Clari

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!  

As customers start using Clari’s Autocapture feature, we have noticed there is a frequent question around how Clari defines the activities we capture automatically.Clari's Autocapture matching logic uses the following data points on the Activity and in the CRM to drive a match between a contact and the correct Account and Opportunity in your CRM:Domain Matching Ownership/Internal Participant Matching External Participant Matching Matching Tiebreakers (If enabled)Find more information on Autocapture’s Matching Logic here.If you have any questions, please reach out to your Customer Success Manager or Support for additional information.

Sometimes, it’s too easy to become hyper-focused on a deal that’s simply flying through your sales cycle on its way to closed-won, or the spin your wheels on a deal where you just can’t get the buying team to engage the way you want them to — but in order to achieve revenue precision, you need to maintain a perspective on your total overall pipeline. So how can you keep track of which deals are gaining or losing ground?

Just like we have viewers and shared forecasts so that we can allow individuals to see forecasts of others, is there a way to share the pulse view as well? The use case here is we have VP’s of sales that occasionally are out of office during our weekly forecast call so they have one of there Directors take over. The Director is a viewer of the forecasting so they can talk through everything that rolls up to the VP, however they can still only see Pulse for just their team and not at the VP level. Is there a way to be able to allow them to see Pulse at the VP level like the can for forecasting?

When forecasting a large growth deal. Example moving from 60K to 1.8 Million. Which strategy to you prefer your teams to leverage form you c-suite lens? If the customers buying signals are showing a 1.8M growth opportunity would you prefer we forecast the stretch goal of 1.8M and reduce as we gain more insights into team needs or would it be more useful to start modest at $500K and increase the forecast as you work to confirm MEDDIC and secure executive buy-in? Tom 

At any given point in the quarter, you need to know if you have the right inventory of deals to achieve your goal. Based on how you usually perform for the remainder of the quarter, how can you tell if you have what you need to hit your number?

Hello All. My customer @Liz Dwan is looking for some guidance on loading quotas to Clari and after some advice from a pro! Anyone regularly loading quotas to Clari that might periodically need to be adjusted and then how do you manage the history? 

📣 Happy Thursday!  We are almost to the end of the week. I don't know about you, but I am always looking for ways to use my tech stack better or more efficiently. I would love to hear from you. What is one tip or trick you have recently learned about that has helped you work more efficiently and save time (could be for Clari or other tools in your tech stack)?

Our Analytics AMA with @paige_at_clari is next week!Submit your questions about Analytics, including Flow, Funnel, Pulse, Trend, and Waterfall today and Paige will answer them next Tuesday. Looking forward to your questions! You can submit the here.

Hi Community! How does changing an ‘Amount Field’ impact Clari?For example - If we are using the TCV or Deal Size as the mapped field but want to change it to ACV, what will changing that impact across the board?  

In office hours today, we had a question around weekly forecasting indicators. In the Forecasting module, if you have weekly forecasting set up, you can configure forecasting so your team makes and tracks their call for every week within the quarter.  This is different from the standard quarterly setup because teams will have a static call for each week, with a forecast status for each week.Functionally, this means that Clari will expect your reps to make a forecast call for each week fo the quarter, every week.If reps only fill out the current week, the rest of the indicators for the quarter will remain “incomplete”.  This setup can be useful if you want to track what your reps think they will close in the coming quarter, and which week they think those deals will close.Alternatively, if you are simply looking to review what your team has called in the past, you can review past weekly forecast calls using the Forecast call history.  More details on forecast history can be found here. 

I was talking with a customer today who wanted to know how much pipeline they needed to build in order to hit their goals for Next Quarter (NQ).This is relatively straightforward to do as long as you have a quota set for NQ in your forecasting module.Once you have your quota set for next quarter, navigate to the Pulse Module.Set the time scope to show “How is Next Quarter shaping up?” Choose the forecast tab where you have NQ Quotas defined You will see a green dotted line that shows your suggested pipeline Understand the breakdown of what pipeline you need by hovering over the “Suggested” icon.

I was on our Commercial team’s forecast call this week (always trying to be a student of revenue 🤓), and the first thing Michael did was ask Clari, ‘What happened since our last Forecast call?”He went into Waterfall, and adjusted the settings to show changes over the past 7 days, and filtered on ‘Path to Plan’ = True. Waterfall showed the team exactly what happened - where they had deals that slipped, where they had amount increases / decreases, where they pulled in deals to the forecast. The insights (1) set the overall context for the forecast call and (2) gave Michael the visibility to know where he had revenue leak.  

I have been thinking that it would be nice to have more Clari admin capabilities. For example, if we want to configure columns or filters in the Forecasting tab we have to ask our CSM to make those changes for us. @Andrew Pitman is a FANTASTIC CSM but I’ve also been thinking that it would be nice to have a “super admin” profile where we can make those changes ourselves (perhaps even with a Sandbox environment). 

Hello, We have a calculated bookings field in Salesforce which takes the sum of pricing components. We had to institute a different currency field as a write-in field for Clari. The reps are supposed to make sure this field is equal to the calculated field.My question is, did anyone else have to do this? I am thinking of building a process in Salesforce which takes the calculated bookings field and writes to the write-in field, based on update. Does anyone know if this would cause issues with Clari, I wouldn’t think so as it is still a currency field, not a calculated field?Thanks in advance!

Activity is mapped to an account/opportunity using two matching points:account owner the domain(s) on the accountIf you are seeing an incorrect individual mapping to an account/opportunity, this is likely the result of an incorrect contact domain being present within SFDC. To verify and fix this issue, find the account/opportunity in your SFDC instance where the incorrect person is showing up. Find this individual within the Contacts/Contact Roles section and remove them. It is likely this person was added in error within SFDC. By removing the incorrect Contact you will remove this domain from the account/opportunity.Note: Clari utilizes the contact/contact role email address domains as the matching domains on account/opportunity.You can find more information on how contacts and activities are matched to accounts and opportunities in our Help Center.

Without wanting to scare you too much 😬...it’s generally accepted that macroeconomic circumstances will soon be facing a downturn 📉. In light of this, many companies are seeing (or seeing even more starkly) the importance of retaining existing customers and maximising expansion opportunity to fuel growth in uncertain times.Clari has your back here! This video has some great insights from Conor Nolen (Clari’s SVP of the customer business) on how you can manage this process efficiently and from a place of insight 🕵🏾 Are you managing churn / net retention in Clari? Anything you want to share on what you have learned?