Clari

Is it possible to change the set up so that Amount Decreased and Amount Increased reports in Waterfall will display historical changes (amount + color coding) in the ACV based on the date range and not just on the last update? Perhaps an additional button/option so we can select what to use? Example, Deal A decreased in net recurring ACV and is correctly showing up in the Amount Decreased report. However, it’s colored green but should be red since it’s a decrease. It’s because it’s picking up the last change which was an increase from around $62K to $185K. But if we look in Salesforce, the deal actually decreased from $295K to $185K. Same scenario happens on the Amount Increased report. On my end, since I use Waterfall a lot, I end up going back to Salesforce to manually check the correct increase and decrease ACV based on date range (which is not practical). Three things I’d like to see, if possible:Consistent color coding. No ‘green’ deals should be seen in the Amount Decrease report

When Capture syncs an email activity back to Salesforce, by default, it logs the email as a Task.Today, Capture can log activities as either a Task or an Event to Salesforce. A Clari Admin can control whether emails are logged as Tasks or Events in Studio. You can find the steps to adjust this setting in our knowledge base.

Yes, an opportunity amount can be split against different quotas (i.e. for cross-sell opportunities, 30% of the opportunity is contributed to the AMs quota and 70% is contributed to the AEs quota).   You can set up opportunity splits in your Salesforce instance. You can learn more about how to set up opportunity splits in the documentation written by Salesforce. Contact your Clari CSM before you enable opportunity splits in Salesforce to discuss how you want to configure your Forecast and Opportunities Modules for splits.

So you want to exclude specific deals, users, or roles/nodes of your Salesforce hierarchy from Clari's Forecast Module without modifying the current hierarchy in Salesforce. In that case, you can create a custom field in Salesforce to track which deals should be included in the forecast and which ones should be excluded. This approach allows you to control the inclusion or exclusion of specific users or deals from the forecast. To implement this, you can create a custom field on either the User Object or the Opportunity Object. Depending on your preferences, the custom field can be a checkbox, picklist, or string. However, using a checkbox field is generally the simplest to manage. Once you add the field to Clari, you can use the custom field to mark specific deals or deals owned by specific users to indicate whether they should be included in or excluded from the forecast. Use Field Config to add the field to Clari. A note on Hierarchy Management...If you are familiar with Hierarchy M

Extreme Networks was stuck in spreadsheets, lacking the visibility needed to drive a more predictable sales process. Joe Vitalone, CRO of Extreme Networks, & Clari CRO, @Kevin Knieriem, discuss the limitations of outdated technology & how Clari has driven the visibility & predictability needed. 

Great news, everyone! We have just rolled out a new update for Clari Align, and although most of the improvements are happening behind the scenes, there are a couple of key enhancements we wanted to bring to your attention:   Simplified Action Status: Based on your valuable feedback, we have made it easier to track progress. Now, an Action is marked as Done or Not Done, eliminating the need for multiple status options. Streamlined Action Owner & Due Date: We heard you loud and clear! You can now assign a single person responsible for an Action and set a specific due date, making it simpler to manage tasks. We appreciate your continued input and suggestions, which help us shape Clari Align to meet your needs. Keep those comments and requests coming as we strive to make Align more actionable and collaborative.

  As Revenue Pros, sometimes we just want to be told what to do–given a proven system for unlocking revenue growth, right?This week’s episode is just that. Jonny Fianu serves as the Director of Global Revenue Operations and Business Development for ComplyAdvantage. With an impressive background in strategic planning and revenue optimization, Jonny plays a crucial role in overseeing and enhancing revenue generation processes within a global organization. His expertise lies in analyzing market trends, identifying business opportunities, and implementing effective strategies to drive revenue growth. With a keen eye for identifying untapped markets and forging strategic partnerships, Jonny fosters collaborations that propel business expansion and increase profitability.On this episode of Run Revenue Show, Jonny Fianu shares his replicable system for success in revenue operations and its goal to minimize risk and maximize opportunity through constant calibration, the importance of data lite

Get a complete step-by-step guide on how to identify major revenue moments (and win them). You’ll learn how to inspect your account health, run your 1:1s, and drive successful quarterly retros. There are also templates and checklists to help you maintain consistency while turning your revenue cadence into reality. Avoid revenue leak and win more revenue—grab your copy 👇

Hello Community,I am new to Clari and wondering if anyone knows of a good way to look at historical pipeline conversion by sales rep.E.g. Sales rep John had a pipeline of $1M in Q1 and closed $250k so he had a 25% conversion rate.Also what is the simplest way to look at historical pipeline conversion for the whole company as of a certain date? I used the waterfall analysis to do this, but it seems very manual, as I have to manually select it for every month and can’t look at conversion rates over time.E.g. As of Jan 1, our pipeline for Q2 was $9M and we closed $3M in Q2, so our pipeline conversion from 180 days out is 33% As of Apr 1, our pipeline for Q2 was $6M and we closed $3M in Q2, so our pipeline conversion from 90 days out is 50%Thanks!

One way to improve your skills with AI — and subsequently save gobs of time — is to familiarize yourself with how these technologies work. Did you know that the “GPT” in ChatGPT isn’t just a name? It’s a type of technology.  I asked GPT to explain what it means to a non-technical audience. Here’s the reply:  GPT stands for "Generative Pre-trained Transformer.”  Let's break it down: 1. Generative: It means that the model has the ability to generate text or other forms of output. In the case of ChatGPT, it can generate human-like responses to prompts or questions. 2. Pre-trained: Before being used for specific tasks, such as answering questions in a chat-based format, the model is trained on a large dataset. This training process helps the model learn patterns, grammar, and context from the text it is exposed to. 3. Transformer: The transformer is a type of neural network architecture that plays a key role in GPT models. It enables the model to understand the relationships and dependenci

Had this point raised today (thank you @Stephanie Scattolini) where perceived positive impacts (in the business sense) appear as negative impacts (in the CRM Score)...confusing huh? 🤔But here’s the explanation….“The impact and weight of each factor are automatically determined through our probabilistic model, which is influenced by each organization’s historical win rates. This means factors can—and will—vary based on the unique characteristics of each sales team and process.For example, although a deal advancing from best case to commit is traditionally a positive indicator of the likelihood to close, the model may label this movement negative—if, historically, deals haven't closed after that kind of change.”Taken from the full article on How The CRM Score Works. 

Get a quick update on the additional capabilities heading your way in Clari Studio, and watch how Anmol Thiara (@anmol) create a custom mode in 30 seconds with Field Configuration!Safe Harbor Statement: This presentation is intended to outline Clari’s general product roadmap and vision. It should be used for informational purposes only, and is not a commitment to deliver any specific functionality. This presentation cannot be incorporated into any contract and should not be used when making decisions to purchase. The release and timing of these features remains at Clari’s sole discretion. Martin Spanik commented that field management is one of the best new features, and he’s been using it a lot lately. What makes you most excited about Staging or Forecast Admin? Share your thoughts below! 👇 

Ability to set pacing based upon the context of pulse. If looking at the monthly pulse then the ability to set monthly pacing, if quarterly then quarterly pacing. 

Subscribe to RunRevenue.Pro and get one tip for protecting your revenue — plus updates on new frameworks, playbooks, and exec conversations for running revenue like a pro — delivered straight to your inbox every Friday.  The past few quarters have been anything but smooth for revenue teams. The road to revenue is always challenging, but the macroeconomic environment has introduced once-in-a-decade obstacles for teams to navigate. Buyer priorities have changed, customer needs have shifted, and companies are scrutinizing every penny they spend. Has your revenue process kept up? It’s likely that your annual plan is at risk and your targets for future quarters need to be recalculated. You need complete visibility into the realities of your business to confidently predict outcomes in future quarters. You have to be able identify areas of strength and weakness across your revenue process and focus your team’s efforts appropriately. This may feel like a difficult task, but difficult does not

ICYMI—with Inspect, you can now bring in external (non-CRM) data into Clari. Group Product Manager Payton Miller covered a number of other new Inspect capabilities in his demo to show how they help you prevent revenue leak:Engagement Score Sub-Object Nesting In-Line Editing Conversation Inbox Smart Email Summaries Email, Push, and Web Notifications Copilot Insights PanelSafe Harbor Statement: This presentation is intended to outline Clari’s general product roadmap and vision. It should be used for informational purposes only, and is not a commitment to deliver any specific functionality. This presentation cannot be incorporated into any contract and should not be used when making decisions to purchase. The release and timing of these features remains at Clari’s sole discretion.  @Sandip Patil asked a great question: how is engagement score different from CRM score?  The answer: The CRM Score predicts the likelihood that an opportunity will close (won); Engagement Score creates an index

Enduring a time of economic downturn takes more than just the normal. It takes grit, perseverance, taking risks, and most importantly, mastering your time to run revenue. Something has to change, an action needs to take place. But what is that change and how do we properly master our revenue?In this bonus episode of the Run Revenue Show, we take a break from our regularly scheduled interviews, and listen to three executives who have successfully mastered their revenue - the Head of Content at Clari, Devin Reed, CEO and Prime Minister of Revenue at Clari, Andy Byrn, and CEO of Gainsight, Nick Mehta. Tune in to learn how consolidation can offer customers a combined solution and improve sales efficiency, why time to revenue is crucial in driving customer satisfaction and growth, how legacy systems like CRM and Excel can lead to revenue leakage, how to operate your business more effectively and how to protect your revenue in uncertain times.Here’s what’s inside: Use strong customer relatio

It’s a terrible feeling when new business deals are slow to come in and you’re watching your growth targets slip away after all of the hard work your sales team put in to reach new customers. So how do we counteract this? Through the number one most important strategy in 2023: paying attention to net dollar retention.On this episode of The Run Revenue Show, Nick Mehta, CEO of Gainsight, author of multiple books on customer success and all around champion of delivering value to your customers, shared his insights on this strategy. You’ll learn the difference between customer support and customer success, the natural tendency for customers, sharing the value in your vision, and the key steps for turning your value into reality. Here’s what’s inside:Turn your value into reality: Nick mentions the main steps are to agree as a company what your value is, define how that value is translated into the product, orchestrate it into your business processes, and then to become brave. Stop building

 Marketing team creates pitch deck. Sales team doesn’t like pitch deck. Sales team creates their own pitch deck. Marketing team gets frustrated. And…the cycle continues. Sales and marketing teams are working toward the same goal–revenue…so why do they so often work against each other to get there.On this episode, Mike Weir uncovers his secrets of go-to-market team alignment as a former marketer to now CRO at the highly-trusted peer-to-peer review site G2. Listen as he shares how to close the information gap in sales to drive your revenue, leverage data and technology to create a better understanding of customer needs, the importance of personalized communications, and the power of developing a curious mindset to ask questions and seek answers.Here’s what’s inside: Train your reps to simplify: Mike says that your sales team needs to lead conversations that are different. They need to resonate with the customers and be ‘plain’ enough to connect with them. Do an empathy audit: Mike says e

  Discovery deserves to die… Well, at least the discovery we have now. It does little to help the buyer. Doug Landis is a renowned Growth Partner at Emergence Capital, a venture capital firm specializing in early and growth-stage enterprise cloud companies. With extensive experience in sales and marketing, Landis is widely recognized for his expertise in building and scaling high-performance revenue organizations. He has a deep understanding of the challenges and opportunities faced by SaaS companies, particularly in the areas of sales strategy, customer engagement, and team development. Doug works closely with Emergence Capital's portfolio companies, providing strategic guidance and hands-on support to drive their growth and success.In this episode, Doug and Kyle discuss the importance of data in sales and the role of a Rev Ops partner. They touch on the pitfalls of being too focused on discovery and the need to shift towards meaningful business conversations that take into account th

 The secret sauce to approach RevOps in a successful way? Enablement, platforms, analytics, compensation plan, and strategy. Focusing on these five things will take your operations to new heights.On this episode of Run Revenue Show, our guest, Sam Sutton-Reid, shares his experience as a RevOps leader at Pearson. He breaks down the approach to RevOps into five areas of focus - enablement, platforms, analytics, compensation plan, and strategy. Sam emphasizes the importance of creativity in post-COVID times, stakeholder management, and planning ahead for revenue operations leaders while also sharing his journey from coffee shops to sales and eventually to RevOps. Sam Sutton-Reid is the Director of Revenue Operations at Pearson, a leading educational publishing and assessment service company. As an accomplished professional in the field, Sam oversees and manages the revenue operations function, which involves optimizing sales processes, driving revenue growth, and enhancing operational eff

1. When you want to find your Saved Views in Clari, use the Views drop-down in the Opportunities Module. Note: This example is about Saved Views in Opportunities. To learn to use Saved Views in the Analytics or Accounts Modules, check out this article in our Knowledge Base.   Want to share a Saved View?  To share a Saved View in Opportunities: Click Actions > Share Saved View 2. Use Groups to inspect your book of business from different angles. 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)?    3. Double-click any field to update your deals in Opportunities. The changes you make will reflect in your CRM in real time.

You probably noticed quite a few tweaks to the naming conventions you see inside and outside of the Clari Platform. Consider this your cheat sheet to the latest and greatest updates. From To Notes Datahub Revenue Database (RevDB) You already have a Sales DB (CRM), a marketing DB (i.e. Marketo), and maybe even a Customer Success DB (i.e. Gainsight). You need a Revenue DB to stitch it all together, harmonize it so you can run revenue with precision. Clari Admin Clari Studio Think of Studio as Clari’s home for admins and Ops professionals. Imagine, design, and configure Clari so that it’s perfectly tailored to suit your unique business needs. Autocapture Capture Autocapture hasn’t changed. We’ve update the name to align with the rest of our products. Separate Opportunities and Accounts tabs Inspect The Opportunities and Accounts (formerly Account Engagement) Modules haven’t changed. You can find them both under ‘Inspect’. Inspect is your home for all things deal ex