Product Q&A

Linearity… or pacing 🏃🏾🏃🏼‍♀️: words that can stir up anxious emotions for Reps who have been hounded about them for weeks on end. 🤦🏻‍♀️  But, why does linearity really matter? @Eden Penfield, CS leader at Clari, shares her thoughts on this along with how she advises customers to ask Clari: “How are we tracking towards our linearity targets?”:  Ultimately, a lack of linearity🏒 = risk in the business.  Every day a deal is out there, more risk is introduced. How often do your teams talk about linearity/pacing (weekly, monthly)?  What do you action if it’s looking “off”?

Q: Why did the sales team refuse to create new pipeline? 🤔A: Because they heard it was a "pipe dream" and didn't want to get their hopes up! 🤣 While I doubt sales teams are refusing to create pipeline in quarter despite external factors making this challenging, pipe creation is still an important component of your revenue process.  PULSE REPURPOSED:There are numerous ways to use Clari to track pipeline creation. I recommend creating a Pipeline Health Dashboard. Although this is standard and an excellent way to aggregate created pipe, a commonly asked question is “How much pipe am I creating Week over Week”? You can build a saved view and apply filters to show pipe creation over a period of time:Although helpful, it’s not the most visual representation of WoW pipline generation. I like to use Pulse not only because it’s a great way to track how you’re progressing against your linearity targets and how your pipeline is evolving week over week, but because a not so common ‘hack’ I’ve fo

For Copilot to work seamlessly, it is important that every recording user completes the required setup as a part of their onboarding on the product.Failure to do so will result in: Copilot not joining the scheduled customer meetings  Missing out on identifying/processing dialer calls Losing out on leveraging Copilot’s real time capabilities (Battlecards, bookmarks and monologue alerts) As an Account admin on Copilot you always want to ensure that all the recording users added have completed the necessary steps so Copilot works as it is expected to. The 3 major steps (plus an optional step) that every recording user must complete are the following:  Calendar integration - Sync their calendar with Copilot so Copilot is aware of all the meetings that the user has scheduled and by default Copilot only joins calls where there is an external (from another company domain) involved.  Voice fingerprint - Record their voice on Copilot by reading the required content displayed to them just

Curious to know how you all use groups and charts in Clari! Would love to set up some best practice guides for your top use cases. To start off this discussion, my own is actually from working in Sales Ops when I was a Clari customer: slipped deal reviews (but churn reviews is a close second from my time on CS Ops 😉).My workflow: at EOQ I’d look at the last 2 weeks in Flow (you could also do this in Waterfall now!), click into the Slipped bucket, then try a few things out:Group by Owner and hierarchy- so I could see who my problem children were/which regions had deals slip in the last 2 weeks of the qtr 🤦🏻 Group by Close Date- to see if everything just got pushed to the last day of the NQ or EOY meaning it might not have been evaluated if it was viable/should be closed lost 🙄. These were the deals I did closer inspection on. Group by Slipped Reason - to see trends in WHY things slipped and find areas we might need more enablement on 👀   Looking at these groupings in Chart View mad

This week, VP of Sales @Michael Kenney is reiterating how valuable Trend is and showcasing how he asks Clari: “How much more can we expect to both create and win this quarter?” during week 6 of the quarter. MK shared that Trend 📈 is the number one module in his ❤️ — any others agree with him?  What are your favorite modules to glean insights from? Let us know in the comments!

One of the best features in the Opportunity Grid’s the capacity to change the timeframe for highlighted fields. Whether you landed in the Opportunity Grid from an Analytics Module or you are manipulating an existing View, you can quickly adjust how fields are highlighted to ensure you aren’t missing any context around the most important updates that occurred.  It’s a little hidden, so don’t feel bad if you missed it.  By clicking “Edit View” in the Opportunity Grid, you’ll see an expanded description of the filters being applied, the scope, amount etc. On the right-hand side of that panel, you’ll see the slider (pictured below) that allows you to adjust the timeframe we use for the highlights to your history-tracked columns.  By default, the highlights look at the last 7 days. In addition, to the last 7 days we can also display a timeframe of the last day, the last 14 days, the last 30 days, and the last 90 days.   Use the different time frames depending on what insights you are lookin

Do you have a new goal, metric, or initiative that you want to track for the quarter? Well, Dashboards can be leveraged as an effective way to track these kind of short term metrics or Strategic Growth Initiatives (SGI’s) in a collaborative format. Let’s say your sales reps have several SGI’s for the quarter outside of your normal analytics and you need an easy place for both the reps and managers to track progress. If so, dashboards can help. For example, let’s assume the SGI’s for the reps include a metric like: Create X number of deals in X product category. You could follow a similar workflow as below to target and track this metric on a dashboard:Customize your “Opportunities” module view with filters and groups to isolate your desired metric. Example: opportunities with a creation date of this quarter for X product category Toggle to “Chart” view to see a rep by rep breakdown  Under “Actions”, select “Pin to Dashboard”. Follow the steps to select your desired dashboard (if you’d

Want to understand which owner/aggregation fields are driving a specific mode within your Clari instance? Within Field Configuration, you're able to drill into the properties of each mode (i.e owner field, aggregation field), and even edit those properties in real time. Once those changes are made, you can publish them, similar to any other Field Configuration changes and they will update within your instance. In this example, we’re looking at how to identify the owner/amount fields that drive the ‘Opportunity Mode’.  As a reminder, always use caution when editing modes or making any changes within Field Configuration. Carefully consider the changes you’d like to make, and always review those changes before publishing! Have a question on Clari Modes? Make sure to check out the Field Configuration certification course, or reach out to your Customer Success Manager!

Two of the best Analytics modules in Clari are Flow and Waterfall. Both of these modules help highlight movement within your pipeline yet they display the data in a slightly different way which can inform when you want to use one over the other.  Put simply, Flow is outstanding for seeing how pipeline has shifted from a deal perspective. Flow helps you see how deals change between stages or forecast categories. It’s a very powerful tool for helping you understand what has or hasn’t moved in their pipeline.  On the other hand, Waterfall is excellent at showing how pipeline has shifted from a dollar amount or currency perspective. Waterfall helps make clear how many dollars have been added to or removed from our open inventory of deals. Pipeline may shrink if you have deals slipping, being closed lost, or even closed won. Keeping track of how your pipeline’s size shifts has never been easier.  What questions are you asking about your business when you use Flow or Waterfall? Let me know b

With all the talk about the near-mythical power of Chat-GPT, I figured I’d put it to the test and ask it the most important question in the world. And no, that question is not ‘Who is the best Spiderman?’ (The correct answer to this question is Tobey Maguire) Instead I asked, “How do I Run Revenue like a Pro?” Here’s what ChatGPT said + how I would approach these suggestions in Clari: To run revenue like a pro, you should follow these steps: Set clear revenue goals: The first step is to set clear revenue goals that align with your overall business objectives. This will help you focus your efforts and measure progress over time. Clari Workflow: Within the forecast module, it’s critical to input quarterly/monthly quotas from the top level all the way down to the rep level to ensure accountability towards the org wide targets. It also allows for key revenue metrics such as attainment percentages & pipeline coverage ratio targets to be measured, tracked, and reported upon.   Track rev

Hey Product Team-- Here’s a scenario that I’m wondering about-- Say I’m at a conference or convention-- and I run into a client/prospect/lead and we meet for 10-15 minutes (unscheduled) and I want to track that activity in Clari. Right now my options are to enter that into SF as an event/meeting? How do I get that into Clari? Is there a way to create a manual input of a meeting/event to track notes on the meeting without adding it to my calendar after the fact?

Hypothetical question: It’s week 3 of your quarter. Do your marketing, sales, and enablement teams know where your deals typically fall out of the funnel? 🌪 Are they collaborating to prevent this leak in the future? 💧 We’re asking Clari in our cadence this week: “Where do our deals tend to drop off?” 📉 In addition to being everyone’s favorite LinkedIn influencer, Kyle Coleman heads up marketing at Clari and uses Funnel to answer this question for his team: Link in comments if you want to try it out for yourself. 👇🏼  If your teams are NOT asking this question yet — what questions can WE answer to make it happen?

Hand in hand with Lost Deal Reviews at the beginning of the quarter are the more actionable Slipped Deal Reviews. These meetings are more actionable since slipped deals are still in play if you keep your eyes on them. 👀  Slipped Deal Reviews can be done at any time, but when you’re answering “What deals from last quarter slipped into this quarter?”, it’s best to ask early — say in week 2 of your quarter. 🗓 Watch below as Director of Commercial Account Management, ​@Landon Scott , asks Clari this question in Flow.  Questions we ask ourselves when we look at these deals: Are they still viable or are we inflating our pipeline? How do we get ahead and make sure they close instead of slip further? Any others you would add to the list?

Let’s pretend it’s week 1 of the quarter 🗓 (let’s be real, we know some of you are already prepping for your next week 1 🤓).The top ❓ we hear as folks prep for QBRs is “Why did we lose deals last quarter?” And what they’re really trying to answer is: How do we get ahead of it this quarter? Any trends leaders need to know about (competitors, macro effects, etc) 📉?This could involve in-depth analysis in SFDC 🧐, but for VP, Customer Success, @NicoleA , this is a quick “Ask Clari” sesh following the flow below (pun fully intended). Nicole shared some of the lenses she looks at this through. Now we want to hear from you: What other ways do you slice and dice your business to understand lost deals? Any tips for folks who are just starting to incorporate win/loss reviews into their cadences? 

Hi Team, Is there a neat Clari overview/demo video that we could use to demo overall look, feel and functionality to our internal teams?

So you’ve started to use Align-- what insight can you gain?  Try adding a Map Status filter in your analytics modules. Specifically in Funnel. Do your deals with a MAP have a better close rate? You can also set up filters and save your views in Pulse to take a look at your pipeline with MAPs vs your pipeline without.  You will start to notice trends and see how successfully your team has implemented MAPs.  MAP status filtering will also show you how many deals are LATE vs On TIME to measure deal velocity and rep activity. 

We've recently made some UI updates that we believe will make your experience even smoother. One of the updates we've made is the addition of a button that takes you from to the Align home dashboard directly from the Insights Panel in Clari’s Opportunities Module. This should make it even easier to navigate between Clari and Align to access your workspaces. Additionally, we've moved the “Save as Template” button to the details section of your workspaces, making it simpler than ever to streamline your workflow and save time.We hope these updates will help you get more out of Clari Align. As always, if you have any questions or feedback, please don't hesitate to reach out to the Clari community. Thanks for being part of our community!

With Field Config now available to all, every Clari admin has the power to create a Mode. Creating a Mode is incredibly easy, but perhaps you aren’t totally clear about when you should create a mode.  There are 4 primary reasons why you may want to create a new mode.   New/Different Owner Modes are designed to reference a specific field for Ownership. Traditionally this would be a Sales Rep for New Business Deals. If we want to bring in new teams such as CSMs, SEs, or BDRs, a new mode with a different owner field would allow Clari to determine ownership based on whatever field you use in CRM to note which CSM, SE, or BDR, etc. is responsible for a deal. Column Layout Each user in Clari can reconfigure the columns in the Opportunity Module to appear as they see fit To “reset” those columns, a new Mode is a great way to ensure all users with access to the Mode get the same columns in the same order Another common use case is to create something to the effect of an

Hello Community!I had a customer question that I wanted to highlight from this week. When a rep changes positions, is there a way to keep that historical data linked to that user to the even though their position/roll-up changes?We want to be able to continue to view the ‘historical performance for individuals who are promoted' EXAMPLE: An SDR is Promoted to Account Executive  In a perfect world, we want to “link” the SDR History to the promoted Account Executive to show the historical performance The idea is to not lose the SDR History once that rep is promoted to Account Executive. We want to ensure the Account Executive is updated to their new role so that deals closed moving forward correctly roll into the new Role/Manager.  However, we want to be able to compare their historical track record as an SDR.  Is there a way to 'group' these users together so that a Rep could see their aggregate performance from "SDR User" and the current promotion of “Account Exec User”? How can we mana

Being able to segment accounts based on key characteristics such as org size, geographical region, and employee size can help your team plan their GTM strategy. The way you sell into into an emerging or commercial account can vastly differ from how you sell into an enterprise account, after all! Bucketing your analysis and metrics depending on these kinds of attributes can help you run revenue more effectively. Some fields you might considering adding to Clari from the Account object in your CRM: Account Type Segment Company Size Number of employees  We recommend adding this fields to the following Layouts: Opportunity Details — so you can reference these fields next to other important info Opportunity Filterable — so you can filter based on these fields Opportunity Groupable — so you can group based on these fields Opportunity Grid — so you can update and track changes to these fields in the opp grid In case it’s helpful, you can find the steps to add a new field to Clari

I see in Field Config via Clari Studio that system admins can create modes. Conversely, how can we delete modes that are no longer needed?Are there any key considerations to keep in mind when deciding to delete modes?

We’ve recently backfilled an open manager role.  While the seat was empty it was filled in our SFDC role hierarchy with a dummy user, on whose behalf a regional GM has been forecasting.Now that the manager is in seat, is it possible for them to inherit the existing forecast that the GM has been inputting?  If possible I’d like them to come in to Clari with better context than “here are screenshots I took of what your role was calling previous to you joining.”

Hello Clari Community! At Clari, we talk a lot about how to prevent revenue leak and drive revenue precision. Our goal is to help our customers (that’s you!) build a single source of truth with our revenue platform so that every revenue-critical employee has the visibility that they need to accurately predict where they’re going to land and, ultimately, meet or beat their number.So we’re curious, what does “revenue precision” mean to you? How will you know when you achieve it? How does Clari help you achieve it? What signs do you look for in your business, or on your teams? What are you doing right now to run revenue more efficiently and accurately? 

Hi Community! We are trying to better understand history-tracked fields vs highlighted fields in the opportunity grid as far as red, green, and blue indicators. A few clarifying questions:What does basic vs. dynamic highlight?  How are the Basic and Dynamic 'Cell Properties' in field configuration, defined? For the Dynamic Indication - does 'Downward Progression' mean that it’s a positive progression to Green, from the top of the picklist to the bottom of the picklist values?

Is there a way to monitor usage? ie: number of times logged in per week/month and how long they are on the site? I see the last login date, but I’m looking to track this on a weekly/monthly basis and compare to individuals' peers.