Clari Platforms

CRM Score...it’s a key part of Clari insight and helps give an extra lens to your decision making but making sense of it, understanding how it’s calculated and how it can be configured is always a hot topic!Two articles that I always go to are these:https://clari.my.site.com/customer/s/article/How-the-CRM-Score-works https://clari.my.site.com/customer/s/article/Configuring-the-CRM-Score@Stephanie Scattolini - I know it can came up a lot in the call yesterday, so posting here for your (and the Community’s) reference! Let us know in the thread here if you have any questions. 

Align Team Roles help create a blueprint to show which roles and stakeholders need to participate in different steps of the buying process.  Check out this video as Head of Align Tom Williams walks through Team Roles. Map members on the buying and selling teams to the roles you create and add those roles to specific milestones. Improve collaboration and alignment to determine who’s responsible for what part of the buying process. For Reps:Reps can map

Many businesses make structural changes to their CRM toward the end of their Fiscal Year.  While it is a best practice to review and update your CRM to match your revenue process, there are a few updates that you should let the Clari Support Team know about as they will affect your Clari instance.  Salesforce Changes That Affect Clari: Changes to your Role Hierarchy and/or Territory Hierarchy  Changes to your Stages

There is a way to Star an opportunity, which is incredibly useful.  I’m looking for a way to tag deals so that I can visually see to which area a deal relates.  For example, my team operates in an overlay fashion and I can use filters by sales rep or by opportunity owner.  Depending on the deal you can either be a rep or owner, or both.  However, I’m looking for an easy way to say, for example, region A, region B or region C. I thought about the use of tagging inside Clari to then add a filter.  Is there a way to do something like this?Thanks

With Clari’s Align solution, Mutual Action Plans are embedded into the revenue process, allowing sales leaders and reps to immediately understand where the customer is in the buying process. Mutual Action Plans get buyers and sellers on the same schedule by offering your revenue teams a shared understanding of the key milestones to complete to close a deal. This way, sellers and sales leaders can have an honest conversation about whether a deal will close and reduce the likelihood of losing revenue. When I work with customers on incorporating MAPs into their Clari implementation, I a

As a manager, can I create custom text fields that reflect our deal inspection process within Clari for my reps to fill out if it doesn’t exist in SFDC? Right now I am just having them dump all of that information into a template I created in a ‘Notes’ field, but I’d like to separate out the different questions into their own fields so that I have better visibility into what the knowledge gaps are on our deals.

Whilst we salute those reps that move teams or get promoted to manager….it does involve some administration in the background to ensure reporting isn’t affected though...Clari’s got your back!A customer asked me about this today and reminded me that there’s lots of great advice covering multiple scenarios here: https://claricommunity.force.com/customer/s/article/Transitioning-Sales-Reps 

hi if I export a table, where is the file saved?  krgdsRolf

No problem 😎 Now you can look back at Trend from a previous date.  We’re excited to launch the ability to Select a Date in Trend !You can use this feature to analyze a specific day in the current quarter or month and compare your selected day to the same day in prior quarters. Check it out here in Trend

At any given point in your quarter, you probably want to pressure test that you have the pipeline you need to achieve your goal. How do you ask Clari how your pipeline makeup compares to previous quarters?

The Waterfall module in Clari Analytics gives you quick visibility into the different factors contributing to changes in your pipeline.You can leverage the Waterfall analytics module to identify the factors contributing to the changes in your pipeline over a specific period of time.Waterfall gives you visibility into how your pipeline has changed due to:Amount increases and decreases Deals that slipped/pulled into another period Deals lost out of pipeline New deals added to pipeline Won deals that are no longer in playThese insights help your revenue teams identify the sources of potential revenue leak in your sales cycle, and helps Revenue Leaders understand specifically how their pipeline has changed.What if you could apply the same level of insights to the deals that support your forecast call (ie. your Commit or Best Case)?Early Access Program: Waterfall in Forecastin

I recently had a stimulating conversation with a Head of Business Development at one of our customers I was involved with as a Strategy Director. This resonated greatly with me, given that I am an ex-Business Development Manager (Lead Generation).We were talking about how excited he was to get Clari in the hands of his team, to drive the entire team to forecast, to think like salespeople, for these often young people to take accountability and plan for their success. This particular company prides itself on hiring BDR, also known as SDR (sales development), with the view for them to use the role as a stepping stone for a future sales career. During their Clari implementation, we created forecasting metrics rolled up from two angles:

Are you using a sales methodology like Value Selling? Mutual Business Objectives (MBOs) allow reps to highlight customer discovery and capture a buyer’s pains, constraints, and initiatives.Mutual Business Objectives in Clari Align Mutual Action Plans MBOs for Reps:I want to capture the customer’s success criteria and objectives and validate them with the customer early in the deal, so I always have this to anchor the deal and use it to drive momentum.MBOs for Managers:I want my reps to adopt the best practice of asking about mutual business objectives, capturing them, and validating them with the b

I work with customers who have questions about the Revenue Intelligence insights in Clari.  One of the more Frequently Asked Questions that I get is related to how Capture and Accounts write information back to your CRM.FAQ:“Why does my Accounts Module differ from what was written back to SF by Capture?”ANSWER:There are small caveats between Capture and Accounts:1) Ccapture skips writing when it can't determine an exact match, whereas Accounts will simply associate the activity to multiple accounts2) Canceled meetings in Accounts operate slightly differently from Capture:Since we index for what shows up in Accounts every 15 mins, we will pick up an upcoming meeting and show in Accounts as a meeting that is scheduled for the following day. — If a rep modified the event two hours ago and canceled that meeting... the next time Clari indexes to update Accounts, yo

Is it possible to change what data is shown in the card that pops up when you hover over a bar in the Waterfall pipeline report in Analytics? I would prefer to see the top 5 opportunities contributing to that category of pipeline change. Or perhaps even be able to create an adjustable range of values to determine what is shown there.

Stay up to date on some new Clari Studio features coming to Forecasting! Forecasting Management view only is live!See how your Forecasting module is configured with Clari Studio’s Forecasting Management. Advanced Ops Admin users can open Clari Studio to access Forecasting Management. Forecasting Configuration export is live!The Forecasting Configuration Export will show a detailed overview of your Forecasting module configuration. This export will be in a csv spreadsheet format and a Clari Admin can download it any time to review the configuration and communicate desired changes via Forecasting Management. 

Clari Align provides your sales teams with a consistent selling process and delivers a better buying experience by sharing that plan with your customer.The MAP template has six essential elements: Value to the customer - Spell out the value your customer rece

I am looking for the ability to add similar filters and set the logic between those to be OR rather than AND. In Salesforce this can be done in reports with “filter logic” option. Is this already possible in Clari Opportunity view?

Clari gives you visibility into all of the deals across your CRM, which is helpful when reviewing trends in your closed-lost deals and understanding how your team has performed over time. With all of this account and opportunity data, sometimes, it can be helpful to specify the deals you are looking at a little further.   This functionality is built directly into Clari’s search in both Clari Mobile and Clari Web. When to use the Total, Open, and Closed options in Clari’s SearchMaybe you are looking for a critical deal that supports your forecast and is still open. Search for the deal name and specify “Open” deals in your search to get a list of just the open deals that match your search.  

People really want to leverage the AI Projection but to build trust in it they often want this question answered. It’s a point that comes up a lot from various customers and this article explains it far more eloquently than I ever could! https://clari.my.site.com/customer/s/article/Why-arent-the-individual-projections-rolling-up-to-my-teams-projectionAnything else you want to know about Clari’s AI projection? Ask below!  

As customers start using Clari’s Autocapture feature, we have noticed there is a frequent question around how Clari defines the activities we capture automatically.Clari's Autocapture matching logic uses the following data points on the Activity and in the CRM to drive a match between a contact and the correct Account and Opportunity in your CRM:Domain Matching Ownership/Internal Participant Matching External Participant Matching Matching Tiebreakers (If enabled)Find more information on Autocapture’s Matching Logic here.If you have any questions, please reach out to your Customer Success Manager or Support for additional information.

Sometimes, it’s too easy to become hyper-focused on a deal that’s simply flying through your sales cycle on its way to closed-won, or the spin your wheels on a deal where you just can’t get the buying team to engage the way you want them to — but in order to achieve revenue precision, you need to maintain a perspective on your total overall pipeline. So how can you keep track of which deals are gaining or losing ground?

Just like we have viewers and shared forecasts so that we can allow individuals to see forecasts of others, is there a way to share the pulse view as well? The use case here is we have VP’s of sales that occasionally are out of office during our weekly forecast call so they have one of there Directors take over. The Director is a viewer of the forecasting so they can talk through everything that rolls up to the VP, however they can still only see Pulse for just their team and not at the VP level. Is there a way to be able to allow them to see Pulse at the VP level like the can for forecasting?

At any given point in the quarter, you need to know if you have the right inventory of deals to achieve your goal. Based on how you usually perform for the remainder of the quarter, how can you tell if you have what you need to hit your number?