Clari Terms made simple - Flow

  • 5 April 2023
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Clari has a handful of unique and incredibly useful terms that appear across the platform. The more familiar you are with these terms, the more you will get out of the time you spend in Clari. While we have definitions documented within overviews for modules like Flow (towards the bottom) let's take a moment to put these definitions into even simpler terms. For the sake of our examples, we’ll be talking about these terms specifically from the Flow module. 

Most of the terms we will be covering below are oriented to a variable. Knowing when and where that variable is Stage over Close Date or Forecast Category will help make the following terms even more clear.

 

What is "Scope"?
Let's start with getting the basics out of the way. Within Clari, you will only see the deals that are relevant to you by default. This is what we call the "Scope". 

Essentially, Scope determines what part of your hierarchy we are looking at. For a rep, they will see the deals they own and only those deals. For a manager, they will see all deals their team owns. For our purposes, any of the terms below will apply to the Scope we have selected and will be limited by the date ranges we have applied.

 

Close Date and Ownership Oriented Terms

New:  Deals that did not appear before the start of the timeframe you have selected. This is an easy way to see deals that were created within the timeframe you have selected. Sandbaggers, who are holding back pipeline, are usually revealed this way.  

Example: Looking at Current Quarter deals, if marked as new, that deal did not exist before the Current Quarter date range.

Pulled In: Deals that were planned to close in a future quarter but have been brought into the current quarter to close. Keep an eye out for this term as reps who do this are thinking beyond the immediate quarter. 

Example: Looking at Current Quarter deals, if marked as Pulled In, that deal has had its close date adjusted to be within the Current Quarter from a future quarter.

Pushed In: Deals that were planned to close in a previous quarter but have been brought into the current quarter to close. Essentially the opposite of Pulled In. These deals aren't always overdue but may include overdue deals. 

Example: Looking at Current Quarter deals, if marked as Pushed In, that deal has had its close date adjusted to be within the Current Quarter from a previous quarter.

Gained Ownership: Deals that were owned by a different owner than the current one at some point in the time frame selected. When "gaining" ownership, that means a deal was moved into our book of business.

Example: Looking at Current Quarter deals, if marked as Gained Ownership, that deal has changed hands and has a new owner that is within our scope.

Lost Ownership: Deals that were owned by a different owner than the current one at some point in the time frame selected. When "losing" ownership, that means a deal was moved out of our book of business.

Example: Looking at Current Quarter deals, if marked as Lost Ownership, that deal has changed hands and has a new owner that is outside our scope.

New Open: Similar to the "New" category, these are deals that were not in the pipeline for the selected timeframe but are by the end and are still open by the end.

Example: Looking at Current Quarter deals, if marked as New Open, that deal did not exist before the Current Quarter date range and is still open.

 

Stage and Forecast-Oriented Terms

Idle: Deals that have no changes to Stage or Forecast Category within the timeframe selected. Deals that are idle are most likely to slip into future quarters or may simply be fluff to fill out a pipeline.

Example: Looking at Current Quarter deals, if marked as Idle, that deal has not had its Stage or Forecast Category updated since the quarter started. Said another way, if we were looking at Upside deals, if a deal was denoted as Idle, said deal entered the quarter in Upside and is still in Upside.

Slipped: Deals that were initially slated to close within the selected quarter but are now scheduled to close in a future quarter. It’s not uncommon for deals to slip late in the quarter, use Flow to highlight these and eliminate the bad behavior. 

Example: Looking at Current Quarter deals, if marked as Slipped, that deal was planned to close in the current quarter but now has a close date in future quarters outside of the current quarter.

Upgraded: Similar to Idle, this term highlights when a deal has had its Forecast Category or Stage moved to a later category or stage in your sales cycle.

Example: Looking at Current Quarter deals, if marked as Upgraded, that deal moved to a later Stage or Forecast Category. So, if a deal was in Stage 4 and has moved to Stage 5 that deal would be marked as "Upgraded".

Downgraded: The inverse of Upgraded and similar to Idle, this term highlights when a deal has had its Forecast Category or Stage moved backwards to an earlier category or stage.

Example: Looking at Current Quarter deals, if marked as Downgraded, that deal moved to an earlier Stage or Forecast Category. So, if a deal was in Stage 5 and has moved to Stage 4 that deal would be marked as "Downgraded".

Other: All deals that fall into at least two or more categories from the above list. Ideally, this isn't a large segment of deals.

Example: Looking at Current Quarter deals, if marked as Upgraded and Pulled In, that deal moved to close in the selected time from a future time frame and had its stage or forecast category moved to a later value. 
 


6 replies

Userlevel 6
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@Jaclyn Spillane - A quick post I’d put together that can help you get familiar with Flow!

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@David Ogborn, this was a great explanation, thank for putting this together.

Userlevel 6
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Thanks @TamimAziz  - Glad to hear it was helpful. 

Please let me know if there are any other equivalent docs you think might be helpful and I’d be happy to get that whipped up 

Userlevel 5
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@David Ogborn this is awesome. I will share with customers on my upcoming calls. Thanks for doing this!

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This is very helpful.  A question on Upgraded as an end state, does that only include deals that are still open?  Meaning, it doesn’t include closed won or closed lost, correct?

Userlevel 7
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Hi, @Kristin Knight — you’re right. A deal that progresses to Won or Lost during the timeframe that you’re looking at in Flow will go to the Won or Lost bucket, not the Upgraded bucket. The Upgraded bucket is for deals that progress from forecast categories like Best Case to Commit, or stages like 3 - Vendor of Choice to 4 - Proof of Value, within your sales process, but deals that progress to the end of your process (Closed Won or Closed Lost) will go into those end states.

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