Learnings & Wins

Building a legendary revenue career depends on your ability to bring new ideas that shape how others think about your business.To do this, you have to go from reactive to proactive. For example:Reactive: Waiting to be told to chase down a report that answers a question someone else is asking.Proactive: Guiding the conversation by asking (and answering) the right questions that challenge and guide your company’s strategy.Even more simply:Reactive: Let me get that for youProactive: Let me tell you what we should be askingWhen I think about rising stars at Clari, these are people who have the courage to take big swings on new ideas.I’m aware, it’s risky. But playing it safe rarely leads to remarkable results. Instead, bring new ideas that shape your company’s strategy and how executives think.Here’s how to put today’s advice into practice:1. Where are you currently being reactive?2. Where are there more opportunities to be proactive?Think it through, identify where you can add value, then

 Your sales team is a driving force behind your revenue growth, but if every rep’s sales cycle is a reinvention of the wheel, you’re losing both time and revenue to revenue leak. As a revenue leader, it’s your job to make sure that they have the tools and processes to close deals effectively… but sometimes it’s hard to juggle giving every opportunity attention. Armand Farrokh, founder and host of the podcast Thirty Minutes to President’s Club and previous VP of Sales at Pave, is a treasure chest of wisdom when it comes to this. From team training sessions to prospecting and discovery, this episode explores the various techniques used in the sales process of Pave. The importance of meetings and the structure of each day of the week are also discussed, highlighting the efficiency and productivity of the sales team.Additionally, the key arcs at Pave and the challenges faced when scaling up the sales team are explored, providing valuable insights for other companies. Armand Farrokh, shares

Customer Success 🤝 ClariListen to any earnings call and you’ll hear the same message - we’ve increased our churn budget this year and we’re doubling down on efforts to grow our existing customer base.With all eyes on the Customer Success and Account Management teams… I’m hoping that you’re giving them more than a spreadsheet 😬Do you need convincing?Let’s say you’re a VP of CS and in Q1 you have 1013 customers and 23M ARR up for renewal across 23 reps.Your churn budget is 15% and the NRR pledged to the board is 116%.Where do you focus your time?Since you have the same hours in the day as anyone else… you’ll get the most bang for your buck by focusing on your biggest at risk accounts and growth opportunities.The problem? Your customer data is scattered across Salesforce, your Customer Success Platform (CSP), and Tableau 🤢Here’s a couple of ways I would use Clari to bring my stress levels down in less than 5 minutes:1. Group by Q1 Renewals and Filter by Red Account Health in my Enterpr

Subscribe to RunRevenue.Pro and get one tip for protecting your revenue — plus updates on new frameworks, playbooks, and exec conversations for running revenue like a pro — delivered straight to your inbox every Friday. Churn is a company killer. Ignore it–especially during tough economic times–and it’ll drag you down. It’s also as natural as gravity. Leave your customers alone and they will inevitably drift toward churn. But why do customers churn? Recently, Clari’s Kyle Coleman sat down with Gainsight CEO Nick Mehta. Here’s what Nick had to say about the all-too-familiar experience of customer churn: “For customer success, you are never done. Because what’s happening with the customer? New stakeholders. Going public. Going private. Reorganization . . . . it’s kind of like gravity. If you’re not constantly pushing value up the hill, it’s just going to roll back down.”Churn is always there. Because things change in management.Because the market is competitive.Because single thread rela

Subscribe to RunRevenue.Pro and get one tip for protecting your revenue — plus updates on new frameworks, playbooks, and exec conversations for running revenue like a pro — delivered straight to your inbox every Friday. The new age of indecision is here. For years, sellers were told the #1 driver of no decision losses was…  Status quo objections. To overcome this, many top pros adopted the Challenger sales methodology. But the times they are a-changin’. Status quo objections are being edged out by a new culprit that’s driving 56% of no decision losses in today’s market. It’s FOMU (Fear of Messing Up). And it’s rewriting the rules. Why FOMU torpedoes deals To solve a problem, we first need to understand it.  So, what fuels FOMU?  It starts with basic human psychology—specifically the inherent biases we all operate with. In this case it’s omission bias. Omission bias is where we prefer inactivity to action, especially if we fear a bad result. In other words, we’d rather sit on a problem

In this session, you will get battle-tested tactics for stronger deal inspection, maintaining deal momentum, and de-risking purchasing decisions to keep opportunities charging towards Closed Won. Speakers:Ian Matteson, COO, Global Security and Collaboration, Cisco Nick Cegelski, Managing Director, Blackstone Maya Connet, Head of Inside Sales, ClariWatch the video

List the revenue leaders reveal how they’re handling tough decision-making, executing with rigor, and adapting their teams to the current selling environment — plus the tools and tips to help you do the same. CROs speaking are:Alex Latraverse, Chief Revenue Officer, Flock Safety Seth Marrrs, Research Director, Forrester Kevin Knieriem, EVP, CRO, ClariWatch the video 

Clari CEO, Andy Byrne presents “Discover how to win the moments that matter most, stop revenue leak, and avoid burnout culture.” You’ll get a playbook for running revenue with precision, see the newest additions in Clari’s Revenue Platform, and hear from revenue pros operating with new-found speed and precision. Watch the video 

In this session, learn about how to guide your strategic decision-making using industry trends, plus get ideas and strategies to protect your customer base and stabilize NDR from revenue executives. The panel consists ofPilar Schenk, COO, Global Security and Collaboration, Cisco Angelique Slagle, Managing Director, Blackstone Nicole Alrubaiy, Former VP of Customer Success, ClariWatch the video 

Watch this highly interactive session, you’ll judge real-life sales calls along with the host and learn what best-in-class sellers do differently to win more deals.Speakers:Lynn Powers, Enterprise Sales Director  Kevin Dorsey, SVP Sales, Bench Accounting Wyatt Hill, Sr. Sales Manager, The Giving Block Watch the video.  

 We’re in a season of recession. So what should be your priority for your business in terms of revenue? Putting your magnifying lenses on all areas of your company and spot the areas of revenue leak. Where are you inefficient? Where are the handoffs getting missed? Where are there areas of revenue that are leaking out of any stage in the funnel? In this episode, Kyle is joined by not just one, but two CEOs. Alex Atzberger is the CEO of Optimizely - a company that provides digital experience platform software as a service. Andy Byrne is the CEO of Clari - a company that transforms the way enterprises sell, delivering new insights to drive action. In this episode of The Run Revenue Show, Alex and Andy share why your business needs to be following the rule of 40, proper prep for every step of the revenue cadence and finding your board superpowers.Here’s what’s inside: Build a durable company with the Rule Of 40: Andy mentions the Rule Of 40, a mindset that allows you to look at your compa

Efficiency is what every business wants… Efficiency with low expenses. But how do we get this? What are the steps we need to take as a business? This is what Justin says: “Efficiency begins with headcount. Making sure that your workers are not ‘employees,’ but ‘owners.’ They need to look at the greater whole of the company and step into different roles.” Justin Borgman is the Chairman and CEO at Starburst - an analytics engine that provides a modern solution that addresses these data silo & speed of access problems. In this episode, Justin shares how he developed a culture centered around grit to endure downturns, experiments that helped him build Starburst, how to run a business with efficiency, the importance of focusing on the strongest elements of your business, revenue models, and more.Here’s what’s inside: Culture will get you through the downturn: Justin says when the macro environment is going through a recession, company culture is what will get you through it. Reinforce y

Fundamentals are fundamentals for a reason. Why do you think Lebron James is so good at basketball? It’s because he puts the hours in and does the fundamentals over, and over, and over again. It’s the same for your team–put the hours in, do the fundamentals, and see revenue success. In this episode, Jason Chapman talks all about the basics your team might be missing in order to build a resilient, reliant revenue machine. Jason is the SVP of Commercial Strategies and Operations at Infor–a software that builds successful businesses. Listen in as he shares how the best companies leverage their revenue teams to have a broader impact than just the bottom line, how the best sellers are collaborating with their customers, dissecting the key fundamentals of the revenue process, how to ‘earn the right’ to sell to customers, and more.Here’s what’s inside: Understand your trade-offs: Between your market reality, product reality, and your financial reality…Jason says if you’re hyper-focused on the

 There is no one-size-fits-all approach to product-led companies. It's all about how the product becomes central to the customer experience. But what are the secrets for making your product central to the customer experience?In this episode, Kyle is joined by Todd Olson, CEO and Founder of Pendo - a platform that focuses on improving product experiences. They dive into what it takes to build a successful company using a PLG motion, Todd’s journey with Pendo, the importance of validating ideas, obsessively monitoring beta users, and finding product-market fit. They also explore the three key areas for implementing product-led growth and the myth of a product selling itself. Join us for an insightful conversation on how to create a product-led organization that puts the customer experience first.Here’s what’s inside: Get rid of the product-led misconceptions: A common misconception for Product-Led Growth is “the product sells itself.” Todd says this isn’t the case. If you’re selling to a

 Being a successful CRO isn’t just about setting goals for the sales team and driving revenue. It’s about having the right data and processes in place so that your sellers can collaborate and run revenue. This is where partnering with the revenue operations team comes in to save the day.On this episode of The Run Revenue Show, Adam Aarons, CRO at Drata, shares how he partnered with RevOps to gain a better understanding of what was happening within the business, identify areas of improvement, and make data driven decisions. You’ll gain insight on why this is a crucial move and how it ultimately builds a culture of trust and collaboration.Here’s what’s inside: Focus on relationships + data: The best way to build both of these muscles? Adam says trust, transparency, and collaboration. Audit your processes: Is your team actually adhering to your processes? Does anyone need a refresher?This week, take time to ensure everyone is on the same page. Adam says it’s how you’ll strike revenue gold

Extreme Networks was stuck in spreadsheets, lacking the visibility needed to drive a more predictable sales process. Joe Vitalone, CRO of Extreme Networks, & Clari CRO, @Kevin Knieriem, discuss the limitations of outdated technology & how Clari has driven the visibility & predictability needed. 

  As Revenue Pros, sometimes we just want to be told what to do–given a proven system for unlocking revenue growth, right?This week’s episode is just that. Jonny Fianu serves as the Director of Global Revenue Operations and Business Development for ComplyAdvantage. With an impressive background in strategic planning and revenue optimization, Jonny plays a crucial role in overseeing and enhancing revenue generation processes within a global organization. His expertise lies in analyzing market trends, identifying business opportunities, and implementing effective strategies to drive revenue growth. With a keen eye for identifying untapped markets and forging strategic partnerships, Jonny fosters collaborations that propel business expansion and increase profitability.On this episode of Run Revenue Show, Jonny Fianu shares his replicable system for success in revenue operations and its goal to minimize risk and maximize opportunity through constant calibration, the importance of data lite