Revenue.io boosts sales analysis with Deepgram's customized speech models
The Landscape
Bringing the Patchwork of Sales Enablement Solutions Under One Platform
Some RevOps solutions surface insights. Others give customers the tools to act on them. Revenue.io does it all—so customers can optimize revenue performance in real-time. Converting conversations into an actionable data source is critical for revenue teams. Conversations are where deals get won or lost, but many companies don’t have direct insights into these conversations at scale. Revenue.io helps customers understand what habits of top performers should be scaled across the team. In addition, reps are led by real-time guidance that helps teams grow revenue.
The Challenge
Analyzing Sales Team Conversations from Various Industries
As with all data analysis, garbage in is garbage out. For sales conversations, that means you need to be able to transcribe all the company names, product names, terminology, and specific words so you can analyze when the conversation is about a specific product or company. As Scott Hoch, Head of Data of Revenue.io, said, “You can build the most cutting edge AI model, but if you don’t put good data in, you’re not going to get good results.” Because different industries and companies have different terminology, jargon, product, and company names, Revenue.io found that improving the specific word accuracy of the one-size-fits-all Speech to Text (STT) solutions for specific customers and use cases were not possible.
Scott clarifies what he means by accuracy: “There are little things like making sure your company name is transcribed correctly. To bigger things where if you change one word in a sentence or you miss one word, it can change the entire interpretation of a sentence.” Good data is not just defined by the overall accuracy or word error rate (WER) but by the accuracy of important, content-heavy words in the conversation. For their analysis, getting all the “a”, “the”, and “of” words right doesn’t matter as much as getting the important words: product or company names like “XL40” and “Revenue.io” or sentiment words like “great” or “poor”.
The Solution
Tailored Speech Models That Perform Better than Big Tech
Before selecting Deepgram, Revenue.io compared many ASR providers including the Big Tech STT providers. Their models were initially a bit better, but with Deepgram, they were able to train and customize a speech model using audio from Revenue.io’s own platform, which led to a dramatic accuracy increase beyond what the all-in-one ASRs could reach. This training was not a resource or time burden for Revenue.io. They trained tailored speech models for their customers within weeks with no resources needed from Revenue.io except providing 20+ hours of audio.
