Best Practices, Use Cases, & Brainstorming
Balance Priorities and Harness Tools for Success with Anil Kumar, Head of Global Rev Ops @ AsanaVideos and Podcasts
It’s challenging to balance priorities, foster collaboration, and efficiently streamline tools and systems to create a high-performing RevOps team. But in order to run revenue the right way, you need to align your team's work with the company's strategic vision while optimizing the processes that drive success. It can be overwhelming, but Anil Kumar, Head of Global Revenue Operations at Asana, is here to share how to do it.In this episode of the Run Revenue Show, Anil discusses the importance of empowering employees, the key role that a RevOps team plays, and the concept of caring at scale.Here’s what’s inside: Implement tool consolidation. Too many tools can overwhelm the team, leading to inefficiency. Prioritize workflows and capabilities that matter the most to the team and use a tech stack that suits their specific needs and goals. This approach helps increase efficiency and effectiveness within the operations. Care at scale. This involves getting the team to deeply care about the
4 Prospecting "Power Plays" That Guarantee Bigger Commission ChecksVideos and Podcats
What happens when three powerhouse sales and marketing pros are each given a microphone to discuss improving prospect outreach?You get four power plays that will break through the (inbox) noise.Our very own Kyle Coleman (CMO) and Devin Reed (Head of Content) sat down with Morgan J Ingram, founder of Ascension Media Productions, to talk about why most prospecting tactics fail and, of course, how to flip the script to close more deals using four proven power plays.First, here's why most prospecting tactics failKyle kicked off the conversation by being quite blunt:Most prospecting tactics fail because "people don't want to do hard things. People expect some shortcuts, some easy buttons they can press, and some silver bullets that will fill their funnel. It's just not how it works. To be successful, you have to do the hard work. You have to do the things that other people aren't able or willing to do to break through the noise and to stand out."Morgan leaned into a cooking analogy: "Everyb
Last week I spoke with the Head of RevOps at a company that’s doing $1B in ARR in their SaaS business.I told him I could identify 15% of their revenue they’re losing right now to revenue leak.That’s $150,000,000.They were shocked – how?Here’s what I told them:You’re stuck in a financial model and not thinking about the actual process in which you run revenue. You need to know:1. How your teams are running revenue.2. The process behind your team's 13 week cadence.3. How that’s going from the reps all the way up to execs.Once you get out of the number crunching exercise, you can start optimizing how you run revenue and collaborate in every meeting.That was the “aha!” moment.Change the way you think about revenue and start winning more revenue moments.
A winning sales strategy entails far more than pushing a product or service. It's about creating a comprehensive plan to help you and your sales team share goals and optimize your sales process. It should help you understand your audience, make genuine connections, foster customer loyalty and increase sales.This guide will show you how to develop a sales strategy and refine your approach using different sales techniques, channels, and tools to improve sales.But first, let's define what we mean when referring to a sales strategy.Table of contentsWhat is a sales strategy? Types of sales strategies Creating your sales strategy Strategic sales channels Tools to improve sales Don’t forget existing customers Implementing your sales strategy Sales strategy example Transform your sales strategy with ClariWhat is a sales strategy?A sales strategy is a detailed plan that guides sales teams on how to sell products or services and attract new customers encompassing sales goals, processes, product
Hello there! Ryan here, one of your weekly Office Hours hosts. You probably noticed that we started covering a featured topic every week (i.e. Dashboards, Pulse, Trend, Flow, Expanded View). I am curious, what other topics would you like to see us cover? Should we have a rotating calendar of 5 or 6 topics so that you can join us when you have questions about those? Let me know your thoughts in the comments below!
0:22 / 38:42 Scaling #revenue During Different Stages of Company with Robby Allen, CRO at AgentSyncVideos and Podcasts
As your company expands and evolves, so do your priorities for scaling revenue. It can be quite a transition, but there are critical steps that need to be taken to be fully equipped for success. Robby Allen, CRO at AgentSync, is known for his strategic prowess in optimizing revenue at all stages of business growth and wants to share his playbook with you on how to do it effectively. In this episode of the Run Revenue Show, Robby shares the transition from VP of Sales to Chief Revenue Officer, the key tips to help make the transition seamless, and how to work best at different stages of business growth.Here’s what’s inside:-Focus on lifetime value. Focus not just on customer acquisition but also on customer retention and growth. Hone in on your Ideal Customer Profile and understand the cost to serve each customer, especially in enterprise segments.-Analyze not only the revenue each customer will generate but also the resources needed to support them post-sale. Implementing this as a s
Do you know the fastest growing job in the United States?It’s not programming. Not healthcare. Not even AI.It’s RevOps – and for a good reason. Exec across the world – and across industries – are realizing the importance of revenue processes.Efficiency. Predictability. Growth.Let’s take a look at 3 ways RevOps is driving value for revenue teams — and why you should include a healthy RevOps investment in your 2024 strategy. #1 - Establishing a Well-Oiled Revenue Machine It’s simple: When reps are productive, revenue increases.But most reps operate in an environment filled with:Bloated tech stacks Lengthy processes Inconsistent communication This slows their progress. Hurts their numbers.And there’s not much they can do about it. Where RevOps steps in:Tech integration and automation. RevOps teams work to break down technology barriers and take advantage of modern tools. Think consolidation across the revenue tech stack. Automation of low-impact tasks. And the creation of a tech ecosyste
Discover, Attract, and Keep Top Talent with Amy Volas, Founder and CEO of Avenue Talent PartnersVideos and Podcasts
Finding people who drive revenue in your organization can make or break your revenue process. The question at hand is this: how do you discover, attract, and keep top talent so you can boost revenue? Amy Volas, Founder and CEO of Avenue Talent Partners, has mastered the successful hiring strategy and wants to share her secrets with you.In this episode of the Run Revenue show, Amy shares the essential criteria to follow when looking for top talent - from evaluating a candidate's mindset, dedication, alignment with the company’s values, and more. Here’s what’s inside: Understand alignment and engagement. When hiring, it's crucial to define and align the skills, will, and engagement required for the role. Look for those who actively listen, show engagement, and demonstrate a proactive attitude during the hiring process. The deal breakers include arrogance, ego, and disrespect towards team members, as well as a lack of preparation. Focus on real qualifiers and results. Look beyond educatio
As your company expands and evolves, so do your priorities for scaling revenue.It can be quite a transition, but there are critical steps that need to be taken to be fully equipped for success.Robby Allen, CRO at AgentSync, is known for his strategic prowess in optimizing revenue at all stages of business growth and wants to share his playbook with you on how to do it effectively.In this episode of the Run Revenue Show, Robby shares the transition from VP of Sales to Chief Revenue Officer, the key tips to help make the transition seamless, and how to work best at different stages of business growth. Watch it here. Here’s what’s inside:Focus on lifetime value. Focus not just on customer acquisition but also on customer retention and growth. Hone in on your Ideal Customer Profile and understand the cost to serve each customer, especially in enterprise segments. Analyze not only the revenue each customer will generate but also the resources needed to support them post-sale. Implementing
What are some resources to learn about revenue operations? Interested in:Different types of platforms How to work with my sales team What are some key reports I should createMy company is small, so not sure I am ready to purchase a product. So, for now, just want to learn the basics.Thanks
Below are McKinsey’s Top 10 Business Books of 2023Go here for other top book lists from McKinsey. Take a look. Let us know if we should add other business lists. Certainly, we can provide a list of top Revenue-related books😀Title Author/Publisher Ranking Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones James Clear/Penguin Group USA 1 Going Infinite: The Rise and Fall of a New Tycoon Michael Lewis/Norton, WW 2 Hidden Potential: The Science of Achieving Greater Things Adam Grant/Penguin Group USA 3 Rich Dad Poor Dad: What the Rich Teach Their Kids about Money That the Poor and Middle Class Do Not! Robert T. Kiyosaki/Two Rivers Distribution 4 The Psychology of Money: Timeless Lessons on Wealth, Greed, and Happiness Morgan Housel/Macmillan 5 I Will Teach You to Be Rich: No Guilt. No Excuses. No BS. Just a 6-Week Program That Works (Second Edition) Ramit Sethi/Hachette Book Group 6 StrengthsFinder 2.0 Tom Rath/Simon &
Data-Driven Resource Allocation and Revenue GrowthVideos and Podcasts
Effectively aligning your focus and resources with what your company aims to achieve is essential, but it is also a common pain point. It’s crucial for revenue growth, but it’s hard to find the right balance for generating a sufficient pipeline for the sales team without overwhelming them.Olga Traskova, VP of Revenue Operations at Birdeye, shares how to master the art of revenue growth through proper resource allocation.In this episode, you’ll learn: How to prioritize resource allocation based on upcoming projects By aligning priorities with company goals, you ensure that the right resources are dedicated to the most impactful projects or events. Through smart data analysis and an understanding of upcoming opportunities, you can make informed decisions on allocating resources effectively. Why collaborative governance in Revenue Operations is key. While collaboration is important, too much freedom can hinder scalability and consistency. Implementing a governance framework leads to stand
Consolidation Leads To Revenue Growth with Chris RothsteinVideos and Podcasts
Let me guess. You're constantly dealing with a persistent challenge - the need to streamline and consolidate your sales operations. It can get messy, but Chris Rothstein, co-founder and CEO of Groove, is the mastermind behind it all. Chris shares his secrets on how consolidation provides a closed loop between insight and action, streamlining processes, increasing productivity, and, of course, running revenue.In this episode, you’ll learn:1. Why consolidation without compromising essential capabilities is crucial for effective sales operations. This can streamline processes, increase productivity, and provide better control over growth. Having all revenue applications under one roof is essential, as it eliminates the challenges caused by multiple solutions that don't communicate effectively.2. How collaboration and alignment lead to successful partnerships and acquisitions Building partnerships requires a thorough understanding of the other side, conducting due diligence, and finding t
I’ve been Clari’s CEO for almost 11 years. In that time, we’ve felt the adrenaline rush from reaching new heights and the turbulence during uncertain times. We’ve grown Clari from the ground floor to a multi-billion dollar valuation. It’s been an eye-opening ride. And I’ve learned invaluable lessons about leadership along the way. This week, I took time to reflect on my journey as CEO: What would I do differently? What’s been critical to success? What should up-and-coming CEOs be thinking about?Here are 5 key leadership takeaways for anyone looking to build a legendary career. #1 - Prioritize Your BrainI’m often asked how I handle the stress of leading a high-growth company. My answer? Focus on mental health. Meditation and exercise are part of my regular routine. I also keep a gratitude journal where I reflect on the good things in my life, from business to family, and record the top three things I’m grateful for every morning. I focus on why I’m here, why I’m doing what I do, and giv
As a revenue leader, your job is to build for customer needs. Plain and simple. You build for the needs your customer says out loud. And you build for the needs your customer doesn’t even know they have. You build for the short-term needs of your customer. And you build for their long-term success. Ignore your customer, and the business starts to crumble: Your products miss the mark Your decisions start to stray Your customers feel like just a numberIt’s a disaster. Today, I want to share 3 ways to keep your focus relentlessly on the customer. Do this right and you’ll build a legendary career in revenue. #1 - Be in the Trenches Every Day There’s no substitute. You have to be on the ground-level of your business daily, or lose customer focus. The trenches are where you’ll: Hear customer feedback Identify trending needs Spot process flawsAt Clari, my trenches are the daily workflows of revenue teams. If I’m not an active part of these conversations, I’ll miss critical business-building
Drive #revenue Through #forecasting - Discussion with Andy Duffett, SVP of Global Sales at CrowdStrikeVideos and Podcasts
Inaccurate forecasting is the last reason you want to miss your revenue goals. So what are the key steps for figuring out how to accurately forecast, avoid these mishaps, align your departments, and meet your revenue targets? Andy Duffett, SVP of Global Sales at CrowdStrike, combines his extensive industry knowledge with a dynamic leadership style to steer the company's global sales efforts to success. In this episode of the Run Revenue show, Andy shares why trust and transparency is essential for success, the importance of understanding customer needs, the value of forecasting correctly, and why you should prioritize revenue protection and value realization.Here’s what’s inside: Build trust and transparency. Andy highlights the importance of trust and transparency as the foundation for success. While it takes time and effort, it’s vital for collaborative decision-making and achieving desired outcomes. Understand and adapt to customer needs. Understanding customer needs is crucial. Fo
Grow #revenue with Strategic PartnersVideos and Podcasts
What if we told you co-selling, co-investing, and co-marketing have the power to unlock the ability to double your revenue every two years. Yes, it’s true. And Greg Sarafin, the Global Managing Partner of Ernst & Young Alliance Ecosystem, knows a thing or two about the power of strategic partnering and wants to share his strategies and secrets to run revenue like a pro.In this episode, you’ll learn:Choose strategic partnerships based on industry alignment. When forming strategic partnerships, it is crucial to carefully consider how the partner aligns with your industry and the specific business outcomes you seek to achieve. By selecting partners that are well-suited to your industry, you can maximize the value and impact of the partnership. Utilize co-selling and co-investing. Co-selling, co-investing, and co-marketing with strategic partners can significantly boost revenue growth and win rates. These collaborative efforts allow for the creation of new capabilities that deliver v
What’s a really great podcast, case study, article, or interview you found recently? Care to share it with the community? I’m thinking of creating a space where we can all share our favorite content and subscriptions and curious what’s out there that you all like best.
Create Predictable Results for Revenue Growth with Ashley Gretch or Xedro and Matt Weil of HighSpotVideos and Podcasts
It’s time to run revenue like a process. And there are four key ways to do so: think in quarters, embrace predictability, utilize technology and prioritize revenue moments that have the most impact on your business. Experts of running revenue, Ashley Gretch, CRO at Xedro, and Matt Weil, Senior VP of Worldwide Sales at Highspot uncover the data behind these four key practices so you can run revenue like a pro. In this episode, you’ll learn: Why predictable forecasting is essential. Prioritizing accurate forecasting will provide reliable revenue projections. A mix of data-driven tools and gut instincts will lead to accurate forecasting. Why pipeline calls can contribute to accurate forecasting. This call allows for evaluating the progress of revenue generation and offers insights into the effectiveness of day-to-day activities. It also helps in predicting revenue a couple of months in advance. The importance of developing a relationship between the go-to-market team and product team. Th
Similar to many of our Clari customers, you may be wrapping up the year while also focusing on next year. The next year brings new opportunities, process, business objectives, and so much more. While you and your entire Rev Ops begin next year planning, its important to keep Clari top of mind.This is the time of year where I’ve seen many of our mature customers begin the process updating their Clari platform. By leveraging our self-serve Field Configuration, this is a great time to remove any stale fields you no longer need in Clari, while also adding/ordering fields that will be critical for next year. It may be time to remove that ‘Covid-19’ checkbox field that has been pestering you all these years 😉.Maybe your forecast process is evolving as you continue to grow with Clari. The new year is a great time to implement new processes and change up your forecast cadence. If you’d like to make changes to your forecast tabs or columns, reach out to your Clari account team to get the conve
A lack of transparency into pipeline.Slipped deals with no real reason.A constant “pushing back” of pipeline.No accurate representation of pipeline number.These were several of the “huge challenges” Greg Reardon, Director of Growth Operations and Strategy at Black Swan Data, faced when making data-driven decisions.Black Swan Data is a London-based technology and data science company. It uses a proprietary data analytics software platform, Trendscope, to predict future market trends.Black Swan was running all their forecasting through spreadsheets. They didn’t even have a business intelligence tool to augment the data. The net result was the four pipeline issues presented above.This is how Black Swan solved its forecasting challenges after partnering with Clari. Greg shared how the team: Saved 20+ hours per week by removing manual processes Relies on Clari as the single source of truth Seeks guidance from Clari’s “11 out of 10 customer service team – the best customer support I’ve expe
My organization wants to see the product make up of each of their opportunities. The problem I’m running into is that my account detail/grid only shows one line item, and doesn’t show the full product mix that is associated with the opportunity. For example, if my seller has put together an opportunity for products A & B the grid and detail will only reflect the product name/product code of the line items with most quantity. I’ve tried grouping my opportunities and layering in Product information in a stacked bar chart, but the problem I run into with this is Clari buckets some of the Products into “Other” rather than displaying their full name/product code. This could work, but I don’t know how to prevent Clari from bucketing some values into “Other”. Does anyone know how to display all products associated with an opportunity either in the Opportunity Grid/Detail/groupings? Or, does anyone know how to prevent Clari from bucketing my groupings into “other” so I can show an accura
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