Wolters Kluwer GRC Replaces Gong to Scale AI Sales Coaching

The Challenge

The team ran a proof of concept with Gong and confirmed it did what they needed. The problem was price. As Mirek put it: "the pricing of Gong was just, for what they're offering, a little bit more than we wanted to pay." A sales team inside a large organization couldn't justify an enterprise-tier contract for a platform built to serve hundreds of reps.

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Luka had a second problem. Dynamics 365 was in place but wasn't configured to give him deal-level visibility across the team. He needed to see call activity, email activity, and deal health signals in one place, without stitching together multiple disconnected systems after the fact.

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Coaching was also a requirement from day one. The team handles both outbound prospecting and inbound discovery calls. Without a structured way to score conversations against a defined rubric, coaching depended on whoever happened to be on the call. That's slow, inconsistent, and doesn't scale.

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The Solution

Recording and scoring every GRC sales call affordably

The team uses Outdoo to record and analyze all inbound and outbound sales conversations. Each call is transcribed and scored against a coaching scorecard tied to the behaviors Mirek and Luka consider critical in a discovery or demo. That data drives specific, behavioral coaching rather than general impressions after the fact.

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Chapter-based navigation lets the team jump directly to the moments that matter: pricing discussions, objections, next-step commitments. Call snippets can be clipped and shared or saved to a library. At $55 per user per month, the all-in annual cost is 55% lower.

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“The pricing of Gong was just more than we wanted to pay for what they were offering. With Outdoo we get the call intelligence and coaching capability we needed at a cost that actually works for our sales team.”

Mirek PijanowskiSales Manager, Wolters Kluwer GRC

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Pushing call notes directly into Dynamics 365

The Dynamics 365 integration pushes call notes, AI-generated follow-up tasks, and key discussion points into the corresponding deal record after every call. AEs and the BDR no longer manually log call data. It happens automatically.

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The pipeline view inside Outdoo gives Luka deal-level summaries that include call activity, email activity, and deal health signals for each account. The details sync back to Dynamics, so there's one source of truth rather than two partial ones.

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“The deal pipeline view gives me what Dynamics alone was not giving me. I can see what is happening across accounts without having to piece it together from multiple places.”

Luka BogdanovicDirector of Sales, Wolters Kluwer GRC

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Getting Dynamics integration through IT security review

Wolters Kluwer's IT security team had concerns about the permissions required for a two-way Dynamics sync. The Outdoo team provided documentation, privacy policy details, and scoped the integration to sales data only, keeping it away from financial and operational records.

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With the integration approved, Mirek and Luka now coach from scorecard data covering every call, not just the ones they sat in on. Observation-based coaching has been replaced by a consistent data-based framework.

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“The security review was the step we were most concerned about, but Outdoo worked through it with us. They scoped the integration to what we actually needed and gave our IT team the documentation they required.”

Mirek PijanowskiSales Manager, Wolters Kluwer GRC

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The Impact

Wolters Kluwer's GRC sales team now has conversation intelligence, scorecard-based coaching, and CRM automation running at roughly at 55% lower costs. The capabilities that required an enterprise-priced platform are running on a tool whose annual cost is lower than many per-seat SaaS tools the team already uses.

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Full conversation intelligence for 55% lower costs

Moving from Gong to Outdoo delivered the same core capabilities the team validated in their POC at a fraction of the cost. The price difference wasn't marginal. The sales team couldn't justify Gong's contract now has recording, transcription, scoring, and coaching running sustainably.

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Call notes auto-synced to Dynamics after every call

Notes, AI-generated follow-up tasks, and key discussion points push into deal records automatically. The manual logging burden that previously fell on AEs and the BDR after every call is gone. The sync runs without human intervention.

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Scorecard coaching applied to every call, not just observed ones

Mirek and Luka now coach from data that covers every conversation the team has. A consistent behavioral scorecard has replaced coaching by memory and observation.

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