Clari offers an actionable, detailed suite of Analytics tools to help your users stop revenue leak and achieve revenue precision (‘What does that even, mean?’ You might ask. Keep reading!).  Different teams may use different modules at different times, so the list below is focused more so around where we see the most popular and actionable use cases. Strengthen your Forecast Reviews, Pipeline Reviews, 1:1s and more with Clari’s analytics suite! 

Using Clari’s Crawl, Walk, Run approach (shoutout to @KStanforth), you can right-size the communication and engagement for your team given their overall maturity with Clari. 

• Pulse 

  • Use this frequently in the back half of a quarter to understand forecast trajectory and build adequate pipeline — No surprises!

    • Incorporate Pulse into Forecast Reviews to highlight a rep’s and the greater team’s expected performance 

  • Use this towards the end of a quarter to prepare for next quarter in Pipeline Reviews

    • Provide visibility to the team on opportunities to build sufficient pipeline to hit their number

    • Use as a way to ensure marketing is helping provide adequate coverage for our respective teams 

• Trend 

  • Use this during 1:1s and Forecast Reviews in the middle of the quarter to compare apples to apples how a rep is performing against their past performance

  • Easily spot where more pipeline is needed and where there are coaching opportunities to generate more pipeline

  • Help set expectations for deals that may still materialize given historical data

• Flow 

  • QBRs and Flow go together like PB&J — Review deals from last quarter and show how deals moved throughout the pipeline

    • Use that data for learnings on how to avoid similar sticky situations or replicate successes 

  • Use Flow at the start of each quarter to identify deals that slipped from the previous quarter into the present one during Forecast Reviews — and make sure these deals don’t slip again

  • Use Flow with Trend during Pipeline Reviews to understand historical performance and layer in how deals are moving through a rep’s pipeline today  

• Waterfall 

  • Use Waterfall towards the end of a quarter during 1:1s to keep a close eye on how dollars are moving and where there may be gaps in the pipeline

  • Check on deals to see what’s viable, what’s not, and clean out pipeline for clear visibility into where the team or a rep may land for EOQ

  • In the final days of a quarter, Waterfall is an exceptional tool for communicating how dollars are moving around in Forecast Reviews

• Funnel

  • Use Funnel a few weeks into the quarter in Pipeline Review discussions to see where deals are getting hung up

  • Consider revisiting it around week 6 to see what course corrections need to be made

  • Check previous quarters to get ahead of any potential negative trends with deals getting stuck

  • Use your Scope to check in on individual reps’ performance and guide coaching for any stages or categories where deals hit a wall

  • Use this with Pulse at the start of each quarter to review a rep’s performance

When it comes to enabling a set of users with a weekly cadence, a format like this one can help to clarify what actions to take on a monthly, quarterly and annual basis. This same slide is also fantastic for highlighting expectations for leaders on how to help make their teams more efficient. 

Use that link above to create a copy for yourself!