The genomics industry is an innovative and rapidly evolving sector that focuses on analyzing and understanding the complete set of DNA within an organism, also known as its genome.
Singular Genomics is a biotechnology company that builds and sells products that “empower researchers and clinicians” to better understand genomics.
Like many pre-Clari companies, Singular was burdened by spreadsheets. “Spreadsheets, spreadsheets, spreadsheets ... and more spreadsheets.”
“That’s how we used to run forecasting in my previous role,” said Jonathan Slasinski, Head of Commercial Training & Education at Singular Genomics. “Spreadsheets. It was, to say the least, untenable.”
Jonathan and his colleague, Sales Executive Tiffany Kanagawa, started using Clari and immediately realized its value. Singular Genomics has been able to:
Singular Genomics is part of a fast-growing sector — biotech — adopting Clari.
Bonus: With Clari, there is no need to run multiple reports. You don’t need a Salesforce admin to build out custom reports. There is no sales operations manager dedicating hours (sometimes days) to pull from the three-headed hydra of Salesforce + BI tools + spreadsheets. “I love using Groups in Clari, which makes it incredibly easy to figure out what opportunities I want to focus on each day,” shares Tiffany. “The beauty of using Groups is that you can layer multiple Groups to sort opportunities akin to complex custom Salesforce reports.”
All of this saved time is essential to optimizing revenue. After all, as the Head of Commercial Training & Education, a function of Jonathan's job is to ensure sales reps can maximize their time, are more efficient, and do not waste any time or effort on non-revenue activities.
“There is nothing easier than Clari when it comes to updating opportunities.”
With Clari, everything is in one place versus ‘20 clicks in Salesforce’ or having to dig into a spreadsheet manually. Clari is just so efficient.
Head of Commercial Training and Education
Singular sells “capital equipment.” Specifically, a product called G4, a benchtop sequencing platform, and (coming soon) PX, an integrated spatial multi-omics and sequencing platform with single-cell resolution.
As with many hardware sales companies like Singular Genomics, these large, sophisticated pieces of hardware require a long sales cycle – 6 months minimum, often 9-12 months.
The challenges of 6+ month cycles are plentiful:
Yet, Jonathan has “never seen a platform where you can manage your sales data and relationship with ease ... likeyou can with Clari.”
According to Jonathan, Clari is critical to managing these longer cycles. Specifically in three areas:
But Clari is not just for sales.
While we’ve shared much about how Singular’s sales reps use Clari, many other teams can take advantage of the platform — specifically the Finance team and the C-Suite.
Jonathan created Clari dashboards for the finance team and executive leadership so they can “see what matters most in their world” — the numbers. Opportunities. Pipeline. What to expect and when to expect it.
These dashboards, per Jonathan, were “eye-opening” to the finance team. Moreover, they answered all the team's questions in a “nice, easy-to-understand format.”
Questions such as:
Jonathan also loves how simple the dashboards are to customize. As I shared, “I can tweak the dashboards however they want.”
Bonus: Finance loves the Pulse view, too – where Singular is today and where they expect to finish.