong mean losing conversation intelligence?
No. You keep call recording, transcription, and deal analysis. What Airspeed adds on top is execution — auto-updating 20+ CRM fields, MEDDIC/BANT/SPICED scoring, AI agents that draft follow-ups and monitor pipeline. You don't give up visibility. You add the action layer Gong leaves to your reps.
