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There is a way to Star an opportunity, which is incredibly useful.  I’m looking for a way to tag deals so that I can visually see to which area a deal relates.  For example, my team operates in an overlay fashion and I can use filters by sales rep or by opportunity owner.  Depending on the deal you can either be a rep or owner, or both.  However, I’m looking for an easy way to say, for example, region A, region B or region C. I thought about the use of tagging inside Clari to then add a filter.  Is there a way to do something like this?Thanks

With Clari’s Align solution, Mutual Action Plans are embedded into the revenue process, allowing sales leaders and reps to immediately understand where the customer is in the buying process. Mutual Action Plans get buyers and sellers on the same schedule by offering your revenue teams a shared understanding of the key milestones to complete to close a deal. This way, sellers and sales leaders can have an honest conversation about whether a deal will close and reduce the likelihood of losing revenue. When I work with customers on incorporating MAPs into their Clari implementation, I am often asked about the best way to roll them out to sellers and tips on how to keep adoption high. We have our Getting Started with Align guide designed to help reps get started, but how can you help ensure that your team adopts this feature?Mutual Action Plans Improve Revenue VisibilityAs sales processes change and the macroeconomic conditions get more challenging, it is crucial to bring the seller's pers

As a manager, can I create custom text fields that reflect our deal inspection process within Clari for my reps to fill out if it doesn’t exist in SFDC? Right now I am just having them dump all of that information into a template I created in a ‘Notes’ field, but I’d like to separate out the different questions into their own fields so that I have better visibility into what the knowledge gaps are on our deals.

Whilst we salute those reps that move teams or get promoted to manager….it does involve some administration in the background to ensure reporting isn’t affected though...Clari’s got your back!A customer asked me about this today and reminded me that there’s lots of great advice covering multiple scenarios here: https://claricommunity.force.com/customer/s/article/Transitioning-Sales-Reps 

That situation where something is in ‘best case’ forecast category (but not quite ‘commit’) yet someone is pretty bullish about it coming in and you want to mark it as such...that’s deal level forecasting!Speaking to @Tpang today (Clari EMEA, CSM) and there definitely seems to be a trend for customers looking to do this more for extra revenue precision!The prevailing strategies to do this:Have an additional “In The Call” field that people can mark - for extra granularity in a deal. Have Forecast fields on an Opportunity for each level in the hierarchy i.e. Rep / Mgr / CRO - helps analyse how a deal is viewed by different people in the revenue chain. Anyone, have any additional thoughts on how to manage this / creative ways to get more granularity over above putting something in a forecast category? Would love to hear on this hot topic…. 

hi if I export a table, where is the file saved?  krgdsRolf

No problem 😎 Now you can look back at Trend from a previous date.  We’re excited to launch the ability to Select a Date in Trend !You can use this feature to analyze a specific day in the current quarter or month and compare your selected day to the same day in prior quarters. Check it out here in Trend Compare, Look-back and Spot LeakWant to spot revenue leak? 💧 See what your pipeline looked like including the projection, conversion rates, gap to quota, etc. Whether you’re doing a detailed analysis or just want to double-check what you saw yesterday, it's easy to look back to see when things changed.  Select a date to answer questions and find the leak What was the value of Commit inventory on the 30th day of the quarter?  What was Clari’s projection calling when I looked at it on Monday? My conversion rate on S2s looked low at the end of the quarter, is it usually higher? Why is it dropping later in the deal stage? I’m at the beginning of a quarter. What is my typical S4 conv

At any given point in your quarter, you probably want to pressure test that you have the pipeline you need to achieve your goal. How do you ask Clari how your pipeline makeup compares to previous quarters?

The Waterfall module in Clari Analytics gives you quick visibility into the different factors contributing to changes in your pipeline.You can leverage the Waterfall analytics module to identify the factors contributing to the changes in your pipeline over a specific period of time.Waterfall gives you visibility into how your pipeline has changed due to:Amount increases and decreases Deals that slipped/pulled into another period Deals lost out of pipeline New deals added to pipeline Won deals that are no longer in playThese insights help your revenue teams identify the sources of potential revenue leak in your sales cycle, and helps Revenue Leaders understand specifically how their pipeline has changed.What if you could apply the same level of insights to the deals that support your forecast call (ie. your Commit or Best Case)?Early Access Program: Waterfall in Forecasting We’re introducing our Early Access Program for Waterfall in Forecasting this quarter. Giving you the same level of

I recently had a stimulating conversation with a Head of Business Development at one of our customers I was involved with as a Strategy Director. This resonated greatly with me, given that I am an ex-Business Development Manager (Lead Generation).We were talking about how excited he was to get Clari in the hands of his team, to drive the entire team to forecast, to think like salespeople, for these often young people to take accountability and plan for their success. This particular company prides itself on hiring BDR, also known as SDR (sales development), with the view for them to use the role as a stepping stone for a future sales career. During their Clari implementation, we created forecasting metrics rolled up from two angles: The pipeline owned by the BDRs, the “pre-pipeline”, so to speak The pipeline no longer owned by the team, the SQL'ed or accepted by sales pipeline. We did this based on Count (Volume) and Value as both metrics are essential to the BDR function.  We jointly

Are you using a sales methodology like Value Selling? Mutual Business Objectives (MBOs) allow reps to highlight customer discovery and capture a buyer’s pains, constraints, and initiatives.Mutual Business Objectives in Clari Align Mutual Action Plans MBOs for Reps:I want to capture the customer’s success criteria and objectives and validate them with the customer early in the deal, so I always have this to anchor the deal and use it to drive momentum.MBOs for Managers:I want my reps to adopt the best practice of asking about mutual business objectives, capturing them, and validating them with the buyer to ensure they are asking the right questions using a value-based sales approach.MBOs for Champions:I want these objectives captured in a central place so I can quickly ramp up any new stakeholders and justify why we are spending time and budget on this initiative. Add Mutual Business Objectives to your Mutual Action Plans by navigating to your Organization settings in Align - https://al

Forecasting tutorials for setting up your view as a Seller.

I recently spoke with a customer about some of the challenges they were having as they were looking to gain better visibility in their pipeline health for future quarters. They were noticing a trend that many organizations see.  Reps would set all early-stage opportunities as set to close in the current quarter. Each quarter, a significant subset of those deals would not be closed. Once the quarter ended, sales reps would slip those deals into the next quarter in mass, changing the pipeline makeup for NQ significantly. This rep behavior was creating an inconsistent, lumpy pattern of pipeline movement. A massive pipeline cleanup effort was required at the start of each quarter as reps frantically moved, slipped, and lost deals moved in mass. These factors led to fluctuations in early quarter pipeline and caused a lack of confidence in their overall pipeline health.  The customer uses Waterfall to visualize the potential revenue leak occurring every quarter. This analysis enables lea

We’ve started using Clari to look at out quarter pipeline, specifically Q+3, using the Forecast module to show coverage and opp source information. Has anyone done anything creative with analytics or in the forecasting module to look at future quarter pipeline?

I work with customers who have questions about the Revenue Intelligence insights in Clari.  One of the more Frequently Asked Questions that I get is related to how Capture and Accounts write information back to your CRM.FAQ:“Why does my Accounts Module differ from what was written back to SF by Capture?”ANSWER:There are small caveats between Capture and Accounts:1) Ccapture skips writing when it can't determine an exact match, whereas Accounts will simply associate the activity to multiple accounts2) Canceled meetings in Accounts operate slightly differently from Capture:Since we index for what shows up in Accounts every 15 mins, we will pick up an upcoming meeting and show in Accounts as a meeting that is scheduled for the following day. — If a rep modified the event two hours ago and canceled that meeting... the next time Clari indexes to update Accounts, you would notice it has been canceled and removed from your upcoming meetings.   While in Capture, in most cases, we index after t

Is it possible to change what data is shown in the card that pops up when you hover over a bar in the Waterfall pipeline report in Analytics? I would prefer to see the top 5 opportunities contributing to that category of pipeline change. Or perhaps even be able to create an adjustable range of values to determine what is shown there.

Hello Clari Community!I’ve been hearing a lot from customers lately about best practices to accurately track New Logo Counts. Typically, we see a count field added to the opportunity object, but many New Logos can have 2 or 3 new opportunities open, thereby inflating the number.I’d love to hear ways others have created an accurate system to count New Logos and forecast against them! Thanks!

Stay up to date on some new Clari Studio features coming to Forecasting! Forecasting Management view only is live!See how your Forecasting module is configured with Clari Studio’s Forecasting Management. Advanced Ops Admin users can open Clari Studio to access Forecasting Management. Forecasting Configuration export is live!The Forecasting Configuration Export will show a detailed overview of your Forecasting module configuration. This export will be in a csv spreadsheet format and a Clari Admin can download it any time to review the configuration and communicate desired changes via Forecasting Management. Forecasting Management courses are coming soon to https://university.clari.com/Be on the look out for an announcement in an upcoming newsletter on how to access our Forecasting curriculum that will cover all things related to our Forecasting module and how to use Clari Studio’s Forecasting Management. 

We are working with companies like 6Sense, Sendoso, Gainsight, Showpad, Reveal etc to see how we can best add value to our joint customers. Are there sales tools that you work with that you would like to see the data in Clari? 

Clari Align provides your sales teams with a consistent selling process and delivers a better buying experience by sharing that plan with your customer.The MAP template has six essential elements: Value to the customer - Spell out the value your customer receives when working with your company. Key Milestones - Break down the steps the buyer and the seller need to take to achieve success and value. Key stakeholder roles - Identify the expected roles (buyer and seller) of key stakeholders in a deal. Compelling events - List two to three typical compelling events that have driven successful deals in the past. Sharing strategy - Identify which deals should require a mutual action plan and the best time to share the plan with your buyer. Mid- to late-discovery or verbal confirmation are the two most common. Put it together - Take the above steps and combine them into a template that your teams can customize quickly for each new opportunity. Download our free customizable template

I am looking for the ability to add similar filters and set the logic between those to be OR rather than AND. In Salesforce this can be done in reports with “filter logic” option. Is this already possible in Clari Opportunity view?

Clari gives you visibility into all of the deals across your CRM, which is helpful when reviewing trends in your closed-lost deals and understanding how your team has performed over time. With all of this account and opportunity data, sometimes, it can be helpful to specify the deals you are looking at a little further.   This functionality is built directly into Clari’s search in both Clari Mobile and Clari Web. When to use the Total, Open, and Closed options in Clari’s SearchMaybe you are looking for a critical deal that supports your forecast and is still open. Search for the deal name and specify “Open” deals in your search to get a list of just the open deals that match your search.   Perhaps you are looking back at a closed deal to confirm who you worked with on the buying team as you prepare for renewal.   Or, if you would like complete visibility across all open and closed deals that match your search criteria, you can select. Use the Total, Open, and Closed options to specify

I’m looking to understand industry best practices or guidance for pipeline composition throughout the quarter?  For example, what percentage of deals should be in Pipeline, Upside, and Commit at various points throughout the quarter (ie. Week 2, Week 5, Week 8, Week 11, etc)??

People really want to leverage the AI Projection but to build trust in it they often want this question answered. It’s a point that comes up a lot from various customers and this article explains it far more eloquently than I ever could! https://clari.my.site.com/customer/s/article/Why-arent-the-individual-projections-rolling-up-to-my-teams-projectionAnything else you want to know about Clari’s AI projection? Ask below!