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Best Practices, Learnings, Wins, & Tips

Come chat about industry, trends, roles, and everything in between.

  • 266 Topics
  • 188 Replies

266 Topics

Vinay Srinivas
Clari
Vinay SrinivasClari
posted in Best Practices, Learnings, Wins, & Tips

How to collaborate better with Copilot (formerly Wingman)

When it comes to working with and supporting customers, collaboration becomes an integral part of our day to day. The beauty in collaboration lies in the context or inputs you are able to share with each other. With Copilot (formerly Wingman), you have a conversation hub that you can leverage to share all the context you need using the voice of the customer so that you are able to collaborate better. Let’s see how you can become a star collaborator with Copilot (formerly Wingman): External collaboration with the customer Internal collaboration amongst your teams  1. External collaboration:Trim down recordings and share snippets with customers:Copilot (formerly Wingman) helps you make the context sharing process all the more powerful by enabling you to select and only trim the relevant portions of your meeting. This would then generate a guest shareable link that a customer can access. It is a simple 3 step process.A step by step guide on how to trim a portion of a call  2. Internal c

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Vinay Srinivas
Clari
1 year ago
David Ogborn
Esteemed Contributor
David OgbornEsteemed Contributor
posted in Best Practices, Learnings, Wins, & Tips

How to see when users joined Clari

Sometimes Rev Ops leaders ask me if they can see when users joined or started using Clari. It’s actually really easy! Just open Clari Studio > User Management and open the Actions drop-down. The export has a column for ‘Join Date.’  

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David Ogborn
Esteemed Contributor
1 year ago
afuoco
Clari
afuocoClari
posted in Best Practices, Learnings, Wins, & Tips

How can I expand Autocapture to other roles and teams?

This is a question that comes up frequently and an area where autocapture has the functionality to add additional value. The out of the box default Autocapture configuration is configured to log activity (Emails and Meetings) and create contacts for the users assigned to the “Account Owner” field in SFDC; this typically would be the Sales Rep. To expand beyond just the Accout Owner, Autocapture offers additional functionality enabling different user types/roles to utilize I’ve outlined these Alternative Ownership options below:  Non-Ownership Mode Non-Ownership Mode allows customers to write back activity that takes place with accounts even when the Account owner is not present on the activity.  Non-Ownership Mode allows customers to track activity with different personas interacting with your customer/prospect accounts even when the account owner is not on the meeting invite or email thread.  This option is particularly valuable when users are not assigned to accounts or opportuni

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afuoco
Clari
1 year ago
Astrid Adriaens
Clari
Astrid AdriaensClari
posted in Best Practices, Learnings, Wins, & Tips

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 teamsSome 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

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Astrid Adriaens
Clari
1 year ago
Harold Nguyen
Clari
Harold NguyenClari
posted in Best Practices, Learnings, Wins, & Tips

Managing Growth by Merger & Acquisition (M&A) - Driving Revenue Collaboration

M&A has been a common topic recently, as I’ve had discussions with a couple of different customers who are figuring out how to manage their M&A process, especially when it comes to SFDC and Clari. So I wanted to share some of the topics that we discussed in case it helps other people.Primary and Secondary ConsiderationsAs you’re going through this process, you will want to review and understand your primary and secondary considerations as they will have a significant impact on merging the companies and how you may decide to manage SFDC instances and Clari:Primary Considerations — You need to understand how the different companies are similar and different concerning: Metrics (ACV, TCV, ARR, MRR, Usage, etc.) Sales Process (stages, forecast categories, methodology, etc.) Forecast Cadence (1-on-1’s, pipeline reviews, forecast calls) GTM & Co-Selling Model (primary rep, opportunity owner) Org Structure within Parent Technology Stack (CRM, ERP, Billings, CPQ)  Seconda

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Harold Nguyen
Clari
1 year ago
bkskim
Clari
bkskimClari
posted in Best Practices, Learnings, Wins, & Tips

“We hit a snag.”

I couldn’t believe it. My hands clenched into a ball of frustration as my mind tried to soothe the everlasting migraine known as Salesforce Opportunity Management.  “It’s okay, just try a different field to update” I thought. My eyes darted to the top right of my computer screen - 6:13 pm. I’m starving, didn’t get to exercise, and worst of all, I’m missing the season finale of The Voice. My virtual yoga teacher’s words echoed, “Breathe in, breathe out.” I found another field to update, made a prayer to Matthew McConaughey (please Mr. McConaughey, I am Team Earth), and clicked “save.” … “Please review the following fields…” SON OF A - —------------------ That was my life before Clari. Hello Clari Community! My name is BK and I am an Account Executive at Clari, here to give you the three reasons why reps even need Clari.  It’s so easy to update CRM fields.  I’ve never known a rep who enjoys opening a new SFDC tab for each opportunity, waiting 10 minutes for each page to load, and stumbli

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NicoleA
Engaged Member
1 year ago
JoshM
Clari
JoshMClari
posted in Best Practices, Learnings, Wins, & Tips

Clari Administration Tip: Keep it Simple

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

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JoshM
Clari
1 year ago
jparawan
Clari
jparawanClari
posted in Best Practices, Learnings, Wins, & Tips

Revenue leak - where is it coming from?

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

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jparawan
Clari
1 year ago
krystiwalker
Engaged Member
krystiwalkerEngaged Member
posted in Best Practices, Learnings, Wins, & Tips

Focus on Efficiency- How to use Clari to do more with less

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

2
Janhavi
Clari
1 year ago
Peter Kim
Clari
Peter KimClari
posted in Best Practices, Learnings, Wins, & Tips

Dashboard Tip of the Day

Dashboards are one of my favorite modules in Clari because it acts like a Swiss army knife 🇨🇭🗡 and brings in insights from Clari’s other modules. Here’s a tip below on Top Deals Widgets.Top Deals Widget 💡Did you know that you can show activity over the past 7-30 days for your top deals widgets? All you have to do is click on the 3 dots in the upper right hand corner and select ‘Show Activity’. Not only will this show you activity summary, but you can check to see if a next meeting is scheduled from a birds eye view. Bonus: KPI Widget 💎What’s better than one dashboard tip? Two dashboards tips! That’s right, because knowledge is power. When you create a KPI Widget, I recommend using the right arrow to show not only the Total Amount, but the number of Deals and Average Deal size as well.What catches a lot of people by surprise is that you can actually click any area within the dotted boxes to change the fields shown within the KPI Widget. For instance, you can change Average Deal Siz

2
MikeAdams
Thought Leader
1 year ago
Ty Lapinski
Clari
Ty LapinskiClari
posted in Best Practices, Learnings, Wins, & Tips

End-of-Year Salesforce Changes That Affect 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

3
jlkaroff
Clari
1 year ago
Parin Lad
Clari
Parin LadClari
published in Best Practices, Learnings, Wins, & Tips

Quick Digest: Clari Analytics

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….

2832
jparawan
Clari
1 year ago
cdalton
Clari
cdaltonClari
published in Best Practices, Learnings, Wins, & Tips

Why CFO Karen Walker Uses Clari Every Day

Is your CFO looking at Clari as you prepare for this fiscal year?  Clari gives CFOs specific insight to give your top level executives the information they need to build the path to a successful year.Hear from Karen Walker, CFO at Sysdig, who is back with an expanded testimonial on how Clari helps Finance optimize resources and capital allocation, and minimize revenue leak."Clari is a very intuitive, easy to use tool. It can provide a single source of truth, looking at your pipeline and deal review has a number of useful analytics. It's easy for sales reps to adopt, and it's a tool that I rely on every day."Watch The Video 

1131
MikeAdams
Thought Leader
1 year ago
mirjammartin
New Contributor
mirjammartinNew Contributor
posted in Best Practices, Learnings, Wins, & Tips

Use Clari to Review Your Year & Set Your Goals

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

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mirjammartin
New Contributor
1 year ago
Kyle Coleman
Clari
Kyle ColemanClari
published in Best Practices, Learnings, Wins, & Tips

How to Close a Legendary Q4 During a Downturn

Winning Q4 deals doesn’t come down to chance or luck — it all depends on how you control the sales process. That means overcoming hard-hitting deal hurdles so you can protect your pipeline and end on the right side of quota.This 30 minute session will show you how to win the revenue-critical moments when the stakes are highest, from getting to decision-makers to getting a “yes” from CFOs. Watch On Demand

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Kyle Coleman
Clari
1 year ago
cdalton
Clari
cdaltonClari
posted in Best Practices, Learnings, Wins, & Tips

Learn how other Clari customers run revenue

We have two new customer success stories published today, highlighting customer experiences and how they’ve been able to leverage the Clari Revenue Platform to transform their revenue process. Kofax adopted Clari to develop predictable results and insight into trends with uniform views across the organization – and within the first quarter, achieved 95%+ forecast accuracy. Read their story here. Comply Advantage adopted Clari to gain insight into how revenue systems, processes, and data can work better together and easily convey insights to sales leaders, executives, and frontline managers at a glance – supporting them from “lead to renewal”. Jonathan Fianu, Global Head of Revenue Operations said, “Clari is at the heart of running revenue as a process." Read their story here.

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cdalton
Clari
1 year ago

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