Clari

What is Clari?

Clari is a revenue operations platform that uses artificial intelligence to provide complete visibility into an organization’s revenue process. Founded in 2012, Clari has pioneered the revenue intelligence category by connecting data from CRM, email, calendar, and other sources to create a single source of truth for revenue teams. The platform helps organizations forecast more accurately, identify at-risk deals, and understand what actions drive revenue outcomes.

What distinguishes Clari is its comprehensive approach to revenue operations that goes beyond traditional forecasting tools. The platform automatically captures engagement signals from across the revenue tech stack, analyzes patterns to predict outcomes, and provides actionable insights to improve execution. This enables revenue leaders to move from gut-feel forecasting to data-driven predictions with significantly higher accuracy.

Clari serves thousands of revenue teams globally, from high-growth startups to Fortune 500 enterprises. The platform has become essential infrastructure for organizations seeking to professionalize their revenue operations and improve predictability. With capabilities spanning forecasting, pipeline management, deal inspection, and mutual action plans, Clari provides a complete operating system for revenue teams.

Key Features

• AI-Powered Forecasting: Uses machine learning to analyze historical patterns and current signals to generate accurate revenue forecasts automatically
• Pipeline Inspection: Provides deep visibility into deal health with automated risk scoring and identification of stalled or at-risk opportunities
• Activity Intelligence: Captures and analyzes engagement signals from email, calendar, and other sources without requiring manual data entry
• Deal Collaboration: Enables teams to work together on opportunities with shared views, comments, and mutual action plans
• Revenue Cadence: Structures regular business reviews with consistent data and workflows from rep to board level forecasting
• Opportunity Scoring: AI algorithms assess deal likelihood to close based on engagement patterns, timing, and other predictive factors
• Executive Dashboards: Provides real-time visibility into revenue health for leadership with drill-down capabilities into underlying data
• CRM Integration: Deep bi-directional sync with Salesforce and other CRMs ensures data consistency across systems
• Mobile Access: Native mobile apps allow revenue leaders to stay connected to pipeline and forecasts from anywhere
• Workflow Automation: Triggers alerts and actions based on deal changes, forecast updates, and other revenue events

Latest Updates

Clari continues to expand its revenue operations platform with enhanced AI capabilities and new products addressing the complete revenue lifecycle.

• Clari Copilot: AI-powered assistant that provides proactive recommendations and automates routine revenue operations tasks
• Enhanced Forecasting AI: Improved machine learning models deliver even more accurate predictions with better handling of seasonality
• Groove Integration: Following acquisition, deep integration with Groove sales engagement for unified revenue execution
• Mutual Action Plans: New capabilities for creating and managing collaborative deal plans with buyers for complex sales
• Revenue Leak Detection: AI identifies where revenue is being lost in the pipeline and recommends corrective actions
• Expanded Analytics: New reporting capabilities for analyzing revenue trends, conversion rates, and team performance over time
• API Enhancements: Extended API capabilities for custom integrations and data exports to other business intelligence tools
• Security Updates: Additional compliance certifications and security features for enterprise requirements

System Requirements

Web Application

• Modern web browser (Chrome, Firefox, Safari, Edge)
• Stable internet connection
• JavaScript enabled
• Salesforce or supported CRM for data sync

Integrations

• Salesforce (required for most deployments)
• Microsoft 365 or Google Workspace for email/calendar
• Slack for notifications
• Sales engagement platforms (Outreach, Salesloft, Groove)

Mobile

• iOS: Version 13.0 or later
• Android: Version 8.0 or later
• Storage: 80 MB available space

How to Install Clari

Enterprise Setup

1. Contact Clari sales team for demo and pricing
2. Complete enterprise agreement and security review
3. Connect Salesforce and configure sync settings
4. Integrate email and calendar systems
5. Configure user roles and permissions
6. Customize forecasting categories and workflows
7. Train revenue teams on platform usage

Salesforce Integration

1. Install Clari managed package from Salesforce AppExchange
2. Authorize connection between Clari and Salesforce
3. Map custom fields and objects as needed
4. Configure bi-directional sync settings
5. Set up automated data refresh schedules

Mobile Setup

1. Download Clari from App Store or Google Play
2. Sign in with your enterprise credentials
3. Configure notification preferences
4. Enable biometric authentication for security

Pros and Cons

Pros

• Forecast Accuracy: AI-powered predictions significantly outperform traditional bottom-up forecasting methods
• Complete Visibility: Unified view of revenue data from CRM, email, calendar, and engagement platforms eliminates blind spots
• Automatic Data Capture: Reduces reliance on manual data entry by automatically capturing activity signals from various sources
• Executive Alignment: Standardized forecasting process from rep to board level ensures consistent communication about revenue
• Deal Intelligence: AI-powered risk scoring helps identify at-risk deals early when intervention can still impact outcomes
• Time Savings: Automation of forecast collection and pipeline reviews frees up significant time for revenue leaders
• Strong Salesforce Integration: Deep native integration with Salesforce provides seamless data flow and user experience

Cons

• Enterprise Pricing: High cost structure makes Clari primarily accessible to larger organizations with substantial budgets
• Salesforce Dependency: Platform works best with Salesforce; organizations using other CRMs may have limited functionality
• Implementation Complexity: Full deployment requires significant configuration and change management effort
• Data Quality Requirements: AI insights are only as good as underlying data quality in CRM and connected systems
• Adoption Challenges: Achieving value requires consistent usage across the revenue organization which can be difficult

Clari vs Alternatives

Who Should Use Clari?

Clari is ideal for:

• Revenue Operations Teams: RevOps professionals responsible for forecasting accuracy, pipeline health, and revenue process optimization
• Sales Leadership: VPs and CROs who need real-time visibility into revenue performance with drill-down capabilities
• Enterprise Organizations: Large companies with complex sales processes requiring sophisticated forecasting and deal management
• Board-Reporting Companies: Organizations with external stakeholders requiring accurate, defensible revenue forecasts
• High-Growth Startups: Scaling companies needing to professionalize revenue operations as they grow past product-market fit
• Salesforce Users: Organizations deeply invested in Salesforce seeking to maximize value from their CRM investment

Clari may not be ideal for:

• Small Businesses: Enterprise pricing makes Clari cost-prohibitive for small teams with limited revenue operations budgets
• Non-Salesforce Users: Organizations using HubSpot or other CRMs may not get full value from Clari’s capabilities
• Simple Sales Processes: Teams with straightforward, transactional sales may not need Clari’s sophisticated features
• Early-Stage Startups: Pre-revenue or very early companies without enough data for AI models to provide meaningful insights

Frequently Asked Questions

How accurate is Clari’s AI forecasting?

Clari customers typically report significant improvements in forecast accuracy compared to traditional methods. The platform’s AI analyzes patterns from historical data and current engagement signals to generate predictions that often achieve accuracy within a few percentage points. However, actual results depend on data quality, sales process consistency, and how well the organization adopts Clari’s workflows.

Does Clari require Salesforce?

While Clari works with other CRM systems including HubSpot and Microsoft Dynamics, the deepest integration and best experience is with Salesforce. Many of Clari’s most powerful features are optimized for Salesforce deployments. Organizations using other CRMs should evaluate functionality carefully before committing to ensure it meets their needs.

How long does Clari implementation take?

Typical Clari implementations take between 4-8 weeks for mid-sized organizations, though complex enterprise deployments may require longer. The timeline depends on factors including CRM complexity, number of integrations, data quality, and organizational readiness for change. Clari provides implementation support and success resources to accelerate time to value.

What data does Clari capture automatically?

Clari automatically captures engagement signals from connected systems including email metadata (not content), calendar meetings, CRM activities, and interactions with sales engagement platforms. This automatic activity capture reduces reliance on manual data entry while providing more complete visibility into customer engagement patterns.

How does Clari pricing work?

Clari uses enterprise pricing based on factors including number of users, modules selected, and data volume. Pricing typically starts at six figures annually for mid-sized deployments. The platform offers different packages focusing on specific use cases like forecasting or pipeline management. Contact Clari’s sales team for a customized quote based on your requirements.

Final Verdict

Clari has established itself as the leading revenue operations platform for organizations seeking to transform their forecasting accuracy and pipeline visibility. The platform’s AI-powered approach to revenue intelligence provides capabilities that simply weren’t possible with traditional forecasting methods, delivering significant improvements in predictability and execution.

The platform excels at unifying revenue data from across the tech stack into a single source of truth that aligns entire organizations around revenue performance. From individual reps to the board room, Clari provides consistent visibility and workflows that eliminate the chaos of spreadsheet-based forecasting and manual pipeline reviews.

Organizations with enterprise budgets and Salesforce deployments should strongly consider Clari as a foundational investment in revenue operations. The platform delivers measurable ROI through improved forecast accuracy, faster deal cycles, and better resource allocation. While the investment is significant, the value of reliable revenue predictability often far exceeds the cost for organizations at scale.