Clari Opportunity Scoring Provides a Data-Driven Second Opinion
Though AI has become an indispensable part of enterprise revenue, real human sellers still remain the most valuable part of the process. When it comes to closing deals and building relationships, nothing can replace a seller’s intuition. Yet at the same time, enterprise revenue teams have never before had so much data available to them. With so many signals coming in at the same time, making informed decisions seems like it’d be a simple task; but with so many inputs, those decisions aren’t necessarily better ones.
To keep revenue on track, sellers need a revenue orchestration platform that can help them create, convert, close, and repeat – continuously and at scale. They need to consistently answer fundamental questions, such as:
- What is the status of my book of business?
- Why is that the case?
- What can I do moving forward?
Increased visibility for immediate insights
Clari’s CRM Scoring – soon to be renamed Opportunity Scoring – compliments a seller's instincts by providing a data-driven second opinion to give sellers greater visibility into the health of their pipeline. This is done by applying industry-leading ML to your consolidated data signals, giving immediate insight into the status of deals. Reps and managers alike have the ability to identify opportunities that are at risk of slipping or not closing, as well as promising ones that may need more attention.
Clari Opportunity Scoring is surfaced through two practical applications, including:
- Opportunity score: Predicting a deal’s likelihood of closing to show which deals are on track and which are at risk.
- Prescriptive deal prioritization: Comparing rep activity against the true health of the deal and its likelihood of closing.
By using two years of CRM opportunity history, along with conversations and meeting data points, Opportunity Scoring builds an ML model that connects how these factors relate to successful deals. It then evaluates and scores each opportunity based on these factors.
Opportunity Score
Predicting a deal’s likelihood of closing to show which deals are on track and which are at risk. Sales teams can leverage the opportunity score to apply extra scrutiny on current quarter deals to ensure that they are focused on the right ones. They can also identify where there’s opportunity to pull deals into the quarter or deals that should be pushed out.
Prescriptive Deal Prioritization
Comparing rep activity against the true health of the deal and its likelihood of closing. Sales managers can more effectively coach their teams by guiding salespeople to the opportunities that have the highest probability to close, and away from the ones that are going nowhere.
Validating a seller’s instincts
Sellers know that more time spent on manual tasks means less time spent selling. Rather than spending hours analyzing data points and second-guessing decisions, sellers can quickly reference a single, reliable score. While the seller remains firmly in control of driving deals forward, the Opportunity Score serves as a powerful tool to validate instincts and highlight potential blind spots. With the variety of conversational, communications, and CRM data points available to the Clari Revenue Orchestration Platform, sellers gain unprecedented visibility into the status of each deal.
Finding meaningful signals in enterprise data is more crucial than ever. To help sellers win more deals, Clari Opportunity Scoring uses predictive analytics to transform complex data patterns into actionable insights. Automation and AI are valuable tools, but they only go so far. The ultimate goal of Opportunity Scoring is to reduce the administrative burden of sellers and create a more effective, repeatable sales process.