Clari

As your company adds more products to your portfolio and specializes revenue teams, you may want to set targets and forecast by your different product offerings, and even allow other teams (i.e. Marketing, Product) to view the forecast to understand how your products are selling. Having a Product Mode in Clari can provide Marketing with visibility into which products are in low/high demand to prioritize their efforts. Similarly, Product can identify where they may need to devote more resources for further development. If you’re a supply chain company, you can leverage a Product Mode to forecast your inventory levels to meet customer demand. One important item to note about Product Mode is that each row in the Opportunity Grid will still represent one opportunity no matter how many product line items are present for that opportunity. It’s recommend to only add the aggregation field from the product line item to your Opportunity Grid and Details layouts. Other fields on the product line

 It’s time to run revenue like a process. And there are four key ways to do so: think in quarters, embrace predictability, utilize technology and prioritize revenue moments that have the most impact on your business. Experts of running revenue, Ashley Gretch, CRO at Xedro, and Matt Weil, Senior VP of Worldwide Sales at Highspot uncover the data behind these four key practices so you can run revenue like a pro. In this episode, you’ll learn: Why predictable forecasting is essential. Prioritizing accurate forecasting will provide reliable revenue projections. A mix of data-driven tools and gut instincts will lead to accurate forecasting. Why pipeline calls can contribute to accurate forecasting. This call allows for evaluating the progress of revenue generation and offers insights into the effectiveness of day-to-day activities. It also helps in predicting revenue a couple of months in advance. The importance of developing a relationship between the go-to-market team and product team. Th

Similar to many of our Clari customers, you may be wrapping up the year while also focusing on next year. The next year brings new opportunities, process, business objectives, and so much more. While you and your entire Rev Ops begin next year planning, its important to keep Clari top of mind.This is the time of year where I’ve seen many of our mature customers begin the process updating their Clari platform. By leveraging our self-serve Field Configuration, this is a great time to remove any stale fields you no longer need in Clari, while also adding/ordering fields that will be critical for next year. It may be time to remove that ‘Covid-19’ checkbox field that has been pestering you all these years 😉.Maybe your forecast process is evolving as you continue to grow with Clari. The new year is a great time to implement new processes and change up your forecast cadence. If you’d like to make changes to your forecast tabs or columns, reach out to your Clari account team to get the conve

 A lack of transparency into pipeline.Slipped deals with no real reason.A constant “pushing back” of pipeline.No accurate representation of pipeline number.These were several of the “huge challenges” Greg Reardon, Director of Growth Operations and Strategy at Black Swan Data, faced when making data-driven decisions.Black Swan Data is a London-based technology and data science company. It uses a proprietary data analytics software platform, Trendscope, to predict future market trends.Black Swan was running all their forecasting through spreadsheets. They didn’t even have a business intelligence tool to augment the data. The net result was the four pipeline issues presented above.This is how Black Swan solved its forecasting challenges after partnering with Clari. Greg shared how the team: Saved 20+ hours per week by removing manual processes Relies on Clari as the single source of truth Seeks guidance from Clari’s “11 out of 10 customer service team – the best customer support I’ve expe

Let me take you inside last week’s Board of Directors meeting. 👇 This is the flow I presented. Diagnosing pipeline movement in Q1 and giving the board confidence in our go-forward plan. The question of “WHAT’S HAPPENING TO MY PIPELINE???” is on every revenue leader’s mind right now. And board members are no different. After my preso, one of our board members said: “I wish all my portfolio companies had this level of visibility and rigor.” 😉 My response: “They can, with Clari. This took me 10 minutes.” My past life was trying to do this analysis in BI tools and CRM. After painstaking effort, I never got satisfactory answers. Clari is purpose-built to run revenue. It’s an absolute game-changer. **All of the data in the slides is fake! It comes from Clari’s demo instance. Some of the numbers don’t exactly tie out, but the workflows for aggregation and inspection are still totally valid.   

 My organization wants to see the product make up of each of their opportunities. The problem I’m running into is that my account detail/grid only shows one line item, and doesn’t show the full product mix that is associated with the opportunity. For example, if my seller has put together an opportunity for products A & B the grid and detail will only reflect the product name/product code of the line items with most quantity.  I’ve tried grouping my opportunities and layering in Product information in a stacked bar chart, but the problem I run into with this is Clari buckets some of the Products into “Other” rather than displaying their full name/product code. This could work, but I don’t know how to prevent Clari from bucketing some values into “Other”. Does anyone know how to display all products associated with an opportunity either in the Opportunity Grid/Detail/groupings? Or, does anyone know how to prevent Clari from bucketing my groupings into “other” so I can show an accura

I’m trying to build out a standard board deck using Clari. The most important thing we measure at that level is average productivity or AE productivity if you prefer. Has anyone built something like this?

Here’s the truth: It’s harder than ever to pierce through the noise and earn prospects’ attention. Co-prospecting — the strategy of collaborating to identify, nurture, and convert leads — is the new way to boost meeting rates and close more deals.  During this power-packed 45-minute webinar, attendees discovered:  The fundamentals of co-prospecting and why it's crucial in today's sales landscape Proven techniques and strategies to optimize your co-prospecting efforts How to leverage Groove Spaces for co-prospecting and account planning   This event is for sales leaders and practitioners who want to make an immediate impact on pipeline. Watch the recording here.

Can we please allow more options to build out the column view? I am looking for State to be included but other CRM fields would be great. As a leader across a larger geo being able to look at the opps by geographic data points too

Check out the chart below. Halloween is becoming a bigger business every year. This can impact your site traffic, your sales, and your time (as your kids ask for more Halloween goodies).What costume are you wearing this year? This year, I am probably going to be a security guard or secret service agent since my kids want me to stand 10-15 feet behind them so I don’t embarrass them.Happy Halloween to you and your families!  

I can’t seem to find in Clari Studio where to set up filtering and sorting by CRM score.  Can someone point me in the right direction?

 Kyle Coleman recently joined the Sales Tech Deep Dive series to discuss revenue technology industry trends, Clari's product strategy, the growing role of RevOps, AI for sales teams, and more. Check out the full video interview and transcript. Here are the panelists:Kyle Coleman, CMO at Clari David Dulany, Founder and CEO at Tenbound Nicolas de Kouchkovsky, CMO at CaCube Consulting David: Hello, hello, hello, everybody. Welcome to the Sales Tech Deep Dive. I'm joined today by my esteemed colleagues and partners in crime, Nicholas and Kyle with Clari. How you doing today, guys? Kyle: Living the dream, as always. Nicolas: Great to be here. David: We've seen a lot of consolidation happening in the sales technology space, and they're starting to be the emergent players. Nicholas has some some nicknames them. Craig Rosenberg calls them the "alpha platforms" that are forming, and we want to get Clari's take on this situation and and really dive in and give people an understanding about how y

Hi Team it would be super helpful if the Activity Detail that is available in the Forecast and Opportunities modules was also available in the Account module. 

Here’s a Revenue Cadence Fast Assessment created by @Tom Williams Assess your own Revenue Cadence approach here. If you enter your data, you will get a customized assessment within 24 hours. 😀 

You go to your favorite search engine to answer all of your pressing questions. 🔎 Why don't you interact with your revenue platform in the same way?  Just as a search engine provides you answers to your critical questions, Clari analytics provides answers to the most pressing questions we hear from revenue leaders. ❓❓ Join us over the next 13 weeks as we showcase how Clari’s own Revenue Leaders “Ask Clari” these questions. Subscribe to get updated when each question drops 👇🏼 and join the discussion! Eager to see how the questions you ask of your business compare to the full list? Curious how you build these into your cadence to run revenue for your team? (Hint: 13 is not an arbitrary number) Consider this graphic a preview of the discussions to come: 

Now more than ever, it is critical that every revenue moment is captured and discussed at every level so that your organization can minimize revenue leak as much as possible. I have the amazing opportunity to work with some of the biggest and high growth organizations in the world, and there’s one topic in particular that always comes up as we begin to build out their revenue workflows in Clari:Should sellers/individual contributors submit a forecast call?Many organizations struggle with this as they want to be mindful of impacting selling time and also have uncertainty that the judgments at the seller level can be trusted or make an impact on the overall forecast. Below are a few reasons why companies should consider including the reps into the forecasting submission process:Encourages sellers to take ownership of their overall number. Even if your organization has extreme rigor and mandates the forecast match the opportunities they are calling in through forecast categories or stages

 Yes, reaching new customers to hit your revenue targets for the quarter is a clear priority. Yet, what if there is a missing piece that is making or breaking the number you want to see? That piece? understanding of how to maintain current customers and foster stronger relationships with them.As an expert in running revenue like a pro, Sean Burke, COO and CCO at Prometric, shares the importance of protecting the existing customer base for optimal revenue growth.In this episode, you’ll learn how to develop operational and strategic ‘win’ plans. These plans involve gathering intelligence from all corners of the business to capture market insights and understand customer relationships. By taking a comprehensive approach, you’ll increase your chances of revenue success. Why communicating with customers at all levels is essential All customers matter, from senior executives to individual contributors. Building strong relationships and trust with clients requires regular and open communicati

If we think about building an entire revenue journey, having a foundational strategy like MEDDPIC grounds the motions in the revenue process. What is MEDDPICC?M: Agree upon Metrics and Mutual Business Objectives E: Identify an Economic Decision Maker in Team Roles D: Agree upon a Decision-Making Process and milestones D: Agree upon Decision Criteria in the MBO (Mutual Business Objectives) or POV (Proof of Value) milestone P: Manage Paper Process in a milestone I: Specify and Identified Pain in Mutual Business Objectives C: Identify a Champion in Team Roles C: Specify Competition in Clari Dynamic Dashboards — MEDDPIC ExampleQuickly pin opportunity data, forecast information, or insights from Clari’s analytics modules to your shared (or private) Dashboards. Using MEDDPIC field data, you can build a MEDDPIC Dashboard to help ensure that sales is adhering to your methodology/process and your forecast. Creating a dashboard provides you with a one-stop shop for understanding which deals are

What would be the best way to view deals that have had their close dates pushed (i.e. could have moved closed date in qtr, not just slipped to future quarters) in a certain time period?  Flow only gives slipped deals where I would like to know which deals have had their close dates pushed? I know we can visually see this on the opportunity grid but wondered if theres a better way to do this? 

Hi,Is there a way for me to see a list all Ideas created by me, regardless of their status?I know I can see Activity, Followers, and Following in my Profile, but I can’t find a comprehensive list of Ideas created.I think I have created an Idea for a New Feature that sales leaders keep asking me about. I do not want to repeat it, but can’t find it.Thank you

Hi - we switched from Outreach to Clari auto-capture.  We have been getting consistent feedback that reps are missing the toolbar functionality that highlights when prospects open, click, and engage with their emails.   Cirrus, SFDC, etc offer this functionality as well.  Would love a Clari extension that enables this.  Crucial to remain competitive in the activity tracking space. 

 What if we told you that the key to revenue growth is implementing revenue enablement on ALL levels of your organization? But here’s the million-dollar question: How do you embed enablement on every level?From understanding the importance of enablement and storytelling to the value of aligning sales and marketing efforts, Vanessa Metcalf, VP of Global Revenue Enablement, shares her expertise on how to optimize revenue performance.In this episode, you’ll learn:- Extend enablement beyond sales and marketing teams. Enablement should involve collaboration with other departments, such as customer success, product, and operations, for an aligned approach to revenue generation.- Enablement facilitates knowledge sharing across teams to maximize organizational effectiveness. - Enablement is essential for revenue growth. It plays a vital role in scaling the business and achieving revenue goals. Key enablement activities such as onboarding, playbook creation, and upskilling are crucial in ensuri

Align users an be associated to more than one Align organization. The most common situation is that you’re a Seller in your own org, but a Buyer in someone else’s org.The Align Org Switcher lets you jump between the orgs.If you belong to more than one Org, you’ll see a colored box next to your name.Blue -- you’re a seller Green -- you’re a buyer Just click to switch orgs.  

Something I actually just learned this week is that when you hold down the COMMAND or Windows key on your keyboard, you can select multiple groups (i.e. so you can add a group for stage and then focus on all the deals in stage 3 or 4 by selecting those two options) within the opportunity grid. Just a little time savings nugget that hopefully makes selecting groups a little bit easier