Learnings & Wins

Here’s something we see everyday – sales cycle was 12-18-24 months long. 100+ meetings, demos and calls involving scores of stakeholders.Deal gets signed...and there’s a 30 min handover call to transfer all that history from AEs to Account Managers and CS. 30 mins to cover literally hundreds of decisions, interactions and expectations. Impossible.  Handover is a massive Revenue Leak moment.  PEOPLEThe AE knows the key players on the buyer side, especially highlighting who has power, who will be getting the actual value, and any detractors. If the AM doesn’t know these relationships, they’ll blunder, or at best lose valuable weeks learning who’s who.   PROBLEMSIf CS doesn’t know what buyer business problems Sales promised to solve, then they’re not going to optimize the rollout, and the buyer’s going to get frustrated that they’re not getting the value that was promised.   TIMELINEThe buyer probably told the AE about key dates driving their decision. If the AM/CS doesn’t know those dat

  As uncomfortable as failure is, it is essential for success. Failure holds lessons for refinement and growth, but without careful examination of what exactly failed, your potential to refine your strategy is lost. Cody Guymon, COO at Workato, joins the Run Revenue Show to share why paying attention to successes AND failures fuels revenue growth. He digs into how you can do it, providing a playbook for optimizing failure for your company’s benefit.In this episode, you’ll learn: Observe successful companies. Cody mentions from observing other companies' strategies and approaches, you can gain valuable insights to apply to your operations and drive revenue growth. Learn from other companies and take bits and pieces from their strategies to apply to your own. Become proactive. Thinking ahead is critical for revenue success. You can do this by taking a step back, analyzing market trends, and considering new revenue models to incentivize the right behaviors.Cody suggests thinking ahead by

 Join Host Kyle Coleman, CMO, Clari as he talks to Haley Katsman, VP of Revenue Strategy, Operations, and Enablement, Highspot and Anil Kumar Head of Global Revenue Operations, Asana to discover why revenue operations is the new strategic “secret weapon” for B2B companies, plus how to empower your team with a unified revenue platform.

 Join life sciences & sales experts for a panel discussion on how adopting a Digital Sales Maturity model can increase productivity, effectiveness and revenue in sales organizations. Hosted by Clari CMO, Kyle Coleman with guests Omar Khateeb, Founder, Khateeb & Co., Host of The State of MedTech and Daniel Hawkins, Founder, CEO of Avail Medsystems.

  If you’re not using data to understand the customer journey, it’s like you’re sailing without a map. Many revenue leaders are missing out on opportunities because they don’t know what’s happening inside their existing. Steffen Hedebrandt, Chief Marketing Officer and Co-Founder of Dreamdata is here to share his playbook with us on just HOW to fix that problem. Steffen shares his lessons learned from taking Dreamdata’s revenue to new heights.In this episode, you’ll learn Focus on the customer journey. Understanding the customer journey timeline and success rates of different activities is key. This helps identify the strategies that have the biggest impact on the company's success, allows for a focused approach and a more improved go-to-market strategy. Quality over quantity should be prioritized. Marketers should consider each lead as a physical person they would present to the sales team and focus on sending only those leads that meet certain criteria and have a high potential for co

Your Revenue Cadence is the ongoing motion of revenue moments that revenue teams leverage across quarters to deliver predictable, repeatable revenue precision. Clari has checklists and playbooks with templates that you can use to help you begin building your own operating cadence. If you need help identifying where to focus, you can take the fast assessment first.

  Clari's Devin Reed, hosts Clari Enterprise Account Executive, Lynn Powers, and 30 Minutes to President's Club's Nick Cegelski and Armand Farrokh for a game of Dungeons and Deals.Pick up three plays that pierce through the noise and motivate prospects to act now, from prospect to close.

CROs reveal how to remove surprises from your revenue process using a revenue operating cadence designed to win new business and avoid retention pitfalls.Host: Kevin Knieriem - Chief Revenue Officee, ClariPanel: Ashley Grech - CRO, Xero Matt Weil - Sr VP Worldwide Sales, HighspotWhat are your 3 must win revenue moments?

  Neglecting the customer journey will leave you with unhappy customers, fewer sales, missed opportunities, and a significant revenue gap. And we can all agree, that’s a problem. So how can we prioritize the customer journey to help us drive revenue for our organizations? How do we actively prioritize the customer journey?Kevin Chiu, Co-Founder and Chief Operating Officer at Catalyst Software, has some ideas to help you drive new business and prioritize existing to reach both short-term and long term business goals.Here’s what’s inside: Customer success is found in the customer journey. CROs should focus on new business acquisition and also on long-term customer value. This means investing in customer enablement and alignment across functions, providing strategic business conversations with customers, and ensuring a seamless handoff between customer success managers and account executives. Improve QBRs for customer-focused conversations. Quarterly business reviews often lack customer-c

Revenue can be expressed as a deceptively simple equation:Pipeline x Conversion Rate x Average Contract Value = RevenueThis equation is important because as a revenue leader, these are the three – and the only three – levers that you can invest in to change your business.In this article, we’re going to look at each lever and discuss what can and can’t be changed in a tough macroeconomic environment. We’ll show how our favorite revenue leaders use this equation to tune their revenue cadence to deliver the biggest business impact. And finally, we’ll look at how better internal and external collaboration can improve conversion rate and ACV. Let’s do some revenue math PipelineLast year, 72% of Chief Sales Officers [Gartner] declared that their strategy to meet revenue targets in the face of tougher macro was to just get more pipeline. Seems right at first glance. But pipeline is an expensive game. While you can optimize at the edge, pipeline is linear at best: you put more dollars into SDR

We built the Revenue Cadence Checklist to help you operationalize the critical revenue moments that help you understand the most important question about your business — whether you’ll meet, beat, or miss on revenue. In this video, Tom Williams walks through the playbooks and checklists we built to help you build your revenue cadence.  

29.9% win rate improvement30.2% decrease in slipped deals209% increase in average sales priceThose are all stats Clari’s Value Engineering team attributes to Unity — the “world’s leading platform for creating and operating interactive, real-time 3D content” — since implementing Clari.Causal correlation is nearly impossible to prove, but “The Clari Effect” has definitely had a positive impact on sales at Unity.So what did things look like at Unity before Clari?Challenge: “Salesforce and spreadsheets” were not scalable as the business grew Clari has helpedThat’s how Unity ran sales forecasting before Clari: Salesforce and spreadsheets.Laura Palmer, Unity’s Global Vice President of Sales, arrived on the job without a true forecasting solution. “We had Salesforce but did not have the forecasting module implemented.” And Salesforce itself just “felt like an overwhelming amount of data.”Laura’s team members sent her spreadsheets in various formats, depending on region or group. “I could not

What’s a revenue operating cadence? Great question! Let’s dive into what it is, why it’s valuable to establish, a few different options for what best-in-class operating cadences looks like, and strategies to implement your own. 

Colm Fair talks through how Game Tapes and Smart Summaries help Enablement at Multiplier Technologies drive accountability, onboard new employees, and minimize admin for Sales. Colm also has great tips on rolling out Clari and Copilot at your organization! 

Understanding stage conversion is one of the biggest unlocks in running revenue and stopping revenue leak. It's one of the few moments where marketing, enablement, revenue excellence, product and sales leadership all converge. Are deals choking from because of product-market fit or pricing? Do specific reps have a skills deficit? Where is your leak? 

Kevin Knieriem, CRO of Clari, walks through the steps to creating a successful, scalable 13 week revenue cadence. WIN EVERY REVENUE MOMENT. Charge is a virtual event filled with thought leadership and practical advice for revenue pros who want to turn obstacles into opportunities – regardless of market conditions. 

In the Quarterly Retro, the CRO, Business Ops team and Revenue Ops team use actuals to optimize the financial model and adjust the revenue strategy accordingly.In highly dynamic environments, assumptions can change fast, so you need to keep your hand on the pulse. 

Al is getting better, but we still need an accountable human to make a final call and provide insights to what the numbers mean for business. The CRO Call needs to balance predictive analytics against external macro and value judgements on rolled up forecasts to come up with a single number that the rest of the organization can rely on for everything from building up inventory to investing in marketing to making headcount decisions.  

New Logo ForecastSenior leadership has the scope to look down at individual deals and up at the broader landscape. Depending on the size of your org, there could be multiple layers of management and roll ups. Leadership should meet on Mondays to game-plan out the week and on Fridays to update your forecasts. 

We switched from Outreach to Groove 18 months ago.Here were the main problems we were having:👻 The "shadow CRM"Outreach and other sales engagement solutions manage contact data outside of CRM platforms. This effectively creates a secondary CRM, which causes major compliance issues with the GDPR regulations of the world. It also creates major data sync issues between Outreach and CRM. Only about 60 to 70% of our activity data ever made its way back into CRM, so we had an incomplete sense of what people were doing and what was working. Ultimately, we couldn’t easily A/B test our outbound messaging, which was challenging and frustrating for our team.💔 Incomplete analyticsBecause of the activity and contact sync errors, I couldn't do any meaningful analysis on the revenue outcomes our team was driving. Yes, there are analytics built into Outreach, but most of the success criteria there have to do with call dispositions or meetings booked. That's useful, but ultimately is not what I am ac

 As the revenue and selling landscape is constantly changing and adapting, it has become a critical component to better engage and build trust with potential buyers. And it all begins with meeting them exactly where they are… AKA, fully understanding and being aware of the buyer journey.Jake Randall, COO of Common Room, shares his secrets to tailoring sales approaches based on the buyer, how to nail trust on the head, and how to achieve a 360-degree view of the buyers to effectively engage with them. Throughout the episode, Jake highlights the power of digital channels, such as social media platforms like LinkedIn and Reddit, in influencing buyer behavior and decision-making. He also explains how sales teams can deliver personalized messaging at scale while ensuring a meaningful and impactful customer experience through leveraging data and automation.Here’s what’s inside: Embrace the modern buyer's journey. It's crucial for sales teams to understand and embrace this modern buyer's jour

Hi, Everyone! Welcome to the Clari family. I’m Ryan Perazzelli, Solutions Consultant here at Clari.Don’t hesitate to ask questions in this group as you implement the Accounts Module. I will be here to support you.Other customers are also rolling out Accounts. This group is also for you to talk and learn from each other too.Thank you for the partnership. I’m looking forward to working with you! I strongly recommend you get started by attending the Account Module Overview webinar. In this webinar, we will review the Account Module, how it can be leveraged, as well as how to navigate the module. This session is ideal for Revenue Operations Champions to understand how to leverage and navigate the module. Sign up here. You can also watch the recording of this session on-demand below:P.S. We designed a self-paced course to walk you through how to review your accounts on a weekly, monthly/quarterly, and yearly cadence to track seller and buyer engagement across accounts, identify risk and opp