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22 Topics
alex
Clari
alexClari
posted in Align
Welcome to Align Implementation Webinar

We're thrilled to invite all our community members, whether you're a seasoned pro or a newcomer, to our recurring Welcome to Align Implementation Webinar. Webinar Details: 🗓️ Date: Every other Friday ⏰ Time: 10 PST ⏳ Duration: 1 hour 🔗 Register here by clicking this link! What to Expect: 🛠️ Organization Settings: Dive into administration & system settings to customize Align Workspaces for your unique needs. 👥 Team Roles: Learn how incorporating different roles can streamline collaboration and boost efficiency. 🌐 Mutual Business Objects: Discover how to create and manage objects within Align Workspaces. 📊 Field Mapping: Master the art of field mapping for seamless data integration and reporting. 🗂️ Team Templates: Explore how to leverage team templates to create a consistent and repeatable process across your teams. This webinar is for anyone curious about making the most of Align Workspaces and Mutual Action Plans. Whether you're just starting or want to level up your skills, th

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Kenna
Community Manager
alex
Clari
alexClari
posted in Align
Align Kickoff in a Box! 🎉

Looking to implement Align for your Sales or Customer Success teams at a self-served pace? Check out the Align Kickoff in a Box! All the resources that you need to drive change internally and get Leaders and Reps ready to start using collaborative workspaces with their customers. Start by downloading your Kickoff in a Box today and go-live faster!

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Rohit Agarwal
Clari
Nabila Parvez
Clari
Nabila ParvezClari
posted in Align
How do I use Asset Blocks to group resources, spotlight calls, and use the @ menu to link assets?

Quick Links: 🏠 Align Home Overview ➕ How to use the Next Steps Block and add Template Snippets 🎯 Create an Exec Summary using Objectives In Align Home, Asset Blocks are a quick way to group resources and highlight important ones for visitors to have front and center on the front tab of your workspace. Here’s how: (1) 🖼️ 🖼️ Gallery View - Group & Organize Resources in an Asset Block Have multiple files you want to keep organized and have visitors to see right away? Add an asset block, select Gallery View, and click to add multiple Assets. You can add from your computer, the Library for this workspace, or a web link. ❗️Note: When you add an asset from your computer directly to an asset block, it is automatically added to the Library. So you can add it here first! Organize resources in Gallery View (2) 📸 Hero Shot - Spotlight a Resource with the Hero Shot Is there a specific resource you want front and center, like a recent demo, call recording, file, etc.? Add an asset block, select

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Nabila Parvez
Clari
Nabila Parvez
Clari
Nabila ParvezClari
posted in Align
How can I use Next Steps now, and add templated milestones later?

Next Steps + Template Snippets help you build out the timelines progressively as you learn about the buying process. (1) 🚦Capture action items & drive accountability on timelines in Next Steps You can can add: The What: action information The Who: Assignee, and use the @ menu to tag others The When: an optional due date The Context: link Library files for context through the @ menu (2) ➕ Add Template Snippets to build your Mutual Action Plan bit by bit Add templated milestones (Template Snippets) from your templates by going to the Plan Tab and clicking Add From Template: Quick Links: 🏠 Align Home Overview 🖼️ How to use Asset Blocks 🎯 Create an Exec Summary using Objectives

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Nabila Parvez
Clari
Nabila Parvez
Clari
Nabila ParvezClari
posted in Align
How can I use Objectives as an Exec Summary?

Mutual Business Objectives are a great way to collaborate on your customer’s pains and strategic initiatives. Add the Objectives block and choose from the “Add Objectives” menu. Your org admin can edit the Mutual Business Objectives to create the right prompts for your business You can always customize a templated Objective to better suit your needs and the language your customer wants to use Examples of Mutual Business Objectives Objective Prompt/Templated Content Why Anything? or What we Heard What are the challenges the customer is experiencing that they are hoping your product can help with? Example: {{company}} is going through the following challenges as they try to scale: Data is siloed in different places, making it outdated and difficult to use for analytics Too much manual work at a time when resources are constrained Why Now? What are the reasons/compelling events that have made it urgent to address the challenges right now? Example: {{company}} is looking for ways to consol

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Nabila Parvez
Clari
Tom Williams
Community Manager
Tom WilliamsCommunity Manager
posted in Align
Align Org Switcher

Align users an be associated to more than one Align organization. The most common situation is that you’re a Seller in your own org, but a Buyer in someone else’s org. The Align Org Switcher lets you jump between the orgs. If you belong to more than one Org, you’ll see a colored box next to your name. Blue -- you’re a seller Green -- you’re a buyer Just click to switch orgs.

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Tom Williams
Community Manager
Kenna
Community Manager
KennaCommunity Manager
posted in Align
Collaborating Our Way to a Higher Close Rate with Tom Williams

In this episode of Predictable Revenue, @Tom Williams, Head of Clari Align, discusses the importance of collaboration in the sales process. Here’s how he unpacks the 3 key pillars of sales collaboration: Understanding the customer's problem at a deep level Establishing trust with the customer Executing and implementing the sale effectively While MAPs can be transformative to building lasting, beneficial relationships with customers, it’s important not to overcomplicate the process, or make assumptions about customer needs, or neglect the human element. Learn more about striking a balance between curiosity and structure in sales in the podcast. Listen to the podcast or read the article here.

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Kenna
Community Manager
alex
Clari
alexClari
posted in Align
Maximize Template Organization in Align using Hierarchy 👥 📁

Efficient template organization is essential when setting up Align, especially when dealing with numerous teams and templates. To streamline this process, Align allows Admins to arrange templates within the Clari hierarchy. When templates are organized according to the hierarchy, Reps can quickly identify and select the templates they need. This ensures that they only see templates that are relevant to their specific team, those created by their manager, or their own private templates. Admin Create a new Template or Edit Details of an existing Template. Select the Visibility settings for the template. Use the drop down to find private, everyone, or a specific team under a node in the hierarchy. Specify a Team by searching the team name in the dropdown or review the drop-down to find the right team in the hierarchy. Reps will only see the templates that are assigned to them, everyone or their own private templates Note: Admins can update the visibility of team templates or their own pri

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alex
Clari
Tom Williams
Community Manager
Tom WilliamsCommunity Manager
posted in Align
Align Self-serve Onboarding

For those of you who are kinesthetic learners, we built an Align template that includes every feature of Align, so you can get familiar with Align in a 100% safe environment on your own schedule. Go to your Dashboard at align.clari.com. [see Reminder below if you’re not automatically logged in] Click “Create New Workspace” Follow the actions in the milestones. This is your personal practice area. You can do NO harm, so play around!! Reminders Opening Align from Clari Go to your Opportunity Inspector Open Insights Panel for any Opp, Click “Go to Align” Align dash will open. No password required. Opening Align from email Look for an email from align@clari.com Click the “View your dashboard” link Align dash will open. No password required. If you see the login page, that’s because this link expired for security reasons. Put in your email again and use the new link emailed to you

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Tom Williams
Community Manager
Tom Williams
Community Manager
Tom WilliamsCommunity Manager
posted in Align
Align Template Snippets

Align Template Snippets let you add milestones or groups of milestones slowly to build out your plan Removes “too assumptive” concern for reps More flexible while maintaining process control For example, you might have a couple of different levels of discovery, a simple and a deep-dive proof of value, one common set of commercials for everyone, then different types of implementation.

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Kenna
Community Manager
Kenna
Community Manager
KennaCommunity Manager
posted in Align
Fireside Chat: Collaborate, Convert, Charge! (Video)

Hear from revenue leaders and a top seller about how they use Align to collaborate with customers while driving rigor in their Revenue Cadence.

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Tom Williams
Community Manager
Tom Williams
Community Manager
Tom WilliamsCommunity Manager
posted in Align
Secure Sharing and Domain Whitelisting in Align

You don’t always know every member of the buying team, so Align supports Domain Allow Lists (also known as domain whitelisting) Seller adds domain(s) to the Allow List Buyer puts their email into the login field on the "Front Door" of the collaboration space If their email matches a whitelist, then we email them an access link Buyer clicks the link from email to get into the workspace If it doesn't match, we send an email to the Seller saying "so and so wants to access in" but we don't let them in unless Seller authorizes Or put another way, there are three possible outcomes when someone enters their email at the front door of a collaboration space. They are on the Buyer Team. They get sent a new magic link They are not on the Buyer Team, but whitelist is on for their domain. We send them a magic link and they're in. We tell Seller They are not on the Buyer Team, no whitelist or their domain isn’t on the whitelist. They get nothing. We tell seller this person is trying to get in This i

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Tom Williams
Community Manager
alex
Clari
alexClari
posted in Align
Integrating Align with Salesforce

Clari Align integrates seamlessly with your Salesforce environment pushing engagements from buyers and sellers to your opportunities, mapping fields in your workspaces to fields on your Salesforce opportunity objects, and pushing the status of a plan in a workspace to a custom field. Align Activity to SFDC Task Activity Clari Align offers a powerful tool for gaining insights into buyer signals through Workspaces. Sales reps and leaders can easily access Workspaces through the Insights Panel in Clari Opportunities. Teams can use Workspace activity to track buyer signals, monitor adoption by sellers, and analyze seller activity. Select Activities to Track: Choose the activities you want to track from both Buyers and Sellers. Enable CRM Activity: Toggle the "Enable CRM Activity" switch on or off to enable or disable the flow of selected activities that push to your Salesforce opportunities. Align Workspace activities will now appear in Salesforce opportunities as completed tasks with the

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alex
Clari
alex
Clari
alexClari
posted in Align
Align Organization Settings & Team Roles

Make updates to your organization settings to maintain a consistent brand image, workspace nomenclature, and buyer and seller role structure. These settings play a pivotal role in keeping your teams focused and prepared throughout the buyer's journey. Organization Settings Only Align admins can edit organization settings, the admin role can be provisioned from the Our Team section of Align. Login to your Align account as an admin and navigate to to Organization Settings . Company Name & Logo The Organization Name or Company Name will display your company’s name to your customer throughout your Align Workspaces and customer collaboration email notifications. By default Align will use your company’s domain name ( ex. clari.com) so be sure to update it to something friendly for your customers. Your company logo is a fundamental component of your brand identity. To ensure your brand is well-represented on your team’s workspaces be sure to update your company logo. You can upload or drag a

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alex
Clari
Tom Williams
Community Manager
Tom WilliamsCommunity Manager
posted in Align
Align Collaboration Workspace Overview

Align is very intuitive. The easiest way to learn it is just to play around with an example workspace. Saying that, here’s a high level overview Align has 5 main sections Overview Plan Teams Library Calls (optional) Overview - make your business case Here’s where you make your business case so senior decision makers can get up to speed fast. Share Rep contact info Capture business objectives to validate the problem and your proposed solution (these can sync back to Salesforce) Summarize next steps at a high level Curate key files or meeting recordings that you want to highlight ----------------------------------- Plan -- make Mutual Action Plan Once you’ve made your business case, the buyer is going to want to know how to get all that value. The Plan tab holds all your milestones, which in turn track the actions required to accomplish the milestone. You can invite buyers or other sellers to milestones, you can comment, update status. You add milestones via Templates or add a new one fr

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Tom Williams
Community Manager
Tom Williams
Community Manager
Tom WilliamsCommunity Manager
posted in Align
Align: What buyers see

The best sellers are as transparent as possible, but even the most open rep doesn’t want to share everything. Align makes it easy to collaborate, but also keep some stuff private. Email Invites You can send an automated email invite to your buyers and Align will notify a buyer if they’re @mentioned in a milestone. They will NEVER get any MAP-status emails and there are NO passwords, just magic links. They’ll get your email, then when they click the link, they’ll be prompted one-time only to confirm their email (this is our spambot test). Once they’re in, they’ll see exactly what you as a seller sees when you’re in Presentation Mode. Remember -- best practice is when you first share the workspace, to do it while you’re on a call so you can make sure they get in ok and then you can give them a quick tour of the assets you’ve shared. Private Milestones & Presentation Mode If you want to see exactly what the customer sees, just turn on Presentation mode. What gets hidden / what Buyers neve

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Tom Williams
Community Manager
Tom Williams
Community Manager
Tom WilliamsCommunity Manager
posted in Align
How and when to share a workspace

Selling is all about the customer. And so is Align. The first question to answer is “what’s in it for the customer”. If you can answer this question, then you’ll know when to introduce the concept of more structured collaboration When to intro Align Buyers want different things at different times. Use Align to anticipate those needs and deliver an unstoppable buying process. During Discovery Remember that you can create a collaboration workspace without a MAP. Early in Discovery you probably don’t know enough to drop a detailed plan on your prospect, so focus on value and your business case. Use Align’s Mutual Business Objectives to validate your customer’s business priorities and how you can help. Pull them up in a screenshare and say “did I hear you right?” If they say no, that’s great! “Sorry I misunderstood. Tell me what I got wrong!” Use Align’s Content Library to share case studies, NDA, or other assets you want to share. Link to your content store or just upload assets into the

2080
Tom Williams
Community Manager
alex
Clari
alexClari
posted in Align
Mutual Business Objectives: Streamlining Deal Success

Mutual Business Objectives are a pivotal tool for enhancing the success of your deals. They facilitate effective customer discovery by capturing a buyer's needs and goals. In this concise guide, we'll explore what MBOs are, their importance, and how to use them effectively. Mutual Business Objectives creation steps: Step 1: Create Objectives Admins can create Objectives in your Align Organization Settings by when you select the Objectives tab. Add a new Objective, update its title, and add in any placeholder text to the objective. You can always return to your objective later and make updates. Step 2: Objective Field Mapping Access the Field Mapping tab from the Align Organization Settings page and click + Add Mapping button. Select an Objective and sync it to a compatible field on your Salesforce opportunities. After publishing changes any plans using the sync objective will now push text directly to the selected field on the connected Salesforce opportunity. If you do not immediately

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alex
Clari
alex
Clari
alexClari
posted in Align
Align Team Templates

Creating a Team Template in Align streamlines your sales process and ensures consistency across teams. This guide provides a concise step-by-step on building an effective Mutual Action Plan template. Team Template Creation Steps An admin can create a Team Template from the Template menu menu and start from scratch using the Create Template button ( A ), or use one of the existing starter templates loaded into your Align organization and making a copy of it ( B ). Use any existing MAP templates as a basis to for the template creation process. Welcome Message Start with a general value proposition that addresses common pain points that you organization solves or create welcome message for your customer when they enter the shared workspace. The message can later be customized by a Rep to meet their customer’s unique needs. Objectives Collaborate with key customer stakeholders to define core objectives and add them to your workspace. Objectives must first be created by an admin in Align se

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alex
Clari
Tom Williams
Community Manager
Tom WilliamsCommunity Manager
posted in Align
Your First Align Workspace

You can have your first Align workspace live in under 30 seconds. Clari customers will just start from the Clari Opportunity Grid, but if you don’t have Clari, you can start from the Align Dashboard at https://align.clari.com or from Salesforce. From Clari Inspection Tab Click on an opportunity that has no workspace yet. Open the insights panel to MAP tab Click “Create new MAP” Template picker will open. Select a template OR start from scratch The close date and customer name will be pulled from Clari or you can adjust the timing of the deal by moving the target go-live date Click Create. From Align Dashboard Go to align.clari.com. If you’re not already logged in, you’ll be prompted to enter your email to get a new secure access link. Click “Create new MAP” Template picker will open. Select a template OR start from scratch You can adjust the timing of the deal by moving the target go-live date and all the dates will shift Click Create NEXT STEPS Start customizing this workspace with yo

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Tom Williams
Community Manager
Tom Williams
Community Manager
Tom WilliamsCommunity Manager
posted in Align
Zero-prep Inspection with Align

OK, maybe not zero prep, but Align does dramatically reduce the number of times you’re prepping on a Sunday night trying to remember all the promises you made to customers last week Align’s role in inspection -- Clari customers Align integrates directly into Clari’s Insights Panel on the Opportunity Inspector. Assuming your Org has enabled MAP Status in CRM, you can filter your opportunities or build out dashboards by “On Track”, “Late” or “No MAP”. This will help managers spot risk faster, especially on critical deals. Use MAP Summary to summarize key events or just jump over to the full plan from Clari. Best practice is to create a dashboard widget or Saved View for your key deals Hey Clari -- Which of my $50K+ commit deals for this quarter are missing a MAP? Align’s role in inspection -- Align standalone If you don’t have Clari, you can still incorporate Align into your deal inspection calls. All the details are in one place so your manager can review on their own and then you can s

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Tom Williams
Community Manager
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Align
Clari MAP Template

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alex
Clari
Community Central
Revenue Topics
Clari Platforms (for customers)
Align

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