Clari’s Revenue Operations Platform improves efficiency, predictability, and growth across the entire revenue process. Clari gives revenue teams total visibility into their business, to drive process rigor, spot risk and opportunity in the pipeline, increase forecast accuracy, and drive overall efficiency.

Challenge:

Due to outdated firmographics:

• Accounts don’t fit ideal customer profiles (ICPs) so reps go after the wrong accounts
• Inaccurate and inequitable books create lack of focus for reps and re-work for SOPs

Solution:

• Used Sales Insights up-to-date firmographic data such as company size and HQ location to redefine segments based on ICPs and equitably carve rep books

Results:

• Reps hit the ground running sooner because territory plan was created ahead of schedule
• Sales Org is more confident in their ability to hit sales targets that are backed by data