Clari

Let’s pretend it’s week 1 of the quarter 🗓 (let’s be real, we know some of you are already prepping for your next week 1 🤓).The top ❓ we hear as folks prep for QBRs is “Why did we lose deals last quarter?” And what they’re really trying to answer is: How do we get ahead of it this quarter? Any trends leaders need to know about (competitors, macro effects, etc) 📉?This could involve in-depth analysis in SFDC 🧐, but for VP, Customer Success, @NicoleA , this is a quick “Ask Clari” sesh following the flow below (pun fully intended). Nicole shared some of the lenses she looks at this through. Now we want to hear from you: What other ways do you slice and dice your business to understand lost deals? Any tips for folks who are just starting to incorporate win/loss reviews into their cadences? 

Hi Team, Is there a neat Clari overview/demo video that we could use to demo overall look, feel and functionality to our internal teams?

So you’ve started to use Align-- what insight can you gain?  Try adding a Map Status filter in your analytics modules. Specifically in Funnel. Do your deals with a MAP have a better close rate? You can also set up filters and save your views in Pulse to take a look at your pipeline with MAPs vs your pipeline without.  You will start to notice trends and see how successfully your team has implemented MAPs.  MAP status filtering will also show you how many deals are LATE vs On TIME to measure deal velocity and rep activity. 

We've recently made some UI updates that we believe will make your experience even smoother. One of the updates we've made is the addition of a button that takes you from to the Align home dashboard directly from the Insights Panel in Clari’s Opportunities Module. This should make it even easier to navigate between Clari and Align to access your workspaces. Additionally, we've moved the “Save as Template” button to the details section of your workspaces, making it simpler than ever to streamline your workflow and save time.We hope these updates will help you get more out of Clari Align. As always, if you have any questions or feedback, please don't hesitate to reach out to the Clari community. Thanks for being part of our community!

With Field Config now available to all, every Clari admin has the power to create a Mode. Creating a Mode is incredibly easy, but perhaps you aren’t totally clear about when you should create a mode.  There are 4 primary reasons why you may want to create a new mode.   New/Different Owner Modes are designed to reference a specific field for Ownership. Traditionally this would be a Sales Rep for New Business Deals. If we want to bring in new teams such as CSMs, SEs, or BDRs, a new mode with a different owner field would allow Clari to determine ownership based on whatever field you use in CRM to note which CSM, SE, or BDR, etc. is responsible for a deal. Column Layout Each user in Clari can reconfigure the columns in the Opportunity Module to appear as they see fit To “reset” those columns, a new Mode is a great way to ensure all users with access to the Mode get the same columns in the same order Another common use case is to create something to the effect of an

Hello Community!I had a customer question that I wanted to highlight from this week. When a rep changes positions, is there a way to keep that historical data linked to that user to the even though their position/roll-up changes?We want to be able to continue to view the ‘historical performance for individuals who are promoted' EXAMPLE: An SDR is Promoted to Account Executive  In a perfect world, we want to “link” the SDR History to the promoted Account Executive to show the historical performance The idea is to not lose the SDR History once that rep is promoted to Account Executive. We want to ensure the Account Executive is updated to their new role so that deals closed moving forward correctly roll into the new Role/Manager.  However, we want to be able to compare their historical track record as an SDR.  Is there a way to 'group' these users together so that a Rep could see their aggregate performance from "SDR User" and the current promotion of “Account Exec User”? How can we mana

Being able to segment accounts based on key characteristics such as org size, geographical region, and employee size can help your team plan their GTM strategy. The way you sell into into an emerging or commercial account can vastly differ from how you sell into an enterprise account, after all! Bucketing your analysis and metrics depending on these kinds of attributes can help you run revenue more effectively. Some fields you might considering adding to Clari from the Account object in your CRM: Account Type Segment Company Size Number of employees  We recommend adding this fields to the following Layouts: Opportunity Details — so you can reference these fields next to other important info Opportunity Filterable — so you can filter based on these fields Opportunity Groupable — so you can group based on these fields Opportunity Grid — so you can update and track changes to these fields in the opp grid In case it’s helpful, you can find the steps to add a new field to Clari

I see in Field Config via Clari Studio that system admins can create modes. Conversely, how can we delete modes that are no longer needed?Are there any key considerations to keep in mind when deciding to delete modes?

We’ve recently backfilled an open manager role.  While the seat was empty it was filled in our SFDC role hierarchy with a dummy user, on whose behalf a regional GM has been forecasting.Now that the manager is in seat, is it possible for them to inherit the existing forecast that the GM has been inputting?  If possible I’d like them to come in to Clari with better context than “here are screenshots I took of what your role was calling previous to you joining.”

Does your organization sell multi-year opportunities? Maybe you are starting to think about mutli-year deals for your organization? Wherever you are in your journey around this topic, let’s discuss some considerations around the management of these deals, ownership, and how to think about forecasting.Here are a few questions to consider: How does quota retire for multi-year deals? Does quota only retire in year 1 or does it retire over the course of each year? Do users need to forecast each year of the multi-year deal or just year 1? If they have to forecast out-years, there should be a consideration for if a user leaves the organization and how those opportunities will be handled. How will these mult-year deals be tracked in Salesforce? Are they tracked by individual opportunities (one created for each year) or is there a separate object used (subscription, schedule, product line, etc.)? All of the above considerations are important to consider so your organization can setup Sales

Hello Clari Community! At Clari, we talk a lot about how to prevent revenue leak and drive revenue precision. Our goal is to help our customers (that’s you!) build a single source of truth with our revenue platform so that every revenue-critical employee has the visibility that they need to accurately predict where they’re going to land and, ultimately, meet or beat their number.So we’re curious, what does “revenue precision” mean to you? How will you know when you achieve it? How does Clari help you achieve it? What signs do you look for in your business, or on your teams? What are you doing right now to run revenue more efficiently and accurately? 

Hi Community! We are trying to better understand history-tracked fields vs highlighted fields in the opportunity grid as far as red, green, and blue indicators. A few clarifying questions:What does basic vs. dynamic highlight?  How are the Basic and Dynamic 'Cell Properties' in field configuration, defined? For the Dynamic Indication - does 'Downward Progression' mean that it’s a positive progression to Green, from the top of the picklist to the bottom of the picklist values?

Is there a way to monitor usage? ie: number of times logged in per week/month and how long they are on the site? I see the last login date, but I’m looking to track this on a weekly/monthly basis and compare to individuals' peers. 

Is there any way to adjust how the Purple Pacing Line tracks throughout the quarter?  This is a core component of weekly reviews is looking at linearity versus last year.  What is possible to customize today? 

Tired of trying to remember that perfect combo of filters you tirelessly put together in prep for last week's board meeting?  Let Saved Views do that work for you. With the new Saved Views enhancement across Clari’s Analytics modules and Accounts, you no longer need to worry about that perfect combo. Just apply the filters that you want and save your View—it’s that easy. Even if you want to make the slightest adjustment, return to your View from the easy-to-use drop-down and apply additional filters to save a new one, and you are in business. So the next time you are in front of the board, pull open your Saved Views and answer those questions your business needs fast or, even better, share them across multiple teams or roles from Clari Studio. To learn more about Saved Views, visit our Knowledge Base Article.

If you’re just rolling out a new pitch deck or have just launched a new feature, your next big challenge is to enable your teams at scale. Here’s how you can use Copilot (formerly Wingman) to enable and track progress. Create a library of enablement contentWith gametapes, you can easily create folder(s) with uploaded video content on how to deliver the new pitch, and track if your reps have reviewed the content.  Pro tip: start with adding 1-2 mock recordings that you can upload on Co-Pilot, and add to this new folder you created. Make it a contest and ask everyone else to upload their mock pitches too! As the team starts to do mock recordings or going on calls with the new talk track, add these to the folder too. Real-life conversations are a game changer as a learning tool, allowing your team to deliver the new messaging with confidence! Make resources accessibleTo keep the enablement cycle quick, one powerful tool can be battlecards. With cues available on live calls, reps can start

It can be incredibly painful when you can’t find a deal that you expect to see in Clari. Don’t lose hope! There are a handful of useful and quick tips you can implement to more readily find any deals that you are struggling to locate.  Please note that the Scope filter can dictate what deals you have permission to see. If a deal should be assigned to you, but was assigned to someone higher in the hierarchy, you may not have visibility into that deal. Always work with a Clari Admin who has the appropriate permissions to find any deals that may be hiding in plain sight.   Use the Search Leverage the search function in the top right hand corner of Clari You may search for the name of the account or opportunity to ensure the deal is present   Use groups Add a group to see if any particular deal stands out from a forecast category, stage, etc. perspective Use the Hierarchy tab when adding a group for Owner to see if the deal exists somewhere outside of the typical hierarchy

Whenever you have a large project that requires Clari to adjust to changes in your CRM, there are a few things you can do to ensure a smooth transition. Below is a list of steps you can take to help make sure your project goes off without a hitch and prevents any potential downtime for Clari.  Consolidate a summary or high-level list of the proposed changes Review the Changes that Impact Clari Knowledge Base article Talk to your CSM ASAP Provide the high level summary or list of proposed changes Provide insights into timing of when the changes will be made and live in your CRM Your CSM will discuss any key considerations about how the changes may impact your Clari instance with you If the proposed changes affect Forecasting tabs and Dashboards/Views, create a copy of the following google sheet to articulate the changes you want to make and track the project with our Configuration team. Make this your own and adjust according to your project’s needs: Template for B

Quotas are a central component of Forecasting. With the Quota Management module in Clari admin, you can bulk upload quotas for your team.Access Quota Management: Navigate to Clari Studio Click the Studio menu in the top right to navigate to Quota Management  Uploading QuotasDownload the Sample Quota File to see a preview of your first 10 Quotas. Review your Current Quotas Setup to see all quotas currently set up for your organization and their settings. Update the Sample Quota File with your quotas and Upload Quota File as a .CSV fileNote: Remember to upload as a plain .CSV file and not a .CSV UTF-8 file. Need more information on Quota Management?  Check out our Knowledge Base Article!

As a CSM, there are are few fields that I recommend when you want look at pipeline hygiene--First, I’d use a “push count” field. This field will show you how many times the opportunity close date has been pushed forward. If there is more than 2 pushes, I usually recommend an intensive inspection into the deal to see if it worth keeping in the pipeline. Second, Slipped Reason-- are you seeing deals slip over and over again? Do you have a ton of slipped deals quarter after quarter? Adding Slipped Reason will start giving you insight into why these deals are slipping. Is it because of cost? Is it getting stuck in negotiation for months? This can lead to coaching or process changes to increase deal velocity and improve Average Deal Age. Lastly, Age- Understanding how long your average deal cycle is can be super helpful. Adding AGE can give you insight into Average Age of a Deal by team, rep, vertical, etc. Do you find some reps close deals faster/slower than others? Here’s a great avenue i

Have you ever wondered how your Forecasting tabs/columns are configured in Clari. Or what changes need to be updated as you evolve your forecasting process? If you have Advanced Ops Admin user permissions, you can open Clari Studio to access Forecast Management. Forecast Management allows you to select your Forecast Tab in a dropdown list. Located next to each name is a grey field bubble which indicated the total number of columns that are configured for each forecast tab. When you select a field (column) within the list, you will see 2 sections. “Field Settings” allow you to see the configuration of the field. “Formula Settings” allow you to see the field query (how Clari generates the number you see). Please note that queries are broken down by Clari Roles. Therefore, if queries are different, so will be the amount you see. Forecast Management is currently only a read only feature. Our engineering team is currently working on edit capabilities to come out in the future. The ability t

In my Sales Ops Analyst days, to see historical conversion rates from the same day in previous quarters took complex SFDC snapshot reports 🙄 and hours 🕦 dictated by the many questions varying leaders had asked — namely, “Do we think we’ll hit our number based on historical data?”  Now, when an Enterprise Account Management leader like Drew Hill  (@DrewHill)  has that question, instead of asking Ops, he opens up Clari and checks out Trend to find out:This is a question we ask at various times of the quarter, but recommend starting to ask in week 5, at the latest, while you have plenty of time to action what you see.  Curious to hear from you: How much stock do you place in comparing your historical conversion rates to your current inventory?  

Hi everyone, Is there a way to configure the fields being exported in the “Full” export please? The issues we are having are:Size of the full view - most of the data isn’t really relevant for what we need. The simple and detailed views also do not have the data we require. One of the fields included in the default Full view is an open text field which becomes problematic whilst delimiting.

Hi everyone,I’ve been following this guide to create a levels export and even though I have adjusted the below url with my fields list, it gives me the same export file? Does anybody know what I’m missing please?https://gateway.clari.com/api/v2core/fcw/export/fid/[FORECAST_ID]/levels?forecastFields=[FIELDS_LIST]&forecastUserId=[FORECAST_USER]&asyncExport=false&rt=csv

 If you're new to Clari Align or looking to deepen your understanding of Mutual Action Plans, the Clari Align Fundamentals course is now available at Clari University. This comprehensive course provides a step-by-step guide for administrators to set up Align, create templates for Align workspaces, then roll out Align to your pre and post-sales teams. Even if you are not using Align today, the course has a portion that focuses on best practices in designing a Mutual Action Plan (MAP) template. MAPs are collaborative documents that outline the activities and objectives of sales and customer success initiatives. MAPs are essential for aligning team efforts and ensuring everyone works towards the same goals. Get the most out of Clari Align and Mutual Action Plans by getting certified today!