Best Practices, Learnings, Wins, & Tips
Come chat about industry, trends, roles, and everything in between.
- 20 Topics
- 19 Replies
Handling Multi-Year Deals
Does your organization sell multi-year opportunities? Maybe you are starting to think about mutli-year deals for your organization? Wherever you are in your journey around this topic, let’s discuss some considerations around the management of these deals, ownership, and how to think about forecasting.Here are a few questions to consider: How does quota retire for multi-year deals? Does quota only retire in year 1 or does it retire over the course of each year? Do users need to forecast each year of the multi-year deal or just year 1? If they have to forecast out-years, there should be a consideration for if a user leaves the organization and how those opportunities will be handled. How will these mult-year deals be tracked in Salesforce? Are they tracked by individual opportunities (one created for each year) or is there a separate object used (subscription, schedule, product line, etc.)? All of the above considerations are important to consider so your organization can setup Sales
Net Retention & Churn Forecasting in Clari
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
How to collaborate better with 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 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 Wingman: External collaboration with the customer Internal collaboration amongst your teams 1. External collaboration:Trim down recordings and share snippets with customers: 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 collaboration: Using the comment option ( @ to tag or ! p
Why Customer Success & Account Management Should Have Clari
Customer Success 🤝 ClariListen to any earnings call and you’ll hear the same message - we’ve increased our churn budget this year and we’re doubling down on efforts to grow our existing customer base.With all eyes on the Customer Success and Account Management teams… I’m hoping that you’re giving them more than a spreadsheet 😬Do you need convincing?Let’s say you’re a VP of CS and in Q1 you have 1013 customers and 23M ARR up for renewal across 23 reps.Your churn budget is 15% and the NRR pledged to the board is 116%.Where do you focus your time?Since you have the same hours in the day as anyone else… you’ll get the most bang for your buck by focusing on your biggest at risk accounts and growth opportunities.The problem? Your customer data is scattered across Salesforce, your Customer Success Platform (CSP), and Tableau 🤢Here’s a couple of ways I would use Clari to bring my stress levels down in less than 5 minutes:1. Group by Q1 Renewals and Filter by Red Account Health in my Enterpr
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
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
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
“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
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
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
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
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
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://claricommunity.force.com/customer/s/article/Trend-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….
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
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
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
Clari for Overlay Teams - Driving Revenue Collaboration
I’ve worked with a few different customers over the past couple of months that were looking to see how they could drive collaboration between their core sales reps and their product overlay specialists, as well as hold their overlay specialists accountable for rolling up their forecast. What Do Overlay Teams Look Like?For one customer, their overlay team was made up of sales reps from a recent acquisition. For another customer, their overlay team was spun up to support a new product rollout. In both cases, the opportunities were owned by the core sales rep and could have multiple products attached with different product overlay specialists responsible for different products. What Are Your Goals?Ultimately, both of these customers wanted similar things for their overlay teams: To allow their product overlay specialists to view and inspect their pipeline, even though many different core sales reps could own those opportunities. To help their product overlay specialists collabora
Running Revenue with Partners in Clari
“Tighten your belt.” “Hiring freeze.” “Do more with less.” These phrases are all too familiar, given the state of the economy worldwide. But, of course, growth ambitions may not align with those sentiments. You might have concluded that building out your partner channel is your way to more revenue. At Clari, we Run Revenue, and partner channels are no exception. If you work with partners, adding a partner channel-centric motion into Clari can help you identify revenue leak early. When you configure Clari to enable your partner channel to call their forecast, you can use that to triangulate and achieve better revenue precision. Partner channel managers have a different viewpoint on a deal than a direct seller, so you can use their perspective to get a clearer picture of your overall forecast. Your partner channel deals may behave differently than the opportunities managed by your direct sellers. Luckily, Clari's AI engine can predict these different sales motions and will adapt to s
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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