Clari hit a massive milestone this month.
Clari passed $4 trillion in revenue under management.
That’s how much revenue is flowing through the Clari Revenue Platform. As a point of reference, that’s more than the market cap of Google and Amazon combined.
Thanks to our customers, we know more about how to run revenue than any company on earth.
And with every dollar, we gain a clearer picture of the market and where revenue teams are running into roadblocks.
Today, I’d like to use this eye-opening data to discuss revenue in the Age of AI.
Here are 3 lessons every revenue leader can use to position themselves for future success.
Let’s take a look.
1. You’re not missing targets because of low pipeline coverage
Attainment is low because of revenue leaks.
These breakdowns in your revenue process drain dollars every single day. And until you plug them, metrics like pipeline coverage won’t solve underlying issues.
On average, you’re losing 14.9% of your annual revenue because of revenue leak. When we look at this number globally, it balloons to $2.1T in economic value destroyed yearly due to revenue leak.
Those are real dollars walking right out the door.
How do you stop revenue leak?
Start at the source.
Ditch outdated and disconnected tech — spreadsheets, CRMs, BI tools, and point solutions. Instead, reach for AI-powered tools that surface key insights and equip you to take action.
There’s no room for leaks in the Age of AI.
2. If you don’t have an AI council, you’re signing up to get left behind
AI is the biggest opportunity and risk of our generation.
Teams that build a moat using proprietary AI will remain competitive for years to come. Companies that miss the mark, or are slow to adopt, will struggle.
But it’s not enough to buy an off-the-shelf AI tool and call it a day.
Your team needs a dedicated AI strategy. A system for governing and controlling your future revenue process. And the best way to establish this strategy is with an AI council.
How do you build and run an AI council?
Modern CROs are taking a collaborative approach.
First, they’re building a cross-functional council stacked with key players from all across the revenue spectrum. This model injects discussion and problem-solving directly into the AI approval process.
Second, they’re stack-ranking predictive and generative AI features. They’re comparing new tools to the core needs of the business to find optimal solutions that will move the needle.
3. The AI imperative has made CIOs the most mission-critical role for revenue
The CIO role is evolving fast.
With AI strategies taking center stage, the CIO no longer owns IT. They now own an essential piece of the revenue puzzle.
That’s why today’s revenue leaders are leaning heavily into their technology partners to co-create a bold and ambitious roadmap for AI integration.
What does this partnership look like?
For starters, it requires a mindset shift.
The CIO role is about more than managing data and tools. It’s about creating an AI strategy to capture more revenue across your business.
Take a proactive approach to accomplish this. Align on strategic objectives, engage in joint planning sessions, and promote cross-departmental understanding.
And more than anything, promote open communication. Make sure you’re aligned with your CIO on every mission-critical aspect of the revenue process.
The Age of AI is here
Transformative technology creates winners and losers.
Make sure your team has the AI tools to outpace the competition.
This newsletter is a good start but it’s not fully enough to run revenue. So we’re going deeper at Charge: The Revenue Summit powered by Clari.
You’ll get the best strategies, tactics, and technology to create, convert, and close more pipeline.
Register here if you want to capture more revenue.
Talk soon,
Andy Byrne
CEO, Clari