There's a new standout player in B2B companies.
A player that's:
- Sealing revenue leaks
- Bolstering sales teams
- Skyrocketing win rates
A player who doesn't act alone.
At Charge: The Revenue Summit, I shared a deep-dive look at the role of revenue teams, the way they're evolving the sales game, and how Clari is building the all-in-one revenue platform so these players can be even more effective.
Here are my top 4 takeaways.
1. Welcome to The Age of Revenue
Teamwork makes the dream work.
Savvy B2B teams are moving away from the siloed days of the past. Days when sales, marketing, and customer experience teams each chased their own goals and strategies.
The result:
- Lack of communication
- Muddy processes
- Disjointed customer experience
And, critically, lost revenue in the amount of 14.9% annually according to the latest Clari Labs research.
But today, revenue teams are leading the charge.
And it's ushering in a new age that emphasizes collaboration, innovation, and efficiency.
As companies embrace this integrated approach, they're building out revenue teams and reaching for technology-driven platforms to power their efforts.
It’s a golden era of progress. Are you keeping pace?
2. Win every revenue-critical moment
In this new world order, details matter.
You can no longer ignore:
- Leads that never get touched
- Targets that go stale
- Commits that slip
These moments add up. Across the U.S. economy, they result in $2 trillion of lost revenue. And board-level leaders have started to take note.
The new goal: Win every revenue-critical moment.
In order to take on this tall task, teams need a more dynamic toolset. They need to be able to capture revenue moments in real time.
Or watch dollars walk out the door.
3. Revenue collaboration and governance
To make revenue-critical moments work, your company needs every player in the huddle.
- Key stakeholders, fully up-to-date
- Dynamic routines that bring teams together
- Easy-to-use dashboards, keeping data front-and-center
Enter: collaboration and governance.
When every member of the team is working toward a common goal, revenue governance is easy to achieve. Each decision is carefully thought through, backed by data, and supported from closed to won.
This combo is the new gold standard for revenue-focused organizations.
Embracing collaboration
Collaboration is the cornerstone of effective revenue teams, unifying everyone around your bottom-line business goals and ensuring that progress is tracked and measured.
Top teams are focused on:
- Enhanced communication: Open and transparent talk between teams, ensuring that everyone is on the same page and working towards shared objectives.
- Improved customer experience: Aligning sales, marketing, and customer experience efforts to deliver a seamless and personalized customer journey.
- Innovative problem solving: Encouraging diverse perspectives and ideas, leading to creative solutions and strategies to overcome thorny challenges.
- Increased adaptability: Enabling organizations to quickly respond to market changes and customer needs through collective decision-making and action.
Instituting governance
Governance serves as the backstop to revenue activities, guiding and regulating key processes within your revenue organization.
Top governance teams are focused on:
- Standardized workflows: Establishing clear and consistent processes across departments, ensuring efficient daily operations.
- Data-driven decisionmaking: Implementing frameworks for collecting, analyzing, and utilizing data to inform strategies and make better business decisions.
- Risk management: Identifying and mitigating potential risks and compliance issues, protecting the organization's interests and reputation.
- Performance monitoring: Setting benchmarks and KPIs to monitor and evaluate the performance of your teams and initiatives.
Taken together, this one-two combo equips your team to plug leaks and win critical revenue movement.
4. Your ace in the hole: Clari + revenue
Clari is leading the revenue movement.
And two key acquisitions show the enhanced power of the Clari platform—built from the ground up to power the new world of revenue efficiency.
Groove: Bringing sales engagement in-house
The Groove team, sought after for its expertise in sales engagement, adds knowledge, innovative solutions, and a robust customer base to Clari's already expansive portfolio.
By combining the strengths of Groove's engagement capabilities with Clari's advanced analytics and forecasting, Clari is positioned to offer a next-level platform hand-built for RevOps. We're empowering teams to maximize revenue, streamline processes, and crush their strategic objectives.
Copilot (formerly Wingman): Taking collaboration to the next level
Copilot, known for its cutting-edge approach to revenue collaboration, brings a unique blend of innovative technology and user-centric design to the table.
This key addition boosts Clari's ability to facilitate collaboration among key stakeholders, establishing an environment where sellers and buyers can work together effortlessly.
By leveraging Wingman's specialized features alongside Clari's robust analytics and insights, Clari is set to provide a versatile platform that addresses the collaboration needs of RevOps teams. We're enabling teams to drive revenue growth and navigate the complexities of the modern market with confidence.