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Best Practices, Learnings, Wins, & Tips

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Scott K WilderClari

published in Best Practices, Learnings, Wins, & Tips

Why is Revenue Leak Today’s Hot Topic?Revenue Leak

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

3 days ago

Andy ByrneClari

published in Best Practices, Learnings, Wins, & Tips

Observations from Collision Toronto

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

7 days ago

KennaCommunity Manager

published in Best Practices, Learnings, Wins, & Tips

Outbound Best Practices from Groove

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

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9 days ago

Andy ByrneClari

published in Best Practices, Learnings, Wins, & Tips

How to Deploy the Most Powerful Revenue Cadence

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

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14 days ago

KennaCommunity Manager

published in Best Practices, Learnings, Wins, & Tips

Best Practices for Email Engagement

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.

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14 days ago

Michelle VuClari

posted in Best Practices, Learnings, Wins, & Tips

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

15 days ago

KennaCommunity Manager

published in Best Practices, Learnings, Wins, & Tips

Day in the Life of a Clari AE using Copilot

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!

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23 days ago

Dotan ZamenNew Contributor

posted in Best Practices, Learnings, Wins, & Tips

David OgbornEsteemed Contributor

posted in Best Practices, Learnings, Wins, & Tips

You Should have Slipped Deal Reasons + a Push Counter

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

1 month ago

KennaCommunity Manager

published in Best Practices, Learnings, Wins, & Tips

Pipeline Health Dashboard

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

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1 month ago

Christian FitzgeraldClari

posted in Best Practices, Learnings, Wins, & Tips

When was the last time you checked your Capture settings?

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

1 month ago

Andy ByrneClari

published in Best Practices, Learnings, Wins, & Tips

3 AI Myths Revenue Leaders Need to Overcome

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

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1 month ago

KennaCommunity Manager

posted in Best Practices, Learnings, Wins, & Tips

How to become a Revenue CIO

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

1 month ago

Jimmy MarinoNew Member

asked in Best Practices, Learnings, Wins, & Tips

Clari Admin Certification

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?

2 months ago

Scott K WilderClari

published in Best Practices, Learnings, Wins, & Tips

Insights from Tanium's VP of Sales Ops: How Clari Simplifies Enterprise-level Sales ManagementBlog

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

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2 months ago

Andy ByrneClari

published in Best Practices, Learnings, Wins, & Tips

Stop Revenue Leak With the “Elite Eight”

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

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2 months ago

KennaCommunity Manager

posted in Best Practices, Learnings, Wins, & Tips

Revenue Objectives Checklist

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:

2 months ago

Scott K WilderClari

published in Best Practices, Learnings, Wins, & Tips

Sales Intelligence: In-Depth Guide to Boost Your SalesBlog

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

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2 months ago

clariNew Member

published in Best Practices, Learnings, Wins, & Tips

Why Enterprises Must Modernize Their Revenue Technology Stack NowNews

This article was originally published in Forbes. It was written by Rohit Shrivastava, Clari’s EVP and Chief Product Officer, and who is responsible for the company's product strategy and roadmap.Sales is the most complicated—and mission-critical—business process. After all, what’s more important to a company’s long-term success than predictable, sustainable revenue growth?And yet revenue technology, or revtech, has yet to achieve top-tier priority status for most CIOs. As a result, the average enterprise revtech stack too often consists of a hodgepodge of siloed point solutions and backward-looking transactional systems that aren’t serving revenue professionals, or the business itself, particularly well. As the enterprise scales for growth, these point solutions inevitably hit a wall.This is all about to change—and none-too-soon—as a confluence of market pressures and technological innovations spur a complete rethinking of how technology should enable the end-to-end revenue process for

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2 months ago

Scott K WilderClari

published in Best Practices, Learnings, Wins, & Tips

3 Tech Stack Non-Negotiables to Stop Revenue LeakBlog

Every team runs revenue differently. Unique clients Unique team members Unique processesBut there are a handful of trendlines that cut across markets. Non-negotiables every team should adopt if they want to stop revenue leak and boost their bottom line. In a recent webinar, Kevin “KD” Dorsey (SVP at Bench Accounting) joined Clari’s Maya Connet (VP, Inside Sales) and Devin Reed (Head of Content) to spotlight 3 tech stack non-negotiables. Here’s what they shared:1. Integrate AI into the revenue processAI is reshaping the revenue landscape. Saving reps hours at every stage of the funnel Providing powerful analytics and insights Making forecasts more accurate than ever Cutting-edge teams are leaning into AI at every stage of their workflow. How? To start, they map the end-to-end revenue process, leaving no stone unturned. They look for areas of revenue leak, and identify key points where AI can automate or simplify. Next, they pull in AI experts. They recruit specialists onto the team —

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2 months ago

Scott K WilderClari

published in Best Practices, Learnings, Wins, & Tips

Revenue Operations vs. Sales Operations: A Complete GuideBlog

You know you’re losing revenue. But you’re unsure if you need to improve your sales processes, concentrate on marketing, or manage customer churn.If you focus on driving sales, but the problem lies in customer success, you’ll waste your efforts.This is why knowing the difference between revenue operations (RevOps) and sales operations (SalesOps) is important.Understanding ‌how the two differ helps you figure out which approach will help you capture more revenue to power growth.Let’s learn how these methodologies work, what sets them apart, and how you choose which approach works best for your team’s needs. Table of Contents:What are revenue operations? What are sales operations? 3 key differences between revenue operations vs. sales operations Revenue operations vs sales operations: Which function is best for your business? How do you combine both revenue operations and sales operations What's next?What are revenue operations?Revenue Operations, often called RevOps, ‌acts like a strate

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2 months ago

Andy ByrneClari

published in Best Practices, Learnings, Wins, & Tips

Your biggest ROI: Return on Culture (RoC)

Companies don’t grow by accident. Every successful venture includes sharp strategy and an innovative product. They have dynamic marketing efforts, airtight operations, and savvy sales professionals. But more than anything, they have culture. How the company lives and breathes. Their shared values. What they tolerate and what they don’t. Culture is not free snacks, generous time off programs, and other superficial perks to make the company look good to outsiders. It’s about how people act every day. How do employees show respect for each other? Or support a frustrated customer? Or decide when a feature is “good enough” or still has room to be great? It’s the invisible stuff that makes a big difference. I’m proud of the culture we’ve built at Clari. As the company has grown — in 2022, we raised at a $2.6 billion valuation — culture has been the key ingredient to everything we’ve done. Without a strong culture, the entire org falls apart. Employee morale and retention drops. Trust vanishe

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2 months ago

Will PattersonClari

published in Best Practices, Learnings, Wins, & Tips

Trust: The Final Ingredient in Your AI-Enabled Revenue ProcessBlog

What’s your AI strategy? If you are a revenue leader right now, it is hard to avoid this question. But getting to a clear and actionable answer is not so straightforward.That’s why we’ve created 3 full playbooks to the process of identifying, organizing, and integrating AI solutions into your revenue workflow. To recap: Playbook 1: How to create an AI “habit loop” in your revenue processPlaybook 2: How to plug revenue leaks with cutting-edge techToday, we’re talking about a final key ingredient in making your AI strategy a success. The Human Element of AI AdoptionAs magical as some of these new AI technologies may seem, at this point they are anything but “plug and play” when it comes to transforming real business processes.Ideally, you’d identify the biggest source of revenue leak, point AI at it and watch your problems disappear. But there’s another factor you need to consider before pressing the “go” button. Trust.More than any other technology applied to the B2B revenue process in

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2 months ago

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Best Practices, Learnings, Wins, & Tips

Why is Revenue Leak Today’s Hot Topic?Revenue Leak

Use the 3 Ps to Maintain Motivation (and Grow Your Revenue Career)Blog

Insights from Tanium's VP of Sales Ops: How Clari Simplifies Enterprise-level Sales ManagementBlog

Sales Intelligence: In-Depth Guide to Boost Your SalesBlog

Why Enterprises Must Modernize Their Revenue Technology Stack NowNews

3 Tech Stack Non-Negotiables to Stop Revenue LeakBlog

Revenue Operations vs. Sales Operations: A Complete GuideBlog

Trust: The Final Ingredient in Your AI-Enabled Revenue ProcessBlog

Badge winners

Sign up

Clari customers and employees can click the first blue Log in button below. Align, Copilot, or Groove customers, Clari Partners, or other guests can enter a username and password below to log in. Please reach out at community@clari.com if you need any help to log in.

Welcome to the community

Create your account

Clari customers and employees can click the first blue Log in button below. Align, Copilot, or Groove customers, Clari Partners, or other guests can enter a username and password below to log in. Please reach out at community@clari.com if you need any help to log in.

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Clari customers and employees can click the first blue Log in button below.

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Please reach out at community@clari.com if you need any help to log in.