Roy Raanani

There's no record of what was discussed in

There are so many of these things happening that managers have no idea what's happening.

And so you essentially have this black box around what is the most important thing that any salesperson does.

Right.

And what we found was that in every other part of business, you look at the fundamental drivers of performance, you measure them and you improve them.

And when it comes to closing revenue and renewing revenue, that most fundamental activity is a conversation and there was no data on it.

So what we wanted to do with Chorus was help businesses realize that a conversation is the most valuable thing that anybody on their team does, make it easy to record and capture those conversations, and then understand them at scale using technology.

And by doing that, help people close more business, help reps make more money, help businesses better understand their customers and their markets so that they can build better products.

Yeah, absolutely.

We focused a lot on making those types of insights really actionable to folks.

So it turns out that, you know, you picked up one around pricing, but it turns out that discounting is something that happens on, you know, we've analyzed over a million calls at this point, and it'll tend to come up on maybe 25 to 30% of conversations.

And what you find is that the way that discounting is brought up is very, very different depending on if you're a very experienced rep or less experienced rep.

So everybody offers the discount, but very few people get something in return for it.

Right.

And some people offer the discount very, very early on in the sales cycle.

Some people wait until they know that there's a real deal in place and they understand the timeline and they're using the discount to get something concrete.

So what we try to do is build algorithms that are going to surface very actionable, very hard ROI types of moments for sales teams.

So that as soon as you start using Chorus within a week, we're going to hopefully find moments that cover the cost of the platform for your entire company for the entire year.

Yeah.

So the first thing that I would say is we can't we don't want to talk about pricing until we've looked at value.