Clari

See attached  -- The Future of Sales Study, from Deloitte, a leading consulting firm. It examines how leaders in Software and Tech make sales strategy, process, and technology decisions to drive profitable growth.Enjoy!  

Hey folks, Is there an integration between Salesforce and Clari for Quotas? Or is the required route to export the Quota CSV from Salesforce and upload it to Salesforce?

Revenue growth doesn’t happen by accident. It’s a process you need to build, execute, and optimize. Enter revenue optimization.Revenue optimization encourages businesses to take a holistic approach to revenue. One that doesn’t just rely on a single source of growth like new customer acquisition but that brings together sales, marketing, and customer success to build a sustainable and resilient revenue pipeline.This article explains revenue optimization, why it’s so important, and five strategies you can use to optimize your revenue today. Table of content: What is revenue optimization? Why revenue optimization matters 5 revenue optimization strategies to implement today How a revenue platform can optimize revenue ConclusionWhat is revenue optimization?Revenue optimization is the management of acquisition, retention, and expansion strategies to improve profits. Typically, businesses only focus on one or two of the following ways to generate revenue:Acquisition: bringing in net new custo

When planning future sales or marketing efforts, you need reliable estimates of your sales numbers.Revenue projections and revenue forecasts are two different approaches that can help you achieve this. However, their methods and applications are quite different. How do you know which one is right for you?That’s what we’re going to explore in this comparison article. We break down exactly what revenue projections and forecasts are, highlight key differences, and cover the best forecasting methods for go-to-market teams in 2024.Table of contents:What are revenue projections? What are revenue forecasts? 3 key differences between revenue projections vs. forecasts When should you use revenue projections vs. revenue forecasts? Get more accurate revenue projections and forecasts with AI and broader data Use other smart tools like deal scoring to help your reps close more dealsWhat are revenue projections?Revenue projections are a company’s estimated earnings for a given period. They’re often

Sellers professionals know that the right tools can make or break your day to day tasks. The right tech facilitates productivity for you and visibility for your manager. The Clari revenue platform enables cross-functional collaboration and clarifies governance across your GTM team with a single source of truth.The Sales Rep Learning Guide will walk you through everything you need to get started with Clari, build your expertise, and accelerate your career. It’s a journey. Here is your guide. Download the PDF attached to this post for links. 

Customer Success professionals know that the right tools can make or break your day to day tasks. The right tech facilitates productivity for you and visibility for your manager. The Clari revenue platform enables cross-functional collaboration and clarifies governance across your GTM team with a single source of truth.The CSM + AM Learning Guide will walk you through everything you need to get started with Clari, build your expertise, and accelerate your career. It’s a journey. Here is your guide. Download the PDF attached to this post for links. 

RevOps professionals know the importance of having your tech dialed in to your process. The right tools reinforce your standards and facilitate productivity for sellers, provide easy visibility and surface actionable insights for leadership, and give you time back to be a strategic advisor to your organization. Think of the Clari revenue platform as your equipment to operationalize the revenue process for your organization, enabling cross-functional collaboration and clarifying governance across your GTM teams with a single source of truth. The Admin Learning Guide will walk you through everything you need to get started with Clari, build your expertise, and accelerate your career. It’s a journey. Here is your guide. Download the PDF attached to this post for links. 

In 2024, B2B sales pros understand the power of buyer collaboration:Reduced risk Fewer mistakes Faster conversionAnd, ultimately, more deals in the “closed-won” column. To break down buyer collaboration, Clari’s Tom Williams (Head of Clari Align) and Devin Reed (Head of Content) sat down for a chat with award-winning sales leader, Kevin “KD” Dorsey on a recent webinar.Here are the four key stages of buyer collaboration they discussed. Stage 1: ProblemEvery sale starts with a problem. Common ones include: Costs are too high Customers aren’t happy Processes aren’t workingWhichever problem your prospect has is the centerpoint of your sales opening. But too many reps rely on their interpretation of the problem. Not a mutual understanding. If you aren’t 20/20 on the problem statement, you and the buyer will start moving in different directions. This will scuttle your sale. Do this:Write down your understanding of the buyer's problem and get them to validate that you have captured it correct

“Even the most successful businesses need to hit ‘pause’ sometimes. Coming up for oxygen allows for clear thinking, fresh perspectives, and renewed energy."Simon Sinek, motivational speaker and author Arm Limited (“Arm”), a semiconductor and software design company, needed some “fresh air” in its revenue process. Jack Thompson, Senior Director of Sales Operations, described the pre-Clari pipeline and forecasting process as follows: “Lots (and lots) of time spent on analysis. We’d extract data from Salesforce.com and do some analysis — what's changed week over week, where things are pushed or pulled in, and so on.” The issue was not the amount of data Arm had at its disposal. It was the time it took to gather all that data from disparate sources, compile it, present it, and review it. “When we noticed changes, we’d have to schedule a meeting to discuss them — a real waste of everybody's time and efficiency.”Before Clari, “it’s like we were running an organization from Salesforce downloa

Spring is here. The nights are longer, the sun is starting to beam through, and the air is crisp. It’s time to review your AI Projection in Pulse to see where Clari thinks you’re going to finish Q2. Let’s see if you can beat the machine! I recorded a quick video to walk you through a simple breakdown of Clari’s Pulse Module. Powered by AI, Pulse looks at historical data and current pipeline in each stage to predict where it thinks you’ll finish the year.  

What is the easiest way to clean up an organization’s flows that are not getting used? We recently went through implementation and some of the old flows/sequences we migrated into Groove are no longer needed and seem to be adding a lot of clutter.

Originally written by Julien Sauvage and published in Sales Tech Series Like many, I have a love/hate relationship with AI. And I love Generative AI (GenAI) for different reasons than many.The main reason? GenAI has been driving high demand for RevTech, in some cases for the first time. More non-tech verticals like financial services and healthcare will adopt the technology as GenAI sparks more curiosity about RevTech, its use cases, potential, and obstacles. As the risk of tech commoditization becomes more real, GenAI has also been putting more pressure on vendors to deliver high-quality products.What I hate about AI? It has created so much confusion and just a whole lot of noise. Vendors making silly claims, buyers having unrealistic expectations.This is why I wanted to take a shot at busting a few myths when it comes to “AI for Revenue” while expressing my POV in a more pragmatic way. Let’s go.Myth 1: Generative AI Is Mostly About the Top of the FunnelOur perception of GenAI comes,

Not all bounced emails are the same. It’s important to understand what types of bounces are occurring within your organization so you can tackle accordingly. Did you know that Groove can write bounce reasons back into salesforce? Check out the help center article - Writing bounce codes into salesforce

Sales engagement has changed the way teams go to market. It’s allowed them to be more efficient, more targeted, and more creative in the way they generate business.  Heck, this post is even part of a multi-touch, 12-month Flow that I created in Groove to share use cases and insights into how you as a sales leader can get more out of Clari. I created the content, recorded the videos, loaded it into Groove, and hit SEND.  Check out this short video that @Ketan Mistry recorded to learn about why being Groovy is the best way to be. 

Forecasting is an art and a science. Clari can be your guiding light when entering in your prediction for success. There's a number of ways the platform can help drive predictability and precision in the roll up.  In this short video, I’ll take you through how to put your forecast together, inspecting the rollup to pressure test if the number is too conservative, or more bullish than it should be. 

Clari has a handful of unique and incredibly useful terms that appear across the platform. The more familiar you are with these terms, the more you will get out of the time you spend in Clari. While we have definitions documented within overviews for modules like Flow (towards the bottom) let's take a moment to put these definitions into even simpler terms. For the sake of our examples, we’ll be talking about these terms specifically from the Flow module. Most of the terms we will be covering below are oriented to a variable. Knowing when and where that variable is Stage over Close Date or Forecast Category will help make the following terms even more clear. What is "Scope"?Let's start with getting the basics out of the way. Within Clari, you will only see the deals that are relevant to you by default. This is what we call the "Scope". Essentially, Scope determines what part of your hierarchy we are looking at. For a rep, they will see the deals they own and only those deals. For a man

Check out this article on how to log in to Clari.

Whether it is a rep or a leader, when a member leaves the organization or moves out of your Clari hiearchy, it is important to know the proper steps and impact of this change.The first things to consider are:When a user is deactivated in Salesforce, Clari will automatically update that user to revoke their access to Clari. BUT that user will not be automatically removed from Forecasting. Removing a user will remove their owned opportunities from future AI projections in Clari. To avoid this, make sure to reassign opportunities to existing members or to a temporary account.Depending on your use case, here are additional articles that can help guide you through your next steps:How to revoke access to ClariGuidelines for deactivating users in ClariNot leaving? Guide to transitioning Sales Reps

Podcast with Kevin Knieriem, Clari President: Listen in hereLearn how revenue platforms like Clari, Gong, and Outreach have evolved over the years and how Clari’s President, Kevin Knieriem, is expanding their SAM into verticals like medical devices, manufacturing, and financial services. The group also discusses Clari’s approach to becoming a unified revenue platform.Want more Topline? Read the recaps and join the Topline Slack channel to engage with the hosts and other listeners. Listen in here  

Click the Add Group button to select your groups (you can apply up to 4 at any given time). To remove a Group, click X.  How are you deals distributed across your different forecast categories or stages? Does that distribution align with where you’re at in the quarter? Are there any deals with discrepancies between their forecast category and stage (i.e. a late stage deal in Best Case that you might move to Commit)?

Open the Actions drop-down in the upper right of the Opportunities Module, and click Configure Columns to adjust which columns you see in Opportunities, and to change their order. The Configure Columns pop-up modal will look something like this: a. Toggle columns on or off to show or hide them from your grid. b. Click and hold to drag and drop columns in the order you want.

Revenue Platform leader infuses purpose-built AI throughout every revenue workflow so teams can stop revenue leak and capture more revenue.SUNNYVALE, Calif. – March 13, 2024 – Clari, the leading Revenue Platform, today announced several powerful updates to RevAI, the company’s industry-leading Predictive and Generative AI capabilities designed to help revenue teams stop revenue leak and capture more revenue. Instead of devoting hours to laborious meeting follow ups, frontline teams can leverage RevAI's new capabilities– Ask Clari, Smart Chapters, Smart Feed and Smart Follow Ups– to automatically identify and execute the right actions to improve conversion and close rates. Sales reps and frontline managers are overburdened with manual processes that contribute to revenue leak and take time away from selling. Clari introduced Predictive capabilities in 2013 and Generative AI in 2023 -- making RevAI the first comprehensive, purpose-built AI for RevTech. RevAI is built to support the workf