BIMobject's revenue team replaced their incumbent conversation-intelligence tool with Garba — and got adoption, AI features and a price their CFO didn't argue with.
Company
BIMobject
Replaced
Gong
Team
44 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. The integrations into our CRM and stack are genuinely native, and the team at Garba treats us like a partner, not a ticket. That combination is rare.”
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.
Gong recorded calls and surfaced analytics. Garba does that, then keeps going: it reads the conversation and does the work that follows it. For BIMobject's team, that meant capabilities they simply hadn't had before.
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 from conversation, so record shows what was said without rep data entry.
Answers across every deal
The team can ask about performance, competition, buyer behaviour, and risks, getting answers from every conversation.
And the economics made it easy.
Garba came in well below the previous Gong contract, the kind of difference that turns a finance conversation into a formality rather than a fight. More capability, lower cost: for a tool the whole team would actually use, that's a rare combination.
Lisa Norlander
BIMobject
The clearest signal was adoption. Where Gong had stalled, Garba landed across the team. Partly because the rep-facing value (self-scoring, follow-ups, the admin handled) was immediate and personal, not just a manager's reporting tool.
The playbook self-scoring became a favourite: reps could see, objectively, how a call went against the team's framework - feedback from the system rather than a person, which lands differently and lands faster.
The clearest signal was adoption. Where Gong had stalled, Garba landed across the team — partly because the rep-facing value (self-scoring, follow-ups, the admin handled) was immediate and personal, not just a manager's reporting tool.
The playbook self-scoring became a favourite: reps could see, objectively, how a call went against the team's framework — feedback from the system rather than a person, which lands differently and lands faster.
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