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Best Practices, Learnings, Wins, & Tips

Best Practices, Learnings, Wins, & Tips

Come chat about industry, trends, roles, and everything in between.

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Scott K WilderClari

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

3 days ago

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

3 days ago

Scott K WilderClari

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

9 days ago

Scott K WilderClari

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

10 days ago

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

13 days ago

Scott K WilderClari

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

13 days ago

Scott K WilderClari

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

15 days ago

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

15 days ago

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.

15 days ago

Scott K WilderClari

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,

16 days ago

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

21 days ago

Robert WebsterClari

published in Best Practices, Learnings, Wins, & Tips

Increase your productivity with Groove's Omnibar

Sales engagement has changed the way teams go to market. It’s allowed them to be more efficient, more targeted, and more creative in the way they generate business. Heck, this post is even part of a multi-touch, 12-month Flow that I created in Groove to share use cases and insights into how you as a sales leader can get more out of Clari. I created the content, recorded the videos, loaded it into Groove, and hit SEND. Check out this short video that @Ketan Mistry recorded to learn about why being Groovy is the best way to be.

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21 days ago

Robert WebsterClari

published in Best Practices, Learnings, Wins, & Tips

Pressure test your forecast

Forecasting is an art and a science. Clari can be your guiding light when entering in your prediction for success. There's a number of ways the platform can help drive predictability and precision in the roll up. In this short video, I’ll take you through how to put your forecast together, inspecting the rollup to pressure test if the number is too conservative, or more bullish than it should be.

22 days ago

David OgbornEsteemed Contributor

posted in Best Practices, Learnings, Wins, & Tips

Clari Terms made simple - Flow

Clari has a handful of unique and incredibly useful terms that appear across the platform. The more familiar you are with these terms, the more you will get out of the time you spend in Clari. While we have definitions documented within overviews for modules like Flow (towards the bottom) let's take a moment to put these definitions into even simpler terms. For the sake of our examples, we’ll be talking about these terms specifically from the Flow module. Most of the terms we will be covering below are oriented to a variable. Knowing when and where that variable is Stage over Close Date or Forecast Category will help make the following terms even more clear. What is "Scope"?Let's start with getting the basics out of the way. Within Clari, you will only see the deals that are relevant to you by default. This is what we call the "Scope". Essentially, Scope determines what part of your hierarchy we are looking at. For a rep, they will see the deals they own and only those deals. For a man

23 days ago

Christian FitzgeraldClari

posted in Best Practices, Learnings, Wins, & Tips

When was the last time you checked your Capture settings?

If your organization has been using Capture for a while, checking the settings and looking at the logs periodically is a good idea. This will help you get the most out of your integration. The Capture settings panel has recently had some helpful additions that make tweaking and tuning your settings much more accessible. Some settings were previously only modified via your CSM or a support case, so you may not have even realized they existed! I always begin by making sure Capture is not in Preview Mode and is writing back to the CRM. However, toggling this off and putting it in Preview Mode can be helpful when making settings changes to ensure that a tweak doesn’t have unintended effects that get written back to Salesforce! This can also be helpful when considering some of the other recommendations to come. Next, for contacts, I always want to look for contacts that could not be written back due to account matching issues. To do that, use the filters to find contacts with “No Match Fou

27 days ago

Andy ByrneClari

published in Best Practices, Learnings, Wins, & Tips

Turn board meetings from operational read-outs to strategic discussions

I led Clari’s first board meeting in 2013. Since then, we’ve grown from the garage to a multi-billion-dollar enterprise. And board meetings have been an essential part of the journey. When run correctly, board meetings can:Unlock new business insights Solve critical problems Unify your entire orgSadly, too many board meetings miss the mark. They’re flat, operational read-outs that waste valuable resources and keep the high-powered board on the sidelines. That’s why I put together The Executive’s Guide to Board Meetings, a comprehensive document that helps senior leaders prepare for, deliver, and follow up efficiently for all board meetings. Today, I’d like to focus on the “why” behind board meetings. The mindset that’s helped me turn Clari board meetings into our most valuable session every quarter. Then, if you’d like to see the “how,” including a step-by-step process, you can download your copy of The Executive’s Guide to Board Meetings here. Let’s get started. 1. Set your meeting up

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27 days ago

mirjammartinNew Contributor

posted in Best Practices, Learnings, Wins, & Tips

Running Revenue with Partners in Clari

“Tighten your belt.” “Hiring freeze.” “Do more with less.” These phrases are all too familiar, given the state of the economy worldwide. But, of course, growth ambitions may not align with those sentiments. You might have concluded that building out your partner channel is your way to more revenue. At Clari, we Run Revenue, and partner channels are no exception. If you work with partners, adding a partner channel-centric motion into Clari can help you identify revenue leak early. When you configure Clari to enable your partner channel to call their forecast, you can use that to triangulate and achieve better revenue precision. Partner channel managers have a different viewpoint on a deal than a direct seller, so you can use their perspective to get a clearer picture of your overall forecast. Your partner channel deals may behave differently than the opportunities managed by your direct sellers. Luckily, Clari's AI engine can predict these different sales motions and will adapt to s

29 days ago

Michelle VuClari

posted in Best Practices, Learnings, Wins, & Tips

Net Retention & Churn Forecasting in Clari

Hi Everyone!My name is Michelle and I manage one of our Solution Consulting Teams in the Professional Services Department. If you’re looking to learn some best practices as it relates to Net Retention & Churn, please review this in-depth video & deck (attached below) as you’re thinking about bringing that process into Clari! We go over the following: Why is forecasting/tracking renewals is important? Net Retention SFDC & Forecasting Set up Best practices for Calculations Churn SFDC & Forecasting Set up Key Considerations & Next StepsIn regards to requirements gathering, here are the Key Questions we will ask you:Who owns and is responsible for forecasting renewals, churns, and upsells? Attribution to the correct teams: If sales/AM team owns upsells and not CS, how can we attribute upsells to CS team members to get to NRR and GRR? Understanding opportunity set up: If expansions/upsells are in renewals, are they attached to the renewal opportunity or created as sepa

30 days ago

Scott K WilderClari

posted in Best Practices, Learnings, Wins, & Tips

Podcast: Kevin Knierem, President of Clari on expanding their serviceable addressable marketing and building a unified platform.

Podcast with Kevin Knieriem, Clari President: Listen in hereLearn how revenue platforms like Clari, Gong, and Outreach have evolved over the years and how Clari’s President, Kevin Knieriem, is expanding their SAM into verticals like medical devices, manufacturing, and financial services. The group also discusses Clari’s approach to becoming a unified revenue platform.Want more Topline? Read the recaps and join the Topline Slack channel to engage with the hosts and other listeners. Listen in here

1 month ago

Scott K WilderClari

published in Best Practices, Learnings, Wins, & Tips

How to Balance Your Tools and Priorities as a RevOps LeaderBlog

Becoming a revenue leaderAs a revenue leader, you oversee and integrate sales, marketing, and customer success operations — the three main revenue-generating teams.Your goals? Streamlining processes. Optimizing revenue generation. Your challenges? Empowering your team to take charge and see the bigger picture, the organization’s larger goals. Balancing priorities. Fostering collaboration.Anil Kumar, Principal of the Strategic Resource Group at Thomas H. Lee Partners (and previous Head of Revenue Operations at Asana), joined us on The Run Revenue Show to share how he’s worked to accomplish these goals and address the many challenges a revenue leader faces. Let’s start by defining what a RevOps leader does.What does the Head of RevOps do (and not do)?Head of Revenue Operations (RevOps) is the fastest-growing job in America according to LinkedIn's 2023 "Jobs on the Rise" list.Here is how RevOps is often portrayed, to those not in a RevOps leadership role: MarketingOps + SalesOps + Custom

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1 month ago

Andy ByrneClari

published in Best Practices, Learnings, Wins, & Tips

The job of a CEO is to lead the board, not manage it.Guides

The job of a CEO is to lead the board, not manage it.In our board meetings, my goal isn’t to seek approval or avoid criticism. Instead, I call out operational shortcomings, share our plans for improvement, and get the board to pressure test our thinking on proposed solutions.Our goal is to maximize the brainpower of our board in a manner that gives us a competitive advantage. It wasn’t always like this. It took years of refinement.To help you do the same, I put all my learnings together and published The Executive’s Guide to Successful Board Meetings to show execs how to get the most out of their board. See attached.The guide covers: - Your exact role in the meeting (and common mistakes to avoid)- A framework for prep, delivery and effective follow up- Why the meetings between the meetings matter (and how to make the most of them)What’s inside this new reportIf you’re leading or contributing to board meetings, I believe this will help you realize your board’s full potential – leading

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1 month ago

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Best Practices, Learnings, Wins, & Tips

How to Create an AI “Habit Loop” in Your Revenue ProcessBlog

How to Run a Successful Business in 2024: Bootstrap or Seek Venture Funding?Blog

Beat Tech Fatigue: How to Consolidate to Stop Revenue LeakBlog

What is Revenue Optimization? Strategies and Advice for 2024Blog

Revenue Projections vs. Forecasts: What’s the Difference?Blog

Effective Buyer Collaboration: How to Convert and Close Deals FasterBlog

Clari is "Oxygen" for Arm Limited's Weekly Revenue Cadences: A Q&A with Arm’s Senior Director of Sales OperationsBlog

How to Balance Your Tools and Priorities as a RevOps LeaderBlog

The job of a CEO is to lead the board, not manage it.Guides

Badge winners

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Clari customers and employees can click the first blue Log in button below. Align, Copilot, or Groove customers, Clari Partners, or other guests can enter a username and password below to log in. Please reach out at community@clari.com if you need any help to log in.

Welcome to the community

Create your account

Clari customers and employees can click the first blue Log in button below. Align, Copilot, or Groove customers, Clari Partners, or other guests can enter a username and password below to log in. Please reach out at community@clari.com if you need any help to log in.

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