Only 39% of organizations reached their revenue targets in 2023.
The culprit? Revenue Leak.
It erodes profits, stalls growth, and leaves organizations falling short of their full potential.
And it’s a huge cause of concern for Revenue Operations (RevOps) teams.
The solution? Revenue Cadences.
Clari recently hosted Clari Charge, a virtual and in-person event for revenue leaders who want to capture more revenue, convert and close more revenue, and stay ahead of the competition.
Industry leaders discussed the three types of AI, how to stop Revenue Leak, how to run Revenue Cadences, and more – all to answer the most important question in business:
Will you meet, beat, or miss on revenue?
At Charge, Scott Peyser, SVP, Revenue Operations, Clari, sat down with Jaclyn Spillane, Director, Innovation PMO, Genesys to discuss how Revenue Operations leaders are using Revenue Cadences to achieve business objectives, streamline revenue processes, and reach their team's full potential. In this article, we will be diving into their findings
What Are Revenue Cadences?
Every business has objectives they aim to meet. But many don’t have an intentional and documented operating Revenue Cadence. This makes the revenue process break down and execution fall short.
Revenue Cadences are the operating system for your revenue org that help you execute every day, week, and month of the quarter. RevOps leaders use them to achieve business objectives, streamline revenue processes, and reach their team's full potential.
Revenue Cadences are driven by:
- Key performance metrics
- Data-driven insights
- Communication among all teams
A successful Revenue Cadence helps stakeholders drive action and make important decisions based on facts rather than gut instincts.
RevOps leaders need structure in order to achieve their business and revenue goals. By adhering to operationalized Revenue Cadences and best RevOps practices, they are able to guide their teams in exactly the right direction, all at the same time.
Revenue Cadences are RevOps leaders’ roadmaps for future business success.
“Just 3-4 years ago, we operated out of Excel for Forecasting, which probably rings true for a lot of companies. Once we started using Clari, we consolidated our data into one platform, which became the single source of truth for the financial operations of our business. We’ve had great adoption and it's been a really fun evolution.”
– Jaclyn Spillane, Director, Innovation PMO, Genesys
How Clari Performs Revenue Cadences
At Clari, we’ve developed a strategic 13-week cadence that aligns with the typical quarterly cycle, structured into four distinct blocks. Each block is designed with a specific focus to drive business objectives efficiently.
Block 1: Current Quarter Focus
We begin by emphasizing the current quarter, with an eye on pipeline management. This involves a thorough analysis of the full pipeline and making sure the sales funnel is clean, accurate, and primed for conversion.
Block 2: Pipeline Development
The second block centers on initiatives that fuel growth, such as multi-product sales strategies and market expansion efforts. This focused approach allows us to try out new methods as we build and grow our pipeline.
Block 3: End-of-Quarter Execution
As the end of quarter nears, the third block is dedicated to fine-tuning end-of-quarter sequencing and executing on big bets. This phase is crucial, ensuring we close the quarter strong.
Block 4: Sticking the Landing
Our final block shifts focus to our existing customer base. We integrate our customer success teams into the process, emphasizing retention strategies and identifying upsell opportunities. This ensures we nurture and grow our current customer relationships, all while keeping an eye on the future.
This 13-week strategy supports Clari’s main revenue goals through a balanced, quarterly approach. We focus on new opportunities, current targets, and long-term customer relationships. This keeps teams aligned and resources optimized, and ensures everyone moves in the same direction toward overall business objectives.
“Our mission at Clari is to help our customers run their best process and drive that improvement day by day, week by week, month by month. With $4T of revenue under management, we're lucky because we have a purpose-built platform to run revenue like a process.”
– Scott Peyser, SVP RevOps, Clari
Why Revenue Cadences Are Important
Revenue Leaks can distort forecasts, hinder deal closure, and fail to control churn. Each type of leak undermines your ability to meet revenue targets.
On average, per business, about 15% of annual revenue is lost or destroyed by Revenue Leak (Clari Labs).
Around $2,000,000,000,000 (that’s $2 TRILLION) is lost per year globally due to Revenue Leak (Clari Labs).
This could be saved by running Revenue Cadences.
Different cadences target specific types of Revenue Leak, enabling a full 360º understanding of the organization’s overall revenue pipeline. By running and checking in with your Revenue Cadences regularly, RevOps teams are able to shine a light on their overall revenue operation strategy. This brings clarity to all teams and stakeholders.
Refining Revenue Operations
Clari isn't just another tool in your revenue tech stack—it helps enterprise-level operations consolidate their entire revenue tech stack. If you’re a RevOps professional or plan to transform your organization with Revenue Cadences, imagine having a system that effortlessly scales to support your organization, regardless of size, revenue model, or deliverables.
With a staggering $4 trillion in revenue under management and the market's most extensive revenue database, Clari offers unparalleled insights that can transform how you create opportunities, convert leads, and close deals.
“Revenue is more than an outcome. It's your most important business process.”
– Scott Peyser, SVP RevOps, Clari
Make sure your team is equipped to:
- Turn unpredictable figures into predictable forecasts.
- Drive accountability across your sales funnel.
- Maintain, retain, and grow your customer base.
- Increase simplicity and scale.
Clari, the true leader for RevOps teams, has been able to turn enterprise business’s outsized problems into huge successes by utilizing Revenue Cadences to achieve revenue objectives, and spot and stop Revenue Leak.
Ready to operationalize your Revenue Cadence?