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Extra Crunch roundup: Options pool rules, voice tech hurdles, keeping employees engaged
“In today’s cash-rich environment, options are more valuable than cash,” says Allen Miller, a principal at Oak HC/FT. “In turn, managing your option pool may be the most effective action you can take to ensure you can recruit and retain talent.”
In an article squarely aimed at early-stage founders, Miller shares best practices for protecting your option pool, lists the mistakes many founders make and offers multiple tips for course-correcting “if you made mistakes early on.”
As we’re just returning from the Labor Day holiday, today’s newsletter is quite brief. We have much more planned for this week, so thanks very much for reading.
Walter Thompson
Senior Editor, TechCrunch
@yourprotagonist
Full Extra Crunch articles are only available to members.
Use discount code ECFriday to save 20% off a one- or two-year subscription.
To commercialize, voice tech must first solve its ‘cocktail party problem’
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Voice and speech recognition is expected to be a $26.8 billion global market by 2025, but there’s still a long way to go before voice can be fully commercialized.
Developers are deploying natural language processing and conversational AI to overcome current limitations, but “solving these problems requires voice tech to meet the human standard for voice and match the complexities of the human auditory system.”
How engaged are your employees?
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According to a recent survey, more than 70% of workers are actively hunting for a new job or are giving the matter serious consideration.
In a startup environment, employee development takes a back seat to priorities like scaling growth. As a result, few managers have any experience or interest in helping employees acquire new skills or advance their careers.
Don’t wait to be blindsided: Put an action plan in place to assess employee engagement. Remember, seven out of the next 10 people you see on a video call might be polishing their resumes.
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Extra Crunch roundup: Jam City SPAC, startup PR, telemedicine market map, more
For this morning’s edition of The Exchange, Alex Wilhelm studied information recently released by mobile gaming studio Jam City as it prepares to go public in a $1.2 billion blank-check deal with DPCM Capital.
“Jam City is a bit like Zynga, but unless you are a mobile-gaming aficionado, you might not have heard of it,” he writes.
Since its launch, Jam City has raised upwards of $300 million, including a $145 million round in 2019. At the time, the company was riding high after signing a deal with Disney to adapt some of the media giant’s intellectual property, which includes brands like Marvel, Fox and Pixar.
Almost half of all Americans play mobile games, so Alex reviewed Jam City’s investor deck, a transcript of the investor presentation call and a press release to see how it stacks up against Zynga, which “has done great in recent quarters, including posting record revenue and bookings in the first three months of 2021.”
(Full disclosure: the second time I worked at a startup founded by Mark Pincus, Zinga slept behind my desk and I was one of her favorite dog-sitters.)
Thanks for reading Extra Crunch; I hope you have an excellent weekend!
Walter Thompson
Senior Editor, TechCrunch
@yourprotagonist
Full Extra Crunch articles are only available to members
Use discount code ECFriday to save 20% off a one- or two-year subscription
5 ways to raise your startup’s PR game
Image Credits: Andrii Yalanskyi (opens in a new window)/ Getty Images
The ability to effectively communicate can make or break your launch. It will play a role in determining who wins a new space — you or a competitor.
So how do you make a splash? How do you stay relevant?
For one, you have to stop thinking that what you are up to is interesting.
Every early-stage startup must identify and evaluate a strategic advantage
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Whether you’re building a company or thinking about investing, it’s important to understand your strategic advantage.
In order to determine one, you should ask fundamental questions: What’s the long-term, sustainable reason that the company will stay in business?
As M&A accelerates, deal-makers are leveraging AI and ML to keep pace
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The global pandemic has changed the way we work, including how and where we work. For those involved in the mergers and acquisitions (M&A) industry, a notoriously relationship-driven business, this has meant in-person boardroom handshakes have been replaced by video conference calls, remote collaboration and potentially less travel in the future.
The pandemic has also accelerated digital transformation, and deal-makers have embraced digital tools to help them execute effectively.
The quickening pace of digital transformation is no longer about ensuring a competitive edge. Today, it’s also about business resilience. But what’s on the horizon, and how else will technology evolve to meet the needs of companies and deal-makers?
There are still many inefficiencies in managing M&A, but technologies such as artificial intelligence, especially machine learning, are helping to make the process faster and easier.
New Relic’s business remodel will leave new CEO with work to do
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Lew Cirne, New Relic’s founder and CEO, is stepping into the executive chairman role. He will be replaced by Bill Staples on July 1.
Cirne spent the last several years rebuilding the company’s platform and changing its revenue model, aiming for what he hopes is long-term success.
TechCrunch decided to dig into the company’s financials to see just what challenges Staples may face as he moves into the corner office. The resulting picture is one that shows a company doing hard work for a more future-aligned product map and business model, albeit one that may not generate the sort of near-term growth that gives Staples ample breathing room with public investors.
Fast growth pushes an unprofitable no-code startup into the public markets: Inside Monday.com’s IPO filing
Image Credits: Nigel Sussman (opens in a new window)
At long last, the Monday.com crew dropped an F-1 filing to go public in the United States. TechCrunch has long known that the company, which sells corporate productivity and communications software, has scaled north of $100 million in annual recurring revenue (ARR).
The countdown to its IPO filing — an F-1, because the company is based in Israel, rather than the S-1s filed by domestic companies — has been ticking for several quarters.
The Exchange has been riffling through the document since it came out, and we’ve picked up on a few things to explore.
The battle for voice recognition inside vehicles is heating up
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Until recently, integrating affordable voice-recognition software into an automobile was something from science fiction.
But last year, the percentage of vehicles offering in-car connected services reached 45%. By 2024, analysts predict cars with voice recognition will comprise 60% of the market.
Considering how much time many of us spend behind the wheel, there’s an infinite number of applications for the technology. For our latest Extra Crunch market map, we sized up the general market opportunity before creating a roster of major players and reaching out to investors to see where they’re placing bets.
Industrial automation startup Bright Machines hauls in $435M by going public via SPAC
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Bright Machines is going public via a SPAC-led combination that will see the 3-year-old company merge with SCVX, raising gross cash proceeds of $435 million in the process.
After the transaction is consummated, the startup will sport an anticipated equity valuation of $1.6 billion.
The Bright Machines news indicates that the great SPAC chill was not a deep freeze. And the transaction itself, in conjunction with the previously announced Desktop Metal blank-check deal, implies that there is space in the market for hardware startup liquidity via SPACs. Perhaps that will unlock more late-stage capital for hardware-focused upstarts.
We took a look at what Bright Machines does, and then the financial details that it shared as part of its news.
Want to double your rate of return? Seek counsel from experienced executives
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As a rule of thumb, it takes 7-8 years for a successful startup to achieve an exit. But there’s a simple way to speed up the clock: Bring in one or more founders who have previous executive experience.
According to data gathered by Rob Olson, partner and head of data strategy at venture engine M13, startups that have two or more experienced founders tend to exit 33% faster and raise 34% less capital.
“Combined, these two improvements can nearly double an investor’s rate of return,” says Olson.
Should startups build or buy telehealth infrastructure?
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Digital health in the U.S. got a huge boost from COVID-19 as more people started consulting physicians and urgent care providers remotely in the midst of lockdowns. So much so that McKinsey estimates that up to $250 billion of the current healthcare expenditure in the U.S. has the potential to be spent virtually.
The prominence of digital health is undoubtedly here to stay, but how it looks and feels from provider to provider is still a debate among sector startups.
But for providers who want to deliver care virtually across the country, it’s not as simple as adding a Zoom invite to an annual check-up. The process requires intention every step of the way — right from the clinicians delivering remote care to the choice of payment processor.
Help TechCrunch find the best email marketers for startups
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Email marketing has been with us for decades, but today it has been refined to a science and an art form.
If you’re an early-stage founder, it is one of the best ways to build and grow your direct relationship with your customer. You know how fickle the platforms can be. You can’t afford to mess this up.
So when and how should you think about doing email marketing, versus all of your other frantic priorities?
Here at Extra Crunch, we’re helping you find the answers. We launched a survey of founders who want to recommend a great email marketer or agency they have worked with to the rest of the startup world.
For companies that use ML, labeled data is the key differentiator
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When a company chooses supervised learning, it needs to have a strategy that allows it to label data as quickly as it acquires it.
Supervised learning is currently the most practical approach for most ML challenges, but it requires the crucial additional step of making raw data smart by labeling it.
How Expensify got to $100M in revenue by hiring ‘stem cells’ and not ‘cogs in a wheel’
Image Credits: Nigel Sussman
The influence of a founder on their company’s culture cannot be overstated. Everything from their views on the product and business to how they think about people affects how their company’s employees will behave, and since behavior, in turn, informs culture, the consequences of a founder’s early decisions can be far-reaching.
So it’s not surprising that Expensify has its own take on almost everything it does when you consider what its founder and CEO David Barrett learned early in his life: “Basically everyone is wrong about basically everything.”
As we saw in part 1 of this EC-1, this led him to the revelation that it’s easier to figure things out for yourself than finding advice that applies to you. Eventually, these insights would inform how he would go about shaping Expensify.
Inside Marqeta’s fascinating fintech IPO
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Marqeta, long a darling of the fintech market though less well known than some companies in its sector due to its infrastructure nature, filed to go public late last week
If you are not familiar with Marqeta, it powers the payment card tech behind products that you use, like Square, a key customer and driver of the unicorn’s growth. Marqeta exhibits a number of fascinating fintech characteristics (majority revenue from interchange, a rabidly competitive market) that make it very interesting to unspool.
May Mobility’s Edwin Olson and Nina Grooms Lee and Toyota AI Ventures’ Jim Adler on validating your startup idea
When a founder has a work history that includes the name of the parent company of one of their key investors, you probably assume that was one of the first deals to come together. Not so with May Mobility and Toyota AI Ventures, which connected for the company’s second seed round after May went out and raised its original seed purely on the strength of its own ideas and proposed solutions.
That’s one of the many interesting things we learned from speaking to May Mobility co-founder and CEO Edwin Olson, as well as Chief Product Officer Nina Grooms Lee and Toyota AI Ventures founding partner Jim Adler on an episode of Extra Crunch Live.
Extra Crunch Live goes down every Wednesday at 3 p.m. EDT/noon PDT. Our next episode is with Sequoia’s Shaun Maguire and Vise’s Samir Vasavada, and you can check out the upcoming schedule right here.
Meanwhile, read on for highlights from our chat with Olson, Grooms Lee and Adler, and then stay tuned at the end for a recording of the full session, including our live pitch-off.
WalkMe is going public: Let’s stroll through its numbers
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WalkMe is the second Israel-based technology company to file to go public this week: No-code startup Monday.com is also pursuing an American IPO.
WalkMe’s software provides visual overlays on websites that help users navigate the product in question. Per the company’s F-1 filing, other elements of its service that matter include its onboarding system, Workstation, or its “single interface to the applications within an enterprise and simplifies task completion through a natural language conversational interface and automation.” We’re including that last feature because it says “automation,” which, in the wake of the UiPath IPO, is a word worth watching. Investors are.
At a high level, WalkMe is a SaaS business, which means that when we digest its results we are digging into a modern software company. Let’s do just that.
Can Squarespace dodge the direct-listing value trap?
Image Credits: Nigel Sussman (opens in a new window)
Squarespace’s reference price has been set at $50 per share.
We went over Squarespace’s recently disclosed Q2 and full-2021 guidance and asked how its expectations compare to its reference-price-defined pre-trading valuation. Then, we set some stakes in the ground regarding historical direct-listing results and what we might expect from the company as it adds a third set of data to our quiver.
Let’s get into the numbers!
Mapping out one edtech company’s $200M bet on lifelong learning
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Mumbai-based Emeritus, an edtech company that works with universities to create online upskilling courses for employed folks, just spent a big chunk of cash to break into K-12.
Emeritus, which is part of the Eruditus group, announced this week that it plans to acquire iD Tech, a STEM education service for children. The acquisition, which has not yet closed, is estimated to be around $200 million and leaves iD Tech operating as an independent brand for now.
ID Tech brings a whole different set of customers to its umbrella: The startup offers courses for elementary through high-school students across the globe taught by college students in the U.S.
5 innovative fundraising methods for emerging VCs and PEs
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According to Versatile VC founder David Teten, five new strategies are gaining traction among fund managers looking to raise capital from family offices and high-net-worth individuals:
- Online communities and virtual events.
- Platforms that help other investors access your fund.
- Soliciting under the 506(c) designation.
- Launching a rolling fund.
- Crowdfunding from retail investors into a general partnership.
In a summary of a class he taught for the Oper8r VC fund accelerator, Teten offers actionable advice for anyone who wants to connect with pre-qualified investors.
Dear Sophie: What’s happening with visa application receipt notices?
Image Credits: Bryce Durbin/TechCrunch
Dear Sophie,
Our startup employs several individuals who are on work visas or have employment authorization. Many of them have been waiting for quite a while for the government to tell them their applications have been received.
Why? When will things be back on track? We have a few employees who are waiting for green cards, and a few F-1 visa holders who will be extending their OPT to STEM OPT.
Is there anything we can do?
— Patient in Pasadena
Arrival’s Denis Sverdlov on the new era of car manufacturing
Image Credits: Bryce Durbin
Electric vehicle company Arrival wants to break the current auto manufacturing model. Instead of one giant factory and an assembly line, Arrival’s commercial electric vans, buses and cars are robotically built in small, regional microfactories, of which the company wants to open 31 by the end of 2025.
If you want to achieve something radically more efficient, you have to go deeper, into complex, high-level computational algorithms that are not normally used in consumer-facing products.
The London-based company, founded in 2015, joined the ranks of EV companies going public via SPAC, merging with blank-check company CIIG Merger Corp. in March. UPS has already ordered 10,000 of Arrival’s robotically engineered vans, and the company recently signed a deal with Uber to create purpose-built EVs for ride-hail drivers.
Arrival founder Denis Sverdlov has been at the intersection of technological advancement and societal change before.
Chasing hype is human nature: The tyranny of startup trends
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The fear of missing out (FOMO) spreads faster than wildfire and often overwhelms rational decision-making.
In the VC community, investors look for lessons from disruptive startups they can use to identify other potential winners. But hype leads to bad decision-making, rushed due diligence and wishful thinking.
When and if those startups actually do well, “irrational FOMO takes over” because the initial assessment was based on bad information, says Victor Echevarria, a partner at Jackson Square Ventures. “Trends are addictive; to remain disciplined and avoid hype is to deny our innate instincts.”
It’s natural for investors to follow the crowd, but in the race to the bottom, FOMO can be high-octane fuel.
Robinhood’s epic Q1 growth explains its fundraising boom
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The Exchange explores Robinhood’s financial results using the lens of payment for order flow (PFOF) income, which the company said during a congressional hearing constitutes the majority of its revenues.
This particular revenue growth — or the lack thereof — is a good way to understand not only Robinhood’s own results but also its larger market. If Robinhood is seeing rapid growth and strong trading volumes, we can infer with some confidence that others in its space are enjoying a related, if not similar, level of interest.
For Public.com, eToro and others like Freetrade (as well as our own understanding), how Robinhood performed recently is key. So, let’s explore the data.
How to ensure data quality in the era of Big Data
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A little over a decade has passed since The Economist warned us that we would soon be drowning in data. The modern data stack has emerged as a proposed life-jacket for this data flood — spearheaded by Silicon Valley startups such as Snowflake, Databricks and Confluent.
Today, any entrepreneur can sign up for BigQuery or Snowflake and have a data solution that can scale with their business in a matter of hours. The emergence of cheap, flexible and scalable data storage solutions was largely a response to changing needs spurred by the massive explosion of data.
Currently, the world produces 2.5 quintillion bytes of data daily (there are 18 zeros in a quintillion). The explosion of data continues in the roaring ‘20s, both in terms of generation and storage — the amount of stored data is expected to continue to double at least every four years. However, one integral part of modern data infrastructure still lacks solutions suitable for the Big Data era and its challenges: Monitoring of data quality and data validation.
Investors help Procore build a decacorn valuation in public debut
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Watching construction tech software company Procore go public Thursday after pricing above its range makes the IPO slowdown look like the deceleration that wasn’t.
Investors quickly bid up the company’s value in trading, giving Procore a higher valuation than it might have anticipated, along with a boost of confidence for the IPO market in general.
Construction tech may not be as glamorous as space travel, but it’s a massive industry that’s fraught with inefficiencies.
Procore initially set an IPO range of $60 to $65 per share before pricing at $67 per share Wednesday night. Its debut was worth gross proceeds north of $600 million and a fully diluted valuation of $9.6 billion. As of early afternoon Thursday, shares were trading at a solid $85.25.
In light of Procore’s debut, TechCrunch is digging quickly into the company’s new valuation and its resulting revenue multiples.
Telemedicine startups are positioning themselves for a post-pandemic world
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It’s impossible to predict how healthcare institutions will operate post-pandemic, but with so many people now accustomed to telemedicine, startups that provide services around virtual care continue to be poised for success.
Telemedicine has faced an uphill battle to become more relevant in the U.S., with challenges such as meeting HIPAA compliance requirements and insurance companies unwilling to pay for virtual visits. But when COVID-19 began raging across the globe and people had to stay home, both the insurance and healthcare industries were forced to adapt.
Now that people see the benefits and conveniences of “dialing a doc” from the kitchen table, healthcare has changed forever.
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Edge computing startup Edgify secures $6.5M seed from Octopus, Mangrove and semiconductor
Edgify, which builds AI for edge computing, has secured a $6.5 million seed funding round backed by Octopus Ventures, Mangrove Capital Partners and an unnamed semiconductor giant. The name was not released but TechCrunch understands it may be Intel Corp. or Qualcomm Inc.
Edgify’s technology allows “edge devices” (devices at the edge of the internet) to interpret vast amounts of data, train an AI model locally and then share that learning across its network of similar devices. This then trains all the other devices in anything from computer vision, NLP, voice recognition or any other form of AI.
The technology can be applied to anything from MRI machines, connected cars, checkout lanes, mobile devices and anything that has a CPU, GPU or NPU. Edgify’s technology is already being used in supermarkets, for instance.
Ofri Ben-Porat, CEO and co-founder of Edgify, commented in a statement: “Edgify allows companies, from any industry, to train complete deep learning and machine learning models, directly on their own edge devices. This mitigates the need for any data transfer to the Cloud and also grants them close to perfect accuracy every time, and without the need to retrain centrally.”
Mangrove partner Hans-Jürgen Schmitz, who will join Edgify’s Board comments: “We expect a surge in AI adoption across multiple industries with significant long-term potential for Edgify in medical and manufacturing, just to name a few.”
Simon King, partner and Deep Tech Investor at Octopus Ventures added: “As the interconnected world we live in produces more and more data, AI at the edge is becoming increasingly important to process large volumes of information.”
So-called “edge computing” is seen as being one of the forefronts of deep tech right now.
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Oto snags $5.3M seed to use AI to understand voice intonation
Oto, a startup spun off from research at SRI International to help customer service operations understand voice intonation, announced a $5.3 million seed round today.
Participants in the round included Firstminute Capital, Fusion Fund, Interlace Ventures, SAP.iO and SRI International . The total includes a previous $1 million seed round, according to the company.
Teo Borschberg, co-founder and CEO at Oto, says the company launched out of SRI International, the same company where Apple’s Siri technology was originally developed. It has been developing intonation data, based originally on SRI research, to help customer service operations respond better to caller’s emotions. The goal is to use this area of artificial intelligence to improve interactions between customer service reps (CSRs) and customers in real time.
As part of the research phase, the company compiled a database of 100,000 utterances from 3,000 speakers, culled from two million sales conversations. From this data, it has built a couple of tools to help customer service operations automate intonation understanding.
The first is a live coaching tool. It’s difficult to have management monitor every call, so only a small percentage gets monitored. With Oto, CSRs can get real-time coaching on every call to raise their energy or to calm a frustrated customer before a problem escalates. “In real time, we’re able to guide the agents on how they sound, how energetic they are, and we can nudge and push them to be more energetic,” Borschberg explained.
He says this has three main advantages: more engaged agents, higher sales conversion rates and better satisfaction scores and cost reduction.
The other product measures the quality of a customer experience and gives a score at the end of each call to help the CSR (and their managers) understand how well they did, simply based on intonation. It displays the score in a dashboard. “We’re building a universal understanding of satisfaction from intonation, where we can learn acoustic signatures that are positive, neutral, negative,” Borschberg said.
He sees a huge market opportunity here, pointing to Qualtrics, which sold to SAP last year for $8 billion. He believes that surveying people is just a part of the story. You can build a better customer experience when you understand intonation of just how well that experience is going, and you put it on a scale so that it makes it easy to understand just how well or how poorly you are doing.
The company has 20 employees today, with offices in New York, Zurich and Lisbon. It has seven customers working with the product so far, but it is still early days.
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Cisco open sources MindMeld conversational AI platform
Cisco announced today that it was open-sourcing the MindMeld conversation AI platform, making it available to anyone who wants to use it under the Apache 2.0 license.
MindMeld is the conversational AI company that Cisco bought in 2017. The company put the technology to use in Cisco Spark Assistant later that year to help bring voice commands to meeting hardware, which was just beginning to emerge at the time.
Today, there is a concerted effort to bring voice to enterprise use cases, and Cisco is offering the means for developers to do that with the MindMeld tool set. “Today, Cisco is taking a big step towards empowering developers with more comprehensive and practical tools for building conversational applications by open-sourcing the MindMeld Conversational AI Platform,” Cisco’s head of machine learning Karthik Raghunathan wrote in a blog post.
The company also wants to make it easier for developers to get going with the platform, so it is releasing the Conversational AI Playbook, a step-by-step guide book to help developers get started with conversation-driven applications. Cisco says this is about empowering developers, and that’s probably a big part of the reason.
But it would also be in Cisco’s best interest to have developers outside of Cisco working with and on this set of tools. By open-sourcing them, the hope is that a community of developers, whether Cisco customers or others, will begin using, testing and improving the tools; helping it to develop the platform faster and more broadly than it could, even inside an organization as large as Cisco.
Of course, just because they offer it doesn’t necessarily automatically mean the community of interested developers will emerge, but given the growing popularity of voice-enabled used cases, chances are some will give it a look. It will be up to Cisco to keep them engaged.
Cisco is making all of this available on its own DevNet platform starting today.
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Gong.io nabs $40M investment to enhance CRM with voice recognition
With traditional CRM tools, sales people add basic details about the companies to the database, then a few notes about their interactions. AI has helped automate some of that, but Gong.io wants to take it even further using voice recognition to capture every word of every interaction. Today, it got a $40 million Series B investment.
The round was led by Battery Ventures, with existing investors Norwest Venture Partners, Shlomo Kramer, Wing Venture Capital, NextWorld Capital and Cisco Investments also participating. Battery general partner Dharmesh Thakker will join the startup’s board under the terms of the deal. Today’s investment brings the total raised so far to $68 million, according to the company.
Indeed, $40 million is a hefty Series B, but investors see a tool that has the potential to have a material impact on sales, or at least give management a deeper understanding of why a deal succeeded or failed using artificial intelligence, specifically natural language processing.
Company co-founder and CEO Amit Bendov says the solution starts by monitoring all customer-facing conversation and giving feedback in a fully automated fashion. “Our solution uses AI to extract important bits out of the conversation to provide insights to customer-facing people about how they can get better at what they do, while providing insights to management about how staff is performing,” he explained. It takes it one step further by offering strategic input like how your competitors are trending or how are customers responding to your products.
Screenshot: Gong.io
Bendov says he started the company because he has had this experience at previous startups where he wants to know more about why he lost a sale, but there was no insight from looking at the data in the CRM database. “CRM could tell you what customers you have, how many sales you’re making, who is achieving quota or not, but never give me the information to rationalize and improve operations,” he said.
The company currently has 350 customers, a number that has more than tripled since the end of 2017 when it had 100. He says it’s not only that it’s adding new customers, existing ones are expanding, and he says that there is almost zero churn.
Today, Gong has 120 employees, with headquarters in San Francisco and a 55-person R&D team in Israel. Bendov expects the number of employees to double over the next year with the new influx of money to keep up with the customer growth.
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Einstein Voice gives Salesforce users gift of gab
Salespeople usually spend their days talking. They are on the phone and in meetings, but when it comes to updating Salesforce, they are back at the keyboard again typing notes and milestones, or searching for metrics about their performance. Today, Salesforce decided to change that by introducing Einstein Voice, a bit of AI magic that allows salespeople to talk to the program instead of typing.
In a world where Amazon Alexa and Siri make talking to our devices more commonplace in our non-work lives, it makes sense that companies are trying to bring that same kind of interaction to work.
In this case, you can conversationally enter information about a meeting, get daily briefings about key information on your day’s meetings (particularly nice for salespeople who spend their day in the car) and interact with Salesforce data dashboards by asking questions instead of typing queries.
All of these tools are designed to make life easier for busy salespeople. Most hate doing the administrative part of their jobs because if they are entering information, even if it will benefit them having a record in the long run, they are not doing their primary job, which is selling stuff.
For the meetings notes part, instead of typing on a smartphone, which can be a challenge anyway, you simply touch Meeting Debrief in the Einstein Voice mobile tool and start talking to enter your notes. The tool interprets what you’re saying. As with most transcription services, this is probably not perfect and will require some correcting, but should get you most of the way there.
It can also pick out key data like dates and deal amounts and let you set action items to follow up on.
Gif: Salesforce
Brent Leary, who is the founder and principal analyst at CRM Essentials says this is a natural progression for Salesforce as people get more comfortable using voice interfaces. “I think this will make voice-first devices and assistants as important pieces to the CRM puzzle from both a customer experience and an employee productivity perspective,” he told TechCrunch.
It’s worth pointing out that Tact.AI has been giving Salesforce users these kind of voice services for some time, and Tact CEO Chuck Ganapathi doesn’t seem too concerned about Salesforce jumping in.
“Conversational AI is the future of enterprise software and it’s not a question of if or when. It’s all about the how, and we strongly believe that a Switzerland strategy is the only way to deliver on its promise. It’s no wonder we are the only company to be backed by Microsoft, Amazon and Salesforce,” he said.
Leary things there’s plenty of room for everyone and Salesforce getting involved will accelerate adoption for all players. “The Salesforce tide will lift all boats, and companies like Tact will see their profile increased significantly because while Salesforce is the leader in the category, its share of the market is still less than 20% of the market.”
Einstein is Salesforce’s catch-all brand for its artificial intelligence layer. In this case it’s using natural language processing, voice recognition technology and other artificial intelligence pieces to interpret the person’s voice and transcribe what they are saying or understand their request better.
Typically, Salesforce starts with a small set of functionality and the builds on that over time. That’s very likely what they are doing here, coming out with a product announcement in time for Dreamforce, their massive customer conference next week,
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Fido Alliance adds a biometrics certification program to help fight spoofing
In a move aimed at upping standards across biometric user verification systems, the industry consortium, Fido Alliance, has launched a certification program for biometrics systems.
“The goal of the Biometric Certification Component Program is to provide a framework for the certification of biometric subsystems that can in turn be integrated into FIDO Certified authenticators,” it writes on its website.
While biometric verification systems such as fingerprint readers have been pretty widely adopted in the mobile space already — with Apple introducing its fingerprint biometric, Touch ID, to the iPhone a full five years ago; followed, last fall, by a facial recognition biometric (Face ID) for its high end iPhone X — the Alliance says that, up to now, there hasn’t been a standardized way to validate the accuracy and reliability of biometric recognition systems in the commercial marketplace. Which is where it’s intending the new certification program to come in.
While few would doubt the robustness of Apple’s biometrics components (and testing regime), the sprawlingly diverse Android marketplace hosts all sorts of OEM players — which inevitably raises the risk of some lesser quality components (and/or processes) slipping in.
And in recent years there have been plenty of examples of poorly implemented biometrics, especially in the mobile space — with hackers easily able to crack into various Android devices that were using facial or iris recognition technology in trivially bypassable ways.
In 2017, for example, Chaos Computer Club members used a print out of an eye combined with a contact lens to fox iris scanners on the Samsung Galaxy S8. And that was one of the most sophisticated biometric hacks. Others have just required a selfie of the person to be held up in front of a ‘face unlock’ system to get an easy open sesame.
Where the not-for-profit Alliance comes in — an industry group whose board includes security exec reps from the likes of Amazon, Google and Microsoft, among others — is it’s on a mission to reduce reliance on passwords for digital security because they inject friction into the online experience.
And biometrics do tend to be convenient, given they are attached to each person. Which is why they have been increasingly finding their way into smartphones and all sorts of other consumer electronics — from wearables to car tech, helped by component costs shrinking as biometrics adoption grows.
But it’s no good trying to speed up ID verification if the alternatives being reached for are badly implemented — and end up actively damaging security.
It certainly doesn’t have to be that way.
Apple’s biometrics are not so easily mocked. And while Touch ID is vulnerable to spoofing, like pretty much any fingerprint reader, its depth-mapping Face ID tech is by far the most sophisticated biometric implementation in the consumer electronics space to date. And hasn’t been meaningfully hacked (well, barring attacks by identical twins/strikingly similar looking family members).
So there’s clearly a world of difference (and, well, cost) between a well architected biometric recognition system which puts security considerations front and center, vs the awful sloppy stuff we’ve seen in recent years — where OEMs were just rushing to compete.
Biometrics has certainly often been treated more as a convenience gimmick for device marketing purposes, rather than viewed as a route to evolve (and even potentially enhance) device security.
The Alliance’s certification program is using accredited independent labs to test that biometric subcomponents meet what it dubs “globally recognized performance standards for biometric recognition performance and Presentation Attack Detection (PAD)” — and thus that they are “fit for commercial use”.
PAD refers to various methods that can be used to try to attack and circumvent biometric systems, such as using silicon or gelatine fingerprints, or deploying harvested facial or video imagery of the device owner.
So it looks like the Alliance’s hope for the program is to ‘upskill’ biometric implementations — or at least weed out the really stupid stuff.
“For customers, such as regulated online service providers, OEMs and enterprises, it provides a standardized way to trust that the biometric systems they are relying upon for fingerprint, iris, face and/or voice recognition can reliably identify users and detect presentation attacks,” it writes.
Speed is another goal too, as it says prior to this certification program due diligence was carried out by enterprise customers (or at least by those “who had the capacity to conduct such reviews”) — which required biometric vendors to repeatedly prove performance for each customer.
Whereas going forward vendors can use the program to test and certify just once to validate their system’s performance and re-use that third-party validation across the market — gaining what the Alliance bills as” substantial time and cost savings”.
Commenting in a statement, Brett McDowell, executive director of the Alliance, said: “While border control and law enforcement markets have mature assessment programs for their biometric systems, we were surprised that no such program existed for this rapidly growing consumer market.”
“With biometrics being a popular option for mobile and web applications implementing Fido Authentication, there is a growing need for those service providers to appropriately assess the risk of fraud from lost or stolen devices,” he added.
Asked whether the program had been introduced in response to particular concerns about weak consumer biometrics — given some of the aforementioned examples of poor implementations — McDowell also told us: “With the rise of any new technology, there’s a risk that some suppliers may over emphasize visible features at the expense of security considerations as they rush to market.
“This program, motivated by our online services community, mitigates that risk for mobile and desktop biometrics by providing a commercial-grade benchmark and independent lab assessment for performance features and spoof attack detection security considerations. Another benefit of the program is a clear way for service providers to prove compliance with strong authentication regulation, which is becoming the norm for financial services. This trend is expected to expand to other sectors as passwords continue to be exploited at increasingly alarming rates.”
Currently only one lab has been accredited to perform components testing for the program.
The lab, iBeta, is located in the U.S. but a spokeswoman for the Fido Alliance told us: “The Alliance is actively working to bring in additional labs.”
She added that the Alliance will update this list as more are added.
This post was updated with additional comment from McDowell
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Cogito scores $37M as AI-driven sentiment analysis biz grows
Cogito announced a $37 million Series C investment today led by Goldman Sachs Growth Equity. Previous investors Salesforce Ventures and OpenView also chipped in. Mark Midle of Goldman Sachs’ Merchant Banking Division, has joined Cogito’s Board of Directors
The company has raised over $64 million since it emerged from the MIT Human Dynamics Lab back in 2007 trying to use the artificial intelligence technology available at the time to understand sentiment and apply it in a business context.
While it took some time for the technology to catch up with the vision, and find the right use case, company CEO and founder Joshua Feast says today they are helping customer service representatives understand the sentiment and emotional context of the person on the line and give them behavioral cues on how to proceed.
“We sell software to very large software, premium brands with many thousands of people in contact centers. The purpose of our solution is to help provide a really wonderful service experience in moments of truth,” he explained. Anyone who deals with a large company’s customer service has likely felt there is sometimes a disconnect between the person on the phone and their ability to understand your predicament and solve your problem.
Cogito in action giving customer service reps real-time feedback.
He says using his company’s solution, which analyzes the contents of the call in real time, and provides relevant feedback, the goal is to not just complete the service call, but to leave the customer feeling good about the brand and the experience. Certainly a bad experience can have the opposite effect.
He wants to use technology to make the experience a more human interaction and he recognizes that as an organization grows, layers of business process make it harder for the customer service representative to convey that humanity. Feast believes that technology has helped create this problem and it can help solve it too.
While the company is not talking about valuation or specific revenue at this point, Feast reports that revenue has grown 3X over the last year. Among their customers are Humana and Metlife, two large insurance companies, each with thousands of customer service agents.
Cogito is based in downtown Boston with 117 employees at last count, and of course they hope to use the money to add on to that number and help scale this vision further.
“This is about scaling our organization to meet client’s needs. It’s also about deepening what we do. In a lot of ways, we are only scratching the surface [of the underlying technology] in terms of how we can use AI to support emotional connections and help organizations be more human,” Feast said.
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Does Google’s Duplex violate two-party consent laws?
Google’s Duplex, which calls businesses on your behalf and imitates a real human, ums and ahs included, has sparked a bit of controversy among privacy advocates. Doesn’t Google recording a person’s voice and sending it to a data center for analysis violate two-party consent law, which requires everyone in a conversation to agree to being recorded? The answer isn’t immediately clear, and Google’s silence isn’t helping.
Let’s take California’s law as the example, since that’s the state where Google is based and where it used the system. Penal Code section 632 forbids recording any “confidential communication” (defined more or less as any non-public conversation) without the consent of all parties. (The Reporters Committee for the Freedom of the Press has a good state-by-state guide to these laws.)
Google has provided very little in the way of details about how Duplex actually works, so attempting to answer this question involves a certain amount of informed speculation.
To begin with I’m going to consider all phone calls as “confidential” for the purposes of the law. What constitutes a reasonable expectation of privacy is far from settled, and some will have it that you there isn’t such an expectation when making an appointment with a salon. But what about a doctor’s office, or if you need to give personal details over the phone? Though some edge cases may qualify as public, it’s simpler and safer (for us and for Google) to treat all phone conversations as confidential.
As a second assumption, it seems clear that, like most Google services, Duplex’s work takes place in a data center somewhere, not locally on your device. So fundamentally there is a requirement in the system that the other party’s audio will be recorded and sent in some form to that data center for processing, at which point a response is formulated and spoken.
On its face it sounds bad for Google. There’s no way the system is getting consent from whomever picks up the phone. That would spoil the whole interaction — “This call is being conducted by a Google system using speech recognition and synthesis; your voice will be analyzed at Google data centers. Press 1 or say ‘I consent’ to consent.” I would have hung up after about two words. The whole idea is to mask the fact that it’s an AI system at all, so getting consent that way won’t work.
But there’s wiggle room as far as the consent requirement in how the audio is recorded, transmitted and stored. After all, there are systems out there that may have to temporarily store a recording of a person’s voice without their consent — think of a VoIP call that caches audio for a fraction of a second in case of packet loss. There’s even a specific cutout in the law for hearing aids, which if you think about it do in fact do “record” private conversations. Temporary copies produced as part of a legal, beneficial service aren’t the target of this law.
This is partly because the law is about preventing eavesdropping and wiretapping, not preventing any recorded representation of conversation whatsoever that isn’t explicitly authorized. Legislative intent is important.
“There’s a little legal uncertainty there, in the sense of what degree of permanence is required to constitute eavesdropping,” said Mason Kortz, of Harvard’s Berkman Klein Center for Internet & Society. “The big question is what is being sent to the data center and how is it being retained. If it’s retained in the condition that the original conversation is understandable, that’s a violation.”
For instance, Google could conceivably keep a recording of the call, perhaps for AI training purposes, perhaps for quality assurance, perhaps for users’ own records (in case of time slot dispute at the salon, for example). They do retain other data along these lines.
But it would be foolish. Google has an army of lawyers and consent would have been one of the first things they tackled in the deployment of Duplex. For the onstage demos it would be simple enough to collect proactive consent from the businesses they were going to contact. But for actual use by consumers the system needs to engineered with the law in mind.
What would a functioning but legal Duplex look like? The conversation would likely have to be deconstructed and permanently discarded immediately after intake, the way audio is cached in a device like a hearing aid or a service like digital voice transmission.
A closer example of this is Amazon, which might have found itself in violation of COPPA, a law protecting children’s data, whenever a kid asked an Echo to play a Raffi song or do long division. The FTC decided that as long as Amazon and companies in that position immediately turn the data into text and then delete it afterwards, no harm and, therefore, no violation. That’s not an exact analogue to Google’s system, but it is nonetheless instructive.
“It may be possible with careful design to extract the features you need without keeping the original, in a way where it’s mathematically impossible to recreate the recording,” Kortz said.
If that process is verifiable and there’s no possibility of eavesdropping — no chance any Google employee, law enforcement officer or hacker could get into the system and intercept or collect that data — then potentially Duplex could be deemed benign, transitory recording in the eye of the law.
That assumes a lot, though. Frustratingly, Google could clear this up with a sentence or two. It’s suspicious that the company didn’t address this obvious question with even a single phrase, like Sundar Pichai adding during the presentation that “yes, we are compliant with recording consent laws.” Instead of people wondering if, they’d be wondering how. And of course we’d all still be wondering why.
We’ve reached out to Google multiple times on various aspects of this story, but for a company with such talkative products, they sure clammed up fast.
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