Cognitive Computing: Company presentation by Micha Y. Breakstone, Chorus.ai at the NOAH Conference Berlin 2019, 13-14 June, STATION.

1. Intro to Chorus
Dr. Micha Breakstone
Co-Founder & President
Increased average quota attainment from 60% to ~100%

2.  @NOAHConference
 @noah_conference
 @noah-conference
 @NOAHConference
FOLLOW USONSOCIAL

3. 2016
•Tel Aviv dev and data science office
•Initial iterations
•AI tech developed in-house
•Seed round
PRODUCT DEV
2017
•Established sales and marketing
•Acquired initial customers
•Product evolved
•$16M Series A
BUSINESS DEV
2018
•2.5X revenue increase
•200+ customers
•~4M calls recorded
•$33M Series B
PM FIT
WHAT’S NEXT
Chorus.ai - a Brief History
•Growth, growth, growth
•In 2019 we’ve already
doubled no. of all calls
we’ve analyzed…
•Introducing advanced
AI features

4. Chorus.ai - #1 Conversation Intelligence Platform
for High Growth Sales & Customer Success Teams
>200
Customers
>4M
Calls analyzed
in 2018
>80
Chorus employees in 3
offices across the globe

5. Without call recording and analysis, how do you…
Determine who in sales needs
help and on what?
85%
of team
15%
of team
TOP REPS
LAGGING REPS
Ramp reps faster so they hit
quota faster?
1%
19%
39%
23%
18%
<1
m
onth
1-3
m
onths
3-5
m
onths
5-7
m
onths
7+
m
onths
Know why you lose deals and
deal with it?
LEADS – driven by effort
REVENUE – driven by conversations
20%
WON
80%
LOST
High variability
Wasted pipeline
Lost revenue

6. The Solution – Conversation Intelligence

7. How it works - the basics
1
RECORDS TRANSCRIBES
2
ANALYZES
3
ENRICHES
4

8. How it works - some AI magic
AI-Curated Playlists
of Best Calls
Scorecards to Enable
Successful Coaching
Track Specific Themes
ConversationsAcross
Measure Sales
Process Adoption

9. +200 more
Companies using Chorus to fuel growth
30% INCREASE
In Win Rate 50% REDUCTION
In Ramp Time

10. Our Integrations
CRM Calendar & EmailCollaboration
Video conferencing Call dialers

11. Examples of Insights Chorus.ai has surfaced
● Won Deals require at least 2 engaged people in meetings
● 5+ Open Ended questions that drive engagement lead to 3x+
higher win rates.
● Top Reps use inclusive language (We/Us/Together) 10x more
often
● No Shows are best predicted by the Action Items of previous
meetings and 20% of meetings have no action items
B2B SALES INSIGHTS

12. Examples of Insights Chorus.ai has surfaced
CUSTOMER INSIGHTS
● @Zoom told Eric Yuan’s “Founding Story” to win more deals
● @Outreach with competitive positioning to 3x win rates
● @InsightSquared discounts too early
● @Recurly to roll-out new pricing using best reps’ actual
delivery
● @Procore who pitched “Full-time employee” pricing instead
of “equivalent”, leaving $x00,000’s on the table

13. Clone Your
Closers
• Identify who needs help
• Find coaching topics
Saved 70% time spent in
shadowing or reviewing calls
Competitor2
Katrina
Matt
Joe
Alice
Julia
Jackie
Ray
Charles
Trish

14. Ramp Reps
Rapidly
• Leverage call playlists
• Review early calls
Cut their new rep onboarding
time by more than 50%

15. Increase
Win Rates
• Spread winning talk tracks
• Coach reps on deals
Increase win rates by 10% points
by training reps on talk tracks
AVG REP TOP REP

16. Shorten Sales
Cycle
• Collaborate with sales engineering,
products, marketing
• Track critical talk tracks, themes
Aligned product marketing and sales
enablement content with sales impact
4 calls this week mentioned your “Slack Integration
Launch”.
Hey Parth
Account Rep Moments
Igloo Joe W “..oh, we love Slack..”
Dreamline, Inc. Troy R “..now integrate with Slack.”
Starline Media Nat E “..share it directly on Slack.”
Handle.Co Joe W “..launched our Slack integ..”
LISTEN TO THE PLAYLIST

17. Thank you
Dr. Micha Breakstone
Co-Founder & President
Increased average quota attainment from 60% to ~100%

18. Selected Completed NOAH Transactions
Focus on Leading European Internet companies
Covering over 400 companies across 25 online
verticals, a broad range of over 500 investors as
well as 100+ online-focused corporates
Deep understanding of industry dynamics
Ability to add value beyond banking advice
Facilitates overall process and minimizes
management distraction
NOAH Advisors is globally well connected
and has direct access to virtually all key
players in the industry
Knowledge of and strong relationships with
potential buyers’ key decision makers
Proactively finds and unlocks attractive
investment opportunities for leading investors
Annual NOAH Conference in its 10th year
Over 40 years of combined relevant M&A experience
Routine execution of M&A and financing transactions
with sizes of several billion euros
30 successfully completed NOAH Advisors transactions
underline successful transfer of M&A competencies to
the Internet sector
Entrepreneurial mind-set, focused on growing the
business and establishing a reputation for excellence
Ability to deliver top results in short time frames
Highly success-based compensation structures align
interests of clients and NOAH Advisors, and demonstrate
conviction to deliver top results
Creative deal solutions
Unique Industry Know-How
Unmatched Network and Relationships
Strong Investment Banking Competence
Full Commitment - We Are Entrepreneurs!
EUROPE’S LEADING INTERNET
CORPORATE FINANCE BOUTIQUE®
The NOAH Advisors Core Banking Team
Marco Rodzynek
Managing Director & Founder
Jan Brandes
Managing Director
Nikhil Parmar
Director
Olek Skwarczek
Associate
Lukas Schlund
Analyst
December 2014 October 2014
Sale of 100% of
for $800m to
Exclusive Financial Advisor to
Fotolia and the Selling Shareholders
Sale of 100% of
for €80m to
Exclusive Financial Advisor to
Trovit and its Shareholders
October 2016
Investment in
Exclusive Financial Advisor to KäuferPortal
and its Shareholders
by
84% Ownership
December 2016
August 2017
Financial Advisor to Silver Lake
Financial Advisor to EMK Capital
Investment in
Acquisition of a Majority Stake in
by
by
at a valuation of $200m
November 2019 July 2019
September 2018
Financial Advisor to MagicLab
Financial Advisor to AU10TIX
and its shareholders
Financial Advisor to 10bis
and its shareholders
Acquisition of a 79% stake in $60m Investment in
Sale of 100% in
by
at a valuation of ~$3 billion
at a valuation of $260m by
for €135m to
10Bis