Clari

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

Would be great to bring back the ability for anyone to submit a support ticket, or at the very least, the ability for internal IT (without a Clari license) to be able to submit tickets as well. 

Do Clari users, who are just a “viewer” vs. a contributor or manager, need a Salesforce (CRM) license as well?  Thanks in advance!  

For a manager the blue team rollup is not showing/displaying an aggregate total value for a forecast field.Example: Example where aggregate total value is displayed:if at least one of your team members has an incomplete status "null" for their forecast call, you will not see the Team Rollup in blue. See screenshot below for what a incomplete "null" forecast call looks like for a team member:

 Becoming a revenue leaderAs a revenue leader, you oversee and integrate sales, marketing, and customer success operations — the three main revenue-generating teams.Your goals? Streamlining processes. Optimizing revenue generation. Your challenges? Empowering your team to take charge and see the bigger picture, the organization’s larger goals. Balancing priorities. Fostering collaboration.Anil Kumar, Principal of the Strategic Resource Group at Thomas H. Lee Partners (and previous Head of Revenue Operations at Asana), joined us on The Run Revenue Show to share how he’s worked to accomplish these goals and address the many challenges a revenue leader faces. Let’s start by defining what a RevOps leader does.What does the Head of RevOps do (and not do)?Head of Revenue Operations (RevOps) is the fastest-growing job in America according to LinkedIn's 2023 "Jobs on the Rise" list.Here is how RevOps is often portrayed, to those not in a RevOps leadership role: MarketingOps + SalesOps + Custom

The job of a CEO is to lead the board, not manage it.In our board meetings, my goal isn’t to seek approval or avoid criticism. Instead, I call out operational shortcomings, share our plans for improvement, and get the board to pressure test our thinking on proposed solutions.Our goal is to maximize the brainpower of our board in a manner that gives us a competitive advantage.  It wasn’t always like this. It took years of refinement.To help you do the same, I put all my learnings together and published The Executive’s Guide to Successful Board Meetings to show execs how to get the most out of their board. See attached.The guide covers: - Your exact role in the meeting (and common mistakes to avoid)- A framework for prep, delivery and effective follow up- Why the meetings between the meetings matter (and how to make the most of them)What’s inside this new reportIf you’re leading or contributing to board meetings, I believe this will help you realize your board’s full potential – leading

In this guide, we will cover how to action the following steps: Executing Flow Steps Executing Email Steps Executing Auto-Send Email Steps Executing Call Steps Creating a Salesforce Campaign from Your Flow  Executing the Actions from your Flow.You will be sending emails, logging calls, and completing tasks in what we call work steps in Flow. You'll know a step is due for action when the icon of the step turns Groove blue: Click on the blue icon with due actions to start emailing or calling your clients! For 'Send an Email' Steps:On our email workstep page is where you can customize and personalize each of the emails before sending them: When you're ready to send them out, you can: Send each email individually or you can send in bulk by clicking 'Send All' in the upper right-hand corner Schedule individual or all emails by checking the 🕛 (clock) icon next to the 'Send' and 'Send all' button Send only the first "x" amount of items in the list by typing in the number of email

Book more qualified meetingsThere’s a dream partnership inside every sales org. One player crushes prospecting. The other closes business in their sleep. Pair these two and you have the makings of a winning team. More opportunities Higher quality meetings Bottom-line growthThese potential partners are the SDR and AE.But they rarely team up. Sadly, too many sales pros let a lack of incentives, leadership direction, and knowledge get in the way of this growth strategy. Big miss. We pulled together a sales dream team for a recent webinar. Morgan J Ingram, CEO at Amp, joined Clari’s Devin Reed and Kyle Coleman to break down co-prospecting. Here’s what they shared. The WhatCo-prospecting is a strategic partnership. To get in front of more high-quality leads and refine the pipeline, the SDR and AE should collaborate from the start of the sales process. With co-prospecting, SDRs and AEs should: Develop account plans by researching target accounts and building a point of view on priorities, pa

Hi all, Looking to bulk pause flows on certain accounts but can’t seem to find a way other than going to the outbox on certain flows where users on an account have been added and cherry picking to remove them.  Any ideas for a workaround?