Product Q&A

When developing a consistent revenue process, many organizations have a lot of data and complexities that can cause misalignment between sales leaders and sellers. With so much data available and the need to run complex deal cycles and forecasts, it becomes tempting to try to provide visibility for every situation in one view. Balancing Output vs. InputWhen we begin implementations with customers, there is always a balance between operational views, analysis needs, and ease of use for sellers, managers, and leaders.Your revenue teams need to view, be confident in their forecast, and simplify their input, while your operations teams need to pull various reports. I often refer to this careful balancing act as “output versus input” or delivering the key output needed in an organization’s revenue process but not at the expense of the user experience.Think About End-User ExperienceOf course, there is always the temptation to add as many columns and data points as possible, but in the end, w

On New Year’s Eve, I noticed my heater stopped blowing warm air completely so naturally I went to the basement 🏠 where the heating unit was located and sure enough, it was partially under water 🌊 from the California storm 🌧! With my guests, we spent 2 hours bucketing gallons of water out only to have it refill in 1-2 hours 🕓. Ultimately, we had to investigate where the leak was coming from and how to prevent this in the future. 🚧 Just like your pipeline, revenue leak 💧 can come from many places but fortunately, it doesn’t have to be a guessing game and Clari has many tools/modules available to help ensure you are executing proactively to mitigate risk. Let’s take a look at PULSE. You can start broad and just visually see if anything looks off or unusual. One thing I noticed is that between Jan 9 - Jan 22 (week 2 and week 3), the overall pipeline amount has dropped significantly. But just from this alone, I can’t get a clear picture where this leak was coming from.  I like to look

Our team has started leveraging the Meeting & Email data in the Account tab, but repeatedly points out that we’re missing Calls since that is a big part of our prospecting effort. While I understand Clari’s Exchange connection couldn’t access that directly we should be able to gather that information out of our Sales Automation Platform (SalesLoft/Outreach) since it is already connected and showing in the “review activities” section of Opportunities tab

In today’s economic environment, sales teams are asked to be highly efficient. In recent conversations with clients, there has been an intense focus on being more efficient. Specifically, how do sales managers and reps focus on the right deals and spend their time most effectively. Here are three areas in Clari to help your reps and managers stay focused and efficient: Deal Prioritization widget- In Dashboards, you can use the Deal Prioritization Widget to compare deal size vs CRM score. Using this tool, your reps can see which deal they should be spending their time on. Deals in the upper right are the deals that have the highest value with the highest likelihood of closing. This is the sweet spot.  In Accounts - You can use Accounts to sort by accounts that have current open opportunities. Evaluate which accounts (Show Activity by Account) have the most activity and verify they have current open opportunities.  Verify all Priority 1 or Tier 1 Accounts with open opportunities are bein

How to create sandbox environment in Clari?

Many businesses make structural changes to their CRM toward the end of their Fiscal Year.  While it is a best practice to review and update your CRM to match your revenue process, there are a few updates that you should let the Clari Support Team know about as they will affect your Clari instance.  Salesforce Changes That Affect Clari: Changes to your Role Hierarchy and/or Territory Hierarchy  Changes to your Stages Changes to your Forecast Categories Updating your History Tracked Fields in SFDC Making Changes to any Previously Closed Opportunities Updating your Validation Rules Adding/Deleting/Renaming or Changing Significant Properties of Fields Changing your primary Amount field(s) Changing your Date fields Consolidating/Building new Salesforce Instances Changes to Dependent Fields Changes to Field Visibility Fiscal Year Changes Enabling Multicurrency Changes to Product Lines Changes to your Deal Splits Deleting deals from Salesforce   Before you make

Want to give an overview on navigation around Clari analytics and definitions used in those modules? Here are some quick reads that give you the lowdown, you / your colleagues need: 🏃🏾 Pulse Overview: https://claricommunity.force.com/customer/s/article/Pulse-Overview📈 Trend Overview: https://claricommunity.force.com/customer/s/article/Trend-Overview⛲ Waterfall Overview: https://clari.my.site.com/customer/s/article/Waterfall-Overview🚿 Flow Overview: https://claricommunity.force.com/customer/s/article/Flow-Overview🎅🏾 Funnel Overview: https://claricommunity.force.com/customer/s/article/Funnel-Overview Have a favourite Clari analytics module? Let us know which one and why….

I was working with a client who had recently added a new stage to their configuration.They had backfilled previous opportunities with the relevant stage information, but when they looked at trend for previous quarters, they noticed that a significant proportion of their deals from those past quarters were now showing in Trend as “Other”. It is important to note that there are certain changes that can impact your Clari configuration.  Find more information about what changes impact your Clari configuration and how you can address them here:https://clari.zendesk.com/hc/en-us/articles/115001823651-Salesforce-Changes-that-Impact-Clari

The Waterfall analytics module you all know and love is coming to the Forecasting module! This’ll allow you to view the same pipeline movement insights from Waterfall without the additional clicks of having to leave Forecasting.   Now you’ll be able to view how your Commit pipeline has changed over a selected time period. These periods include:Since The Last Forecast Update In the last 7 days This Month/Quarter Last Month/Quarter And even a custom date range!Quickly understand what deals in your Commit pipeline haveDecreased in amount Slipped out of your current forecasting period Filtered out of your Commit category (hint: these are the deals you want to pay special attention to!) If this sounds like an early access program your organization would like to participate in, please reach out to your CSM to express interest and keep an eye out for the Waterfall in Forecasting EAP Group in the community.

Dear Support, I got a blank page when try to navigate to “Contact Support” page. Please advice how to process. Sincerely,Tuan Lam

It's the beginning of a new financial year for many of us. It's an apt time for reflection on what went well last fiscal year, but it also may be the time to discuss this year’s quotas in earnest. How can Clari’s Revenue Platform help you identify what you want to repeat and give you enough information to set realistic and achievable quotas? Let's look at what went well to start.  Review Win RatesReview win rates across your previous financial year using Clari’s Funnel analytics. Once you have figured out your overall win rate, you might want to investigate further and perhaps slice the data by certain factors like industry segments or regions. Adjust your scope to look at individual or team performance. Investigating your win rates by lead source may also provide you with valuable insights. Some of our customers have a product mode enabled for Funnel too, which enables them to draw conclusions as to which product line has been more successful in the last year. Finding Your Top Lead So

How am I able to set the default log on screen to the opportunities tab?  Currently it defaults to a Dashboard. Also, using Chrome, is there a way to pin the Clari page in the Bowser so Clari is always a tab that is available?  Thanks, Pat Kenny

Users in Pulse are often curious about how the AI Projection is calculated. The Trend analytics module is typically the best place to understand the underlying data. Still, it can be challenging to recreate the filter sets you typically use in Pulse in a different module. Luckily, with Clari’s AI Projection Details in Pulse, you can get that insight summarized directly in the Pulse module and save time.  Open up the AI Projection details in Pulse by hovering over the projection or clicking on the projection KPI in Pulse to give you more confidence or context into the number Clari is calling.

As new customers work with us during the initial configuration of building out their Revenue process in Clari, we always like to take the opportunity to review a customer’s current processes and discuss ways to optimize, standardize and simplify it, with the ultimate goal of providing revenue precision on whether they will meet, beat or miss on their revenue targets.Many customers start with a simple process of conditioning their users to use a combination of stages and forecast categories to help guide them in entering and submitting an overall forecast each week.  In the example below, you can see that each week, sellers and sales leaders submit two quarterly forecast calls: Commit and Upside.This forecasting setup provides visibility on how the business progresses through the quarter. It democratizes the forecast by capturing everyone’s input on where they think they will finish for the quarter and aggregating those into an overall number.  Of course, each forecast call can be valid

The last twelve months have been the most exciting, challenging, and rewarding of my career. This year I've had the pleasure of leading Clari’s efforts to transform the revenue process across several new industries (Life science/MedTech, Professional Services, and Financial Services).Our team's goal this year was simple but very important.Help executives and their revenue impacting teams across these industries in the same way we’ve helped top tech companies worldwide reduce revenue leak and achieve revenue precision. I've learned a lot in the process.---Here are my top 3 learnings If you’re looking to start an industry-focused Go-To-Market motion (or stand up any new business unit from scratch):1. Be ok with a 60-70% confidence interval. If you have higher confidence than this, you likely waited too long to make the decision. Ryan Smith, Founder and Executive Chairman of Qualtrics and Clari customer, shared in Harvard Business Review that you have to know when something is a "two-way

Very often we are faced with situations on the Dynamic prices of the components.Having an Idea on Similar product offered by our competitor when we log a bid for ex : If we select DL Series of HPE server what offerings have Dell or Cisco or other OEMs in comparison to .Price Analysis with the general Market , our price positioning for the same product and where we stand.This would help us have an idea on our target pricing and who can beat us in Pricing within the same domain of Specifications, very helpful for Sales Team in order to have Competitive price analysis.\

 This week at Clari is a big moment of truth for us as we embark on documenting and rebuilding our Customer Journey map.  We have a cross-functional team gathered at HQ to share customer feedback, identify the customer moments of truth, and draft meaningful improvements together. My favorite part about it?  Working with our cross-functional partners to build the future state, taking the best of what each of us is doing and scaling it.  Then, getting to take a few moments to snap a pic of our matchy matchy Clari sweaters.   Pictured here: me with my partners in Product Marketing and Value Engineering ← two must have participants in Customer Journey Mapping. What are you doing this quarter to strengthen your cross functional partnerships?

Whether you want to focus on Pipeline, manage QBRs or or provide general visual insight, you can create Dashboards to suit your organisation’s needs.Here are some great resources to help: How To Build A Dashboard: https://claricommunity.force.com/customer/s/article/How-to-Build-a-DashboardDashboard Ideas: https://claricommunity.force.com/customer/s/article/Recommended-DashboardsDashboard Management and Admin: https://claricommunity.force.com/customer/s/article/Dashboard-Management If there are any interesting / insightful / unusual 🤔 Clari Dashboards you’re using, the Community would love to hear about them here 👇🏾 in the comments! 

The Align team is excited to announce a recent release. You can now create a shareable link to invite multiple buyers to join and collaborate on your mutual action plan.  Improvements to sharing:Create a domain-based allow list so that your buyers can access a plan. Once they receive the shareable link and validate an email address from the domain-based allow list, we will email them to join your plan. Improvements to collaboration:Any existing or new plans shared with your buyers will now have the mutual ability to update milestone dates, create milestones, and add and remove action items. Buyers will not be able to delete seller-created milestones or remove library resources but can delete their buyer-created milestones. We are excited about improving buyer engagement and making mutual action plans more mutual!

I would like the ability to configure my columns to a specific view that only I can see --- while my manager can set his columns to a specific view.Right now I have to configure my columns the way he wants them so he can see them that way. I would like the option to see them differently per user.

What’s one thing all CS leaders know to be true?That Customer Success is critical to revenue. But with so many different org structures and tools, are we effectively integrating customer health and retention into the revenue process? It’s a hot topic– especially in this economic climate. Here are five ways I’ve seen Clari and our customers improving collaboration and governance in the recurring revenue base:  Pull customer health into Clari and look at Renewal ARR in your Green, Yellow, and Red Accounts. Keep a widget on your favorite dashboard to monitor the health of renewals in the current and future quarters, or layer health directly into your forecasting views.   Tighten up churn reasons and constantly evaluate where the churn is coming from.  Use those same reasons to track future risks (and require your team to populate them) to adapt to evolving pressures. I have those right on my customer health dashboard. We also run churn reviews after every quarter to review risks and chu

Current in the Opportunity Grid, in order to filter to a particular manager’s pipeline and see all deals their reps own, you have to add a group for “Owner”, toggle to “Hierarchy” and then know what their Role Name is and select.  It would be great to instead be able to select the person’s name in the Hierarchy as opposed to the Role Name. As the leadership team grows and as promotions and terminations happen, keeping track of which manager belongs to which role is difficult. 

CRM Score...it’s a key part of Clari insight and helps give an extra lens to your decision making but making sense of it, understanding how it’s calculated and how it can be configured is always a hot topic!Two articles that I always go to are these:https://clari.my.site.com/customer/s/article/How-the-CRM-Score-works https://clari.my.site.com/customer/s/article/Configuring-the-CRM-Score@Stephanie Scattolini - I know it can came up a lot in the call yesterday, so posting here for your (and the Community’s) reference! Let us know in the thread here if you have any questions. 

Align Team Roles help create a blueprint to show which roles and stakeholders need to participate in different steps of the buying process.  Check out this video as Head of Align Tom Williams walks through Team Roles. Map members on the buying and selling teams to the roles you create and add those roles to specific milestones. Improve collaboration and alignment to determine who’s responsible for what part of the buying process. For Reps:Reps can map different buyer teammates to each stage of your deal. This ensures the right people are involved in different deal stages and that everyone on your team has visibility into which people on your selling team will drive the deal. For Managers:Managers can use Align to ensure reps know which roles to involve in a deal. This is especially true for new reps that are ramping up. Managers can also check that reps use the right resources from your sales ops team for assistance.For Buyers:Buyers want to know who is involved on their team for each

Many businesses make structural changes to their CRM toward the end of their Fiscal Year.  While it is a best practice to review and update your CRM to match your revenue process, there are a few updates that you should let the Clari Support Team know about as they will affect your Clari instance.  Salesforce Changes That Affect Clari: Changes to your Role Hierarchy and/or Territory Hierarchy  Changes to your Stages Changes to your Forecast Categories Updating your History Tracked Fields in SFDC Making Changes to any Previously Closed Opportunities Updating your Validation Rules Adding/Deleting/Renaming or Changing Significant Properties of Fields Changing your primary Amount field(s) Changing your Date fields Consolidating/Building new Salesforce Instances Changes to Dependent Fields Changes to Field Visibility Fiscal Year Changes Enabling Multicurrency Changes to Product Lines Changes to your Deal Splits Deleting deals from Salesforce   Before you make