Clari Launches New Platform to Connect Enterprise Go-to-Market Teams

By STS News Desk On Mar 7, 2019

Clari Launches New Platform to Connect Enterprise Go-to-Market Teams

Connected Revenue Operations drives full funnel accountability across sales, marketing, and customer success to improve B2B effectiveness

Clari announced its Connected Revenue Operations platform, extending its data platform, automation and AI analytics to all parts of the revenue team, including sales, marketing, and customer success. Incorporating business activity data from an ecosystem of dozens of partners, the new platform transforms revenue operations to be more connected, efficient and predictable.

“Best-of-breed organizations no longer operate the business like a disconnected bucket brigade that passes buyers from marketing to sales to customer success,” said Dana Therrien, Sales Operations Strategies Practice Leader at SiriusDecisions. “Companies that align all go-to-market functions improve the efficiency of the revenue engine and as a result grow 19 percent faster and are 15 percent more profitable.”

“Too often, go-to-market teams operate in disconnected silos,” said Andy Byrne, CEO and co-founder at Clari. “We’re fixing this by using AI and automation to connect real-time business activity with back-office systems and processes so teams spend less time entering data, and sales, marketing, and customer success are always on the same page. Bridging these silos makes every campaign, QBR, and forecast call more data-driven and actionable.”

The first connected revenue operations platform for the enterprise

Built on a unique time-series database purpose-built for revenue operations, Clari automatically captures all contact and activity through integrations with dozens of different systems, including marketing automation, CRM, email, calendaring, telephony, content management, conversations and more. With automatic snapshotting of over 50 billion activity data points, Clari combines execution history with real-time activity to create AI insights that help customers drive pipeline, improve conversions, forecast the business and reduce churn.

With Clari, revenue operations teams work together to meet their goals by:

Getting on the same page and bridging organizational and data silos, so everyone is using one platform to drive and measure revenue results.
Predicting outcomes to inform teams where they have risk and opportunity in the business and how they can collaborate to get back on track.
Driving results through visibility, trust and massive time savings for every rep, growth marketer, CRO, CMO, and operations lead.

“The Clari platform is like an x-ray for our business,” said Todd McKinnon, CEO and co-Founder at Okta. “We all use it — our reps, marketing team, and management — to get a single view about the business.”

Introducing Clari for Marketing

As part of the new platform, Clari gives marketers new visibility into sales activity and access to previously invisible contacts. Clari Autocapture automatically harvests sales contacts that aren’t logged, updating the CRM, enriching them, and mapping them to the right accounts and opportunities. Early experience customers have realized net increases of up to 70 percent of marketable contacts, allowing them to improve ABM coverage, nurture the right accounts to build pipeline, increase conversions and improve the accuracy of marketing attribution.

Introducing Clari for Customer Success

Clari’s Connected Revenue Operations platform now also supports customer success teams who can forecast upsells and use AI-powered insights to identify churn risk and upside in the renewal pipeline. Activity data from email, calendar, and other business systems provide visibility into where customer success managers are spending time, guiding decisions on resource allocation to ensure optimized customer experience for all clients.

New Partner Integrations

The new Clari platform launches with a range of new data integrations that connect leading ecosystem partners including Chorus.ai, Dialpad, DiscoverOrg, Gong.io, Highspot, Outreach, PFL, RingCentral, Salesloft, Sendoso, Showpad and Yesware. With these integrations, contacts, business activity, and prospect engagement data are automatically captured and connected, providing a complete picture of the business that improves transparency and informs operational cadences like QBRs, 1:1’s and forecast calls.

Supporting Partners

“To effectively close more opportunities, companies need accurate and deep firmographic, technographic and contact data,” said Katie Bullard, President at DiscoverOrg. “The Clari-DiscoverOrg partnership means that our mutual customers have that data at their fingertips as they manage their pipeline, leading to faster sales cycles and more closes.”

“Modern sellers engage prospects with tailored content that improves the customer experience and accelerates sales,” said Jon Perera, CMO at Highspot. “We partnered with Clari to make customer engagement intelligence available to sales and marketing leaders so they can accurately assess deal momentum and what content influences revenue.”

“More and more B2B companies are sending physical items as a way to rise above the noise and build better relationships across the customer lifecycle,” said Kris Rudeegraap, co-founder and CEO at Sendoso. “We’re excited to team up with Clari to show sales, marketing, and customer success teams how these personalized touches can fuel their business.”

“Sales and success teams are communicating with potential buyers and customers every day,” said Michael Mooney, Chief Revenue Officer at Outreach. “We’re giving go-to-market teams visibility into engagement data from all the customer touch points throughout the sales process directly in Clari, so they can see where they have risk in the pipeline and what they can do to improve close rates on open deals.”

“Modern sales professionals have a multitude of tools to drive engagement, but getting them to adopt those tools is a challenge,” said David Lee, VP Platform Products at RingCentral. “The Clari and RingCentral partnership lets our customers provide their teams with a wide variety of sales tools and engagement data in an easy-to-use manner.”

“Turning sales conversations into valuable business data is critical at every stage of the sales cycle,” said Keith Messick, CMO at Dialpad. “By integrating with Clari, we’re making call data readily available to sales teams, empowering them to better manage active opportunities, gain additional insight into forecasts and pipeline, and clear visibility into overall account health.”

“We’re thrilled to partner with Clari to help our mutual customers improve their sales motions,” said Natalie Severino, VP Marketing at Chorus.ai. “Integrating actual conversation moments from Chorus into Clari’s Connected Revenue Operations platform gives our shared customers total visibility into what’s happening on their sales calls and in their deals.”