Gong Pricing in 2026: The Complete Breakdown of Costs, Plans & Hidden Fees

Gong doesn't publish its pricing publicly—and that's by design. The revenue intelligence platform wants you on a sales call before you see a single dollar figure. For more insights, check out our guide on Sales Chat Software: 2026 Guide to Top Tools & ROI. For more insights, check out our guide on [75+ Inside Sales Statistics for 2026 [Data & Benchmarks]](/blog/inside-sales-statistics).

But here's what we've uncovered: Most companies pay between $100-$200 per user per month, plus a platform fee ranging from $5,000 to $50,000+ annually. For a 50-person sales team, you're looking at a minimum annual investment of $75,000 to $150,000.

Those numbers making you pause? You're not alone. According to 2026 data from Vendr's SaaS buying platform, Gong consistently ranks among the top 10 most-negotiated software purchases—because buyers feel uncertain walking into pricing conversations blind.

This guide changes that. We've aggregated real pricing data, interviewed revenue leaders who've negotiated Gong contracts, and broken down every cost you'll encounter. Whether you're a startup exploring options or an enterprise planning a major deployment, you'll leave knowing exactly what to expect.

How Gong's Pricing Model Works in 2026

Gong uses a two-component pricing structure that confuses many first-time buyers:

Component 1: Platform Fee

This is a flat annual fee that grants your organization access to Gong's core infrastructure. Think of it as the "entry ticket" to the platform.

Platform fees typically range:

• Small teams (10-25 users): $5,000-$15,000/year
• Mid-market (25-100 users): $15,000-$35,000/year
• Enterprise (100+ users): $35,000-$75,000+/year

The platform fee covers:

• Core conversation intelligence engine
• Basic integrations (Salesforce, HubSpot, etc.)
• Standard analytics dashboards
• Data storage and security infrastructure

Component 2: Per-Seat Licensing

On top of the platform fee, you'll pay for each user who needs access. Gong typically structures seats into tiers:

User Type	Typical Monthly Cost	What They Can Do
-----------	---------------------	------------------
Full License	$100-$175/month	Record, analyze, coach, full access
Manager License	$125-$200/month	Team analytics, coaching tools, forecasting
Listen-Only	$40-$75/month	Review recordings, limited features
Admin	Often included	Platform configuration

Important: These prices are before negotiation. According to revenue leaders in the Pavilion community, most companies secure 15-30% discounts through effective negotiation.

What Drives Price Variation?

Why such wide ranges? Gong customizes quotes based on:

Team size — Volume discounts kick in around 50+ seats

Contract length — Multi-year commitments unlock better rates

Feature requirements — Advanced forecasting, deal intelligence, and API access cost extra

Competitive situation — If you're evaluating alternatives, you'll get better offers

Timing — End-of-quarter deals tend to be more aggressive For more insights, check out our guide on 12 Best Demandbase Alternatives for 2026 (Honest Comparison).

Gong Pricing Breakdown: What Companies Actually Pay in 2026

Theory is helpful, but you want real numbers. Here's what companies across different segments actually pay for Gong, based on 2026 market data:

Startup Scenario (10-User Team)

Typical Annual Cost: $18,000-$35,000

Breakdown:

• Platform fee: $5,000-$8,000
• 10 full licenses at $100-$150/month: $12,000-$18,000
• Basic implementation: $2,000-$5,000 (often waived)
• Total first-year investment: $19,000-$31,000

Reality check: Many startups find this prohibitive. Gong's sweet spot begins around 20+ users where the per-seat economics improve.

Mid-Market Scenario (50-User Team)

Typical Annual Cost: $75,000-$130,000

Breakdown:

• Platform fee: $15,000-$25,000
• 40 full licenses at $90-$130/month: $43,200-$62,400
• 10 manager licenses at $120-$160/month: $14,400-$19,200
• Implementation and training: $5,000-$15,000
• Total first-year investment: $77,600-$121,600

What buyers report: This segment sees the most pricing flexibility. Companies that negotiate effectively report final costs 20-25% below initial quotes.

Enterprise Scenario (200-User Team)

Typical Annual Cost: $240,000-$450,000+

Breakdown:

• Platform fee: $40,000-$75,000
• 160 full licenses at $80-$120/month: $153,600-$230,400
• 40 manager licenses at $100-$150/month: $48,000-$72,000
• Premium support and implementation: $20,000-$50,000
• API access and custom integrations: $10,000-$25,000
• Total first-year investment: $271,600-$452,400

Enterprise insight: At this scale, expect significant volume discounts. Companies deploying 200+ seats often negotiate 30-40% off list pricing, especially with multi-year commitments.

Gong Plans and Features: What's Included at Each Level

Gong doesn't publicly advertise distinct "plans" like most SaaS products. Instead, they modularly sell features on top of a base platform. Here's what you need to know:

Core Platform (Included in Base Pricing)

• Call Recording & Transcription — Automatic capture of video calls across Zoom, Teams, Google Meet, and other platforms
• Conversation Analytics — AI-powered analysis of talk ratios, topics discussed, and engagement patterns
• Deal Boards — Visual pipeline management with conversation context
• Basic Coaching Tools — Comment on calls, share snippets, create playlists
• Standard Integrations — Salesforce, HubSpot, and major CRM connections
• Search & Discovery — Find specific moments across thousands of calls

Premium Add-Ons (Additional Cost)

These features require upgraded licensing or separate purchases:

Gong Forecast

• AI-driven revenue predictions
• Pipeline inspection tools
• Typically adds $25-$50/user/month for managers

Gong Engage

• Sales engagement sequences
• Multi-channel outreach
• Estimated additional $30-$60/user/month

Deal Intelligence

• Risk scoring for opportunities
• Stakeholder mapping
• Usually bundled with Forecast

API Access

• Custom integrations and data exports
• Pricing varies: $10,000-$30,000/year depending on usage

Advanced Security & Compliance

• SOC 2 Type II compliance (standard)
• HIPAA compliance (additional cost for healthcare)
• Custom data retention policies

What's NOT Included

Be aware of what requires additional investment:

• Historical data migration from other platforms
• Custom training programs beyond standard onboarding
• Dedicated customer success manager (enterprise only)
• White-glove implementation services
• Regional data residency requirements
• Single sign-on (SSO) may require enterprise tier

Hidden Costs to Factor Into Your Gong Budget

The sticker price is just the beginning. 2026 buyer surveys reveal these commonly overlooked expenses:

Implementation Costs

Range: $5,000-$50,000 depending on complexity

Factors that increase implementation costs:

• Multiple CRM integrations
• Custom workflow configurations
• Data migration from existing tools
• Multi-team rollout coordination
• Custom security requirements

Timeline impact: Basic implementations take 2-4 weeks. Complex enterprise deployments can stretch to 3-6 months, during which you're paying for licenses you're not fully using.

Training Investment

Gong provides standard onboarding, but most organizations need more:

• Internal champion training: 8-16 hours of your team's time
• Manager enablement: Additional training for coaching workflows
• Ongoing adoption support: Many companies hire a part-time RevOps resource
• Estimated internal cost: $5,000-$20,000 in time and resources

Integration Expenses

While basic CRM integrations are included, you may encounter:

• Custom Salesforce configurations: $2,000-$10,000
• BI tool connections: $5,000-$15,000 for data warehouse integration
• Marketing automation sync: Usually included, but custom workflows cost extra

Overage and Growth Costs

Gong contracts typically include:

• User minimums: You'll pay for contracted seats even if not used
• Recording limits: Some contracts cap monthly recording hours
• Storage fees: Long-term storage of recordings may incur additional costs
• Mid-contract additions: Adding seats often requires true-up at higher rates

Opportunity Cost

Perhaps the biggest hidden cost: time to value.

Gong requires 60-90 days for AI models to learn your sales patterns and deliver meaningful insights. During this "training period," you're paying full price for partial value.

Gong Pricing vs. Chorus, Clari, and Other Alternatives

How does Gong's pricing compare to alternatives? Here's a 2026 competitive analysis:

Platform	Per-User/Month	Platform Fee	Minimum Commitment	Best For
----------	---------------	--------------	-------------------	----------
Gong	$100-$200	$5,000-$75,000/yr	Annual	Enterprise, full-featured
Chorus (ZoomInfo)	$80-$150	Bundled	Annual	ZoomInfo customers
Clari	$75-$125	Varies	Annual	Forecasting-first
Revenue.io	$60-$100	Lower	Monthly available	SMB-friendly
Salesloft	$75-$125	Included	Annual	Engagement + Intelligence
Outreach	$100-$150	Included	Annual	Enterprise engagement
Fireflies.ai	$10-$29	None	Monthly	Budget transcription

Detailed Competitor Breakdown

Chorus.ai (now ZoomInfo)

• Typically 15-25% less than Gong
• Best value when bundled with ZoomInfo data products
• Fewer forecasting features than Gong
• Stronger for companies already in ZoomInfo ecosystem

Clari

• Focuses more on revenue forecasting than conversation intelligence
• Often priced similarly to Gong for full suite
• Better for organizations prioritizing pipeline visibility
• Less robust call recording features

Revenue.io

• Most SMB-friendly pricing in the category
• Monthly contracts available (rare in this space)
• Lighter feature set than Gong
• Good starter option before scaling to enterprise tools

When Gong's Premium Pricing Makes Sense

Gong commands higher prices because of:

Market-leading AI accuracy — Consistently highest ratings for transcription and insight quality

Deepest integration ecosystem — 100+ native integrations

Strongest enterprise features — Security, compliance, and scalability

Best-in-class customer success — Higher touch support than alternatives

According to G2's 2026 Conversation Intelligence Grid, Gong maintains the highest user satisfaction scores, which partly justifies premium pricing.

When Alternatives Might Be Better

Consider alternatives if:

• Budget constraints are severe (sub-$50K annual spend)
• You only need basic transcription without advanced analytics
• Your team is under 15 people
• You're already deeply invested in a competitor's ecosystem
• Monthly flexibility matters more than feature depth

Gong Contract Terms: Annual vs. Multi-Year Commitments

Gong's contract structure significantly impacts total cost:

Annual Contracts (Standard)

• 12-month minimum commitment
• Payment typically required upfront or quarterly
• Standard pricing without multi-year discounts
• Renewal negotiations happen 60-90 days before expiration

Multi-Year Contracts (2-3 Years)

Typical Discounts:

• 2-year commitment: 10-20% off annual pricing
• 3-year commitment: 15-30% off annual pricing

Trade-offs:

• Locked into pricing regardless of market changes
• Difficult to exit if needs change
• May include price caps on renewal increases
• Often required for best negotiated rates

Contract Flexibility Options

Ask about these terms during negotiation:

• Seat true-up provisions — How adding users mid-contract works
• Reduction clauses — Can you reduce seats at renewal?
• Price protection — Caps on annual increases (aim for 3-5%)
• Early termination — Understand exit costs if needed
• Pilot periods — Some deals include 90-day satisfaction guarantees

How to Negotiate Gong Pricing: Insider Tips for 2026

We spoke with revenue operations leaders who've negotiated Gong contracts. Here's their playbook:

Before the Sales Call

Get competitive quotes first — Gong reps will ask who else you're evaluating. Have real numbers from Chorus or Clari.

Know your BATNA — Best Alternative to Negotiated Agreement. What will you do if Gong pricing doesn't work?

Document your use case — Be specific about users, features needed, and timeline. Vagueness leads to higher quotes.

Research current customers — LinkedIn connections who use Gong can share ballpark figures.

During Negotiation

Tactics that work:

• Ask for the "startup rate" even if you're not technically a startup—there's often flexibility
• Negotiate platform fee and per-seat separately—you may have leverage on one but not the other
• Push back on implementation fees—often waived or reduced for quick decisions
• Request extended pilot periods—60-90 days to prove value before full commitment
• Bundle purchases—if buying multiple Gong products, negotiate package discounts

What Gong sales reps can flex:

• Per-seat pricing (especially at volume)
• Platform fees
• Implementation costs
• Payment terms (quarterly vs. annual upfront)
• Contract start dates

What's usually non-negotiable:

• Core feature inclusions at each tier
• Security and compliance requirements
• Minimum seat counts for certain features

Timing Your Purchase

Best times to negotiate:

• End of quarter (especially Q4)
• End of Gong's fiscal year
• When they're pushing new product adoption
• If you have an existing renewal—threaten to evaluate alternatives

Average discounts achieved:

• First-time buyers: 10-20%
• Renewals with competitive pressure: 15-25%
• Multi-year commitments: 20-35%

Is Gong Worth the Price? Calculating Your Potential ROI

Gong is expensive. But is it worth it? Here's a framework for calculating ROI:

The ROI Equation

Gong ROI = (Value Generated - Total Cost) / Total Cost × 100

Value Drivers to Quantify

1. Win Rate Improvement

• Gong claims customers see 15-30% win rate increases
• Your calculation: Current pipeline × Win rate improvement × Average deal size

Example: $10M pipeline × 5% win rate increase = $500,000 additional revenue 2. Ramp Time Reduction

• New rep ramp typically decreases 20-30% with conversation intelligence
• Calculate: (Reps hired annually) × (Months saved) × (Monthly quota)

Example: 5 new reps × 1 month faster × $50K quota = $250,000 accelerated revenue 3. Coaching Efficiency

• Managers save 5-10 hours/week on call reviews
• Calculate: (Manager hours saved) × (Manager hourly cost) × 52 weeks

Example: 5 hours × $75/hour × 52 weeks × 3 managers = $58,500 annual savings 4. Deal Velocity Improvement

• Sales cycles often shorten 10-20% with better conversation insights
• Calculate: (Average deal value) × (Deals/year) × (Cash flow benefit of faster closes)

ROI Example Calculation

50-person sales team scenario:

Value Driver	Annual Impact
--------------	---------------
Win rate improvement (+5%)	$500,000
Faster new rep ramp	$250,000
Manager productivity	$58,500
Deal velocity improvement	$100,000
Total Value	$908,500

Cost Component	Annual Cost
----------------	-------------
Gong licensing	$100,000
Implementation (Year 1)	$15,000
Internal adoption resources	$10,000
Total Cost	$125,000

ROI = ($908,500 - $125,000) / $125,000 × 100 = 627%

Even at half these improvements, ROI exceeds 200%. The key is being realistic about what improvements your organization can actually achieve.

When Gong May NOT Be Worth It

• Teams under 15 reps (economics don't scale)
• Organizations unwilling to change coaching behaviors
• Companies without dedicated sales enablement resources
• Low-volume, high-touch sales with few calls to analyze
• Organizations with strict recording consent limitations

Gong for Startups: Special Pricing Programs and Alternatives

Startups face unique challenges with Gong's pricing. Here's the reality:

Gong Startup Program

Gong offers a startup program with:

• Reduced per-seat costs (reportedly 40-60% discounts)
• Lower or waived platform fees
• Flexible growth terms

Eligibility typically requires:

• Series A or earlier funding stage
• Under $10M ARR
• Application through VC partner networks

How to apply:

• Ask your VC if they have Gong partnership
• Apply through Gong's website startup program
• Mention startup status early in sales conversations

Realistic Alternatives for Budget-Conscious Teams

If Gong's pricing doesn't fit your startup budget, consider:

Fireflies.ai ($10-29/user/month)

• Excellent transcription
• Basic analytics
• No platform fee
• Good for teams prioritizing recording over coaching

Grain (Free tier available)

• Clips and highlights from calls
• Good for sharing key moments
• Limited analytics compared to Gong

Chorus (with ZoomInfo bundle)

• Often cheaper than standalone Gong
• Good if you need prospect data anyway

Disclosure: GreetNow is our product. While we don't directly compete with Gong (they analyze recorded calls; we enable live video conversations with website visitors), we believe in helping readers make informed decisions about their sales tech stack. If your challenge is lead response speed rather than call analysis, learn how live video chat improves conversion rates.

The Bootstrapped Alternative: Building Internal Capabilities

Some startups build DIY conversation intelligence:

Option 1: Recording + Manual Review

• Cost: Free (Zoom recordings) + time investment
• Works for: Very small teams (<5 reps)
• Limitation: Doesn't scale

Option 2: Assembly AI + Custom Dashboard

• Cost: ~$500-2,000/month for transcription API
• Works for: Technical teams with development resources
• Limitation: No pre-built coaching workflows

Option 3: Wait for Scale

• Implement Gong once you hit 20+ reps
• Use simpler tools during growth phase
• Risk: Miss early coaching opportunities

Enterprise Gong Pricing: What to Expect for Large Teams

Enterprise buyers (100+ users) have different considerations:

Volume Discount Structures

User Count	Typical Per-Seat Discount
------------	---------------------------
100-199	15-25%
200-499	25-35%
500+	30-45%

Enterprise-Specific Features

Large deployments often require:

• Dedicated infrastructure — Isolated data environments
• Custom SLAs — Guaranteed uptime and support response
• Advanced security — SAML SSO, custom encryption, audit logs
• Professional services — Strategic advisory beyond implementation
• Executive business reviews — Quarterly ROI assessments

Enterprise Procurement Considerations

Legal review timeline — Budget 4-8 weeks for contract negotiation

Security questionnaires — Gong is generally enterprise-ready, but reviews take time

Proof of concept — Request pilots for large deployments

Phased rollout — Negotiate pricing based on full deployment, but implement gradually

Exit provisions — Ensure data portability and termination rights

Enterprise Success Metrics

Gong provides enterprise customers with:

• Dedicated Customer Success Manager
• Quarterly business reviews
• Custom reporting and benchmarking
• Access to product roadmap previews
• Executive sponsorship programs

Gong Implementation Costs and Timeline

Implementation Phases

Phase 1: Technical Setup (Week 1-2)

• CRM integration configuration
• Call recording platform connections
• User provisioning and SSO setup
• Cost: Typically included or $2,000-$5,000

Phase 2: Data Migration (Week 2-4)

• Historical call imports (if applicable)
• Contact and opportunity mapping
• Custom field configuration
• Cost: $5,000-$20,000 depending on data volume

Phase 3: Training & Enablement (Week 3-6)

• Admin training
• Manager coaching workflows
• Rep adoption programs
• Cost: Often included, premium training extra

Phase 4: Optimization (Week 6-12)

• Custom tracker configuration
• Dashboard customization
• Workflow refinement
• Cost: Internal time investment

Total Implementation Investment

Company Size	Typical Implementation Cost	Timeline
--------------	----------------------------	-----------
Small (10-25)	$2,000-$8,000	2-4 weeks
Mid-Market (25-100)	$8,000-$25,000	4-8 weeks
Enterprise (100+)	$25,000-$75,000	8-16 weeks

Hidden Implementation Time Costs

Don't forget internal resource requirements:

• Project manager: 10-20 hours
• Salesforce admin: 15-30 hours
• Sales enablement: 20-40 hours
• IT/Security: 10-25 hours
• Executive sponsor: 5-10 hours

At $75-150/hour fully loaded cost, that's $4,500-$18,750 in internal resources.

How to Request Gong Pricing: What to Prepare for the Sales Call

Ready to get a quote? Here's how to maximize the conversation:

Information to Gather Beforehand

Team details:

• Total users who need access
• Breakdown by role (reps, managers, executives)
• Growth projections for next 12-24 months

Technical environment:

• Current CRM (Salesforce, HubSpot, etc.)
• Video conferencing platforms used
• Existing sales tools in stack
• Security/compliance requirements

Business context:

• Average deal size and sales cycle
• Current win rate (to benchmark improvement)
• Biggest sales challenges to solve
• Decision timeline and budget authority

Questions to Ask Gong Sales

"What does pricing look like for a team of [X] users with our requirements?"

"Are there startup or growth-stage discounts available?"

"What's included vs. extra cost for forecasting features?"

"Can we start with a pilot before full commitment?"

"What payment terms are available?"

"How do true-ups work if we add users mid-contract?"

"What's your typical implementation timeline for companies like ours?"

"Can you share ROI data from similar customers?"

What Happens on the Sales Call

Typical Gong sales process:

Discovery call (30-45 min) — Understand your needs

Demo (45-60 min) — Product walkthrough

Technical review (30 min) — Integration requirements

Proposal delivery — Usually 2-5 business days after demo

Negotiation — 1-3 rounds typical

Contract and procurement — 1-4 weeks depending on complexity

Total time from first call to signature: 3-8 weeks for most organizations.

FAQ: Common Gong Pricing Questions

How much does Gong cost per user per month in 2026?

Gong typically costs $100-$200 per user per month for full licenses, with manager seats at the higher end. Listen-only seats run $40-$75 monthly. These prices are before negotiation—most companies secure 15-30% discounts.

Does Gong offer a free trial or freemium version?

No, Gong doesn't offer a self-service free trial or freemium tier. However, you can request a personalized demo and may negotiate a paid pilot period (typically 30-90 days) with satisfaction guarantees before full commitment.

What is the minimum contract length for Gong?

Gong requires a minimum 12-month annual contract. Monthly billing isn't available. Multi-year contracts (2-3 years) are common for enterprise deals and unlock significant discounts.

Are there discounts for annual payment or multi-year contracts?

Yes. Multi-year commitments typically yield 10-30% discounts. Paying annually upfront (vs. quarterly) may provide additional 3-5% savings. End-of-quarter timing and competitive pressure can increase discount potential.

How does Gong pricing compare to Chorus.ai?

Chorus typically costs 15-25% less than Gong, especially when bundled with ZoomInfo products. Chorus offers strong conversation intelligence but fewer forecasting features. For companies already using ZoomInfo, Chorus often provides better total value.

Does Gong charge extra for CRM integrations?

Basic Salesforce and HubSpot integrations are included in standard pricing. Custom integration work, API access for data exports, and advanced BI tool connections typically cost extra ($10,000-$30,000 annually for enterprise API access).

Is there a startup discount or small business pricing?

Yes, Gong offers a startup program with reportedly 40-60% discounts for early-stage companies (typically Series A or earlier, under $10M ARR). Apply through VC partner networks or mention startup status early in sales conversations.

What happens if we need to add users mid-contract?

Mid-contract user additions are typically "trued up" at your contracted rate, though some contracts charge premium rates for additions. Clarify true-up provisions during negotiation to avoid surprises.

Making Your Gong Pricing Decision

Gong's pricing reflects its position as the market leader in revenue intelligence. For organizations that can fully leverage its capabilities, the investment often delivers substantial ROI through improved win rates, faster rep ramp, and better coaching.

However, it's not the right fit for everyone. Budget-constrained startups, small teams, or organizations primarily focused on pipeline visibility (rather than conversation coaching) may find better value elsewhere.

Your next steps:

Calculate your potential ROI using the framework above

Gather competitive quotes from Chorus, Clari, or Revenue.io

Prepare for the Gong sales call with the questions we've outlined

Negotiate confidently knowing typical discount ranges

Remember: Gong's published pricing doesn't exist for a reason—everything is negotiable. Armed with this guide, you're now equipped to get the best possible deal for your organization.

---

Last updated: December 2025. Pricing information based on market research, user reports, and published industry data. Contact Gong directly for current quotes specific to your organization.