• EN

Revenue Topics

Best Practices, Use Cases, & Brainstorming

335 Topics

Kenna
Community Manager
KennaCommunity Manager
published in Best Practices, Learnings, Wins, & Tips

MEDDPICC (and Clari)

If we think about building an entire revenue journey, having a foundational strategy like MEDDPIC grounds the motions in the revenue process. What is MEDDPICC?M: Agree upon Metrics and Mutual Business Objectives E: Identify an Economic Decision Maker in Team Roles D: Agree upon a Decision-Making Process and milestones D: Agree upon Decision Criteria in the MBO (Mutual Business Objectives) or POV (Proof of Value) milestone P: Manage Paper Process in a milestone I: Specify and Identified Pain in Mutual Business Objectives C: Identify a Champion in Team Roles C: Specify Competition in Clari Dynamic Dashboards — MEDDPIC ExampleQuickly pin opportunity data, forecast information, or insights from Clari’s analytics modules to your shared (or private) Dashboards. Using MEDDPIC field data, you can build a MEDDPIC Dashboard to help ensure that sales is adhering to your methodology/process and your forecast. Creating a dashboard provides you with a one-stop shop for understanding which deals are

2710
Kenna
Community Manager
6 months ago
Beto Carvalho
New Contributor
Beto CarvalhoNew Contributor
asked in General Q&A

How can I find only my Ideas in New Feature requests?

Hi,Is there a way for me to see a list all Ideas created by me, regardless of their status?I know I can see Activity, Followers, and Following in my Profile, but I can’t find a comprehensive list of Ideas created.I think I have created an Idea for a New Feature that sales leaders keep asking me about. I do not want to repeat it, but can’t find it.Thank you

2
Beto Carvalho
New Contributor
6 months ago
Lizzie Rupp
Clari
Lizzie RuppClari
published in Best Practices, Learnings, Wins, & Tips

Clari Admin ChecklistAdmin

 Clari Admin Checklist 🥳 High-five & congratulations being a Clari Admin! The entire Clari team looks forward to partnering with you. Here are our suggested action items for you to ensure that you are equipped with all of the knowledge that you need to be a great Clari Admin for your organization. We’ve broken this down into 5 parts: Operating Rhythm, Required Courses, Common Admin Tasks, FAQs, and Best Practices.  Your Operating Rhythm ❏ If you are not already, ask to sit in on your company’s forecast call to see Clari in real time. Pro-Tip check out this article❏ With your CSM, confirm that you are listed as a Designated Support Contact (DSC) and walk through how to contact Support via the Support Portal. Clari's Support Portal (Submit a Support Ticket, get help 24/5)❏ Register in the Clari Community to collaborate with other Clari admins and experts. Click the Login button to register. Clari Community (Register for Events / Discover Best Practices)❏  Determine what current Clar

9433
Rohit Agarwal
Clari
6 months ago
Scott K Wilder
Clari
Scott K WilderClari
published in Best Practices, Learnings, Wins, & Tips

Enablement Rules to Level Up Your Revenue Growth with Global Revenue Enablement’s Vanessa MetcalfVideos and Podcasts

 What if we told you that the key to revenue growth is implementing revenue enablement on ALL levels of your organization? But here’s the million-dollar question: How do you embed enablement on every level?From understanding the importance of enablement and storytelling to the value of aligning sales and marketing efforts, Vanessa Metcalf, VP of Global Revenue Enablement, shares her expertise on how to optimize revenue performance.In this episode, you’ll learn:- Extend enablement beyond sales and marketing teams. Enablement should involve collaboration with other departments, such as customer success, product, and operations, for an aligned approach to revenue generation.- Enablement facilitates knowledge sharing across teams to maximize organizational effectiveness. - Enablement is essential for revenue growth. It plays a vital role in scaling the business and achieving revenue goals. Key enablement activities such as onboarding, playbook creation, and upskilling are crucial in ensuri

540
Scott K Wilder
Clari
7 months ago
jlkaroff
Clari
jlkaroffClari
posted in Best Practices, Learnings, Wins, & Tips

Tip — select multiple groups in the opportunity grid

Something I actually just learned this week is that when you hold down the COMMAND or Windows key on your keyboard, you can select multiple groups (i.e. so you can add a group for stage and then focus on all the deals in stage 3 or 4 by selecting those two options) within the opportunity grid. Just a little time savings nugget that hopefully makes selecting groups a little bit easier 

0
jlkaroff
Clari
7 months ago
Kenna
Community Manager
KennaCommunity Manager
posted in Best Practices, Learnings, Wins, & Tips

How They Can Help Accelerate Your Revenue — Part 1 Featuring Kevin Knieriem, EVP GTM & CRO @ Clari, from SellingPower

In this video, Kevin Knieriem (EVP GTM & CRO @ Clari) chats with Gerhard Gschwandtner (CEO & Founder at Selling Power Magazine) about the importance of your ‘sequence of events’ and how a DIY-assembled ERP database + CRM database + Marketing database ≠ Revenue database. Watch it here.

0
Kenna
Community Manager
7 months ago
Tom Williams
Community Manager
Tom WilliamsCommunity Manager
posted in Best Practices, Learnings, Wins, & Tips

Poor AE>AM Handover? Collaborate on a QBR Agenda

Here’s something we see everyday – sales cycle was 12-18-24 months long. 100+ meetings, demos and calls involving scores of stakeholders.Deal gets signed...and there’s a 30 min handover call to transfer all that history from AEs to Account Managers and CS. 30 mins to cover literally hundreds of decisions, interactions and expectations. Impossible.  Handover is a massive Revenue Leak moment.  PEOPLEThe AE knows the key players on the buyer side, especially highlighting who has power, who will be getting the actual value, and any detractors. If the AM doesn’t know these relationships, they’ll blunder, or at best lose valuable weeks learning who’s who.   PROBLEMSIf CS doesn’t know what buyer business problems Sales promised to solve, then they’re not going to optimize the rollout, and the buyer’s going to get frustrated that they’re not getting the value that was promised.   TIMELINEThe buyer probably told the AE about key dates driving their decision. If the AM/CS doesn’t know those dat

1
Kenna
Community Manager
7 months ago
Cole Hechtman
Community Manager
Cole HechtmanCommunity Manager
asked in General Q&A

How has the rise of AI changed your revenue processes?

Hey Clari Community!As we’re all seeing, there’s no hiding from AI - it continues to creep its way into many of our most critical workflows.Curious to hear how it’s changed the way you all approach running your revenue processes & managing pipeline. Would love to hear any lessons or tips you’ve learned along the way!

3
C
New Contributor
7 months ago
Andy Byrne
Clari
Andy ByrneClari
published in Best Practices, Learnings, Wins, & Tips

How to level-up your next board meeting in 3 steps

Welcome to RISE UP, where every other Friday I share one tip for reaching your potential and building a legendary revenue career. Get more content like this at Runrevenue.pro At most companies, board meetings feel like “bored” meetings.  Leaders show up unprepared and leave uninspired. The result is wasted opportunity from one of your most high-cost and high-value meetings of the quarter.  A great board meeting should feel collaborative and productive. It should leave you with a sense of clarity, motivation, and actionable steps to guide the business for the next 90 days. I sat down with friend and fellow-CEO, Alex Augsburger of Optimizely, to talk about thoughtful ways to improve the board meeting process.  How to make the most of your time How to set your leadership team up for success How to walk away with tangible action steps Here’s where we landed.  Step one: Shift your mindsetIn the past, board meetings followed a formal and hierarchical structure.  The CEO or chairperson domina

600
Andy Byrne
Clari
7 months ago
Scott K Wilder
Clari
Scott K WilderClari
published in Best Practices, Learnings, Wins, & Tips

How to Use Failure to Fuel Growth with Cody Guymon, COO at WorkatoVideos and Podcasts

  As uncomfortable as failure is, it is essential for success. Failure holds lessons for refinement and growth, but without careful examination of what exactly failed, your potential to refine your strategy is lost. Cody Guymon, COO at Workato, joins the Run Revenue Show to share why paying attention to successes AND failures fuels revenue growth. He digs into how you can do it, providing a playbook for optimizing failure for your company’s benefit.In this episode, you’ll learn: Observe successful companies. Cody mentions from observing other companies' strategies and approaches, you can gain valuable insights to apply to your operations and drive revenue growth. Learn from other companies and take bits and pieces from their strategies to apply to your own. Become proactive. Thinking ahead is critical for revenue success. You can do this by taking a step back, analyzing market trends, and considering new revenue models to incentivize the right behaviors.Cody suggests thinking ahead by

400
Scott K Wilder
Clari
7 months ago
Scott K Wilder
Clari
Scott K WilderClari
published in Best Practices, Learnings, Wins, & Tips

Fireside: Winning Every Revenue Moment: The Crucial Role of Rev Ops (From Clari Charge event))Videos and Podcasts

 Join Host Kyle Coleman, CMO, Clari as he talks to Haley Katsman, VP of Revenue Strategy, Operations, and Enablement, Highspot and Anil Kumar Head of Global Revenue Operations, Asana to discover why revenue operations is the new strategic “secret weapon” for B2B companies, plus how to empower your team with a unified revenue platform.

470
Scott K Wilder
Clari
7 months ago
S
New Contributor
Sarosh SaiyedNew Contributor
asked in General Q&A

Updates not Saving

Hey everyone, recently, none of my reps’ edits seem to be saving in Clari (updating next steps, forecast cateogory) etc. ?What can be the cause of this ? 

1
Kenna
Community Manager
7 months ago
C
New Contributor
Cameron RomineNew Contributor
asked in General Q&A

Ensuring Sales is Creating Enough New Pipeline for Future Quarters

Hi Clari Community, question for you all - Our CRO is really wanting to better understand our future pipeline and ensuring we have enough pipe in future quarters to hit target and if we are generating enough pipeline each week to make up for any gaps and to fill the funnel sufficiently. The things specifically he is looking for are:How can we track new pipeline created to ensure we are generating enough for future quarters depending on sales cycles? Pulse shows us for next quarter any pipeline changes and suggested pipeline as well as projection based on what's in system, but how can we figure out or see this type of detail out further in the future say 2-3 quarters into the future?How are you all using Clari for ensuring and tracking pipeline health that has been useful to your business?

4
Kenna
Community Manager
7 months ago
Scott K Wilder
Clari
Scott K WilderClari
published in Best Practices, Learnings, Wins, & Tips

How Life Sciences Companies Can Boost Revenue with the Digital Sales Maturity Model (From Clari Charge event)Videos and Podcasts

 Join life sciences & sales experts for a panel discussion on how adopting a Digital Sales Maturity model can increase productivity, effectiveness and revenue in sales organizations. Hosted by Clari CMO, Kyle Coleman with guests Omar Khateeb, Founder, Khateeb & Co., Host of The State of MedTech and Daniel Hawkins, Founder, CEO of Avail Medsystems.

600
Scott K Wilder
Clari
7 months ago
Kenna
Community Manager
KennaCommunity Manager
posted in Best Practices, Learnings, Wins, & Tips

Are you a new Clari admin?

When you join a company that uses Clari as part of the RevOps team, we know it can be a lot to take on! Luckily, you’ve got the only unified system purpose-built to run revenue to help you drive connected, efficient, and predictable revenue operations. Check out the New Clari Admin Checklist (attached) for:A guide to building your operating rhythm with Clari How to become an expert on the platform Steps for common tasks you’ll perform FAQs Best practices

0
Kenna
Community Manager
7 months ago
Greg Sundermann
New Contributor
Greg SundermannNew Contributor
asked in Best Practices, Learnings, Wins, & Tips

Best Practice Dashboard Examples?

Hey folks! Long time Clari yearner, first time having the opportunity to be a user/admin :) (FWIW previously used InsightSquared/Mediafly for many years) While I’m capable of building dashboards in Clari, I’m curious if anyone has recommendations/examples of dashboards they use for specific purposes? Topics such as pipeline hygiene, pipeline movement/flow, trend analysis, etc - really anything to help support executive decision making and rep coaching TIA!

6
kstanforth
Clari
7 months ago
Scott K Wilder
Clari
Scott K WilderClari
published in Best Practices, Learnings, Wins, & Tips

Master the Craft of B2B Marketing and Sales Analysis with Steffen HedebrandtVideos and Podcasts

  If you’re not using data to understand the customer journey, it’s like you’re sailing without a map. Many revenue leaders are missing out on opportunities because they don’t know what’s happening inside their existing. Steffen Hedebrandt, Chief Marketing Officer and Co-Founder of Dreamdata is here to share his playbook with us on just HOW to fix that problem. Steffen shares his lessons learned from taking Dreamdata’s revenue to new heights.In this episode, you’ll learn Focus on the customer journey. Understanding the customer journey timeline and success rates of different activities is key. This helps identify the strategies that have the biggest impact on the company's success, allows for a focused approach and a more improved go-to-market strategy. Quality over quantity should be prioritized. Marketers should consider each lead as a physical person they would present to the sales team and focus on sending only those leads that meet certain criteria and have a high potential for co

550
Scott K Wilder
Clari
7 months ago
Parin Lad
Clari
Parin LadClari
posted in Best Practices, Learnings, Wins, & Tips

How Clari works with Opportunity Teams

 Are you using Opportunity Teams in Salesforce and wondering how they play nicely with areas of Clari, here’s the quick overview.  ✅ Opportunities 🔶 Dashboards ❌ Forecasting ❌ Analytics For some further background and explanation:https://clari.my.site.com/customer/s/article/Salesforce-Opportunity-Team-Support-in-Clari

0
Parin Lad
Clari
7 months ago
Kenna
Community Manager
KennaCommunity Manager
posted in Best Practices, Learnings, Wins, & Tips

Learn to build your own Revenue Cadence

Your Revenue Cadence is the ongoing motion of revenue moments that revenue teams leverage across quarters to deliver predictable, repeatable revenue precision. We built the new Revenue Cadence Hub to guide you through operationalizing your team’s cadence for the highest impact. The checklists and playbooks in this section are especially helpful, with templates that you can use to help you begin building your own operating cadence. If you need help identifying where to focus, you can take the fast assessment first. What do the resources in the Revenue Cadence Hub get you thinking about? What other templates or checklists would be helpful to you? Let me know in the comments! 👇

3
Kenna
Community Manager
7 months ago
Scott K Wilder
Clari
Scott K WilderClari
published in Best Practices, Learnings, Wins, & Tips

How to Create, Convert, and Close Pipeline in 2023 (From Clari Charge event)Videos and Podcasts

  Clari's Devin Reed, hosts Clari Enterprise Account Executive, Lynn Powers, and 30 Minutes to President's Club's Nick Cegelski and Armand Farrokh for a game of Dungeons and Deals.Pick up three plays that pierce through the noise and motivate prospects to act now, from prospect to close.

520
Scott K Wilder
Clari
7 months ago
Scott K Wilder
Clari
Scott K WilderClari
published in Best Practices, Learnings, Wins, & Tips

3 Must-Win Revenue Moments for CROs (From Clari Charge event)Videos and Podcasts

CROs reveal how to remove surprises from your revenue process using a revenue operating cadence designed to win new business and avoid retention pitfalls.Host: Kevin Knieriem - Chief Revenue Officee, ClariPanel: Ashley Grech - CRO, Xero Matt Weil - Sr VP Worldwide Sales, HighspotWhat are your 3 must win revenue moments?

510
Scott K Wilder
Clari
7 months ago
Scott K Wilder
Clari
Scott K WilderClari
published in Best Practices, Learnings, Wins, & Tips

How to drive new business and renew revenue with Kevin Chiu, Co-Founder and COO at Catalyst SoftwareVideo and Podcasts

  Neglecting the customer journey will leave you with unhappy customers, fewer sales, missed opportunities, and a significant revenue gap. And we can all agree, that’s a problem. So how can we prioritize the customer journey to help us drive revenue for our organizations? How do we actively prioritize the customer journey?Kevin Chiu, Co-Founder and Chief Operating Officer at Catalyst Software, has some ideas to help you drive new business and prioritize existing to reach both short-term and long term business goals.Here’s what’s inside: Customer success is found in the customer journey. CROs should focus on new business acquisition and also on long-term customer value. This means investing in customer enablement and alignment across functions, providing strategic business conversations with customers, and ensuring a seamless handoff between customer success managers and account executives. Improve QBRs for customer-focused conversations. Quarterly business reviews often lack customer-c

761
Kenna
Community Manager
7 months ago
Tom Williams
Community Manager
Tom WilliamsCommunity Manager
published in Best Practices, Learnings, Wins, & Tips

The Revenue Equation

Revenue can be expressed as a deceptively simple equation:Pipeline x Conversion Rate x Average Contract Value = RevenueThis equation is important because as a revenue leader, these are the three – and the only three – levers that you can invest in to change your business.In this article, we’re going to look at each lever and discuss what can and can’t be changed in a tough macroeconomic environment. We’ll show how our favorite revenue leaders use this equation to tune their revenue cadence to deliver the biggest business impact. And finally, we’ll look at how better internal and external collaboration can improve conversion rate and ACV. Let’s do some revenue math PipelineLast year, 72% of Chief Sales Officers [Gartner] declared that their strategy to meet revenue targets in the face of tougher macro was to just get more pipeline. Seems right at first glance. But pipeline is an expensive game. While you can optimize at the edge, pipeline is linear at best: you put more dollars into SDR

1271
Kenna
Community Manager
7 months ago
Kenna
Community Manager
KennaCommunity Manager
published in Best Practices, Learnings, Wins, & Tips

What is Revenue Cadence?

We built the Revenue Cadence Checklist to help you operationalize the critical revenue moments that help you understand the most important question about your business — whether you’ll meet, beat, or miss on revenue. In this video, Tom Williams walks through the playbooks and checklists we built to help you build your revenue cadence. You can find all of these resources in our Revenue Cadence Hub. Check it out here.  

900
Kenna
Community Manager
7 months ago
Kenna
Community Manager
KennaCommunity Manager
posted in Best Practices, Learnings, Wins, & Tips

How Clari led to a 30.2% decrease in slipped deals at Unity

29.9% win rate improvement30.2% decrease in slipped deals209% increase in average sales priceThose are all stats Clari’s Value Engineering team attributes to Unity — the “world’s leading platform for creating and operating interactive, real-time 3D content” — since implementing Clari.Causal correlation is nearly impossible to prove, but “The Clari Effect” has definitely had a positive impact on sales at Unity.So what did things look like at Unity before Clari?Challenge: “Salesforce and spreadsheets” were not scalable as the business grew Clari has helpedThat’s how Unity ran sales forecasting before Clari: Salesforce and spreadsheets.Laura Palmer, Unity’s Global Vice President of Sales, arrived on the job without a true forecasting solution. “We had Salesforce but did not have the forecasting module implemented.” And Salesforce itself just “felt like an overwhelming amount of data.”Laura’s team members sent her spreadsheets in various formats, depending on region or group. “I could not

0
Kenna
Community Manager
7 months ago

Badge winners

Show all badges
Terms & ConditionsCookie settings