From Strategy to Execution: Clari's Transformative Approach to Enterprise Revenue Orchestration
A central part of Clari’s journey has been all about transforming how the world’s top companies run sales and revenue. As a sales and operations leader, I know the level of rigor and precision that are required to achieve success.
Over the last ten years, Clari has analyzed over $4 trillion in revenue and engaged in thousands of conversations with top revenue leaders. And we know that gaps in process can hurt both top-line growth and bottom-line profitability – causing up to 26% in lost revenue.
Clari Labs discovered that gaps in the sales process can lead to up to 26% in lost revenue.
These very insights power Clari’s Run Revenue Program, which is designed specifically to tackle the complexity of enterprise sales. Clari outlines a path for enterprises to drive predictable revenue growth by aligning their company’s revenue objectives all the way through to their operational model — including sales plays, customer engagement, cadences, and territory management.
Perhaps most importantly, Clari’s Run Revenue Program goes beyond simply managing the sales process by integrating every key stakeholder — finance, operations, and marketing — to ensure a unified and effective revenue strategy.
The Multi-Year Vision for Revenue Success
Let’s use a common challenge for global enterprises: Having built their customer base in commercial and mid-market segments, they aspire to upmarket into more complex, enterprise-level accounts.
But bloated tech stacks, complex CRM’s, and complicated implementations can lead to slow, inefficient processes. Disconnected data leads to inaccurate forecasts, missed opportunities, and hours manually managing pipelines instead of driving revenue.
Making the shift to more complex accounts requires a level of sophistication far beyond typical sales motions. It's about account management across the platform, equipping your sellers — who may have traditionally engaged with a single buyer — to now effectively manage multiple personas and stakeholders by using effective dashboards to streamline focus on key metrics.
For CROs, making the move from winning opportunities to winning and retaining accounts can be a daunting task. You're focused on multi-year revenue objectives, navigating M&A, and ensuring alignment between sales, finance, and marketing.
Achieving predictable and consistent revenue growth requires these foundational elements:
- Planning
Set long-term, strategic revenue goals that are aligned across departments.
- Operating
Establish a steady-state process with a rigorous cadence for inspecting the business.
- Improving
Analyze gaps and opportunities to optimize every corner of your business.
- Transforming
Rewire your approach to revenue management — not just for today but for tomorrow’s challenges.
The Power of Cadences in Revenue Operations
Large enterprise customers normally think about revenue cadences on a quarterly and yearly basis. While those are important to retain, they leave CROs unable to react quickly to market changes. At Clari, we’ve instituted a 13-week cadence model that keeps the entire revenue team aligned.
This model isn’t built just for executives; rather, it gives value back to sellers by providing increased clarity on customer engagement, pipeline, retention, patterns, and sales progress. This 13-week cadence has four core elements that we rotate through each month to ensure that sales and customer success teams are working together to strike the right balance between acquiring new business and retaining existing customers.
Clari’s revenue cadence drives consistent execution of the CRO’s GTM strategy up and down the hierarchy to stop revenue leak, make sellers more productive, and deliver more predictable revenue.
Drive Sales Transparency and Efficiency
RevOps works best when everyone can be fully transparent. Leaders at every level need to know exactly what’s going on in the business, but that’s not enough.
You need systems that are built for the reps too. Our dashboards ensure that everyone has access to the same information, from leadership down to the front-line sellers. These dashboards align revenue objectives to our cadence, so that everyone — from marketing and product, to finance and legal — is speaking the same language. And with the help of our AI tool, Copilot, Clari customers can record their forecast calls and receive a smart summary after the fact. These summaries offer essential information and action items, while reducing the time spent on manually reading an entire call transcript.
Customers credit Clari with giving “exponential amounts of time back” to their sellers. No more hunting for content or insights; everything is readily available, and it’s changed company cultures. There’s no more hiding — everything is transparent and operationalized.
Ready to Run Revenue like a Fortune 500?
Running revenue effectively isn’t just about the tools or the dashboards; it’s about establishing repeatable processes that your entire team can rally behind. It’s about making sure that every revenue leader has the transparency and insights they need to make informed decisions that drive predictable and confident growth.
If you’re an enterprise CRO looking to inject operational rigor into your own business, download Clari’s Run Revenue Playbook. Learn how global enterprises drive predictable growth by transforming their revenue operations.