Clari

Every leader is at mercy of macroeconomic conditions these days, but still expected to hit an even bigger revenue target.. This episode is your playbook for realizing the power behind embracing downturns, upturns, and any-which-way turns the economy will throw at your pipeline.On this episode of The Run Revenue Show, Steve, Managing Director at Madrona Venture Group, shares his learnings from leading his team at Concur through the ‘99 dot com burst, the 2008 financial crisis, and beyond. You’ll walk away with a playbook for how to use macroeconomic data to your advantage, keep your team informed and empowered, and solidify you no matter what. Here’s what’s inside: How to grow your revenue —without adding headcount Why precise forecasting enables you to think more strategically about spending and where to make your investments. What effectively instrumenting your business looks like and why it should be a priority for you. Grab this week’s checklist:  

 It’s the end of the quarter. The lynchpin deal you were sure was coming through? It hasn’t. Clock strikes midnight, and just like that: it’s over. How did this happen? Deal slippage is ruining your forecast. But, Kevin “KD” Dorsey knows how to avoid it. On this episode of The Run Revenue Show, Kevin, SVP of Sales at Bench Accounting, shares his secrets for avoiding slipped deals. Here’s what’s inside: The ONE thing to create if you want to stop deals from slipping Questions managers can (and should) ask reps to maintain control of their pipeline Step-by-step process for keeping your team aligned and your pipeline healthy Grab this week’s checklist: Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. → Clari.com  

Let’s cover what Views, Roles, and Lenses are—and how you might benefit from them in Clari. 😺 ViewsViews are sets of saved filters or reports that help you focus on the right opportunities. You can access Views from the left side of the Opportunities Module (pictured below). Or, check out this article to learn how to use Saved Views in the Analytics and Accounts Modules.  Roles Roles map to User Types and determine your level of access to Clari. Your role determines which Views, Modules, and Dashboards you have access to.For example, a Sales Manager might have access to certain Views about team performance that a Sales Rep doesn’t need. There are 5, out-of-the-box roles in Clari:  You can change the names of the out-of-the-box roles and add custom ones if that suits your team best! So long as the role maps back to a standard Clari User Type. Lenses While your role controls the broad strokes of what you can access, Lenses fine tune it. 🧐Lenses make it so that when someone creates a Vi

What are modes in Clari?Sometimes, finding the deals and the amount you care about isn’t as simple as one opportunity and the total amount of that opportunity.The opportunity and full amount might be exactly what some sellers care about, but some sellers might care more about the split amount of the opportunity or line items (i.e., products) on an opportunity.Other sellers, or even SEs, AMs, and CSMs need to look at their business differently by looking at deals for which they are not necessarily the opportunity owner or specific kinds of deals like expansion or renewal opportunities, or looking at deals in some other way.In Clari, modes allow you to see revenue data by what matters: Opportunity Mode: Shows your data on the opportunity level when sellers are the owner of the opportunity in Salesforce and need to forecast the deals they own. This mode is very commonly used by teams who own new logos and drive expansion. Splits Mode: Shows your data based on “splitting” the deal amounts

Overview Saved Views in Analytics and Accounts allow users to save a specific sets of filters—aka views. 😎 You can also share views with other users and easily switch between your Saved Views. This saves you lots of time because you no longer have to memorize and apply combinations of filters. You'll not only move faster but view your data in a more constant way—this also ensures other teammates can see the exact same data. Use Cases Exec: A Chief Revenue Officer might have some standard views they use to brief the CEO and the board. They save all of them so they can quickly switch between them during meetings and convos. Manager: A sales manager can create a Saved View for their team’s weekly meeting and share it with everyone so teammates can see their progress at any time. Sales Rep: A sales rep might use Saved Views to easily segment their book of business—and switch between these views with a single click—keeping them aware of their progress.Sales Ops: A Sales Operations lead can

We're thrilled that you're ready to use Clari. To get up to speed, we recommend checking out our Sales Rep training video since all the capabilities covered there apply to Sales Engineers, too! 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. Use Expanded View in the Forecast Module to inspect your path to your number.  3. Double-click any field to update your deals in Opportunities. The changes you make will reflect in your CRM in real time. 4. Use the shortcut to Salesforce if you need to. Hover over the opportunity name in Opportunities and click the Salesforce icon to

We're thrilled that you're ready to start using Clari. To get up to speed, you can review the recorded training below, which includes the following:Introducing the Clari Revenue Platform Setting Expectations  Live Demo Challenges to help ensure you’re following along Important Reminders & Best PracticesOpportunities Deal Inspection for ManagersManager <> Rep 1-on-1 for ManagersForecasting for Managers: Submit Your Forecast Call Analytics Each of these video (5-12 minutes) will give you an overview of one of Clari’s analytics modules: Flow, Funnel, Pulse, Trend, and Waterfall.Flow Funnel Pulse Trend Waterfall Best Practices These best practice recommendations from the recorded training will 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

OverviewThis article outlines how to navigate the Clari platform using the module navigation bar. Contents:Module NavigationAnalytics ModulesSearchAlertsHelpClari Studio Module NavigationYou will find all the modules in Clari at the top of your browser.  The modules your user can access will appear in your module navigation menu.  Analytics ModulesYou can find the Analytics modules by clicking on the Analytics Module drop-down.  Here you will find the different Clari Analytics modules.  SearchUse the search bar in the upper-right-hand corner to search across the accounts and opportunities in your CRM. Get visibility across your saved views, dashboards, and get quick access to insights and actions when you single click the search bar.  NotificationsFind your notifications by clicking the bell icon in the upper-right-hand corner to review your notifications. Data exported from Clari will show up here when it is ready. HelpOpen the help icon to find helpful links to get more information a

On every sales call, Copilot automatically analyzes some key metrics that help you understand call dynamics and identify winning sales behaviours. Call ParameteresFor sales managers, key call metrics help you identify patterns and behaviors on calls that win deals—by individual reps or on a team level. This means more accurate and personalised sales coaching for reps, better calls and more revenue. One of the most talked about is the T/L ratio and rightfully so as it a quick barometer of call dynamics. If we are taking an example of a typical sales call it depends on what kind of call was that a scheduled demo call, discovery call, cold call etc., who you were selling to, what you are selling and what’s your selling motion.We can’t just blindly trust the research that there should be a 80:20 or 60:40 rule. So, the Copilot talk-to-listen ratio is really dynamic/unique to each customer based on how their overall team is doing (We do that by looking at the percentile of calls in a range).

How do you ensure effective collaboration between managers and reps throughout the revenue process?I could go on and on about the various capabilities in Clari that can help drive transparency and accountability between managers and reps: building a killer 1-on-1 Dashboard, including field articulating your Sales Methodology in the Details Panel and your deal inspection process, leveraging Notes and Expanded View in the Forecast Module so is on the same page about your path to the number...but I digress!I want to hear how all of you out there are collaborating effectively as managers and reps, or even how those of you and ops set up your revenue teams to drive effective collaboration. Tell me more about what features, tools, or general practices you’re using down below! 👇 

Learn about your options for testing out the changes that you want to implement with Field Config in this clip from one of our Field Config Office Hours sessions. 

“Why has my pipeline changed?” This is a question Revenue Leaders ask almost every week, if not every. single. day. at EOQ. 😬    From deals closing, amounts changing, and dates shifting, this can be a nightmare 🤡 to tie out manually unless you’re like VP, Industries @Anthony Cessario and your EOQ BFF 👯is the Clari Waterfall module:As mentioned, this can be an every-week question, but for us, we’re showcasing this as a week 13 question, which concludes our 13-week series.   So tell us, how did we do? Was this series helpful for you? Anything else you’d like to see in the future? Please let us know in the comments!

As a Sales Rep, one often goes through lean months where there aren’t many new opportunities to work on. This tends to break the momentum one had and also disrupts their consistency with respect to closures. But what if the Sales Rep had an opportunity to bring deals back into the pipeline from the past? Those deals that were lost due to reasons beyond the hands of the AE/AM. Deals that were lost due to:Product limitations Service offerings  Pricing  Integrations and more..What if the Rep had an opportunity to go back to all these deals that were marked lost from the past quarters or past year - review them - check if there are any updates from the internal team and try winning these customers again by sharing those relevant updates? Wondering, how?  Copilot enables you to apply it’s advanced filters along with its ability to sync fields from the CRM to look at call conversations where The deal stage was marked Lost + look out for words/phrases that revolve around the reasons due to wh

Is there a way to show on a chart (that then will be pinned to a dashboard) - people that have no pipeline for next quarter?If I create a straight forward chart of open opportunities it will leave out people with 0$ Pipeline. Thanks!

How do you leverage customer data and insights to personalize the revenue process and increase customer engagement? What tools do you use to aggregate this data and surface these insights? Share your thoughts in the thread! 👇

Most folks have no problem focusing on the quarter at hand, but how many teams feel confident today about where they stand for next quarter? 🙋🏾‍♀️🙋🏻 Director of Sales, @Adam Wainwright, uses a less well-known workflow in Pulse to see “How does NQ’s pipeline look?” and evaluate what Clari suggests his pipeline should be based on his historical conversion rates:When evaluating NQ Pipe, we tend to think about the following questions:  “How much more do we need to be moving along in stage to be prepared for NQ start?” “How much do we think will slip from this qtr?”  “Do we need to double down on generation efforts or execution efforts?”  Any others we should add to the list?

Looking for additional best practices for forecasting NDR and GDR:- Forecasting GDR & NDR - do most companies accomplish this with accuracy in Clari? Or do they focus on forecasting opps that will "renew with an upsell" and some other system will more accurately show the exact NRR impact?- Multi-Year Deals - do most companies "forecast" the 2nd year of a 2 year deal so that it can be reflected in estimated retention for that year? Or do they ignore those?

Wondering if others have had success with this approach. When we are looking to solve for transitioning reps our historical data becomes inaccurate. We aren’t ready for a solution like enterprise territory management or anything. Ideal state is to assign closed won revenue to a role rather than a person. What are some considerations you’ve had to address in regards to role hierarchy, revenue for front and second line managers, or other gotcha’s when trying to report on historical data?Thank you!

We have Close Date as a Filter in Pulse.  If we choose it to “This Quarter”, even if we have Pulse set to “How is This Quarter Shaping Up?” the metrics are different.Why are the metrics different if we have the Filter for Close Date = This Quarter turned on, than if we do not have it on? Should Close Date as a Filter be there in the first place?  If I choose Close Date = This Year, instead of This Quarter, if we don’t change the top section “How is This Year Shaping Up?”, the data still reflects this quarter.  

During a Field Config Office Hours, @Hamza Abu-Alhawa asked about the various configuration options you have when creating a custom mode. Check out @Ty Lapinski’s walkthrough of creating a mode (standard or custom): 

If you’re anything like us, you have stellar enablement materials that your sellers never actually use. But how can you run revenue without consistent messaging and accurate objection handling? You can’t scale sales without it, and we’re about to help you out with that :)  Introducing Smart Battlecards in Copilot! Take all the goodness of your enablement content and instantly transform it into useful bullet points that trigger live on every sales call, with just a couple of clicks. Smart Battlecards help you:Empower sellers to handle objections more accurately, real time on every call Skyrocket adoption of enablement materials  Free up your enablement team’s time Smart Battlecards are built with RevGPT™, Clari’s generative AI solution built into the Clari Revenue Platform. Don’t have Copilot? Sign up for a free trial here. And join us on May 31 for Clari Live, where you can ask us anything about AI!

Leaders often increase their cadence of forecast calls at the end of the quarter to stay on top of deals... and, ultimately, to make sure Reps have a plan in place to close them ✅. But, what if leaders could do this without another expensive meeting and ONLY focus on the deals they need to?   Head of Clari Align, @Tom Williams, shows us what this world could look like in under 3 minutes by asking Clari: “What committed deals have no path to close?”Note: Align is a Clari add-on. If you are interested in learning more, contact your Clari Account Manager.

We don’t have Account Engagement, but our reps inboxes are connected and we’re pulling and viewing the deal activity per each opportunity. I would like to extract this raw data - but it’s not available on opportunity exports. How can get it? 

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So you’re in the final month of the quarter 🗓, and you want to see what has happened to your pipeline and how you can still make an impact in the current quarter.  What do you do? If you’re @Jason Plank , Director, Enterprise Sales, you use Waterfall 📊 to ask Clari “What deals have slipped from this quarter?” and spot trends you can action:Jason shared that we have a field called Slipped Reason that is part of his inspection 🧐.  Any others using Slipped Reason? If not, how do you group your deals for inspection?