Sales ops · Production

Globalization Partners improves forecasting accuracy and pipeline visibility with Clari

The problem

Before Clari, Globalization Partners' forecasting was scattered with constantly changing numbers, and reviewing deal status required going through Salesforce deal by deal, consuming significant time especially at quarter end.

Workflow diagram · grounded in source
1
All deals centralized in Clari
integration
“With Clari, all deals are there, so we know exactly which deals we are looking at. We have an accurate depiction of the number each person and team is sitting on”
2
AI deal scoring and prediction
ai_action
“Deal commits need good scores, high visibility, and a good reason why they are in that stage.”
3
Manager deal inspection
human_review
“I'm ensuring all the numbers are rolling up, the deals are tied, and inspecting each deal. Then I can have a conversation with my managers to pluck out the ones that don't look right (in commit, with low score and/or no activity”
4
Forecast conversation with managers
human_review
“conversations have improved around the actual forecast number, and which specific deals will get them there”
5
QBR reporting via Pulse and Trend tabs
output
“In QBRs, we just screenshot Clari's Pulse and Trend tabs to see the prediction and how we are trending compared to the previous quarter, respectively.”
Reported outcome

Forecasting became more accurate, consistent, and transparent, with end-of-quarter reporting reduced to hitting refresh and the sales cycle improving faster by a day or so.

Reported metrics
Sales cycle improvementfaster by a day or so
Forecasting accuracyimproved
End-of-quarter reporting effortreduced to hitting refresh
Forecasting consistencygotten tighter and consistent
Show all 5 reported metrics
sales cycle improvementfaster by a day or so
forecasting accuracyimproved
end-of-quarter reporting effortreduced to hitting refresh
forecasting consistencygotten tighter and consistent
time savings at quarter endwild difference; can't even compare
Reported stack
ClariTrendSalesforce
Source
https://www.clari.com/resources/customer-stories/globalization-partners/
Read source ↗

Frequently asked questions

What did this team achieve with this AI workflow?

Forecasting became more accurate, consistent, and transparent, with end-of-quarter reporting reduced to hitting refresh and the sales cycle improving faster by a day or so.

What tools did this team use?

Clari, Trend, Salesforce.

What results were reported?

Sales cycle improvement: faster by a day or so; Forecasting accuracy: improved; End-of-quarter reporting effort: reduced to hitting refresh; Forecasting consistency: gotten tighter and consistent (source-reported, not independently verified).

How is this sales ops AI workflow structured?

All deals centralized in Clari → AI deal scoring and prediction → Manager deal inspection → Forecast conversation with managers → QBR reporting via Pulse and Trend tabs.

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