Revenue should be straightforward: sell, deliver, collect.
But somewhere along the way, it became a tangle of tools, processes, and data silos that make achieving revenue goals feel more like a guessing game than a science. Teams are bogged down by inefficiencies and blind spots.
The result? Frustration, missed opportunities, and a growing gap between potential and performance.
How did we get here? And, more importantly, how do we fix it?
CRMs and Spreadsheets: Not Built for Growth
Customer Relationship Management software (CRM) was built with a single purpose in mind: to manage customer data.
And for a while, it did the job — tracking interactions, organizing contacts, and creating a central hub for sales teams. But as businesses scaled, CRMs couldn’t handle the complexity of modern revenue operations, leaving teams with incomplete data and unreliable insights.
Take forecasting, for example:as pipelines grew, CRMs failed to provide a clear view of deal progress, leading to overconfidence in “sure-thing” deals that stalled or slipped. Handoffs between teams exposed another gap. CRMs tracked deals through closing but missed the details needed for smooth transitions to customer success.
When CRMs couldn’t deliver, teams turned to spreadsheets to fill the gaps. But these quick fixes only created more chaos — endless manual updates, mismatched formulas, and version control nightmares.
CRMs and spreadsheets may have been a good start, but they weren’t built for the fast-moving, high-stakes world of modern revenue operations.
The Business Intelligence Band-Aid
As revenue leaders struggled, they reached for another possible solution: business intelligence (BI) tools. These tools promised better insights, prettier dashboards, and deeper analysis. While those benefits were certainly realized, these tools also added a new layer of complexity.
BI tools weren’t designed for revenue leaders; they were built for analysts.
Instead of actionable insights, revenue teams got systems that required hours of tinkering to use effectively. Forecasting got buried under layers of technical jargon and endless reports. And while the dashboards looked great, the vast volumes of data produced by BI tools often left leaders asking, “Now what?”
Revenue teams pieced together what they could — a duck-taped solution using CRMs, spreadsheets, and BI tools. But these systems didn’t solve the problem. They made it harder to see what was really happening.
No wonder 61% of companies missed their 2023 revenue targets.
The Hidden Threat: Revenue Leak
The chaos of disconnected tools and inconsistent data hides a bigger problem: Revenue Leak. Revenue Leak is the gap between what your business has earned and what actually hits your bottom line. And it’s a $2-trillion-dollar drain on revenue, according to research from BCG.
Revenue Leak shows up in deals that slip into the next quarter, renewals that fall through the cracks, and missed opportunities caused by clunky handoffs between teams. These aren’t isolated incidents — they’re patterns that silently erode your bottom line.
The worst part? Most businesses don’t even realize Revenue Leak is happening. Without a system designed to connect and clarify every step of the revenue process, these gaps go unnoticed until it’s too late.
Introducing Revenue Precision
Until now, there hasn’t been a system designed to manage revenue across teams and processes. That’s why so many businesses rely on disconnected tools and outdated methods, struggling to connect the dots and take control of their revenue.
Revenue precision changes everything. It’s not about guessing, scrambling, or reacting — it’s about knowing. Imagine calling your number weeks before the quarter ends, spotting deal risks early, and delivering consistent, seamless buyer experiences.
With this approach, teams don’t just track metrics — they act on them. Managers quickly reallocate resources to high-priority deals, reps stay focused on the right opportunities, and leaders gain full visibility into the entire revenue process.
The result? Fewer surprises, stronger performance, and consistent growth.
From Wondering to Knowing
Clari transforms how you manage revenue by giving your team full visibility and control at every stage. With Clari’s revenue platform, you can stop Revenue Leak, improve forecasting accuracy, and deliver seamless customer experiences.
Ready to take the guesswork out of revenue? Schedule a demo today and see how Clari helps you name your number with precision and confidence.