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Revenue Topics

Best Practices, Use Cases, & Brainstorming

278 Topics
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
AI Integration: How to Plug Revenue Leaks with Cutting-Edge TechBlog

 These days, I spend a lot of time talking with customers about AI. They are facing imperatives to improve efficiency, and the potential is clear.Our data on the value of applying AI to running revenue backs up the hype:90% reduction in forecasting time for RevOps  67% increase in productivity across revenue-critical employees 10%increase in win rates But driving AI adoption is a new muscle for nearly every organization.  Many companies are paralyzed by the seemingly simple question: Where do I start? MY RECOMMENDATIONSet aside new and unfamiliar technology and start with what you know - your process.Mapping your revenue processA solid AI strategy starts with a good understanding of your revenue process and the business outcomes you are trying to drive. At the risk of oversimplifying, you can break your revenue process down into three stages as a good starting point:Create In this stage, your team generates leads and moves them into the pipeline. The create stage is all about capturing

220
Scott K Wilder
Expert Contributor
4 months ago
R
Clari
Robert WebsterClari
published in Best Practices, Learnings, Wins, & Tips
Do you know where your deals drop off, and why?

When thinking about last quarter or last month, was there a drop off in the pipeline at a certain stage? Are you left scratching around for reports or trying to understand why deals are dropping off after the discovery stage or why conversions at a certain stage are dropping?  In the short video I recorded, I’ll walk you through how you can inspect your pipeline conversion stage over stage using Funnel. You can review the that dropped from each stage to understand where there are areas for improvement. 

130
R
Clari
4 months ago
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
The 10 Best Sales Engagement Automation PlatformsBlog

Success in sales is a matter of quality and quantity. Personalized outreach is essential if you want to stand out from the dozens of other cold messages your prospects receive every day. But you know that most prospects won’t need your product right now. That’s why you need to reach out to hundreds of prospects each week. But you simply can’t personalize messages at that scale.That’s where sales engagement automation platforms come in. In this article, we’ll show you how these tools can accelerate the sales engagement process and help you send hundreds of high-quality emails at once. We even review the ten best sales engagement automation platforms. Table of Contents: What is sales engagement automation? What are the benefits of sales engagement automation? The 10 best sales engagement automation platforms How do you know which sales engagement automation platform is right for you? What's next?What is sales engagement automation?Sales engagement fosters a meaningful connection with pot

240
Scott K Wilder
Expert Contributor
4 months ago
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
Sales Enablement vs. Sales Engagement: Similarities, Differences, Tools and MoreBlog

 New sales technologies mean new opportunities to help your sales team perform at their best. Sales enablement and sales engagement can help lay the foundation for high-performing reps.Many think these terms are interchangeable. However, different approaches optimize different aspects of the sales process.This guide will explain the similarities and differences between sales enablement vs. sales engagement. You’ll explore examples, strategies, recommended tools, and more.Table of content:What is sales enablement? What is sales engagement? What are the similarities between sales enablement and sales engagement? What are the differences between sales enablement and sales engagement? How do sales enablement and sales engagement work together? Why have both sales enablement and sales engagement strategies? How to effectively implement sales enablement and sales engagement strategies Sales enablement tools vs. sales engagement platforms How to know which tools are right for your business Wh

290
Scott K Wilder
Expert Contributor
4 months ago
Holly Procter
New Member
Holly ProcterNew Member
published in Best Practices, Learnings, Wins, & Tips
9 Keys to Success According to Top CRO

 The best chief revenue officers know how to build a strong culture, hire well, and focus on simplicity in a sea of complexity as they lead their revenue operations teams. With over 500 CROs leveraging Clari, there's no shortage of top leaders to learn from. Here’s some of the top tips I’ve learned from CROs. Hire strong overseas"The further away the hire is from you physically, the stronger they need to be."Relativity Chief Sales Officer Peter KimNew market expansion is a top priority for revenue leaders, and it starts with hiring. According to a study Clari commissioned with Forrester, 51% of revenue leaders say expanding into new geographies or vertical markets is a top priority. Penetrating new markets can propel a company to new heights, so getting it right is mission critical. It all starts with hiring right.Knowledge is power — leverage all available resources“Encourage your reps to follow people’s Twitter feed. It gives you some insights into what they think about.Bloomreach CR

290
Holly Procter
New Member
4 months ago
Kurt Leafstrand
Clari
Kurt LeafstrandClari
published in Best Practices, Learnings, Wins, & Tips
Driving Growth with Consumption Revenue ModelsBlog

 Unless you've been hiding under a rock the past five years, you are very familiar with the rise of consumption revenue models if you're in SaaS or any related business. Simply put, in a consumption or usage-based model, you don't pay an up-front cost for unlimited use of a product or service. You pay only for what you use.You can think of a consumption model as analogous to a utility, like electricity. The utility is connected to a meter, through which usage levels can be measured and billed. The rise of cloud-based applications has made this kind of usage metering possible for software, giving way to a rise in consumption-based business models.Why use a consumption model?Customers often love consumption models because they only have to pay for what they use, and they can ramp their spend up and down according to their needs. This is especially beneficial for companies that leverage third party cloud solutions as part of their own products that they deliver to customers—they don't wan

240
Kurt Leafstrand
Clari
4 months ago
Andy Byrne
Clari
Andy ByrneClari
published in Best Practices, Learnings, Wins, & Tips
How to run revenue in the age of AI

Clari hit a massive milestone this month. Clari passed $4 trillion in revenue under management. That’s how much revenue is flowing through the Clari Revenue Platform. As a point of reference, that’s more than the market cap of Google and Amazon combined. Thanks to our customers, we know more about how to run revenue than any company on earth. And with every dollar, we gain a clearer picture of the market and where revenue teams are running into roadblocks. Today, I’d like to use this eye-opening data to discuss revenue in the Age of AI.Here are 3 lessons every revenue leader can use to position themselves for future success. Let’s take a look. 1. You’re not missing targets because of low pipeline coverage Attainment is low because of revenue leaks. These breakdowns in your revenue process drain dollars every single day. And until you plug them, metrics like pipeline coverage won’t solve underlying issues. On average, you’re losing 14.9% of your annual revenue because of revenue leak. W

390
Andy Byrne
Clari
4 months ago
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
How to Create an AI “Habit Loop” in Your Revenue ProcessBlog

THE AI “HABIT LOOP”From the moment we all had our first magical interaction with ChatGPT, the past year has been dominated by curiosity about generative AI. My first ChatGPT moment was laughing with my wife about the creative excuses it generated for why we couldn’t perform our household chores…. On a more serious note, I’ve observed revenue teams getting deeply curious about ChatGPT’s impact on the most important business process in the enterprise.Which tasks is AI best suited to streamline and automate? How is it going to impact my work on a daily basis? How will this change roles and companies?But so far, there have been more questions than answers. This phase is common for new technologies – it takes time to digest the potential impact of a new technology and incorporate it into our lives. Now, the curiosity window is quickly closing — especially for companies that want to be at the cutting-edge of AI. In 2024, the name of the game is habitual use and value: shifting from GenAI as

272
Scott K Wilder
Expert Contributor
4 months ago
R
Clari
Robert WebsterClari
published in Best Practices, Learnings, Wins, & Tips
How to do your QBR with Clari

For most sales teams, Q1 has just finished and it’s time to reflect. It’s QBR week. Sales and leadership teams all over are reflecting on their performance at the start of the year, reviewing closed won deals, pipeline generated, what worked and what didn’t. I recorded a 2-minute video on how many customers, and myself, answer all of these questions and more with Dashboards. 

591
Oscar Armas-luy
New Contributor
4 months ago
R
Clari
Robert WebsterClari
published in Best Practices, Learnings, Wins, & Tips
What's your "words per minute"? (when you're listening, not typing)

Did you know that we listen at 125-250 words per minute, but think at 1000-3000 words per minute? When we are on a discovery call or a demo and the customer is dropping golden nuggets of information, we hear and process it much slower than the reply that is already being formulated in our brain. We miss stuff.CI tools are rife these days and most of the capabilities are table stakes. For Clari Copilot customers, there are 3 main differences: Being able to bookmark important moments in a call to go back to, making sure we are intently listening to the customer.  Having calls in Clari, meeting them where they work and being able to inspect the insights from conversations against revenue data.  *Whispers* - it’s better value for money. I’ll walk you through it in this short video that I recorded. 

241
Oscar Armas-luy
New Contributor
4 months ago
U
New Contributor
Ulrich RothNew Contributor
asked in General Q&A
Different modes

Hi, could someone explain to us what is meant with the different modes? For example, what does PAFO as abbreviation mean? Also, how can I exclude different product lines when those are sold soley and not in combination with other products? Best regards, Ulrich

1
Kenna
Community Manager
4 months ago
R
Clari
Robert WebsterClari
published in Best Practices, Learnings, Wins, & Tips
Are you checking in on your accounts?

Ah Q3—The penultimate quarter before the big one to finish the year, and it’s starting to heat up, just like the weather (us Brits love to reference the weather). You’re across all the deals, driving pipeline rigour and helping the team close business, no doubt.  What about the accounts themselves though? How do you know where your reps are spending their time and is it in the right places? At the halfway point, are there any customers or prospects that you could spend more time with to drive more top of funnel? I recorded this 3-minute video to walk you through Account Engagement in Clari and how it helps sales teams prioritize accounts and see where they should spending their time. 

270
R
Clari
4 months ago
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
How to Run a Successful Business in 2024: Bootstrap or Seek Venture Funding?Blog

What do growing businesses need? Enough capital to ensure consistent growth. There are two ways to do this: You either bootstrap or seek venture capital (VC) funding.But how do you determine which option will work best for your business? If there’s someone who knows how to answer this question with confidence, it’s Justin Borgman, chairman and CEO of Starburst.Justin founded his first company, Hadapt, in 2010, which was acquired by Teradata in 2014. After a stint at Teradata as VP and GM, Center for Hadoop, he founded Starburst. He chose to bootstrap the company but switched funding lanes later.We recently had the pleasure of hosting Justin on our Run Revenue Show, where he shared his nuggets of wisdom on the bootstrap vs. VC funding conundrum.Bootstrap or get VC funding: Pros and consBootstrapping gives you a lot more room to be experimentalThe initial stages of building a product and finding the right market fit take a lot of iterating. As amazing as it would be, nobody gets these ri

110
Scott K Wilder
Expert Contributor
4 months ago
JoshM
Clari
JoshMClari
posted in Best Practices, Learnings, Wins, & Tips
Revenue Cadence - How Quickly Do You Adapt?

RevOps leaders! We have all been there. We set up the meetings and provide a focused agenda as a template for all revenue roles to run 1:1s, weekly forecast meetings, and of course, Quarterly Business Review/Planning calls, (QBR/QBP) to review or prepare for the next quarter. Then something inevitably happens; a new leader comes in, you miss a quarterly number, or a change in your GTM strategy occurs, and disrupts the agendas and rigor of your revenue cadence. One of my favorite quotes is the famous Mike Tyson one, (which has different variations, but rings so true!): “Everyone has a plan until they get punched in the mouth.”When ‘combat’ begins, meeting agendas change, topics are re-arranged, and it is very easy to lose focus and standardization in your process as the business works to quickly adapt. At this stage, it is even more important to double down on your revenue cadence and assure that all bases are covered. The best organizations I have seen running revenue have their cadenc

1
benwanlessmenlo
New Contributor
4 months ago
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in General Q&A
The Future of B2B Sales

See attached  -- The Future of Sales Study, from Deloitte, a leading consulting firm. It examines how leaders in Software and Tech make sales strategy, process, and technology decisions to drive profitable growth.Enjoy!  

1001
M
New Member
4 months ago
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
Beat Tech Fatigue: How to Consolidate to Stop Revenue LeakBlog

What gets measured gets improved. This saying — popularized by legendary consultant Peter Drucker — made sense in an era when measuring business performance was costly and difficult. But now, we’re living in the age of data and AI. Measurement is great – but  it needs to be strategic and efficient. If not, your teams will run headfirst into a wall of tech fatigue.Too many systems. So much messy data.It’s overwhelming. To tackle the challenge of tech fatigue, two 2024 RevOps Award Winners, David Hayward (Senior VP GTM, Yext) and Deborah Fritz (VP, Global Field Ops, LiveRamp), sat down with Devin Reed (Head of Content, Clari) for a recent webinar. Here’s what they talked about. More tools, lower adoptionToday, it’s common for revenue teams to juggle an average of 7-10 tools. And every tool introduces: Data inconsistencies Navigation challenges Additional costsHow did we get here? As Deborah notes, revenue tech stacks build up over time.“As we've grown, we've definitely experienced people

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Scott K Wilder
Expert Contributor
4 months ago
R
New Contributor
Ryland KingNew Contributor
asked in General Q&A
Get Quotas from Salesforce?

Hey folks, Is there an integration between Salesforce and Clari for Quotas? Or is the required route to export the Quota CSV from Salesforce and upload it to Salesforce?

2
M
New Member
4 months ago
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
What is Revenue Optimization? Strategies and Advice for 2024Blog

Revenue growth doesn’t happen by accident. It’s a process you need to build, execute, and optimize. Enter revenue optimization.Revenue optimization encourages businesses to take a holistic approach to revenue. One that doesn’t just rely on a single source of growth like new customer acquisition but that brings together sales, marketing, and customer success to build a sustainable and resilient revenue pipeline.This article explains revenue optimization, why it’s so important, and five strategies you can use to optimize your revenue today. Table of content: What is revenue optimization? Why revenue optimization matters 5 revenue optimization strategies to implement today How a revenue platform can optimize revenue ConclusionWhat is revenue optimization?Revenue optimization is the management of acquisition, retention, and expansion strategies to improve profits. Typically, businesses only focus on one or two of the following ways to generate revenue:Acquisition: bringing in net new custo

180
Scott K Wilder
Expert Contributor
4 months ago
Andy Byrne
Clari
Andy ByrneClari
published in Best Practices, Learnings, Wins, & Tips
3 ways to stop revenue leak and drive growth

Revenue leak happens every minute of every day. Companies struggle to capture revenue they've worked hard to earn. Opportunities vanish, deals fall through, and business walks out the door. At Clari, we get a 360-degree view of revenue leak. With over $4 trillion under management, our revenue database is packed with data points that tell a story of missed opportunities and growth barriers. Clari Labs found the average annual leak is 14.9% of total revenue. How do you stop leaks and run revenue more efficiently? Today, let's look at 3 ways your company can identify and plug revenue leaks. Plus, see how a major healthcare life sciences company used this playbook to capture more revenue. Let’s get into it. 1. Conduct a revenue leak assessmentTo stop revenue leak, you have to identify where it’s coming from. When Clari walks into a new company, we kick off with a thorough revenue leak assessment. An end-to-end look at the revenue process and where there are gaps. With this assessment, we s

200
Andy Byrne
Clari
5 months ago
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
Revenue Projections vs. Forecasts: What’s the Difference?Blog

When planning future sales or marketing efforts, you need reliable estimates of your sales numbers.Revenue projections and revenue forecasts are two different approaches that can help you achieve this. However, their methods and applications are quite different. How do you know which one is right for you?That’s what we’re going to explore in this comparison article. We break down exactly what revenue projections and forecasts are, highlight key differences, and cover the best forecasting methods for go-to-market teams in 2024.Table of contents:What are revenue projections? What are revenue forecasts? 3 key differences between revenue projections vs. forecasts When should you use revenue projections vs. revenue forecasts? Get more accurate revenue projections and forecasts with AI and broader data Use other smart tools like deal scoring to help your reps close more dealsWhat are revenue projections?Revenue projections are a company’s estimated earnings for a given period. They’re often

320
Scott K Wilder
Expert Contributor
5 months ago
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
Effective Buyer Collaboration: How to Convert and Close Deals FasterBlog

In 2024, B2B sales pros understand the power of buyer collaboration:Reduced risk Fewer mistakes Faster conversionAnd, ultimately, more deals in the “closed-won” column. To break down buyer collaboration, Clari’s Tom Williams (Head of Clari Align) and Devin Reed (Head of Content) sat down for a chat with award-winning sales leader, Kevin “KD” Dorsey on a recent webinar.Here are the four key stages of buyer collaboration they discussed. Stage 1: ProblemEvery sale starts with a problem. Common ones include: Costs are too high Customers aren’t happy Processes aren’t workingWhichever problem your prospect has is the centerpoint of your sales opening. But too many reps rely on their interpretation of the problem. Not a mutual understanding. If you aren’t 20/20 on the problem statement, you and the buyer will start moving in different directions. This will scuttle your sale. Do this:Write down your understanding of the buyer's problem and get them to validate that you have captured it correct

100
Scott K Wilder
Expert Contributor
5 months ago
Kenna
Community Manager
KennaCommunity Manager
published in Best Practices, Learnings, Wins, & Tips
Clari is "Oxygen" for Arm Limited's Weekly Revenue Cadences: A Q&A with Arm’s Senior Director of Sales OperationsBlog

“Even the most successful businesses need to hit ‘pause’ sometimes. Coming up for oxygen allows for clear thinking, fresh perspectives, and renewed energy."Simon Sinek, motivational speaker and author Arm Limited (“Arm”), a semiconductor and software design company, needed some “fresh air” in its revenue process. Jack Thompson, Senior Director of Sales Operations, described the pre-Clari pipeline and forecasting process as follows: “Lots (and lots) of time spent on analysis. We’d extract data from Salesforce.com and do some analysis — what's changed week over week, where things are pushed or pulled in, and so on.” The issue was not the amount of data Arm had at its disposal. It was the time it took to gather all that data from disparate sources, compile it, present it, and review it. “When we noticed changes, we’d have to schedule a meeting to discuss them — a real waste of everybody's time and efficiency.”Before Clari, “it’s like we were running an organization from Salesforce downloa

180
Kenna
Community Manager
5 months ago
R
Clari
Robert WebsterClari
published in Best Practices, Learnings, Wins, & Tips
Where does Clari say you'll land this quarter?

Spring is here. The nights are longer, the sun is starting to beam through, and the air is crisp. It’s time to review your AI Projection in Pulse to see where Clari thinks you’re going to finish Q2. Let’s see if you can beat the machine! I recorded a quick video to walk you through a simple breakdown of Clari’s Pulse Module. Powered by AI, Pulse looks at historical data and current pipeline in each stage to predict where it thinks you’ll finish the year.  

180
R
Clari
5 months ago
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
posted in Best Practices, Learnings, Wins, & Tips
Revolutionizing Revenue: Challenging 5 Common AI Myths

Originally written by Julien Sauvage and published in Sales Tech Series Like many, I have a love/hate relationship with AI. And I love Generative AI (GenAI) for different reasons than many.The main reason? GenAI has been driving high demand for RevTech, in some cases for the first time. More non-tech verticals like financial services and healthcare will adopt the technology as GenAI sparks more curiosity about RevTech, its use cases, potential, and obstacles. As the risk of tech commoditization becomes more real, GenAI has also been putting more pressure on vendors to deliver high-quality products.What I hate about AI? It has created so much confusion and just a whole lot of noise. Vendors making silly claims, buyers having unrealistic expectations.This is why I wanted to take a shot at busting a few myths when it comes to “AI for Revenue” while expressing my POV in a more pragmatic way. Let’s go.Myth 1: Generative AI Is Mostly About the Top of the FunnelOur perception of GenAI comes,

0
Scott K Wilder
Expert Contributor
5 months ago
Rebecca Donoghue
Clari
Rebecca DonoghueClari
posted in Best Practices, Learnings, Wins, & Tips
Understanding Bounce Code for Email Deliverability

Not all bounced emails are the same. It’s important to understand what types of bounces are occurring within your organization so you can tackle accordingly. Did you know that Groove can write bounce reasons back into salesforce? Check out the help center article - Writing bounce codes into salesforce

0
Rebecca Donoghue
Clari
5 months ago

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