That’s a wrap on Club Revenue!
We opened the doors at our exclusive lounge to give Dreamforce attendees a place to network with the sharpest industry leaders, relax with delicious food and drinks, and learn how to run revenue from the experts.
Weren’t able to make it? No sweat! We’ll get you up to speed on all the news and fun you missed.
Run revenue like a pro
If you wanted to hear from the brightest minds in sales, marketing, and customer success, Club Revenue was the place to be.
The week was filled with insightful speakers, kicked off by Clari CEO Andy Byrne and Wingman CEO Shruti Kapoor, delivering a keynote on the Future of Revenue.
Attendees were full of enthusiasm and excited by the presentation. We even saw a few people taking notes! Fortunately, we have the recording for you here to watch for yourself.
Revenue leaders gathered to learn how to navigate today’s economic climate, and Byrne’s unique point of view did not disappoint. Here are three takeaways from his keynote.
- There is no enterprise system for organizations to collaborate, govern, or run revenue
- This has created the biggest problem hiding in plain sight: revenue leak. Revenue leak is revenue that you've earned but haven't captured
- The impact of revenue leak is massive. Companies lose 14.9% of revenue due to revenue leak—a number that simply cannot be ignored
- With a platform that empowers revenue teams to collaborate and govern their revenue process, leadership can finally answer the most important question in business: are we going to meet, beat, or miss on revenue?
- This results in a 39% increase in revenue captured
Clari execs weren’t the only ones dropping some knowledge. Our Run Revenue roundtable series was full of wisdom from Clari customers and industry experts, including:
- Steve Hallowell, VP Strategic Services, Highspot
- Kyle Hollingsworth, VP of Sales 6sense
- Courtney Dong, Partner, BCG
- Leslie Talbot, SVP Marketing, Corporate Visions
- Russel Dwyer, Director of Partner Services, Corporate Visions
Introducing Optimize
Clari announced three products that give revenue leaders the past, present, and future data they need to control revenue and drive growth.
Leverage the past to detect revenue leak
To run revenue properly, sales reps and team leaders need access to key metrics such as win rates, forecast accuracy, deal cycle times, and more. But without a centralized way of tracking data, revenue leaders have to chase down metrics through business intelligence software, clunky spreadsheets, and siloed customer relationship management (CRM) tools—all of which are time-consuming and inefficient.
Optimize solves these problems by connecting every corner of a business for clear vision and swift action. Optimize enables revenue teams to achieve revenue precision by producing insights from past indicators, such as missed quotas or projections, so the team can intervene and avoid revenue leak.
Execute the present with conversation intelligence for revenue-critical moments
This past June, Clari announced the acquisition of Wingman, a conversation intelligence solution that provides real-time guidance and coaching capabilities, bringing the voice of the customer into the revenue process—an industry first.
Wingman is now fully integrated into the Clari Revenue Platform, enabling sales teams to identify revenue-critical moments in their conversations with customers and act on them in real-time to grow both their sales pipeline and relationships. Without Wingman, sales leaders spend hours each month looking at unstructured, siloed data that cannot be fully optimized to support the revenue process. Wingman surfaces the right information in real-time to equip reps with the coaching they need on the fly.
Trust the future by forecasting anything with external data
In an era where data is king, organizations need to be able to access and analyze all relevant data regardless of where it lives—not just within customer relationship management (CRM) systems. That's why Clari is expanding forecasting use cases by bringing in non-CRM data into the Clari Revenue Platform and combining it with core CRM data, call and email data, and more to drive forecasting accuracy.
For example, the Clari Forecasting module can connect to any database or data warehouse to augment CRM data and analyze how much product a customer has consumed. Revenue teams can then forecast a variety of potential revenue opportunities based on usage as well as identify at-risk customers and determine upsell and cross-sell opportunities. With expanded forecasting ability, sales teams gain a future view into their revenue.
Top of Funnel Legends Grace the Stage
Governing a reliable revenue process can be the difference between revenue leak and revenue precision. That’s why, when you talk about running revenue, you can’t ignore top of funnel.
That’s why we brought in three of the best in the business. Our SVP of Marketing Kyle Coleman sat down with Flip the Script CEO Becc Holland and Groove VP of Sales Ben Budde to talk all things prospecting.
If you couldn’t make it, here are some top tips for reps and managers.
- Personalizing your outreach with a well-researched point of view on the prospect will help reps deliver value more quickly
- Create KPIs systems that drive the right behaviors for SDRs and AEs
- Sales and marketing need to put systems in place to make sure the right leads get into the right rep’s hands at the right time
Fun Revenue Like a Pro
All work and no play is not the Club Revenue way.
Even though we were laser-focused on delivering a one-of-a-kind experience to our prospects and customers, that doesn’t mean there wasn’t time for fun too.
In addition to product innovation, we also released Cards Against Revenue to revolutionize the way salespeople party with their peers.
This game comes from the mind of our Director of Product Marketing Ryane Bohm, who knows a thing or two about innovation.
“Launching a new category like Revenue Collaboration & Governance comes with new concepts to master,” says Bohm. “ What better way to get familiar with a new category than with friendly competition and some good laughs!”
And, of course, Club Revenue wouldn’t be complete without custom Clari gear.
Building a Modern RevTech Stack to Drive Growth and Efficiency
During an economic downturn, many companies struggle with cutting costs, possible layoffs, and consolidating their tech stack. It’s mission-critical to do more with less. But this requires a more modern approach to the revenue process.
We were lucky to be joined by Highspot’s VP of Strategic Services, Steve Hallowell, 6sense’s VP of Sales, Kyle Hollingsworth, and BCG Partner Courtney Dong.
They believe companies need to modernize their entire revenue technology stack to drive growth and efficiency in their selling and go-to-market organizations, processes, and tools.
Keeping and Growing Customers in Uncertain Times
Signing new customers is only half the battle. Equally important is keeping and growing your customers—especially in uncertain times.
As more and more prospects defer major purchases until the economy smooths out, commercial teams are looking to retain or increase business with existing customers to fill the gap. Yet nearly half the companies surveyed by Corporate Visions invest less than 10 percent of their sales and marketing budgets in these essential customer conversations.
Head of Clari Align, Tom Williams, sat down with Corporate Visions’ SVP of Marketing, Leslie Talbot, and Director of Partner Services, Russell Dwyer, to talk about the best way to navigate four of the most critical customer scenarios: renewals, upsells, price increases, and service recoveries.
Strategic partnership with Groove
Revenue Collaboration & Governance just got a lot more groovy. At Club Revenue, we announced a new strategic partnership with Groove, a sales productivity platform that helps sellers execute, drive greater consistency, and increase quota attainment.
“Clari has always been about providing companies with the collaboration and governance required to run revenue with maximum precision, and Groove completes the equation by enabling our joint customers to turn the insights we provide into action,” said Andy Byrne, Co-Founder and CEO of Clari. “We’ve seen incredibly strong results from joint customers using our two platforms together, and this formal partnership will help us transform even more revenue organizations.”
Customers in the Club
Club Revenue wouldn’t have been the place to be without our customers. We were fortunate enough to have some of the best revenue leaders in the business join us to discuss how they run revenue.
The star-studded list of customers included Candi Bashiri, Director of Worldwide Sales Business Applications at Wind River, Rohit Bhalla, SVP of GTM Strategy and Operations at Optimizely, and Deborah Fritz, VP of Global Field Operations at LiveRamp.
After talking with our customers to talk about what’s top of mind for their organizations, there were some common themes.
Tech Consolidation. Many companies are tightening the hatchets, and tech spend is one of the first places they look to save money. For revenue teams, if there’s a part of their tech stack that is not considered essential for driving revenue, it’s at risk of getting cut. For vendors to make the grade, they need to prove their value early and often.
Seller Productivity. In an economic downturn, go-to-market teams are forced to do more with less. Organizations are consolidating tech and restructuring their workforce, but sales reps still need to deliver on their company’s growth targets.
A Revenue Platform like Clari helps all revenue-critical employees stay productive by enabling them to easily identify the accounts, opportunities, and conversations that matter most to hitting their revenue goals.
Digital Transformation. Many companies still run their revenue process out of 30-year-old technology, which doesn’t give anything back to the seller to help them do their job—sell. Instead, reps have to focus on manual data entry and tedious processes that don’t move the needle. Meanwhile, leaders can’t see what’s going on in their business or offer necessary coaching.
With a purpose-built platform to run revenue like Clari, reps and managers can easily see where they need to focus their efforts, collaborate on how to move their most important opportunities forward, and govern a revenue process that is reliable and repeatable.
Our team was hard at work helping customers learn how to turn revenue leak into revenue precision at Club Revenue. Ready to see how it’s done? Book a demo today.
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