Let me take you inside last week’s Board of Directors meeting. 👇

Love the idea of the Slipped Reason here. We already have a Loss Reason, but never considered a Slip Reason to be used in a similar fashion.

How did you solve for this in Salesforce? I am keen to do the same :)

Hi, @Bastian Stosic. These screenshots are from Clari’s demo instance, which fortunately contains a lot of pretty common fields from Salesforce in order to achieve these results in Clari! In particular, we pull in fields like Forecast Category, Close Date, Stage, Slipped Reason, Lost Reason, and Territory Segment to achieve the views that you see above. 

You probably have a lot of these fields in your Salesforce instance already, but they might be called something a little bit different, or your organization might not have created some of them in your Salesforce instance yet. Do you have questions about setting up the fields in Salesforce, or adding the fields from Salesforce to your Clari instance, or something else?

Hi,
@kenna, joining to the question above, how can Clari support this functionality?
A deal may be slipped more than 1 times in a sales cycle, example: in Q1 & in Q2. 
assuming I capture the reasons & dates in a related object, would Clari be able to pull this into the opportunity view?  Or the solution captures only the latest push (meaning you can only analyze 1 quarter)? Or should we create multiple fields on the opportunity for all potential slipped times (not really a good or solution) ?

If Clari’s team solved that somehow (not in figma and not for only 1 quarter) I would love to get guidance on how they did it.
thanks,
Modi 

@Modi Cohen we have a couple of fields that we use SFDC to drive automation around, visible and/or editable in Clari as well

• Slipped Count (this is an un-editable counter field that counts up from 0 using SFDC automation to add +1 every time a deal’s “Close Date” changes Quarter [you could do monthly depending on business model]), this lives in our Opp Grid next to Opp Age
• Slipped Reason (this is a picklist field that reps use to select their reason every time a deal changes its Close Date quarter), this lives in our Opp Details and is typically used in Groupings
• a validation rule in SFDC that pops up a reminder to add/update your Slipped Reason every time you edit the close date to change quarter 

@Collin Rhea  Thanks for the reply and tips.
My main challenge though is, when looking at the Waterfall at two quearters ago, and then drilling down to the slipped deals for that period (like in the example in the article above) how can I know that the slipped reason that is mentioned on a specific opportunity is the reason from two quarters ago and not last quarters? I hope i’m able to explain the problem i’m facing. 

thanks,
Modi 

Definitely a different beast. A couple of options to consider:

• Would probably making both fields history tracked in SFDC and then pairing Slipped Count <> Reasons by date (assuming you have a vlidation rule that forces them to be done on the same date
• several blank reason fields (Slip1 Reason, Slip 2 Reason, etc.) that you fill in sequentially
• an open text “Slipped Notes” that reps type in reason/dates/etc., but this will be impossible to really inspect or enforce