Why Enterprise Businesses Trust Clari with Their Revenue

"Trust is not built in big, sweeping moments. It's built in tiny moments every day."

We see you, Brené Brown.

Trust is the foundation for building customer, partner, and employee relationships.

Customers are more likely to make repeat purchases, partners are more willing to collaborate, and employees are more engaged and productive when trust is strong. This cumulative effect ultimately drives revenue growth and ensures long-term success.

We don’t take that 5-letter word for granted here at Clari. 

As the first company to surpass $4T of revenue under management, Clari customers trust us — and the Clari platform — to do what we do best: unify sales, marketing, and customer success data to improve forecasting accuracy, streamline revenue processes, and get real-time insights into pipeline health to help enterprise organizations run their revenue cadence with confidence. 

Here are a few common pain points our enterprise customers face — and how we solve them.

Pain Point #1: No single source of truth (SSOT)

Fortune 1000 company F5 Networks — a SaaS company that helps organizations manage, optimize, and secure their internet traffic, apps, and APIs — faced challenges with its CRM system. Slow innovation, poor usability, and a lack of a single source of truth were their big problems.

["Fun" fact: Its CRM had 30,000 lines of custom code, making it unusable for many, including the CRO.]

F5 finally had comprehensive pipeline visibility, faster feature updates, and reduced reliance on IT with the adoption of Clari. Clari improved forecast accuracy and operational efficiency by consolidating multiple tools into one platform. Additionally, F5 implemented Groove to enhance sales engagement, offering better reporting, activity capture, and ease of use.

This transition resulted in a 100% adoption rate and a more organized workflow, significantly improving team morale and strategic decision-making.

Andrew King, Director of Global Sales Operations (Strategy & Analytics) at F5, was thrilled: "Clari's forecast capabilities have taken 4 existing tools and combined them into one. The power is real. And I can only imagine what's going to happen as additional acquisitions and platform evolutions occur."

As Enterprise customer Baris Y. shared in his G2 review, “It is a very intuitive product to use and become the single source of truth for my opportunity management. Its AI component helps ... me with forecast accuracy and it is quite on ... spot as well.”

Pain Point #2: Wasted time

Udacity, acquired by Accenture in 2024, is "a digital education pioneer with deep expertise in the development and delivery of proprietary technology courses that blend the flexibility of online learning with the benefits of human instruction."

Udacity's adoption of Clari has dramatically improved its forecasting efficiency, primarily by saving significant amounts of time. Ben Merkley, former Interim CRO & VP of Global Revenue Operations at Udacity, has long valued Clari's ability to streamline and automate revenue operations.

When Ben joined Udacity in April 2022, he was delighted to find Clari already in use. Before Clari, Udacity's forecasting process was fragmented and manual.

• The B2C group used a homegrown forecasting tool.
• Some of the B2B group used Google Sheets, others had offline Excel sheets, and others hobbled through the forecast module within Salesforce.
• The Government group used the Salesforce forecasting module.

This disjointed approach made rolling up a global forecast cumbersome, highly inefficient, and a huge time suck.

The manual process of consolidating forecasts took over a full day and was often unreliable. Changes required substantial effort, and tracking historical forecasting accuracy was nearly impossible. Clari's automation capabilities transformed this process, allowing Udacity to spend significantly less time on rolling up forecasts and more on strategic decision-making.

Clari's intuitive user interface further enhanced efficiency, making it easy for the team to navigate and utilize the tool effectively. The platform also empowered Udacity to triangulate forecasts quickly and in a repeatable manner, leveraging a sophisticated engine that went beyond just using Salesforce probabilities or stages.

In addition to saving time on forecasting, Clari improved other aspects of Udacity's operations. The Customer Success team, for example, used Clari for QBRs and upsell opportunities, eliminating the need for manual PowerPoint deck preparations and allowing the team to be more proactive. This led to a 10% reduction in churn since implementing Clari.

Ben said it best: "With Clari, we spend significantly less time rolling up our forecast and more time being strategic." Before Clari, the forecasting process was "all over the board ... very, very manual," said Ben. "Any changes became a hefty lift, and it was nearly impossible to look back at forecasting accuracy trends. Clari does that automatically."

Pain Point #3: Slipped deals

Unity is the world's leading platform for creating and operating interactive, real-time 3D content.

Before partnering with Clari, Unity relied on Salesforce and spreadsheets for sales forecasting, a cumbersome and unscalable method — especially as the company grew. Laura Palmer, Unity's former Global Vice President of Sales, described the process as chaotic and inefficient, making her feel like she was "literally flying blind" without a true forecasting solution. The lack of a cohesive system made it nearly impossible to have logical conversations about pipeline and forecasts, especially during the crucial period of preparing for an IPO.

So as not to bury the lede, Unity has seen incredible results — significant improvements in its sales process, notably resulting in a 30.2% decrease in slipped deals.

Clari transformed this landscape by providing a centralized, automated solution that offered predictability and efficiency. The platform saved Unity an average of four hours per week per user, allowing sales teams to focus on strategic tasks rather than administrative work. The RevOps team, in particular, benefited from Clari's ability to drill into specific opportunities and automatically roll up forecasts, a feature that drastically reduced the time spent on manual data consolidation.

One of the key impacts of Clari was its ability to identify and address slipped deals early in the process. Clari provided insights into where deals were slipping — whether at the beginning, middle, or end of the quarter — allowing Unity to work with sales leaders on improving deal qualification processes.

With Clari, Unity achieved a 29.9% improvement in win rates and a 209% increase in average sales price.

Clari became the single source of truth for all forecasting-related data, enabling consistent and accurate forecasting across the organization.

Raphael Ruland, Unity's Global Vice President of Sales said, "I can see how teams are forecasting for the various components of our business, what pipeline coverage actually looks like, where we are slipping, and more."

Pain Point #4: Too complex

Okta, a leading identity and access management solution provider, faced significant challenges in its forecasting and pipeline management.

They relied on an inconsistent and time-consuming manual process.

Okta searched for a robust and scalable platform to support its rapid growth and upcoming IPO.

Clari transformed Okta's operations by automating and streamlining the forecasting process. Clari's platform provided Okta with a centralized, AI-powered system, enhancing visibility and accuracy in forecasting. This shift resulted in a balanced pipeline approach, where sales reps had more than sufficient pipeline to meet quotas.

The introduction of Clari led to the creation of simple, intuitive dashboards, offering clear insights into pipeline status and forecast accuracy, thereby preventing end-of-quarter surprises.

Okta's adoption of Clari not only simplified the forecasting process but also established Clari as the company's SSOT (again, see Pain Point #1), significantly improving pipeline predictability and driving revenue growth.

As Enterprise customer Piotr J. stated in his G2 review, “Simple interface, clear view of most important information, useful dashboards, simple to update and track pipeline movement, helpful to plan sales activities and tasks” (bold mine).

Trust us

Trust is essential for building strong relationships with customers, partners, and employees, directly impacting business outcomes.

Clari values this trust and has proven our commitment through successful partnerships with enterprise companies. Our platform has transformed the operations of leading firms like F5 Networks, Black Swan Data, and Okta (and more real results and happy customers) by providing a unified, AI-powered system for accurate forecasting and streamlined revenue processes.

These case studies highlight how Clari helps enterprises achieve a single source of truth, improve efficiency, and drive sustained revenue growth.

And, of course, we can help you, too. See other ways Clari helps our Enterprise customers.