$70M/year ride-along Gong
Jan-Erik Asplund
TL;DR: Starting as a mobile call recorder for home improvement & HVAC field reps, Rilla is now replicating Gong's multiproduct arc: layering live coaching, analytics & AI pre-call simulations onto its core ride-along product as ServiceTitan, HubSpot & Salesforce Field Service move to bundle it all. Sacra estimates Rilla hit $70M in ARR in April 2026, up from $51M in 2025 (+113% YoY). For more, check out our full report and dataset on Rilla.
Key points via Sacra AI:
- Where Gong (2015) recorded, transcribed, and analyzed Zoom calls for inside sales teams, Rilla (2018) launched as the “ride-along Gong” for the 85% of commerce that is offline, giving home improvement, HVAC, and other retail field teams a mobile app that records & transcribes appointments and lets managers review a 3-minute virtual ride along vs. spending 3-6 hours in the truck. Rilla charges $4.5K/seat/year on annual contracts with a 5-seat minimum, expanding naturally as its core PE-backed home services roll-up customer hires more reps, with a reported 40% average improvement in close rates on $10K–$30K ticket sizes.
- After finding product-market fit with PE-owned home services companies (Groundworks) and high-ticket-size contractors in HVAC, roofing & solar during the 2018-2024 PE roll-up boom, Rilla scaled from ~$2M ARR in its first year of selling to ~$11M in 2023, hitting a Sacra-estimated $70M ARR in April 2026, up from $51M in 2025 (+113% YoY). Compare to inside-sales incumbent Gong at $500M ARR as of April 2026, up from $430M at the end of 2025 (+44% YoY), valued at $7.25B for a 24x multiple, Outreach at $250M ARR in 2023, up 11% YoY, valued at $4.4B for a ~31x multiple, and Apollo at $150M ARR in May 2025, up 40% YoY, valued around $2.5B as of their August 2023 Series D for a ~29x multiple.
- Just as every digital sales & CRM platform bundled in Gong-like call recording, the commoditization of call recording & speech-to-text (via tools like Recall.ai, ElevenLabs, and Vapi) has helped ServiceTitan, Salesforce Field Service, and HubSpot Sales Hub ship field conversation recording as a bundled platform feature to compete in offline sales against standalone-Rilla. Rilla’s counter-move is to layer on live coaching (Rilla Live), analytics/BI (Rilla Intelligence), and AI pre-call practice simulations (Rilla Roleplay), replicating Gong's multiproduct arc as it looks to go from coaching tool to the full-lifecycle sales tool & system of record for field teams.
For more, check out this other research from our platform:
- Rilla (dataset)
- AI support agents vs help desk SaaS
- Gongification of SaaS
- Matt Sornson, co-founder & ex-CEO at Clearbit, on vertically integrated data and workflow tools in sales and marketing
- Apollo at $100M ARR
- Nico Ferreyra, CEO of Default, on building an end-to-end inbound sales platform
- Chris Savage, CEO of Wistia, on the economics of AI avatars
- AI and the future of video
- AI talking heads growing 1024%
- Hassaan Raza, CEO of Tavus, on building the AI avatar developer platform
- $100M/yr Canva for talking head videos
- Intercom at $343M/year
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