Clari has been recognized as a Leader in the new Forrester Wave™: Revenue Orchestration Platforms for B2B, Q3 2024. This validates for us our vision and enterprise-scale capabilities and underscores our ability to manage the most complex revenue streams at scale.
Forrester’s new category unifies sales engagement platforms, conversation intelligence (CI) tools, and revenue operations into what they now call Revenue Orchestration Platforms for B2B. Built on our strong data foundation, Clari seamlessly integrates these critical functions. This allows teams to manage every aspect of revenue—from setting objectives and executing Revenue Cadences to identifying and addressing revenue leaks, such as lost opportunities from slipped or delayed deals. Clari helps global companies drive more predictable and sustainable revenue growth.
This recognition isn’t just about our technology — it’s about the work we do every day to help our customers succeed. In turn, our users have become our strongest evangelists. Their advocacy is why G2 named Clari a leader in Enterprise Revenue Operations & Intelligence, across all metrics, including number of user reviews, customer satisfaction, and market presence.
Revenue isn’t just an outcome - it’s your most important business process
Success hinges on how effectively you run revenue every day. However, traditional tech stacks aren’t designed to support all revenue-critical employees during key moments like 1:1s, forecast calls, or deal reviews. This builds silos across departments — Marketing, Sales, Finance — resulting in fragmented processes and missed opportunities.
Revenue leak is a significant issue, with CROs reporting a 16% hit and RevOps leaders facing a 26% global loss, according to Clari Labs. At Clari, we’re focused on helping teams identify revenue leaks, capture every opportunity, and run revenue with precision.
We’ve been working towards this mission from day one. Clari’s story takes us from a small startup to a leader in the revenue space — and we have big plans for the future.
From forecasting to full visibility: Data at our core
Over 11 years ago, it started with a simple idea: Make it easier for sales teams to stay on top of their deals.
Back then, data was all over the place — locked in CRMs, buried in spreadsheets, and scattered across outdated systems. There had to be a better way.
So, we focused on solving the hardest most critical problem first: forecasting. Accurate forecasting is the cornerstone of any successful revenue operation, but it requires a solid foundation built on reliable data.
Sales reps needed better mobile productivity. The answer: advanced data modeling. By introducing deal scoring, teams could make smarter, data-driven decisions. Our approach laid the groundwork for Clari’s platform, which now powers the advanced analytics and decision-making tools that drive revenue success today.
It was a modest start, but it opened the door for growth.
Next, came the RevDB platform. Our customers needed the capability to pull in activity data and combine it with CRM snapshots for business-winning insights. These insights helped revenue-critical employees work smarter and more efficiently.
Fast forward to today, where Clari integrates broader, non-CRM data sets (e.g. consumption) into RevDB — the most comprehensive revenue dataset on the market — to run our customers’ complex revenue workflows. For example, take companies like SentinelOne. Within two weeks of turning on Clari, they achieved 98% forecast accuracy — a game-changer for sales leaders, CROs, and their boards.
Timely insights also help companies like Databricks close 169% more deals by reducing revenue leak. This ensures they predictably hit revenue targets and get the most out of their internal teams.
But we didn’t stop there.
Shaping outcomes with data and AI insights
Our customers said their revenue teams needed to turn data into actionable insights.
So, functionalities like Conversation Intelligence (CI), Engagement, Mutual Action Planning, automated data capture, and more were added— all rooted in a consistent user experience. By blending rich historical data with real-time signals, customers could see a complete picture of their business and make more informed decisions.
These insights connected the dots across the entire revenue process, delivering a level of precision that was previously out of reach.
However, having a wealth of information can lead to confusion if the different aspects of the revenue process aren’t well orchestrated. To address this, we introduced Revenue Cadences — high-powered workflows designed to bring consistency and clarity to the complex world of revenue orchestration. Cadences provided step-by-step guidance, ensuring everyone — from the C-suite to frontline reps — remained aligned and focused on high-value initiatives.
With actionable AI insights and Cadences, revenue teams could take the right steps at the right time.
A secure platform built for growth
Today, Clari’s open, flexible revenue platform scales with the most complex enterprises, building trust and security every step of the way.
Our open API framework, supported by a strong partner ecosystem, extends capabilities for seamless integration and enhanced functionality. For example, Deloitte and Accenture developed specialized revenue transformation practices that use Clari’s platform to drive bottom-line growth.
Deloitte's practice, focused on B2B tech, evolved from tactical CRM rollouts to strategic revenue transformation engagements. Using Clari’s Revenue Cadences, they help clients like Workday and Cisco boost rep productivity and build operational rigor across their entire revenue teams, supporting thousands of Clari users.
Similarly, Accenture's practice, focused on Healthcare & Life Sciences, uses Clari to drive transformation in organizations like Thermo Fisher and Intuitive. Both firms are rolling out Clari at scale, making sure clients not only adopt the tools but also hit their revenue goals.
We’re also tackling the most complex revenue models, giving teams the tools they need to run consistent and predictable revenue.
Clari is helping companies like Fivetran achieve the same level of predictability in their consumption business as they do with subscriptions. With Clari, Fivetran gets a clear, consistent view of all revenue streams, allowing them to track progress and create accountability across their teams.
Looking Ahead
As enterprises rethink how they run revenue, they’re turning to Clari. Together, we’re building a revenue platform that supports every critical moment in the revenue process, from frontline reps to executives.
To achieve this, enterprise organizations need a seamless user experience that enables revenue teams to manage their Cadences.
Imagine logging in on Monday morning, and the Clari platform guides you through exactly what needs to be done based on your goals, role, and timeline. Every step is aligned with your revenue objectives, driving consistency, and effectiveness.
Additionally, our customers asked for AI insights that detect customer signals and turn them into decisive actions. For example, our Copilot solution, which captures and analyzes conversations, can detect a customer need that automatically triggers a recommended action in Groove, our sales engagement platform. This ensures that sellers receive intelligent, timely assistance while leaders gain immediate visibility into opportunities. The result is decisive action and proactive coaching.
Finally, we’re laser-focused on making AI accessible and valuable for enterprises, helping unlock insights, drive productivity, and achieve revenue goals. Revenue teams need the flexibility to leverage best-in-class models — a revenue AI platform that allows customers to integrate insights and models into revenue workflows.
Clari’s enterprise platform combines predictive AI and generative AI capabilities to support more accurate predictions, sharper analysis, and effective next-best actions. We’re also developing intuitive capabilities including a prompt-based interface (“Ask Clari”) and smart agents that can automate routine tasks.
Altogether, our roadmap is optimized to build the unified revenue platform of the future. This platform combines a scalable data foundation, targeted revenue cadences, and AI-driven insights to help users maximize every revenue moment.
To everyone who has been a part of this journey — our customers, partners, and the Clari team — thank you. We’re excited to continue building the future with you.
Access The Forrester Wave™: Revenue Orchestration Platforms For B2B, Q3 2024 report and see why Clari is a leader in Revenue Orchestration.