"Thanks to Clari, we now finally have a consolidated look into renewal pipeline. Accurately predicting renewals impacts cash burn, and it’s very important for us to monitor internally. With Clari, we have clean, easy visibility."
Senior Manager, Revenue Operations, Heap
Achieving Revenue Precision With Clari
Strengthening customer success and renewals
Clari has strengthened Heap’s renewal process by spotting risk and creating resiliency, thanks to visibility into deal expiration and one source of data acting as a single source of truth.
Clari drives conversation around accounts that are churning or at risk. It helps create accountability around adoption, relationships, and any missed steps in retaining a customer. Clari anchors the conversation between account management and customer success to work in tandem and expand accounts.
With Clari, Heap has a consolidated look at late renewals, which helps with cash flow. “If we can predict or accurately forecast renewals, but half of them are late, that impacts cash burn and is important for us to monitor internally.”
Quick time to value
Heap saw value with Clari within the first couple weeks of adoption, as they trained the sales team on developing a forecasting methodology. By creating a shared taxonomy around forecasts, upsides, and tagging deals, Clari helped the sales team get their house in order.
Clari helps Heap mitigate revenue leak, or revenue that has been earned but not captured, by making it easier to identify deal slippage. With clean, easy visibility, the team can pivot on late renewals and focus efforts on accelerating priority deals.
Simple UI connecting all users
In addition to finding Clari’s UI a main differentiator when selecting a revenue platform, the intuitive user experience speeds adoption across all revenue-critical employees and gives executives an easy glance into the revenue process.
The CFO and CEO are in Clari constantly, Haltom says. Being detail-oriented, Heap’s CEO Ken Fine frequently relies on the opportunity grid to understand key deals. Fine told Healtom that Clari’s UI stood out to him, calling it ‘very intuitive, well-designed software.’