Clari

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

Anmol Thiara (@anmol), Product Manager at Clari, was super excited to show all the great things in Forecast, including:Waterfall in Forecasting (launched!) Forecast Quick Submit (in early access) Modern Forecast Workflows Forecast Trend History Forecast AnythingWatch the demo to get a sneak peek at the new experience coming soon to Forecast! If you’re interested in getting early access to Quick Submit, reach out to your CSM/AM.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. Which Forecast capability are you most excited about? What object, if you had the ability to forecast it in Clari, would be an absolute game changer for

In this week’s product updates and roadmap webinar, Clari’s Group VP of Product, Phil Cooper (@coopes) , shared the product vision that drives where Clari is innovating to help you win every revenue moment. Take a look.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. The chat lit up when they saw this slide—which pillar is most exciting to you personally, and why? Reply to this post to share your thoughts!  

As an Admin on Clari Copilot you must have completed a bunch of configurations as part of your onboarding flow in the product. One important configuration among them would be the integration between your CRM and Clari Copilot. You must have wondered about why we need to complete this sync, right? Through this post I am going to break down the 3 most important benefits, just so that you are able to make the most out of this integration.Sync the required fields from your CRM to analyze conversations better Push important call metadata from Clari Copilot to your CRM and superpower your CRM insights Review an account based on all the engagement to gain context and make better decisionsNow, let’s dive deeper into these benefits.  1. Sync the required fields from your CRM ➡️ Clari Copilot to analyze conversations better:A CRM houses a lot of critical information in connection to an account/contact. During the process of reviewing your calls on Clari Copilot, these CRM fields can help you fur

Allow Pinning of Currency, our corporate currency is USD, and we have multi currency enabled which means regardless of my user currency or i always see USD when i want to see GBP.  I know I can change it but i want to pin it so i dont have to change after ever login and page refresh

Why do the KPI widgets show 0 on a dashboard for some users?

This topic comes straight from our weekly office hours. Join us every Thursday @ 9 am PST. Special thanks to @Lala Djafarov for raising this topic!  If you notice a discrepancy between the End Open Pipeline in Waterfall and the aggregated amount in your Opportunities Module Make sure your filters match between the bucket you’re looking at in Waterfall and the Opportunities Module (tip: you can click directly on a bucket in Waterfall to look at those deals). Note the recent changes to your opportunities with the highlighted fields in the opportunity grid. Waterfall (and the other analytics modules) take snapshots to allow you to look at different periods of time, so real-time changes to your deals (i.e. the primary amount field) might account for the discrepancy you’re seeing. Check out Flow to look at how deals moved within the same time period from a different lense to see if, for example, some deals just slipped out of the current quarter that account for the difference you are seein

We're thrilled that you're ready to use Clari. To get up to speed, you can review the recorded training below, which includes the following: Introducing Clari Setting Expectations  Live Demo Challenges Important Reminders and Best Practices Best PracticesBelow, you'll find best practices to help you get the most out of Clari. 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. Leverage Groups using the Add Group button. To remove a Group, click X.  3. Use Expanded View in the Forecast Module to inspect your path to your number. 4. Double-click any field to update your deals in Opportunities. The changes you make will reflect in your CRM in real time.  5. Use t

Can PAFOMs include their own comments in opportunities?I’m looking for an exclusive field where we can insert management comments that must be hidden from Sales Team.

Question of the week. I am relatively new to the Revenue space, although I worked at HubSpot and Adobe. But the industry has evolved in the last two years - so I am interested in learning how your teams are structured and who are the key stakeholders (job titles) using Clari’s products.@mention me when you post so I can learn asap.Wilder

I’m an admin for Clari (but new to it). My manager knows it very well and was the support contact at her last position with another company. Currently, when I click on “Get Support”, she is the contact, but with her old information (Phone, email etc.). Can we as admins change this ourselves? Many Thanks.

 You’ve got a prospect on the hook. You’ve had conversations with multiple stakeholders. You’ve followed up time and time again and given them all of the information they need to make the decision that’s best for them. But, your Spidey-senses are tingling: there’s some fear there, and you don’t know why. The likely scenario: They have been consumed with the enemy of indecision. Let’s face it. Sometimes it’s just hard to get a customer to close for a number of reasons, but the leading factor is fear. So what’s the trick to helping your hesitant customers overcome their fear so you can close that deal you’ve been waiting for? Matt Dixon is the co-author of The Challenger Sale, The Challenger Customer and The Effortless Experience and is also the founding partner of DCM Insights.In this episode of the Run Revenue Show, Matt shares the challenges that salespeople face when customers express hesitation and objections during the sales process, he explores the concept of the omission bias and

  Let’s face it… AI is on the rise. It’s a powerful, technological tool that gives us information at our fingertips. But looking through a business lens, how can we use this tool to boost our revenue? On this episode of Run Revenue Show, Craig Walker and Kyle Coleman explore Dialpad's success in implementing its business communication product and their emphasis on simplicity, usability, and design. They also discuss how engagement and adoption are leading indicators to revenue and how AI-powered chatbots and real-time AI tools are used to improve customer and employee satisfaction, the importance of communication and how the company moved into the enterprise communication space to address the lack of usability and design in traditional business communication products, and dive into the challenges of product launches and how setting targets and monitoring adoption rates is essential for a product manager's success.Craig Walker is a visionary entrepreneur and business leader, renowned as

Hi Clari experts,I’m new to using Clari and am wondering how best to capture win / loss information when a deal is closed.Do you have a standard set of fields that you have customised in Salesforce?How has this captured information shaped future marketing and sales processes?Many thanks.

When the revenue process is neglected, the results are devastating. The average company is losing 14.9% of its revenue to leaks across the revenue process. So…what can we do to stop revenue leak?In this episode, Kyle Coleman, SVP of Marketing at Clari and host of the Run Revenue Show, is here to walk you through the foolproof ways that the most successful businesses are running revenue. Listen in as he shares the power of teamwork and governance in combating revenue leaks, the importance of utilizing meaningful data for managing revenue processes proactively, how to establish a shared metrics glossary for crystal-clear communication, and more.Plus, he dives into optimizing revenue processes by embracing continuous improvement and reviews, and finding the perfect balance between collaboration and governance for a thriving revenue ecosystem. Here’s what’s inside: Revenue is the most important business process: Kyle mentions when the revenue process is neglected, the results are devastati