Product Q&A

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

There is a way to Star an opportunity, which is incredibly useful.  I’m looking for a way to tag deals so that I can visually see to which area a deal relates.  For example, my team operates in an overlay fashion and I can use filters by sales rep or by opportunity owner.  Depending on the deal you can either be a rep or owner, or both.  However, I’m looking for an easy way to say, for example, region A, region B or region C. I thought about the use of tagging inside Clari to then add a filter.  Is there a way to do something like this?Thanks

With Clari’s Align solution, Mutual Action Plans are embedded into the revenue process, allowing sales leaders and reps to immediately understand where the customer is in the buying process. Mutual Action Plans get buyers and sellers on the same schedule by offering your revenue teams a shared understanding of the key milestones to complete to close a deal. This way, sellers and sales leaders can have an honest conversation about whether a deal will close and reduce the likelihood of losing revenue. When I work with customers on incorporating MAPs into their Clari implementation, I am often asked about the best way to roll them out to sellers and tips on how to keep adoption high. We have our Getting Started with Align guide designed to help reps get started, but how can you help ensure that your team adopts this feature?Mutual Action Plans Improve Revenue VisibilityAs sales processes change and the macroeconomic conditions get more challenging, it is crucial to bring the seller's pers

As a manager, can I create custom text fields that reflect our deal inspection process within Clari for my reps to fill out if it doesn’t exist in SFDC? Right now I am just having them dump all of that information into a template I created in a ‘Notes’ field, but I’d like to separate out the different questions into their own fields so that I have better visibility into what the knowledge gaps are on our deals.

Whilst we salute those reps that move teams or get promoted to manager….it does involve some administration in the background to ensure reporting isn’t affected though...Clari’s got your back!A customer asked me about this today and reminded me that there’s lots of great advice covering multiple scenarios here: https://claricommunity.force.com/customer/s/article/Transitioning-Sales-Reps 

That situation where something is in ‘best case’ forecast category (but not quite ‘commit’) yet someone is pretty bullish about it coming in and you want to mark it as such...that’s deal level forecasting!Speaking to @Tpang today (Clari EMEA, CSM) and there definitely seems to be a trend for customers looking to do this more for extra revenue precision!The prevailing strategies to do this:Have an additional “In The Call” field that people can mark - for extra granularity in a deal. Have Forecast fields on an Opportunity for each level in the hierarchy i.e. Rep / Mgr / CRO - helps analyse how a deal is viewed by different people in the revenue chain. Anyone, have any additional thoughts on how to manage this / creative ways to get more granularity over above putting something in a forecast category? Would love to hear on this hot topic…. 

hi if I export a table, where is the file saved?  krgdsRolf

No problem 😎 Now you can look back at Trend from a previous date.  We’re excited to launch the ability to Select a Date in Trend !You can use this feature to analyze a specific day in the current quarter or month and compare your selected day to the same day in prior quarters. Check it out here in Trend Compare, Look-back and Spot LeakWant to spot revenue leak? 💧 See what your pipeline looked like including the projection, conversion rates, gap to quota, etc. Whether you’re doing a detailed analysis or just want to double-check what you saw yesterday, it's easy to look back to see when things changed.  Select a date to answer questions and find the leak What was the value of Commit inventory on the 30th day of the quarter?  What was Clari’s projection calling when I looked at it on Monday? My conversion rate on S2s looked low at the end of the quarter, is it usually higher? Why is it dropping later in the deal stage? I’m at the beginning of a quarter. What is my typical S4 conv

At any given point in your quarter, you probably want to pressure test that you have the pipeline you need to achieve your goal. How do you ask Clari how your pipeline makeup compares to previous quarters?

The Waterfall module in Clari Analytics gives you quick visibility into the different factors contributing to changes in your pipeline.You can leverage the Waterfall analytics module to identify the factors contributing to the changes in your pipeline over a specific period of time.Waterfall gives you visibility into how your pipeline has changed due to:Amount increases and decreases Deals that slipped/pulled into another period Deals lost out of pipeline New deals added to pipeline Won deals that are no longer in playThese insights help your revenue teams identify the sources of potential revenue leak in your sales cycle, and helps Revenue Leaders understand specifically how their pipeline has changed.What if you could apply the same level of insights to the deals that support your forecast call (ie. your Commit or Best Case)?Early Access Program: Waterfall in Forecasting We’re introducing our Early Access Program for Waterfall in Forecasting this quarter. Giving you the same level of

I recently had a stimulating conversation with a Head of Business Development at one of our customers I was involved with as a Strategy Director. This resonated greatly with me, given that I am an ex-Business Development Manager (Lead Generation).We were talking about how excited he was to get Clari in the hands of his team, to drive the entire team to forecast, to think like salespeople, for these often young people to take accountability and plan for their success. This particular company prides itself on hiring BDR, also known as SDR (sales development), with the view for them to use the role as a stepping stone for a future sales career. During their Clari implementation, we created forecasting metrics rolled up from two angles: The pipeline owned by the BDRs, the “pre-pipeline”, so to speak The pipeline no longer owned by the team, the SQL'ed or accepted by sales pipeline. We did this based on Count (Volume) and Value as both metrics are essential to the BDR function.  We jointly

Are you using a sales methodology like Value Selling? Mutual Business Objectives (MBOs) allow reps to highlight customer discovery and capture a buyer’s pains, constraints, and initiatives.Mutual Business Objectives in Clari Align Mutual Action Plans MBOs for Reps:I want to capture the customer’s success criteria and objectives and validate them with the customer early in the deal, so I always have this to anchor the deal and use it to drive momentum.MBOs for Managers:I want my reps to adopt the best practice of asking about mutual business objectives, capturing them, and validating them with the buyer to ensure they are asking the right questions using a value-based sales approach.MBOs for Champions:I want these objectives captured in a central place so I can quickly ramp up any new stakeholders and justify why we are spending time and budget on this initiative. Add Mutual Business Objectives to your Mutual Action Plans by navigating to your Organization settings in Align - https://al

Forecasting tutorials for setting up your view as a Seller.

I recently spoke with a customer about some of the challenges they were having as they were looking to gain better visibility in their pipeline health for future quarters. They were noticing a trend that many organizations see.  Reps would set all early-stage opportunities as set to close in the current quarter. Each quarter, a significant subset of those deals would not be closed. Once the quarter ended, sales reps would slip those deals into the next quarter in mass, changing the pipeline makeup for NQ significantly. This rep behavior was creating an inconsistent, lumpy pattern of pipeline movement. A massive pipeline cleanup effort was required at the start of each quarter as reps frantically moved, slipped, and lost deals moved in mass. These factors led to fluctuations in early quarter pipeline and caused a lack of confidence in their overall pipeline health.  The customer uses Waterfall to visualize the potential revenue leak occurring every quarter. This analysis enables lea

We’ve started using Clari to look at out quarter pipeline, specifically Q+3, using the Forecast module to show coverage and opp source information. Has anyone done anything creative with analytics or in the forecasting module to look at future quarter pipeline?

I work with customers who have questions about the Revenue Intelligence insights in Clari.  One of the more Frequently Asked Questions that I get is related to how Capture and Accounts write information back to your CRM.FAQ:“Why does my Accounts Module differ from what was written back to SF by Capture?”ANSWER:There are small caveats between Capture and Accounts:1) Ccapture skips writing when it can't determine an exact match, whereas Accounts will simply associate the activity to multiple accounts2) Canceled meetings in Accounts operate slightly differently from Capture:Since we index for what shows up in Accounts every 15 mins, we will pick up an upcoming meeting and show in Accounts as a meeting that is scheduled for the following day. — If a rep modified the event two hours ago and canceled that meeting... the next time Clari indexes to update Accounts, you would notice it has been canceled and removed from your upcoming meetings.   While in Capture, in most cases, we index after t

Is it possible to change what data is shown in the card that pops up when you hover over a bar in the Waterfall pipeline report in Analytics? I would prefer to see the top 5 opportunities contributing to that category of pipeline change. Or perhaps even be able to create an adjustable range of values to determine what is shown there.

Hello Clari Community!I’ve been hearing a lot from customers lately about best practices to accurately track New Logo Counts. Typically, we see a count field added to the opportunity object, but many New Logos can have 2 or 3 new opportunities open, thereby inflating the number.I’d love to hear ways others have created an accurate system to count New Logos and forecast against them! Thanks!

Stay up to date on some new Clari Studio features coming to Forecasting! Forecasting Management view only is live!See how your Forecasting module is configured with Clari Studio’s Forecasting Management. Advanced Ops Admin users can open Clari Studio to access Forecasting Management. Forecasting Configuration export is live!The Forecasting Configuration Export will show a detailed overview of your Forecasting module configuration. This export will be in a csv spreadsheet format and a Clari Admin can download it any time to review the configuration and communicate desired changes via Forecasting Management. Forecasting Management courses are coming soon to https://university.clari.com/Be on the look out for an announcement in an upcoming newsletter on how to access our Forecasting curriculum that will cover all things related to our Forecasting module and how to use Clari Studio’s Forecasting Management.