Rilla

What it is

Rilla records in-person sales conversations from a phone in the rep’s pocket, transcribes them, scores them against your sales process, and lets a manager review the appointment afterward instead of riding along in the truck. It is Gong pointed at the doorstep instead of the Zoom link.

That distinction is the entire product. Gong, Chorus, Avoma, Sybill and every other recorder in this catalog attach to a meeting platform or a dialer. A kitchen-table close has neither. There is no bot to admit, no call leg to fork, no API on a customer’s living room. For field teams the gap is not that the conversation-intelligence vendors are worse at this — they structurally cannot do it at all, which is why a separate category exists.

Rilla sells three pieces. Recording plus asynchronous virtual ridealongs is the core. Rilla Live lets a manager listen to an appointment in progress and text the rep mid-conversation. Rilla Intelligence is the analytics layer: process-compliance scoring, close-rate correlation, leaderboards, and natural-language querying over the accumulated conversation corpus. Roleplay, AI practice scenarios, is a paid add-on and the newest and thinnest piece of the line.

Why it shows up in field-sales stacks

Coverage arithmetic. A field manager with 8 reps running 3 appointments a day owns roughly 120 conversations a week and can physically ride along on 2 to 4 of them. That is a 2-3% sample, selected by whoever happened to be free on Tuesday. Rilla makes the whole week the denominator, and a review costs minutes instead of a half day in a truck.

The vertical concentration follows from the same fact: HVAC and home services, home building, remodeling, dental, senior living, multifamily and auto repair. Rilla says deployment runs about an hour and forty-five minutes and that customers see a 40% average lift in close rate and 17% on ticket price. Those are vendor figures on a vendor page — read them as the ceiling of the claim, not the median outcome.

The independent read is the better evidence. Sacra puts Rilla at approximately $70M ARR in April 2026, up from $51M in 2025 and $24M in 2024, across 2,000+ accounts at an average contract near $20,000 — itself up from roughly $9,300 in early 2024. The Series B was $68.5M in June 2025 at a $757M post-money valuation, led by GV. The Home Depot and Neighborly both announced deployments in March 2026. A vendor with that shape is not going to vanish mid-contract, which is the first question worth answering about a category this young.

Pricing reality

Rilla publishes no prices, so treat everything here as an estimate compiled from third-party trackers and customer reports as of 5 September 2026, not a vendor price list:

• Approximately $200-$350 per rep per month for the base platform on an annual contract. Sacra’s independent figure of $4,000-$5,000 per seat per year lands at the top of that band.
• A 5-seat minimum, with an average contract near $20,000 a year. Roughly $20K is the practical floor of the conversation.
• Roleplay adds a reported $50 per rep per month.
• Implementation fees of $1,000-$5,000, scaled to team size.
• Annual terms, paid upfront.

Ten reps therefore models at roughly $36,000-$60,000 a year plus setup. Get your own quote before committing to that range.

Against the category, Gong runs approximately $1,400-$2,000 per seat per year on standard deployments. Rilla costs 2-3x Gong per seat. You are paying a premium over the share leader in conversation intelligence for the one conversation the share leader cannot record. In field sales that premium is defensible. Anywhere else it is not.

Best for

A field-sales leader with 15-150 reps running in-person appointments at a ticket above roughly $5,000 — HVAC and home services, remodeling, home building, dental, senior living — where close rate is the measured metric and managers have already given up on covering appointments in person.

Run the payback arithmetic before the demo, because it settles the purchase more cleanly than any feature comparison. At $4,000 per seat per year, a rep working 600 appointments annually at a $10,000 ticket and a 30% close rate needs under one point of close-rate improvement to cover the seat. The same rep on a $600 ticket needs about seven points. Ticket size, not team size, decides whether this tool is cheap or expensive.

Not for

• Remote and inside sales. When the conversations happen on Zoom or a dialer, Gong, Avoma and Fathom do the job at a third to a tenth of the price. Rilla records nothing they cannot.
• Teams under 5 reps, on the seat minimum alone.
• High-volume, low-ticket field work — door-to-door subscription selling under about $1,000 a sale. The arithmetic above inverts.
• Any team that will not fund manager review hours. Recording without reviewing is a surveillance expense with a coaching invoice attached.

Versus the alternatives

• Siro — the direct competitor and the fastest-growing entrant in the segment, with $75M raised including a $50M Series B from SignalFire in May 2025. Rilla and Siro raised roughly $118M between them inside a single month in mid-2025, which is the clearest signal of how contested this category is. Rilla holds a reported 3-4x revenue lead and the larger deployed base. Pick Siro when ServiceTitan is your system of record and integration depth there decides the evaluation. Pick Rilla when you want the bigger reference list and the analytics layer. Better: run both in one two-week pilot on the same reps, because audio capture quality in your environments is the real differentiator and neither vendor’s deck can answer it.
• Gong — a complement, not a substitute. A company with an inside team and a field team runs both, and treating the two as an either/or line item in the budget is a category error.
• Hyperbound — when the actual problem is new-rep practice rather than appointment coverage, buy dedicated AI roleplay and skip Rilla’s $50 add-on. Rilla’s Roleplay is the weakest part of its line and it prices like a bundle upsell.

If none of these fit, the constraint is probably not appointment coverage at all. When the gap is script adherence on the phones, this is a dialer and conversation-intelligence purchase — start at best conversation intelligence tools.

Watch-outs

• All-party consent is your problem, not the vendor’s. Around a dozen states require every party to consent before a conversation is recorded — California, Florida, Illinois, Pennsylvania, Washington and Massachusetts among them — and an in-home appointment routinely includes a spouse or an adult child, each of whom is a party. Guard: script the disclosure into the first 30 seconds of the appointment, capture the customer’s answer on the recording itself, and make the disclosure a scored line item on the scorecard so compliance is measured rather than assumed. Build this before rollout; retrofitting it after the first complaint costs you the recordings you already took.
• The microphone is a phone in a pocket. Rilla holds a 4.8 out of 5 across 365 Capterra reviews, and the most-cited complaints there are battery drain, missed recordings and weak audio pickup in noisy conditions. An attic, a plant room and a busy showroom are hard acoustic environments. Guard: pilot for two weeks in your worst environment rather than your average one, budget for battery packs, and review the per-rep capture rate weekly — a rep whose recordings keep failing is a coaching conversation wearing a hardware costume.
• Coverage is not coaching. The common failure is buying visibility, watching clips for a month, and changing no behavior. Guard: put the manager-time commitment in the business case as a number — reviews per rep per week — and hold managers to it in their own one-on-ones. If nobody will fund those hours, do not buy the seats.
• Field reps read always-on recording as surveillance. That reaction, not the software, is what kills these rollouts. Guard: run the first 60 days as rep-owned self-review with no leaderboard and no comp linkage, and publish in writing what the recordings will and will not be used for. Tie the data to compensation in quarter one and you will get missed recordings you cannot distinguish from dead batteries.
• Quote-only, annual, prepaid, plus a setup fee. Field headcount swings hard with season, and a prepaid annual contract signed at peak headcount does not shrink in the off-season. Guard: get the implementation fee in writing before the pilot, and negotiate a seat-reduction clause at renewal in the first paper — asking for it in month eight gives you nothing to trade.

Related: conversation intelligence covers the category Rilla sits beside, and the conversation intelligence stack prices the layers around it.