Koji vs Avoma: Conversation Intelligence vs AI Customer Research (2026)

Quick answer: Avoma is a conversation intelligence platform for revenue teams — it joins your sales and customer success calls, transcribes them, scores them against frameworks like MEDDIC and BANT, and pushes structured notes into your CRM. Koji is an AI customer research interviewer — it runs the interview itself in voice or text, asks adaptive follow-up questions, and aggregates findings across every participant into a research report. Avoma analyses calls your team has already scheduled. Koji generates conversations that would never be on the calendar at all. Both can live in the same company; they answer different questions for different teams.

The One-Line Distinction

Avoma is built around the question "what happened in the calls my team ran this week, and how can they run them better?" Koji is built around the question "what do 100 customers I have never met think about my product, and where are the patterns?"

You can spot the difference by who joins the meeting. With Avoma, your salesperson or CS manager is on the call and Avoma is observing. With Koji, no one from your team is on the call — the AI runs the entire conversation on its own, with the participant on the other end.

What Avoma Does Well

Avoma's heritage is sales and revenue operations. It is a credible competitor to Gong and Chorus in the conversation intelligence space, and a strong AI meeting assistant in its own right. Its 2026 capabilities include:

• AI meeting assistant. Auto-joins Zoom, Meet, and Teams calls. Records, transcribes, and summarises with topic detection.
• Conversation intelligence. Custom scorecards (MEDDIC, SPICED, BANT), auto call scoring, talk-time analytics, and coaching dashboards for sales managers.
• CRM auto-update. Pushes structured fields back to Salesforce or HubSpot without rep effort.
• AI scheduler. Lead routing, 1:1 and group scheduling, round-robin.
• Revenue intelligence and lead router add-ons. Forecasting signal, opportunity insights, and deal health add-ons for sales orgs.

Avoma's published 2026 pricing starts at $19/seat/mo (Startup, annual) and scales through Organization ($29) and Enterprise ($39), with Conversation Intelligence as a $29/seat/mo add-on. A realistic 10-person sales team running CI lands around $480/month on annual billing. For a revenue org that lives inside its CRM, Avoma is a strong, well-priced choice.

What Avoma does not do is recruit research participants, run async interviews without a live meeting, or aggregate themes across non-overlapping conversations with strangers. That is a different product category.

What Koji Does Well

Koji is built for customer research — discovery, churn, onboarding, beta, pricing, brand, post-purchase. Where Avoma listens to calls your team is on, Koji runs the call itself.

The mechanics:

1. You write a brief: research goals, target segments, and questions across the six structured question types — open_ended, scale, single_choice, multiple_choice, ranking, and yes_no.
2. Koji generates a study link.
3. Participants — customers, prospects, churned users, panel members — click the link and talk or type with an AI interviewer that follows the script and probes their answers with adaptive follow-ups.
4. When the study finishes, Koji analyses every transcript, scores it against a quality rubric, and produces a research report with themes, supporting quotes, segment splits, and charts for the structured questions.

Where Koji's design diverges sharply from a conversation intelligence platform:

• Voice + text interviews. Voice (3 credits per interview) or text (1 credit) — whichever fits the participant's context.
• Adaptive AI follow-ups. The interviewer probes vague answers the way a senior researcher would, instead of just transcribing what the participant said.
• Mixed-method interviews. Open-ended discovery questions, NPS scales, choice questions, and ranking — all inside one fluid AI conversation, with the structured questions auto-visualised.
• Quality gate. Only conversations that score 3 or higher on the rubric consume credits. Low-effort responses are filtered out before they reach your report.
• Always-on studies. Run 24/7 research with no moderator scheduling required — durable for cancel-flow exit interviews, onboarding, stay interviews, and win-back.

Koji is not trying to score your sales reps. It is trying to make sure your roadmap and positioning are based on hundreds of customer conversations instead of a handful of anecdotes.

Side-by-Side Comparison

The right column does not "beat" the left. It is a different product solving a different problem.

When to Use Avoma

Reach for Avoma when:

• You run a sales or CS org that wants conversation intelligence, coaching, and CRM hygiene.
• You need MEDDIC, BANT, SPICED, or a custom scorecard auto-applied to every call.
• You want deal intelligence and forecasting signal layered on top of your meeting data.
• You want auto-scheduling and lead routing alongside meeting capture.

Avoma will not generate research with 100 prospects you have never met, or run an unmoderated onboarding interview at 11 p.m. while your team is asleep. That is not what conversation intelligence is for.

When to Use Koji

Reach for Koji when:

• You need to interview more customers than you can personally meet — discovery, churn, onboarding, beta, pricing, brand tracking.
• You want async interviews that participants can complete at their own pace in voice or text.
• You need a research report — themes, quotes, segment splits, and visualised structured questions — not just per-call summaries.
• Your bottleneck is recruitment-and-moderation time, not call review time.
• You want a continuous discovery rhythm that runs 24/7 without consuming a researcher's calendar.

Most of Koji's highest-leverage use cases — anonymous employee research, churn diagnosis, onboarding diagnosis, post-purchase qualitative — are structurally impossible to run on a conversation intelligence platform, because there is no live call with an internal team member to record.

Pricing: Per-Seat vs Per-Conversation

This is the simplest way to think about cost.

Avoma charges per seat. Every salesperson, CSM, or manager who needs to record or review calls has a license. A team of 10 with the Conversation Intelligence add-on lands near $480/month on annual billing. Cost scales with how many people on your team are involved in calls.

Koji charges per credit. The Insights plan is €29/month for 29 credits; the Interviews plan is €79/month for 79 credits; annual plans include two months free. Overage is a flat €1/credit. Text interviews cost 1 credit, voice interviews cost 3, and a report refresh costs 5. Quality-3+ conversations are the only ones that consume credits. Cost scales with how many customer conversations you run, not how big your internal team is.

A two-person product team running 80 customer interviews a month is going to look very different on each pricing page than a 15-person sales org running 200 live calls a week.

Can You Use Both?

Yes — and this is the most realistic answer for most growing companies. A typical setup:

• Avoma sits on the revenue org's calendar. Discovery calls, demos, renewals, QBRs all get captured, coached, and routed to the CRM.
• Koji powers continuous customer research outside the sales motion. Onboarding, churn diagnosis, beta feedback, pricing research, brand tracking, and new-segment discovery happen on Koji's async voice and text interviewers.
• Insights from both pipelines feed the same product roadmap, positioning doc, or voice-of-customer program. Sales calls provide anecdotal depth from buyers; Koji studies provide statistical breadth across the wider customer base.

This is the same shape as the Koji vs Granola and Koji vs Fathom decisions: meeting tools improve the calls you have, AI interviewer platforms create the conversations you do not.

The Bottom Line

If you are buying for a sales or CS org and your goal is better coaching, better notes, and a cleaner CRM, Avoma is a strong, well-priced choice. If you are buying for product, design, marketing, or market research, and your goal is to actually hear from your customers at scale, Koji is built for that job — and it can run while you are not in the room.

The two categories will keep converging on AI features, but the fundamental question they answer is different. "How do we get better at the calls we already do?" vs "How do we have more of the customer conversations we cannot personally do?"

Related Resources

• Structured Questions Guide — Koji's 6 Question Types
• How AI Interviewers Work
• Conversation Intelligence for Customer Research
• Koji vs Fathom — Notetaker vs Interviewer
• Koji vs Granola — Notetaker vs Interviewer
• Best AI Interview Software 2026
• Customer Discovery Interviews at Scale