Clari

What is Dynamic Partner Filtering? In layman's terms, this is how Clari prevents partner activity data from appearing in the wrong places.  By using a field value on the account record, we can associate the account and all domains within that account, including contacts on the account, as partners. Typically, you can share the "account.type" or "account.recordtype.name" field values with Clari Support and the necessary field values can be filtered out for prospective/customer activity. For example, you may pass Clari Support the values that are Account Type = Partner, Partner: Prospective, Customer/Partner, Partner/Prospect, etc. Share the above details with Clari Support, who will work with our internal teams to get you that Partner data dynamically filtered. Let’s go through a few scenarios to review how Clari would handle some common situations. What if…There are duplicate contacts that fit the same criteria?Per the "Unique Matches" section of the linked doc, we can have Autocapture

Sandbaggers. We’ve all seen them. Hey, maybe we’ve been sandbaggers ourselves. We aren’t here to judge. This is a safe space. Safe for us, but for current or future sandbaggers, we’ve got bad news.  We see you. You won’t get away with it, not for long.  How do we stop sandbaggers? Data.  Specifically? Data in Clari.   Pulse — Pacing Line Use Pulse to check your team’s performance against the purple pacing line to avoid that hockey stick at the end of quarter Go back to previous quarters and see if your team has a tendency to hit their number, but only in the last few weeks of the quarter Pulse — Scope Zoom into specific reps to see how their forecast changes week by week Ask yourself… Are there sudden large jumps in their forecast?  Do they always hit their number despite a low call at the start of the quarter? Flow and Waterfall — New Category Depending on your business, the New category can be great for identifying deals that were created and ar

Q: What is our best practice advice for assigning the Clari Integration user?A: We highly recommend assigning a Salesforce dummy user as the dedicated integration user. ex. ClariIntegration@afcrichmond.com Q: We had assigned a Sales ops person as the integration user.  We need to change this. Help! What do we do? A: Make sure the new integration user has equal or greater access to everything that the previous user had. Reach out to our support team and open a ticket. We advise that there should be minimal downtime as we make the switch. Our integration user is only used for RevDatabase load, so end users won't have many problems.https://claricommunity.force.com/customer/s/article/Clari-Integration-User

A cold wind blows 🌬. Sales people are in a frenzy, bombarding you and your team with more requests than you can count on your hands and toes⚔. You try to seek shelter, employing advanced evasive maneuvers only to get cornered by even more questions and requests from your leaders (and their boss). It’s End of Quarter and it can feel like the end of days.   Fret not, Clari is here to help.  Set things straight in Clari at the End of Quarter with these tips  Validate Forecasts  During forecast reviews, work with teams to make certain all deals are present and accounted for — know the path to the number Check for the green check mark on all Forecast Tabs to verify all forecasts are up to date Review leader’s adjustments and notes Is a deal missing? Work with your CSM or check our tips on how to find missing deals in Clari Highlight Changes to Fields  Edit View in the Opportunities Module to adjust your Highlighted Changes to Fields to 1 day to see which deals you ar

With the release of Field Configuration, you now have the power to make changes to your Clari instance in the blink of an eye. It isn’t uncommon for old or less frequently used fields from your Salesforce instance to be present in Clari. Whether it was set up initially during implementation or there have been shifts in the business, it has never been easier to button up your instance by removing noisy/unused fields.   Audit Existing Instance Take a quick inventory of fields within Clari by scanning through modes and their respective layouts like Opportunity Grid, Filterable, Groupable, and the Details Panel Check the box beside any suspect fields 🕵🏾 to be deleted, and save the changes in your drafts—note that this won’t apply the changes to your Clari instance until you review your changes and publish them Make note of any fields that you aren’t certain about and review them with your Salesforce Admin or associated team member  Work directly with the users this impact

Clari's Export API enables you to export manual forecast submissions from Clari to a data warehouse (like Snowflake).Export API WebinarHow to read the Clari Export APIGenerating a TokenClari API DocumentationClari Copilot API DocumentationBuilding this integration will result in a routine extract of data from Clari to your internal systems, which you can modify to meet your needs. This will require some development work on your end, please see the next steps to engage the right resources to help with this project:Resources Required: Identify your token manager: Identify the person at your organization who will have access to create and manage the token. Our team will need to enable access for this user in Clari. Please open a support ticket and cc your customer success manager to get this feature flag turned on.  Assign Development Resources: Clari’s asynchronous API endpoint will require your development team to use an API client to familiarize themselves with the queries and test c

There can be a lot of moving parts when you are looking to put together an enablement session for users to get the most out of Clari. Whether priorities have shifted, you have new employees who need training, or folks simply want a refresher, spending time training your team helps them be their best when using Clari.  Below is a checklist of points you will want to consider when planning an enablement session:  Review Usage Data  Work with your CSM to review how different roles and users spend time in Clari Uncover where there are gaps and create a plan around what to cover from the data What’s important to leaders?  Spend time with leaders in your organization to see what their priorities are  Structure the enablement session in support of those ongoing objectives Create a deeper sense of ownership with the team that is using Clari the most Create Saved Views  Pull a full Martha Stewart and have saved views premade for the opportunity grid and/or analytics

Field Configuration has been one of the most powerful features released in Clari that elevates admins to have detailed control over their instance. It’s exciting to know that Clari plans to release an equivalent feature for Forecasting.  While we all wait with bated breath, find some tips for submitting forecasting requests today to ensure a timely and accurate completion of your forecasting configuration request.   Plan Ahead 🔮 The sooner our team can be made aware of any needed adjustments, the better If there is a certain time new fields will be live that  we are using in the new configuration, note that within the request Our team will dedicate resources for a seamless process! On average, build/change requests can take about 4 or 5 days to complete Following the steps below can help keep that ETA shorter! If a project or request feels large, get in touch with your CSM for their guidance and assistance working with the configuration team Use the

Hi Clari Users, Has anyone run into the issue of data not updating in the analytics tab? Thanks,Joseph

Now that you can control the fields and layouts in your Opportunity Module with Field Config in Clari Studios, it’s a good idea to review some of our best practice recommendations for your Opportunity Grid and your Details Panel. The Opportunity GridThe fields that you pull into the Opportunity Grid should include: The fields that users need to update the most often; we recommend putting the most frequently updated fields first and limiting the number of fields you include in the grid so that you don’t have too many columns History-tracked fields that users want to monitor closely (in terms of changes) Amount fields that you want to aggregate (i.e. Deal Size, ARR, Upside Potential)   This helps team to be efficient because they can simply double click on these fields to update them whenever necessary. What’s more, Clari will highlight history-tracked fields that have been updated recently in red, green, or blue depending on if the update represents a positive, negative, or neutral

Since you added the new Risk and Momentum Indicators, does your opportunity grid look like this?Clear The Noise!The indicators are intended to highlight opportunities that require attention or stand out for positive momentum. This, along with the CRM score, can give at-a-glance insight into where reps and managers should focus their efforts or adjust tactics. If every deal has an indicator, that may not be very helpful in decision-making. Here are a few reasons this might be happening and ways to address them. Is The Deal Owner Sharing Their Activity? The Risk and Momentum Indicators use a connection between Clari and the user’s inbox and calendar to identify emails, meetings, and files exchanged between your reps and contacts on the opportunity. The most common reason the indicators show no activity, meetings, or files exchanged is that Activity Sharing is either disabled or disconnected. Users can check and make sure they have Activity Sharing enabled by clicking on their initials in

Clari’s Analytics Modules (Pulse, Trend, Flow, Waterfall, Funnel) answer many of the most revenue critical questions, but sometimes you’re left scratching your head on why the numbers don’t align with other parts of the platform or what does any of it all mean?! Real life customer calculating Clari’s AI projectionWhile we have a TON of analytics overview resources that can help answer many of your basic questions for each analytics module, I will be posting a series of articles focusing on answering some of the nerdiest questions you’ve all been asking (or not), so put your thinking cap 🎩 on because it’s about to get spicy 🌶! FORMULA FIELDSAn often overlooked part of analytics is the use of FORMULA FIELDS. Now, we do have an existing well-written hidden gem 💎 article that explains this, so I don’t want to reinvent the wheel. You can read about formula field support before you go to bed since sleeping is what helps create memories. BUT, for some of us that fall asleep just reading an

Linearity… or pacing 🏃🏾🏃🏼‍♀️: words that can stir up anxious emotions for Reps who have been hounded about them for weeks on end. 🤦🏻‍♀️  But, why does linearity really matter? @Eden Penfield, CS leader at Clari, shares her thoughts on this along with how she advises customers to ask Clari: “How are we tracking towards our linearity targets?”:  Ultimately, a lack of linearity🏒 = risk in the business.  Every day a deal is out there, more risk is introduced. How often do your teams talk about linearity/pacing (weekly, monthly)?  What do you action if it’s looking “off”?

Q: Why did the sales team refuse to create new pipeline? 🤔A: Because they heard it was a "pipe dream" and didn't want to get their hopes up! 🤣 While I doubt sales teams are refusing to create pipeline in quarter despite external factors making this challenging, pipe creation is still an important component of your revenue process.  PULSE REPURPOSED:There are numerous ways to use Clari to track pipeline creation. I recommend creating a Pipeline Health Dashboard. Although this is standard and an excellent way to aggregate created pipe, a commonly asked question is “How much pipe am I creating Week over Week”? You can build a saved view and apply filters to show pipe creation over a period of time:Although helpful, it’s not the most visual representation of WoW pipline generation. I like to use Pulse not only because it’s a great way to track how you’re progressing against your linearity targets and how your pipeline is evolving week over week, but because a not so common ‘hack’ I’ve fo

For Copilot to work seamlessly, it is important that every recording user completes the required setup as a part of their onboarding on the product.Failure to do so will result in: Copilot not joining the scheduled customer meetings  Missing out on identifying/processing dialer calls Losing out on leveraging Copilot’s real time capabilities (Battlecards, bookmarks and monologue alerts) As an Account admin on Copilot you always want to ensure that all the recording users added have completed the necessary steps so Copilot works as it is expected to. The 3 major steps (plus an optional step) that every recording user must complete are the following:  Calendar integration - Sync their calendar with Copilot so Copilot is aware of all the meetings that the user has scheduled and by default Copilot only joins calls where there is an external (from another company domain) involved.  Voice fingerprint - Record their voice on Copilot by reading the required content displayed to them just

Curious to know how you all use groups and charts in Clari! Would love to set up some best practice guides for your top use cases. To start off this discussion, my own is actually from working in Sales Ops when I was a Clari customer: slipped deal reviews (but churn reviews is a close second from my time on CS Ops 😉).My workflow: at EOQ I’d look at the last 2 weeks in Flow (you could also do this in Waterfall now!), click into the Slipped bucket, then try a few things out:Group by Owner and hierarchy- so I could see who my problem children were/which regions had deals slip in the last 2 weeks of the qtr 🤦🏻 Group by Close Date- to see if everything just got pushed to the last day of the NQ or EOY meaning it might not have been evaluated if it was viable/should be closed lost 🙄. These were the deals I did closer inspection on. Group by Slipped Reason - to see trends in WHY things slipped and find areas we might need more enablement on 👀   Looking at these groupings in Chart View mad

This week, VP of Sales @Michael Kenney is reiterating how valuable Trend is and showcasing how he asks Clari: “How much more can we expect to both create and win this quarter?” during week 6 of the quarter. MK shared that Trend 📈 is the number one module in his ❤️ — any others agree with him?  What are your favorite modules to glean insights from? Let us know in the comments!

One of the best features in the Opportunity Grid’s the capacity to change the timeframe for highlighted fields. Whether you landed in the Opportunity Grid from an Analytics Module or you are manipulating an existing View, you can quickly adjust how fields are highlighted to ensure you aren’t missing any context around the most important updates that occurred.  It’s a little hidden, so don’t feel bad if you missed it.  By clicking “Edit View” in the Opportunity Grid, you’ll see an expanded description of the filters being applied, the scope, amount etc. On the right-hand side of that panel, you’ll see the slider (pictured below) that allows you to adjust the timeframe we use for the highlights to your history-tracked columns.  By default, the highlights look at the last 7 days. In addition, to the last 7 days we can also display a timeframe of the last day, the last 14 days, the last 30 days, and the last 90 days.   Use the different time frames depending on what insights you are lookin

Do you have a new goal, metric, or initiative that you want to track for the quarter? Well, Dashboards can be leveraged as an effective way to track these kind of short term metrics or Strategic Growth Initiatives (SGI’s) in a collaborative format. Let’s say your sales reps have several SGI’s for the quarter outside of your normal analytics and you need an easy place for both the reps and managers to track progress. If so, dashboards can help. For example, let’s assume the SGI’s for the reps include a metric like: Create X number of deals in X product category. You could follow a similar workflow as below to target and track this metric on a dashboard:Customize your “Opportunities” module view with filters and groups to isolate your desired metric. Example: opportunities with a creation date of this quarter for X product category Toggle to “Chart” view to see a rep by rep breakdown  Under “Actions”, select “Pin to Dashboard”. Follow the steps to select your desired dashboard (if you’d

Want to understand which owner/aggregation fields are driving a specific mode within your Clari instance? Within Field Configuration, you're able to drill into the properties of each mode (i.e owner field, aggregation field), and even edit those properties in real time. Once those changes are made, you can publish them, similar to any other Field Configuration changes and they will update within your instance. In this example, we’re looking at how to identify the owner/amount fields that drive the ‘Opportunity Mode’.  As a reminder, always use caution when editing modes or making any changes within Field Configuration. Carefully consider the changes you’d like to make, and always review those changes before publishing! Have a question on Clari Modes? Make sure to check out the Field Configuration certification course, or reach out to your Customer Success Manager!

Two of the best Analytics modules in Clari are Flow and Waterfall. Both of these modules help highlight movement within your pipeline yet they display the data in a slightly different way which can inform when you want to use one over the other.  Put simply, Flow is outstanding for seeing how pipeline has shifted from a deal perspective. Flow helps you see how deals change between stages or forecast categories. It’s a very powerful tool for helping you understand what has or hasn’t moved in their pipeline.  On the other hand, Waterfall is excellent at showing how pipeline has shifted from a dollar amount or currency perspective. Waterfall helps make clear how many dollars have been added to or removed from our open inventory of deals. Pipeline may shrink if you have deals slipping, being closed lost, or even closed won. Keeping track of how your pipeline’s size shifts has never been easier.  What questions are you asking about your business when you use Flow or Waterfall? Let me know b

With all the talk about the near-mythical power of Chat-GPT, I figured I’d put it to the test and ask it the most important question in the world. And no, that question is not ‘Who is the best Spiderman?’ (The correct answer to this question is Tobey Maguire) Instead I asked, “How do I Run Revenue like a Pro?” Here’s what ChatGPT said + how I would approach these suggestions in Clari: To run revenue like a pro, you should follow these steps: Set clear revenue goals: The first step is to set clear revenue goals that align with your overall business objectives. This will help you focus your efforts and measure progress over time. Clari Workflow: Within the forecast module, it’s critical to input quarterly/monthly quotas from the top level all the way down to the rep level to ensure accountability towards the org wide targets. It also allows for key revenue metrics such as attainment percentages & pipeline coverage ratio targets to be measured, tracked, and reported upon.   Track rev

Hey Product Team-- Here’s a scenario that I’m wondering about-- Say I’m at a conference or convention-- and I run into a client/prospect/lead and we meet for 10-15 minutes (unscheduled) and I want to track that activity in Clari. Right now my options are to enter that into SF as an event/meeting? How do I get that into Clari? Is there a way to create a manual input of a meeting/event to track notes on the meeting without adding it to my calendar after the fact?

Hypothetical question: It’s week 3 of your quarter. Do your marketing, sales, and enablement teams know where your deals typically fall out of the funnel? 🌪 Are they collaborating to prevent this leak in the future? 💧 We’re asking Clari in our cadence this week: “Where do our deals tend to drop off?” 📉 In addition to being everyone’s favorite LinkedIn influencer, Kyle Coleman heads up marketing at Clari and uses Funnel to answer this question for his team: Link in comments if you want to try it out for yourself. 👇🏼  If your teams are NOT asking this question yet — what questions can WE answer to make it happen?

Hand in hand with Lost Deal Reviews at the beginning of the quarter are the more actionable Slipped Deal Reviews. These meetings are more actionable since slipped deals are still in play if you keep your eyes on them. 👀  Slipped Deal Reviews can be done at any time, but when you’re answering “What deals from last quarter slipped into this quarter?”, it’s best to ask early — say in week 2 of your quarter. 🗓 Watch below as Director of Commercial Account Management, ​@Landon Scott , asks Clari this question in Flow.  Questions we ask ourselves when we look at these deals: Are they still viable or are we inflating our pipeline? How do we get ahead and make sure they close instead of slip further? Any others you would add to the list?