How Koncert moved from a human-powered platform to an AI one that is 80% cheaper, with a goal of lifting win rate from 30% to 50%
Senraj Soundar · Koncert
Published September 6, 2024Explore the lesson. Sign in to access the slide download.
Topics covered: So let's get started so we had a old…; Platform efficiency and Effectiveness might be relevant maybe something…; With a real life phone call it's not like….
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“so let's get started so we had a old platform uh with our Tech where we could not use AI because of a legal compliance limitations and instead we were using a human uh powered way of handling phone calls and this is the characteristics of that platform where we had a few good and many bad one of the good is less”
“platform efficiency and Effectiveness might be relevant maybe something else is relevant in your platform and we finally executed on all the improvements we wanted to make that led to we solving the problem so to give you the context what do we do um a typical sales rep has anywhere from 1 to three conversations all day and when a rep uses r platform”
“with a real life phone call it's not like email you can uh you know wait for you know 3 seconds to process the email and so forth so we started focusing on these two that led to where we need to go so how do we uh keep the latency really really small okay latency is called DeLay So in our system AI has to”
“likely whenever you see calls even I came after coming to the conference I got so many scam likely calls I kept looking at you know still it's not stopping and which is a chronic problem in our industry and when you make a B2B calls you have to make sure absolutely that's not happening and we looked at that problem and we kept working 100 for a couple of years and uh we came up with a fivepoint system what I listed there”
“Our Old Platform - Human Powered The Good: Less competition Grew to $8M ARR run rate, profitable The Bad: Expensive offering Slow growth (around 20%) Low retention (around 80%) Smaller TAM”
“Our New Platform - AI Powered The Good: Less expensive (80% cheaper) High growth High retention Larger TAMThe Bad: More competitionWanted sustainable growth”
“YoY Growth Rate vs. Win Rate We fixed that To sustain this Increase Win Rate from 30% to 50%”
“Increase Call Answer Rate Continuously fix this proactively and reactively Automatically select local Caller IDs 1 Manage Caller ID health by monitoring call volumes 2 Manage Caller ID health with proper phone signaling 3 Verify Caller ID health using real mobile phones 4 Fix unhealthy Caller IDs 5”
“Section 3: Executing I’m going to show you TANGIBLE DIFFERENCE Users don’t feel the improvement = No Improvement Result should speak for itself Education drives buyer investigation TANGIBLE ROI EDUCATE PROSPECTS”
Video
Increasing Revenue Growth from 20% YOY to 100% YOY: How Our AI Dialer Stands Out in a Competitive Market - Slide Deck
Founder & CEO of Koncert, a sales engagement platform focused on enhancing the efficiency of sales teams.
Adam Robinson · Retention.com
Alina Vandenberghe · Chili Piper
Stephen London · Fello
Shiyam Sunder · TripleDart
Shahrouz Varshabi · Designity
Adam Baker · Dealpad
Each slide with a short explanation of what it shows. Open the slide text for its exact wording.
18 passages
SaaSOpen, September 2024 Increasing Revenue Growth from 20% YoY to 100% YoY: How Our AI Dialer Stands Out in a Competitive Market Senraj Soundar CEO & CTO, Koncert
The old platform reached an $8M ARR run rate and was profitable, but growth and retention were weak. Upsides were less competition; downsides were an expensive offering, growth around 20%, retention around 80%, and a smaller TAM.
Our Old Platform - Human Powered The Good: Less competition Grew to $8M ARR run rate, profitable The Bad: Expensive offering Slow growth (around 20%) Low retention (around 80%) Smaller TAM
The AI-powered platform is 80% cheaper, with high growth, high retention, and a larger TAM, at the cost of more competition. The slide closes on wanting sustainable growth.
Our New Platform - AI Powered The Good: Less expensive (80% cheaper) High growth High retention Larger TAMThe Bad: More competitionWanted sustainable growth
At $2.5m, YoY growth was 125% on the new platform versus 19% on the old one. To sustain that growth, the stated goal was to increase win rate from 30% to 50%.
YoY Growth Rate vs. Win Rate We fixed that To sustain this Increase Win Rate from 30% to 50%
The talk is organized in three parts. Finding the gap covers stakeholder input, fast forward and validate, and catching up versus surpassing. Re-discovering strength covers past success, efficiency, and effectiveness. Executing covers tangible improvements, tangible ROI, and educating customers.
Over the next 20 minutes I’m going to show you FINDING THE GAP Stakeholder Input Fast Forward and validate Catching Up vs. Surpassing Analyze Past Success Efficiency Effectiveness Make Improvements Tangible Make ROI Tangible Educate Customers RE-DISCOVERING STRENGTH EXECUTING
The product combines an AI dialer, AI call summary, virtual salesfloor, and workflow sequencer. The product imagery shows reps on calls, coaching, and an AI dialer working through a call list with outcomes such as bad number, voicemail, no answer, and connected.
What Do We Do All-in-one AI Sales Conversation Platform (AI Dialer + AI call summary + Virtual Salesfloor + Workflow Sequencer)
Opens the first section on finding the gap. It covers listening to stakeholders, reviewing the future state with them, and the point that just catching up is not good enough.
Section 1: Finding the Gap I’m going to show you STAKEHOLDER INPUT Listen, Listen, Listen Review the future state with stakeholders Just catching up is not good enough FAST FORWARD CATCHING UP vs. SURPASSING
Screenshots compare an older dialer view with an AI parallel dialer showing live transcripts, plus a report table linked to an analytics call session summary. The arrows connect each older view to its newer counterpart, illustrating the gap between them.
Section 1: Finding the Gap
Opens the second section on analyzing past success. It says not to assume the past is irrelevant, and defines efficiency as increasing call answer rate and effectiveness as minimizing call latency.
Section 2: Re-Discovering the Strength I’m going to show you ANALYZE PAST SUCCESS Don’t Assume Past is Not Relevant Efficiency = Increase Call Answer Rate Effectiveness = Minimize Call Latency EFFICIENCY EFFECTIVENESS
Live call latency is split into AI decision time, hand off time, and user reaction delay. A single bar shows them as consecutive segments, with AI decision time the largest of the first two and hand off time the smallest.
Minimize Live Call Latency User Reaction Delay AI Decision Time Hand off Time
Soundar's September 2024 diagram presents Koncert's AI and phone server in one environment, contrasting it with a longer cloud-based route labeled competitors. The two paths illustrate his argument about call latency and the recipient's experience.
How We Solved
Call answer rate rises when Caller IDs stay healthy, and the fix runs both proactively and reactively. The steps are: select local Caller IDs, monitor call volumes, use proper phone signaling, verify on real mobile phones, and fix unhealthy IDs. The phone shows a scam likely label.
Increase Call Answer Rate Continuously fix this proactively and reactively Automatically select local Caller IDs 1 Manage Caller ID health by monitoring call volumes 2 Manage Caller ID health with proper phone signaling 3 Verify Caller ID health using real mobile phones 4 Fix unhealthy Caller IDs 5
Opens the third section on making the difference tangible. It says improvements users do not feel count as no improvement, results should speak for themselves, and education drives buyer investigation.
Section 3: Executing I’m going to show you TANGIBLE DIFFERENCE Users don’t feel the improvement = No Improvement Result should speak for itself Education drives buyer investigation TANGIBLE ROI EDUCATE PROSPECTS
A table maps states and area codes to lists of Caller ID numbers. An arrow leads to incoming-call screens on iOS and Android for AT&T, T-Mobile, and Verizon, showing the number a recipient sees on each carrier.
What You See What You Get
Soundar's September 2024 ROI example compares monthly revenue per rep of $31,250 without an AI dialer, $125,000 with another AI dialer and $187,500 with Koncert. The table assumes a $25K average deal and a 25% opportunity conversion rate. These are the presentation's modeled comparisons.
Make ROI Tangible
Recaps the three parts: finding the gap, re-discovering strength, and executing. The slide says each was shown with real examples, listing the same topics as the opening roadmap.
FINDING THE GAP Stakeholder Input Fast Forward and validate Catching Up vs. Surpassing Analyze Past Success Efficiency Effectiveness Make Improvement Tangible Make ROI Tangible Educate Customers RE-DISCOVERING STRENGTH EXECUTING Over the last 20 minutes, I showed you: … with real examples!
Three illustrations tell the story in sequence. A yellow fish in a small pond becomes a yellow fish in a large lake facing a school of fish, then the same yellow fish shown with muscular arms and sunglasses, ahead of the school.
Our Story
Closing card thanking the audience, with the speaker's photo, name, title at Koncert, and an email address for contacting him.
SaaSOpen, September 2024 Thank you! [redacted email] Senraj Soundar CEO & CTO, Koncert