Revenue Intelligence AMA!

How is Clari incorporating Revenue Intelligence into the platform to help our customers close deals faster?

Can I see partner activity or channel activity on accounts/ opportunities? 

Great question @Peter Kim !

We recently had a Happy Half Hour session with our Product Manager of Revenue Intelligence, Conner Crane where we covered our current and future vision of Revenue Intelligence signals in Clari.

Specifically, we covered how Clari is incorporating Revenue Intelligence insights to increase efficiency in your revenue cadences.  

We also looked ahead and discussed the future of Revenue Intelligence features in Clari and discussed the question, “How will Clari begin to surface qualitative insights from this Revenue Intelligence data.”

Review the recording of our ~30 minute session here in the community!

Hi Enzo! Yes, this is possible however there are certain configuration changes that need to be made. This also can be a challenge when locating the proper account, given a partner will be on multiple accounts. This would be worth bringing up to your CSM to discuss options and your specific use case. 

I have a lot of customers ask me:

“How does Clari determine if an activity/contact relates to a specific account/opportunity?”

What is the simplest way to explain how Clari associates activities and contacts to accounts and opportunities?

Hey team!  

We had a question from a customer who was wondering why there might be a difference in information between what is shown in Account Engagement vs what is written back via Autocapture.

Is there a reason for this difference?

Hi Sam! Thank you for the question. I will address this from both an Autocapture and Account Engagement standpoint. 

Clari's Autocapture matching logic uses the following data points on the Activity and in the CRM to help drive a match between a contact and the correct Account and Opportunity: 1) Domain Matching 2) Ownership/Internal Participant Matching 3) External Participant Matching 4) Matching Tiebreakers (If enabled)

Now, this logic works the same way for Account Engagement with one caveat, if we can't find just 1 account or opportunity we will add the activity to all matching accounts/opportunities. Where this differs from Autocapture is we simply just don't log the activity or create contacts in SFDC if we can’t be certain about an account/opportunity match. 

Slightly technical question here but thought it would be worth asking here for future reference:

“If an account does not have any contact domains to leverage for matching, how does Clari match a contact to an account?”

Hi Kay! Thank you for the question. 

There are small caveats between AC and AE:
1) AC skips when it can't determine an exact match account/opportunity, where as AE will just associate the activity to multiple accounts/opportunities

2) Canceled meetings in AE operate slightly different from AC. Since we index for what shows up in AE every 15 mins we will pick up an upcoming meeting and show it in AE that is scheduled for the following day. Say the rep two hours later went and canceled that meeting... the next time we index to update AE we would notice it has been canceled and remove it from the upcoming meetings. While in AC in most cases we index after the meeting took place, so cancelled meetings never get logged. 

Hi Will! Thank you for the question. 

Clari uses the combination of contact domain(s) and website domain to identify a matching account. Currently, they both contribute to the full set of domains that we use to match to an account. The biggest application of the website domain is to fill in gaps in cases where an account has no contacts. This helps for lead conversion, and cases where reps are talking to fresh accounts.

This may be a bit of a high-level question.

What is Revenue Intelligence, and why is Clari focused on bringing Revenue Intelligence Insights to the platform?

Hi Jessica! Thank you for the question. 

Traditionally, many customers have used CRM as their source of truth when it comes to running their business. One thing we have noticed during our time consulting our customers is that there simply isn't enough information in CRM to run a truly predictable revenue cycle.