Uncovering what changed in your pipeline using Waterfall Analytics

Have you ever felt really good about a month or quarter only to see that your pipeline has mysteriously dropped 20%?


I have… and it’s not a great feeling… 🤦🏻‍♀️


The worst part is if you’re running your forecasts out of spreadsheets or BI tools, it’s a huge pain (if not impossible!) to figure out what changed & why.

*cue the infamous math gif from The Hangover*

With Clari, you can easily see how your pipeline changes weekly, monthly, or quarterly using the Waterfall view in Analytics.

But just knowing what slipped isn’t enough - you can actually apply groupings to each category to provide you with the data to more effectively coach your teams

Some of my favorites:

💼 Amount Decrease —> Group by ‘Executive Buyer Engaged’ to see if we’re discussing price with the stakeholders who hold the purse strings

🥊 Lost —> Group by ‘Competitors’ or ‘Product’ to see if the team needs more training going head to head with certain competitors or additional product training

💰 Slipped —> Group by ‘Account Health’ to see which accounts in Green/Healthy have been pushed to either get in involved directly or identify if you may have some sandbaggers


Clari gives sales leaders the tools to understand your business in real-time so that you can coach your team to better outcomes 🏋🏻‍♀️