Overview:<\/u><\/p>\n
Based in Boston, Massachusetts, Cogito is a powerful, AI-based coaching tool for the enterprise sales organization. The Company\u2019s platform conducts real-time \/ in-call voice analysis with the goal of improving customer service interactions DURING a conversation, leaving little room for customers to leave a call annoyed or dissatisfied. In order to achieve this, Cogito pushes \u201cintuitive\u201d alerts to agents while they are on calls to promote immediate awareness of their speaking patterns and their customer\u2019s engagement \/ receptivity. Furthermore, the voice analysis of these calls are then packaged as recommendations in Cogito-powered phone etiquette training programs, \u201cwith guidance on how to speak with more empathy, confidence, professionalism and efficiency, while [noticing] early signs of customer frustration and intent to purchase.\u201d<\/p>\n
History:<\/u><\/p>\n
Cogito\u2019s history began with years of human behavior research at MIT\u2019s Media and Human Dynamics Labs, whose academics \u201cproved the presence and power of social signals in human communication, and the ability of machines to detect and interpret them.\u201d Originally funded by DARPA, Cogito then validated the MIT Labs\u2019 conclusions with more than a hundred million phone conversations compiled over nearly a decade. By 2007, the Cogito platform was ready to go to market, and the AI-centered platform has only improved with further R&D.<\/p>\n
Where\u2019s the AI?<\/u><\/p>\n
Cogito\u2019s AI coaching system augments the emotional intelligence of sales representatives by measuring how well a conversation is going while it\u2019s happening, leveraging a \u201ccombination of rich human behavior insights with real-time streaming natural language processing, unique to Cogito. [This allows Cogito] to combine the best of both worlds for a truer understanding of employee behavior and customer sentiment in real-time.\u201d As a software platform, the Company enables sales organizations to generate more business by having better customer service interactions.<\/p>\n
Opportunities:<\/u><\/p>\n
While Cogito is very strong in the area of real-time conversation analysis and coaching, one competitor, Gong, captures customer interactions across multiple sales channels. \u201cGong integrates various sales tools, prospect meetings, and emails, and brings them together for analysis,\u201d illuminating \u201cthe full picture of communication with a customer across all possible channels of communication.\u201d Notably, Gong does NOT provide real-time conversation analysis and alerts, however, their ability to provide a holistic analysis across multiple sales modalities could be an attractive expansion opportunity for Cogito.<\/p>\n
A separate area Cogito might focus efforts is on video calling analysis, particularly in the context of the increase in video conferencing following Covid-19 (likely to sustain). Although it is certainly more difficult to capture non-verbal cues and sentiment from a technology perspective, any success here could elevate \/ differentiate Cogito\u2019s product meaningfully.<\/p>\n
Challenges:<\/u><\/p>\n
Some roadblocks Cogito faces with potential clients are related to the data security of phone recordings as well as concerns about acceptance by salespeople, who might be reticent to be recorded (i.e., fear of big brother always watching). Additional challenges include cultural nuances and language barriers, which automated technologies are still yet to address sufficiently.<\/p>\n","protected":false},"excerpt":{"rendered":"
Cogito is a powerful, AI-based coaching tool for the enterprise sales organization.<\/p>\n","protected":false},"author":18497,"featured_media":14687,"comment_status":"open","ping_status":"closed","template":"","categories":[],"class_list":["post-14686","hck-submission","type-hck-submission","status-publish","has-post-thumbnail","hentry","hck-taxonomy-organization-cogito","hck-taxonomy-industry-technology","hck-taxonomy-country-united-states"],"connected_submission_link":"https:\/\/d3.harvard.edu\/platform-digit\/assignment\/machine-learning\/","yoast_head":"\n