Come chat about industry, trends, roles, and everything in between.
What is the Role Hierarchy? The Salesforce Role Hierarchy allows you to define and manage data visibility and access for users within your organization. Based on their role, you can control who can view or edit certain records, such as accounts, leads, opportunities, and other objects. What are the Benefits of Setting Up the Role Hierarchy? Access Control: A role hierarchy allows your company to control access to data and functionality within Salesforce. You can grant each role specific permissions, which cascade down to the users in the roles beneath it. You can ensure that individuals can only access authorized data and perform authorized actions. Reporting: The role hierarchy also allows you to report based on roles. You can see how many opportunities, leads, or cases each role in the hierarchy is working. This information can help management make informed decisions about resource allocation and identify areas for improvement. Sales Management: Sales teams can use the role hierarchy
Hello, I signed up for Clari University a couple days ago but I still don’t see the Admin Cert course in catalogue. I read the courses available should have updated within 24 hours after I signed up. Can anybody help?
Love doing things on the go? The Copilot mobile app is here- Listen to sales calls recordings on the go. Simply hit play, lock your phone and move on. With Copilot mobile app, you can:Listen or review your/team’s past calls on the go Request for and share coaching feedback via comments View upcoming meetings (and stakeholders) at a glance. Toggle recording on/off for an upcoming call with one tap.If this sounds helpful, head to the below links and download the app now Android: Download from hereIOS: Download from here Note: 1. Copilot doesn’t ask for permissions to view any data on your phone2. To sign in, use your work email account (that you use on the Copilot web app). That's it. Now, let’s do a deep dive into some of the key features and available options:My Calls: View your upcoming meetings and call recordings. Team Calls: View all call recordings from your team + filters to find what you need Search: Search for a keyword across all call transcripts, meeting titles and attendees
Hi Everyone!My name is Michelle and I manage one of our Solution Consulting Teams in the Professional Services Department. If you’re looking to learn some best practices as it relates to Net Retention & Churn, please review this in-depth video & deck (attached below) as you’re thinking about bringing that process into Clari! We go over the following: Why is forecasting/tracking renewals is important? Net Retention SFDC & Forecasting Set up Best practices for Calculations Churn SFDC & Forecasting Set up Key Considerations & Next StepsIn regards to requirements gathering, here are the Key Questions we will ask you:Who owns and is responsible for forecasting renewals, churns, and upsells? Attribution to the correct teams: If sales/AM team owns upsells and not CS, how can we attribute upsells to CS team members to get to NRR and GRR? Understanding opportunity set up: If expansions/upsells are in renewals, are they attached to the renewal opportunity or created as sepa
Disclaimer : This one is exclusively for our reps and it's going to be worth its while. Copilot has been joining your calls and recording them but is that the only use-case? And the answer is “No, there’s lot more” so let’s look into those : Bookmarking -> If you are still using a notebook to document the key moments which you might refer back after the call then its about time you hear about the Bookmarking functionality of the much-talked-about Copilot Desktop app.How to add bookmarks over your call ? Here’s how : 1. Ensure that you are signed in to the desktop app before your meeting starts. 2. To add a bookmark in an ongoing call, simply click the big blue bookmark on the left. Pro-tips : You can create personalised categories for bookmarking in Personal settings. You can create your own categories from here. You will also have the ability to comment and share bookmarked moments in one click. Ever wanted to add a bookmark to refer back post the call? Now you can do that t
Talent is everything in revenue. Sure, we spend a lot of time talking about AI, forecasting, and cadences. But these tools support reps in the trenches and the teams that surround them. You can have the best toolset in the world, but if your talent isn’t there the numbers won’t be either. For revenue leaders, it’s mission critical to attract and retain top talent. And this pursuit can become a full-time job without the right framework to guide your efforts. Today, I’d like to share a structured approach to talent, backed by 10 years of building at Clari. Use this framework to stack your team with A+ players and build a legendary career in revenue. Attract talent with your core values There’s a lot of noise when it comes to attracting talent. Talk to a dozen leaders and you’ll get a dozen opinions, ranging from complex interview schemes to referral-only hiring practices. For me, talent is simpler than that. It starts and ends with values. When you define what your team is about and how
Do you have your New Business and/or Renewals Business setup in Clari already but wondering what are some other forecasting use cases to bring more visibility in one spot? Clari can also be utilized for pipeline generation tracking. This is powerful for both read-only visibility but it also allows you to set targets by team or even individual reps to keep them on track to meet their pipeline goals. There are so many ways to utilize this functionality but here are some key best practices to add to your Pipeline Generation Tab that we’ve seen our customers add to their own instances: Pipeline Generation Target: A Pipeline Generation Target is useful to have in regards to seeing if we are on pace to building our pipeline in order to ensure a successful current Quarter: ASPUsing the “Power of One” field in SFDC as a rollup, we can make a quick division of (Generated Pipeline / Generated Deal Count) to see the Average Sales Price. Quick tip: To ensure quality calculations, we can use filte
Drip. Drip. Drip. The leak may be hard to find, but you know it’s coming from inside the house.Every quarter, thousands of dollars (if not millions) are slowly leaking out of your business. We aren’t talking about physical plumbing. We are talking about breakdowns across your revenue process resulting in revenue leak. What is revenue leak? It’s the biggest business problem hiding in plain sight, impacting all companies across all industries. It represents the revenue you’ve already worked hard to earn but have yet to capture. And according to our Clari Labs research, 14.9% of revenue is lost every year due to revenue leak. It can show up in a handful of sneaky scenarios. Maybe the high-visibility enterprise deal you needed to come in slipped to next quarter. Maybe one of your top sellers gave away another one of their famous generous discounts. Maybe your win rates have decreased slowly over time without a clear culprit. Or maybe that huge customer you thought you could count on churne
It’s been a few weeks since the Collision conference in Toronto but I’m still energized from the incredible conversations, panels, and networking opportunities with so many impressive tech and business leaders. Sharon Goldman, Fortune’s AI reporter, and I took the stage for a panel on, “How AI Is Transforming SaaS Innovation.” I shared my view that we’re near the peak of the “AI hype curve.” I’d estimate we’re seeing anywhere from 10 to 25 startups popping up every day around GenAI. Most of those will fail. That’s no different than what we see with every other technology paradigm shift. But even so, we can’t underestimate the positive impact AI is already having on SaaS innovation. And as we come out of the hype curve into more mainstream adoption, that impact will only increase. AI is fundamentally transforming the landscape of SaaS development, helping companies quickly solve previously intractable problems. At Clari, we’ve leveraged Predictive AI for years, using structured historic
Outbound TrendsEvery Sales Organization Can Benefit From a More Efficient Outbound ProcessWith Groove, you can improve target account coverage and increase conversion rates by focusing on the following key areas to effectively scale and manage your outbound sales process.Targeting: Who are the people we’re adding? How many contacts should we be working to meet our goals? Messaging: 3 ways we recommend building out an effective messaging. Actioning: Create a consistent process to optimize your strategy and enable your teams. Reporting: Understand what’s working – and what’s not so you can identify gaps and optimize over time. Governance: Create a consistent process to optimize your strategy and enable your teams. 1. TargetingSave time and resources by focusing on potential customers who are most likely to be interested. By reaching the right audience, sales teams have a better chance of converting leads into satisfied customers.Adding the Right PeopleThe types of people and acco
Cadences drive revenue growth, plain and simple.Teams that run a consistent, organized process can bank on growing the bottom line quarter-after-quarter. Meanwhile, teams that rely on ad-hoc reviews and one-off practices are opening the door to inconsistent performance and revenue leak.Today, let’s take a look at how top leaders are using a 13-week revenue cadence to capture more opportunities and build a legendary career in revenue. What is a 13-week revenue cadence?A revenue cadence is the ongoing motion of moments that teams leverage across quarters to deliver predictable, repeatable revenue processes.In other words, it’s the engine that powers your revenue vehicle.Throughout the quarter (or 13 weeks), your revenue team engages in countless moments that make or break the company’s success. Sales rep and manager one-on-ones, forecast calls, pipeline calls, board preparation, quarterly business reviews, and more.To go a step further, many teams break their quarter down into three dist
Strategy #1: Personalized MessageWithin the first 8 seconds, you have the prospect’s attention. Make it count by showing you’ve done your research and add a personal touch in the introduction. Why Personalization is ImportantPersonalization is a key factor to increase response rate Personalizing the first part of your email message can double your reply rate. Most successful Reps take the time to do their research and cut through the noise using Personalization Personalization doesn’t need to be long, focus on less than 100 words in your intro to make an impactful message. Strategy #2: Identify Pain and Provide a SolutionIdentify common challenges based on the Client Profile and provide actionable solutions related to the challenges identified that your product or service has solved in the past. Strategy #3: Call to ActionThe closing should always end with an action for the prospect to follow-up on. Directly make an ask to work together on a specific solution.
We are thrilled to announce the next phase of our integration of Copilot within the core Clari platform. Now you can save time and streamline workflows by accessing all of your critical information in one place. This integration merges our best-in-class solutions in revenue operations and conversation intelligence into a single, powerful platform.See how a Clari Account Executive, Vivianna Vu, uses Copilot to supercharge productivity in her day to day. You’ll learn:How to activate your conversation intelligence How to uncover key insights before the call about receiving moment-critical information during the call How to leverage AI-powered insights for tailored, actionable next stepsThese are just a few of the golden productivity tips you’ll uncover in this video, so go ahead and dig in!
Hi all,For our field reps(=Individual contributors) the option to export reports either from Clari/SFDC is excluded, mainly for data integrity and security reasons.Now I wish o challenge this one and re-open it for export by field reps.I wonder how this is being handled in other companies, what is the best practice and if the majority of companies allow/don't allow field rep export reports.
The other day, I was reflecting on my time with Clari — 11 years and counting. Sometimes our founding feels like forever ago. Other times it feels like only yesterday. And as I thought more about the years since we’ve started, a thought crept to the front of my mind. I’m more inspired and excited than I’ve ever been. Maintaining motivation for a decade takes a thoughtful approach. It’s easy to push ahead when things are going well. But when you get slammed, it’s a different story. You question your decisions. Worry about the future. Feel burned out. True business-building motivation requires what my friend and fellow CEO, Mark Gainey, calls the 3 Ps: persistence, patience, and perspective. Today, I’d like to share Mark’s simple three-part framework. Use it to stay motivated, driven, and ready to overcome any career challenge that comes your way. Let’s take a look. 1. Persistence Motivation can be fickle. No doubt, you’ve seen professionals who are overflowing with motivation. They burs
Hi Clari Land! Are you interested in tracking Net Retention but don’t know how to get started?Or perhaps you’re looking for inspiration on how to “get more” out of your data.Or for customers who have seen our demos on Net Retention thought, “gee, that looks pretty cool. I want a tab just like that in my Forecast!”, look no further. In the thread of this post, I’ll include the forecast configuration for the tab I’ve attached here. All you’ll need to do is add the api names of the fields that are relevant to your business for the amount and the filter criteria, then submit this updated document directly to the Build/Change queue via the support portal. THAT’S IT! As always, your CSM is on hand to assist. Happy Forecasting, Clarians.
A way to set your Clari instance apart from the pack is by leveraging Slipped Deal Reasons and Push Counters in Salesforce and, ultimately, Clari. With both of these pieces in place, your teams can provide more insight and data you can use to understand behaviors in the market as well as within your organization. This can inform enablement, coverage plans, and prioritization for the rest of the business in support of other growth initiatives. If you take advantage of the validation rules in Salesforce, Clari can inherit that behavior and ensure that any time a deal is pushed out of the quarter, that deal has a push reason associated with that change. Another great field to leverage in your SFDC instance is a push counter. Each time the close date moves out, the push counter adds a single count to keep track of how many times that deal is pushed, which helps you spot deals that are moving out repeatedly. Examples of Slipped Deal Reasons: Lost Contact Competitive Pressure Technical
A great Dashboard helps you answer critical questions about your revenue, and mitigates risk by helping you surface the red and spot opportunities to win. So what kinds of questions can a Clari help you answer about your pipeline health? Pipeline HealthWhat is our pipeline? Are we generating enough pipeline? Are we nurturing and progressing the pipeline? 1. What is the pipeline?What is the pipeline for CQ / NQ? KPI Widgets pull the aggregate totals from a selected View such as Total Amount, Total # of Deals, and Average Deal Size. I’d suggest you pin KPI Widgets based on the following Views to your Dashboard:CQ Pipeline NQ PipelineNOTE: The Views might be called something slightly different in your Clari instance depending on what you named them.You can break these down further as you see fit, according to your Views. Generally, the business segments that you consider important enough to create special Views for are probably the same ones that you want to see in your Dashboard, whether
If your organization has been using Capture for a while, checking the settings and looking at the logs periodically is a good idea. This will help you get the most out of your integration. The Capture settings panel has recently had some helpful additions that make tweaking and tuning your settings much more accessible. Some settings were previously only modified via your CSM or a support case, so you may not have even realized they existed! I always begin by making sure Capture is not in Preview Mode and is writing back to the CRM. However, toggling this off and putting it in Preview Mode can be helpful when making settings changes to ensure that a tweak doesn’t have unintended effects that get written back to Salesforce! This can also be helpful when considering some of the other recommendations to come. Next, for contacts, I always want to look for contacts that could not be written back due to account matching issues. To do that, use the filters to find contacts with “No Match Fou
Revenue leaders are faced with a hard truth. You're either developing an AI strategy, or you're signing up to get left behind. But with all the noise around AI development, it’s tough to decipher between high-impact business technology and shiny distractions. In the coming years, B2B revenue teams will invest millions in AI that doesn’t move the needle. In this letter, let’s shed light on 3 harmful AI myths and how you can combat them. Use this guide to refine your AI strategy and chart your path to a legendary revenue career. Myth 1: Revenue Teams Should Focus on Generative AIThe day ChatGPT launched, 99% of AI chatter shifted to Generative AI. Honestly, this isn’t surprising. Of all the types on the market, Generative AI is the easiest for revenue teams to see and experience, so it dominates the conversation. But an AI strategy focused exclusively on Generative AI misses the revenue-boosting potential of other AI types. Descriptive AI tells you what has happened in the past. It summa
For the last decade or so, CIOs have been on the sidelines, not in the driver’s seat, enabling other CXOs to run their businesses better. However, a new opportunity has emerged for CIOs to take a central role due to a significant issue: outdated systems for managing revenue. Many companies still rely on decades-old tools like Excel and CRM, leading to a massive problem called Revenue Leak, which costs the economy $2 trillion annually.This gap presents an opportunity for the modern CIO to oversee a unified system for managing revenue, integrating data, AI, workflows, and platforms. The “Revenue CIO” is essential for setting up and owning the entire revenue process, ultimately helping Chief Revenue Officers (CROs) capture more revenue.Our new guide (attached to this post) is designed to provide CIOs with a list of key topics they should discuss with the rest of the C-suite. It will assist you in breaking the ice with your CRO, leaning in, understanding the world of revenue, better captur
As a former "Navy F/A-18 pilot turned technology executive," Tanium's VP, Sales Operations & Strategy, Ben Stein, builds and leads "go-to-market teams that operate with the speed, precision, and camaraderie of a fighter squadron."Tanium is a cybersecurity and systems management company that provides a platform for IT operations and security. It offers real-time visibility and control of endpoints across large networks, enabling organizations to manage security threats, compliance, and system performance from a single console. We sat down (virtually, of course) with Ben to discuss how Clari helped him on "day 1" in his role as VP, Sales Operations & Strategy, how Clari helps his team maintain strong rigor around its forecasting motion, and more.How did Clari help you easily step into your role at Tanium?A: From Day 1, Clari has been my primary source of truth for pipeline and forecasting. My role requires me to understand our GTM performance holistically while also being able to
Picture this. You’re a CRO. It’s Monday morning and you’re in your CRM trying to figure out why your pipeline is down 12% from last night — but you can’t. That’s Revenue Leak. Or you’re a RevOps leader rolling out sales programs to drive pipeline. But you can’t figure out why it’s not translating into qualified sales opportunities. That’s Revenue Leak. Or you’re a frontline manager. You just found out that 40% of your committed deals slipped, and you don’t know why. That’s Revenue Leak. Revenue Leak is a $2 trillion market loss caused by breaks in the revenue process. This leak siphons opportunity from companies both big and small. At Clari, we deploy a framework called the “Elite Eight” to stop revenue leak today and keep it from returning tomorrow. With this framework, you can capture every drop of revenue at your company — and grow a legendary career in revenue. Let’s take a look. 1. Revenue ObjectivesRevenue Objectives are key strategic initiatives that dictate how the Revenue team
Clari gets to collaborate with world-class revenue organizations. See the most popular financial and operational objectives we see these teams set, and how they measure success in our Revenue Objectives Checklist:
Are you trying to reach new sales targets?Every marketing and sales manager has sales goals and KPIs to hit. But how do the best of the best reach those goals?With a simple solution: sales intelligence—often the missing piece to elevate your performance.By the end of 2024, the global sales intelligence market is expected to reach $3.4 billion.Why? More people are realizing just how impactful sales intelligence is on business growth.In this in-depth guide, we’ll explore sales intelligence, why it’s important, and how it can help drive sales and grow your business.Table of Contents: What is sales intelligence? What is sales artificial intelligence? Why is sales intelligence important? Sales intelligence key data points Where do you collect sales intelligence data from? How do you choose the right sales intelligence platform for your own business? What are some common sales intelligence platform features? How to use sales intelligence data in your own business Who should use sales intelli
