Revenue Topics

 This week at Clari is a big moment of truth for us as we embark on documenting and rebuilding our Customer Journey map.  We have a cross-functional team gathered at HQ to share customer feedback, identify the customer moments of truth, and draft meaningful improvements together. My favorite part about it?  Working with our cross-functional partners to build the future state, taking the best of what each of us is doing and scaling it.  Then, getting to take a few moments to snap a pic of our matchy matchy Clari sweaters.   Pictured here: me with my partners in Product Marketing and Value Engineering ← two must have participants in Customer Journey Mapping. What are you doing this quarter to strengthen your cross functional partnerships?

We have two new customer success stories published today, highlighting customer experiences and how they’ve been able to leverage the Clari Revenue Platform to transform their revenue process. Kofax adopted Clari to develop predictable results and insight into trends with uniform views across the organization – and within the first quarter, achieved 95%+ forecast accuracy. Read their story here. Comply Advantage adopted Clari to gain insight into how revenue systems, processes, and data can work better together and easily convey insights to sales leaders, executives, and frontline managers at a glance – supporting them from “lead to renewal”. Jonathan Fianu, Global Head of Revenue Operations said, “Clari is at the heart of running revenue as a process."

That situation where something is in ‘best case’ forecast category (but not quite ‘commit’) yet someone is pretty bullish about it coming in and you want to mark it as such...that’s deal level forecasting!Speaking to @Tpang today (Clari EMEA, CSM) and there definitely seems to be a trend for customers looking to do this more for extra revenue precision!The prevailing strategies to do this:Have an additional “In The Call” field that people can mark - for extra granularity in a deal. Have Forecast fields on an Opportunity for each level in the hierarchy i.e. Rep / Mgr / CRO - helps analyse how a deal is viewed by different people in the revenue chain. Anyone, have any additional thoughts on how to manage this / creative ways to get more granularity over above putting something in a forecast category? Would love to hear on this hot topic…. 

Forecasting tutorials for setting up your view as a Seller.

I recently spoke with a customer about some of the challenges they were having as they were looking to gain better visibility in their pipeline health for future quarters. They were noticing a trend that many organizations see.  Reps would set all early-stage opportunities as set to close in the current quarter. Each quarter, a significant subset of those deals would not be closed. Once the quarter ended, sales reps would slip those deals into the next quarter in mass, changing the pipeline makeup for NQ significantly. This rep behav

We’ve started using Clari to look at out quarter pipeline, specifically Q+3, using the Forecast module to show coverage and opp source information. Has anyone done anything creative with analytics or in the forecasting module to look at future quarter pipeline?

Hello Clari Community!I’ve been hearing a lot from customers lately about best practices to accurately track New Logo Counts. Typically, we see a count field added to the opportunity object, but many New Logos can have 2 or 3 new opportunities open, thereby inflating the number.I’d love to hear ways others have created an accurate system to count New Logos and forecast against them! Thanks!

We are working with companies like 6Sense, Sendoso, Gainsight, Showpad, Reveal etc to see how we can best add value to our joint customers. Are there sales tools that you work with that you would like to see the data in Clari? 

I’m looking to understand industry best practices or guidance for pipeline composition throughout the quarter?  For example, what percentage of deals should be in Pipeline, Upside, and Commit at various points throughout the quarter (ie. Week 2, Week 5, Week 8, Week 11, etc)??

When forecasting a large growth deal. Example moving from 60K to 1.8 Million. Which strategy to you prefer your teams to leverage form you c-suite lens? If the customers buying signals are showing a 1.8M growth opportunity would you prefer we forecast the stretch goal of 1.8M and reduce as we gain more insights into team needs or would it be more useful to start modest at $500K and increase the forecast as you work to confirm MEDDIC and secure executive buy-in? Tom 

Hello All. My customer @Liz Dwan is looking for some guidance on loading quotas to Clari and after some advice from a pro! Anyone regularly loading quotas to Clari that might periodically need to be adjusted and then how do you manage the history? 

📣 Happy Thursday!  We are almost to the end of the week. I don't know about you, but I am always looking for ways to use my tech stack better or more efficiently. I would love to hear from you. What is one tip or trick you have recently learned about that has helped you work more efficiently and save time (could be for Clari or other tools in your tech stack)?

Hello, We have a calculated bookings field in Salesforce which takes the sum of pricing components. We had to institute a different currency field as a write-in field for Clari. The reps are supposed to make sure this field is equal to the calculated field.My question is, did anyone else have to do this? I am thinking of building a process in Salesforce which takes the calculated bookings field and writes to the write-in field, based on update. Does anyone know if this would cause issues with Clari, I wouldn’t think so as it is still a currency field, not a calculated field?Thanks in advance!

Without wanting to scare you too much 😬...it’s generally accepted that macroeconomic circumstances will soon be facing a downturn 📉. In light of this, many companies are seeing (or seeing even more starkly) the importance of retaining existing customers and maximising expansion opportunity to fuel growth in uncertain times.Clari has your back here! This video has some great insights from Conor Nolen (Clari’s SVP of the customer business) on how you can manage this process efficiently and from a place of insight 🕵🏾 Are you managing churn / net retention in Clari? Anything you want to share on what you have learned?  

I’ve noticed some fancy badges below some community profiles. What do I need to do to get these as well and where can I view them all?