Conversation Intelligence vs Revenue Intelligence: Key Differences, Features, and Benefits

Conversation Intelligence, Conversational Intelligence, Revenue Intelligence: they sound complicated. They’re not. Here’s a breakdown of what they mean, their differences, and which features are included in these types of software. Want an in-person explanation? Book a demo with one of our experts to get the scoop on conversation intelligence vs revenue intelligence software.

We Started As Conversation Intelligence

That’s right. When Gong got its start, the only game in town was conversation intelligence. Since then, things have changed. We launched the Revenue Intelligence category. Lucky for you: that means you get to have everything that conversation intelligence does. And more.

We Created the Revenue Intelligence Category for You

Revenue professionals like conversation intelligence. It lets them understand rep performance and coach to right behaviors.

But they love Revenue Intelligence. That’s because on top of helping uplevel their reps, revenue leaders use Revenue Intelligence to get a reality-view of their pipeline AND answer their go-to-market dilemmas.

I asked our customers and raving fans what differences mattered most to them. Here’s what they told me:

Difference #1: It’s A Truth Serum For Your Pipeline

Revenue Intelligence software does more than coaching. Because it gathers insights from calls (like conversation intelligence platforms) as well as email, it shines a light on all aspects of deals sitting in pipeline. That way, revenue leaders (that’s you) can understand which deals are trending to close, which are not, and course-correct to get deals back on a path to closed-won.

Difference #2: It’s So Simple It’ll Feel Like Cheating

Revenue Intelligence platforms go beyond keyword analysis. Think of conversation intelligence as searching through on a call transcript. Revenue Intelligence is like understanding what a good sales conversation looks like for your business. And making it simple and repeatable for your team to win more deals.

It’s like a litmus test for your go-to-market: competitive talk tracks that win, deal cycles that close, and new product and messaging that sticks. Revenue Intelligence gives you a real feedback loop of what your buyers are saying so you can capture an unfair share of your market.

Difference #3: Work Smarter

Where conversation intelligence platforms left a lot of work for sales managers. Like sifting through calls, identifying coaching opportunities, and tracking script compliance. Revenue Intelligence says work smarter. Not harder.

Because Revenue Intelligence uses advanced artificial intelligence to analyze calls, it does the heavy lifting for you. It can notify you of behaviors that matter to your business in real-time, like a competitor mentioned in a late stage deal, or a deal with no next steps, or even a talk track that wasn’t adhered to.

With Revenue Intelligence, you can see at a glance what deals your team is working, how those deals are progressing, and whether those conversations are raising any red flags, so you know where to lend a hand.

Say Goodbye Opinions, And Hello Reality

If you were to summarize Revenue Intelligence in a nutshell, that’s your answer.

Revenue Intelligence gives revenue leaders a new way to operate. Instead of basing their decisions on a hunch, Revenue Intelligence gives them critical insights into their team, their deals, and their market. And base their decisions on what’s actually happening in their customers’ world. It delivers the best kind of reality check.

Conversation Intelligence vs Revenue Intelligence: Feature Spotlight

So what does it look like? Glad you asked. Here’s a breakdown of the main features you get with both conversation intelligence software and revenue intelligence platforms. You’ll also see a list of features you won’t get by using regular conversation intelligence software and sales intelligence platforms.

Features you will get with conversation intelligence and Revenue Intelligence software

#1 Call Recording

They both do this (it’s table stakes). Conversation intelligence and Revenue Intelligence tools allow you to record sales calls so they can be listened to and analyzed by your team.

#2 Call Transcription

Available with conversation intelligence and revenue intelligence: the ability to transcribe calls so you can read through your call transcripts.

#3 Call Analysis

On a basic level, CI and RI both do this. You’ll have access to call analytics like talk ratio, patience, customer monologues, as well as certain keywords or phrases you wish to track. However, RI goes further. It’s not just about keywords and phrases, Revenue Intelligence helps you understand what reps are doing and when, and how these behaviors impact close rate.

Features you will only get with Revenue Intelligence platforms

#1 Emails

Deals don’t stop at calls. And neither does Revenue Intelligence. Now you’ll see what’s going on in every deal, every step to closed-won. That means phone calls, web conferencing, email,  in-person, and CRM. Never miss a beat with Revenue Intelligence software.

#2 Course-Correct Deals

Revenue Intelligence can recognize patterns in deals across all communication channels: Missing next steps. No prospect activity in the last 14 days. And more. These cues let you spot at-risk deals sitting in your pipeline, so you can build a plan to re-engage deals before they go cold.

#3 Team Activity

Your team is working remotely. With Revenue Intelligence you can see which deals are being worked, which calls are happening, which emails are going out, so that you can lend a hand where you are needed most. 

Let’s Start a Conversation About Revenue Intelligence

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They Swear By
Revenue Intelligence

We didn’t ask them to say this, btw.

"Revenue Intelligence, as I understand it, is the ability for you to really get down to the real detail on what works and doesn't work from an individual sales rep, so that you can have a strong understanding and foundation. How do both build a repeatable business and a predictable one? And that's what everybody's looking for. That when they're thinking about hiring more and more salespeople is like, what do I get out of the next salesperson that I hire? And can I assure leadership and the board that we can continue to get that same level of results as 5x --10x the organization. And what Gong allows us to do is have a lot of confidence that what we're telling reps to do is actually proven in the actual conversation with customers."
Armen Zildjian
VP Sales, Drift

They Switched To Revenue Intelligence

They used conversation intelligence. And upgraded to Revenue Intelligence.