Enterprise revenue growth is falling short of expectations.
According to Clari’s 2024 Revenue Leak Report, 61% of enterprise companies (1,000+ employees) missed their revenue target last year. And complexity is the thread that ties these companies together.
As the market continues to steam forward, enterprise teams are evolving their revenue strategy to meet client expectations, business needs, and external demands.
For many companies, this means adopting new revenue models like consumption, subscription, and hybrid. It also involves managing revenue across multiple business units, channels, and CRM instances—where much of the critical data isn't stored in CRM. That adds complexity, requiring a unified approach to drive growth.
This added complexity also opens the door for Revenue Leak — breakdowns in the sales process that, according to BCG, drain $2 trillion from organizations every year. Without an accurate way to forecast through complexity, Revenue Leak will continue to drag down enterprise teams, and teams will miss critical targets every step of the way.
Unlocking enterprise revenue growth
Revenue executives aiming to build predictable growth and minimize Revenue Leak need an advanced way to forecast. Some of the most successful enterprises are turning to Clari for forecasting solutions.
Today, Clari’s open, flexible Revenue Platform scales with the most complex enterprises, building trust and security every step of the way.
To support enterprise growth, we rolled out two key capabilities in May 2024:
- Forecasting for consumption revenue models
- Consolidated views for real-time visibility
Forecasting for consumption revenue models
Consumption-based pricing offers massive upside for organizations.
Clients appreciate the flexibility of paying only for what they use, and revenue teams benefit from deeper, more engaged relationships. This pricing model also better aligns revenue with customer success, reducing churn and increasing lifetime value.
But historically, consumption-based pricing has been a serious problem for the revenue leaders trying to forecast - and the account owners trying to manage all the unpredictability.
To forecast, an enterprise has typically combined sales and pipeline data from their CRM and product-usage data from their data warehouse, built ad-hoc reports in Excel, and created custom views in their BI tool.
The result: a consumption forecast that is often significantly inaccurate.
Clari Forecast for Consumption solves this problem.
By combining multiple data sources — including Snowflake, Postgres, Databricks, and more — into a single user interface, Clari Forecast for Consumption replaces unpredictability with confidence and complexity with ease.
Clari Forecast for Consumption equips you to forecast at both the account and workload levels, creating greater visibility. This enables your team to track usage and spending trends, identify upsell opportunities, and hold reps accountable to forecasts.
You can also spot key trends at your largest accounts and replicate that success across your full pipeline, driving revenue growth and optimizing your go-to-market strategy.
With a high-powered consumption forecast, you can confidently predict, seamlessly manage, and strategically enable your sales team to lean in and run revenue. Clari gives you a holistic view of your entire hybrid pricing model—combining subscription and consumption data alongside channel insights—so you can seamlessly manage and optimize every aspect of your revenue streams.
Clari Forecast for Consumption is available for enterprise revenue teams. This launch is an industry first, and a key reason why third parties like G2 and Forrester consider us a Leader in the revenue space.
See Clari Forecast for Consumption in action:
Consolidated views for real-time visibility
Many enterprise organizations struggle to maintain an all-in view of revenue.
When data is spread across different teams, departments, and CRM instances, leaders end up relying on partial insights — not the full picture. This leads to missed revenue opportunities and difficulty aligning strategy across the company.
Consolidated Views provides complete, real-time revenue visibility.
Now you can toggle between multiple CRMs, or roll up forecasts from different CRM instances all in one place, on one Clari dashboard. Clari also has the ability to marry up CRM data with non-CRM data and contextualize the data in a seamless workflow across Inspection and Forecasting.
With Consolidated Views, you can eliminate the guesswork and fragmentation that comes with disconnected data. Replace this with a unified, all-in view of your revenue, making it easier to spot growth opportunities, align teams, and make informed decisions with confidence.
Innovating alongside enterprise teams
Enterprise organizations will continue to evolve to meet business demands.
And Clari will be there with the solutions to power any revenue model. Whether it's managing complex revenue streams, unifying disconnected data, or unlocking real-time insights, we’re committed to driving innovation that helps enterprises stay ahead of the curve.
Together, we’re transforming the future of revenue.
Webinar: Sales forecasting for the future
We’ll be addressing these challenges and trends in our upcoming webinar with Forrester's Principal Analyst, Seth Marrs. As revenue models shift, businesses must adapt quickly to stay ahead of trends like consumption-based and hybrid structures.
Don’t miss this opportunity— sign up here to join us for the conversation.