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Clari | Processes

Deep dive into all the aspects of Clari including Opportunities, Analytics, and forecasting! Customize this content for reps in seconds.

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Clari Opportunities: Views

The Opportunities workspace is your go-to hub to track, update, and analyze your deals in real-time. Whether you're a Sales Rep reviewing your pipeline or a Manager inspecting deal health, this is where the action happens. ⚡

Views = Saved Reports

In Clari, Views are saved combinations of filters—like reusable reports. Here's what you need to know:

Save Multiple Views: Quickly access common reports or workflows by saving custom filter sets.
Access Saved Views: Click the Views dropdown in Opportunities to switch between saved Views.
Navigation Tip: Use the dropdown arrow (A) at the top of the Opportunities workspace to view and manage your saved Views.

📝 Note: All updates in Opportunities are powered by Clari’s real-time, bi-directional sync with Salesforce—so what you see is always up to date.

Using Filters in Opportunities

Filters control what you see in your View—just like defining what data appears in a report.

Customized Filters: Use them to narrow down to specific deal stages, regions, owners, close dates, and more.
Accessing Filters: Hover over the blue pill filter icons (A) to adjust your filters on the fly.

Clari Opportunities: Edit & Save Views

In the Opportunities workspace, you can fine-tune what you see by editing and saving Views—without needing admin permissions.

Editing a View

You can customize any View by adjusting filters and settings to fit your workflow:

Click Edit View (A) to modify filters like:
- Deal type (e.g., Open, Committed, Pushed)
- Close dates, Stages, or Regions
- Amount field used for rollups (e.g., ARR, MRR, TCV)
- Change tracking timeframe to highlight recent updates

💡 Pro Tip: Use the change tracking setting to quickly spot new updates on your deals within a selected date range.

Saving a New View

Once your filters are set:

Click Save
Choose Save As New
Give your View a clear, descriptive name
Click Save

📝 Note: Your new View will now appear in the Views dropdown for quick access anytime 🔽

🚫 What You Can’t Do as a Viewer

Some options, like enabling/disabling the Lens or sharing Views with full role-based control, are reserved for admins with Advanced Ops permissions.

Viewers cannot:

Toggle the Lens setting on/off
Configure role-based View permissions
Access or manage system-wide Views

Clari Opportunities: Filters

In Clari, Filters are what shape the data in your View—just like setting parameters in a report. They determine which opportunities appear, based on the criteria you define.

Accessing Filters

To see or adjust filters in your View:

Hover over the blue filter pill near the top of the Opportunities workspace.

This reveals all active filters and important View details.

Filter Details You Can Review

When you hover over the filter pill, you'll see helpful insights like:

Amount Field (Deal Size) - Indicates which revenue metric (e.g., ARR, MRR, TCV) is used to calculate totals in this View.
Total Amount - Shows the sum of the selected amount field for all deals in the View.
Total Number of Deals - Displays the number of opportunities that match the current filters.
Scope - Defines whose deals are shown—usually based on the Salesforce owner field. Your Role and Lens determine this automatically.
Deal Status - Typically set to Open, showing deals in active Salesforce stages. Clari maps stage outcomes to status types like Open, Won, or Lost.
Close Date Filter - Often set to This Quarter to help you focus on near-term pipeline.

Clari Opportunities: Groups

Now that you know how filters shape what data appears, Groups help you organize that data for faster insights—like a live pivot table for your pipeline.

Adding a Group

Click Add 1st Group to begin grouping your deals.
You’ll see options like:
- Forecast Category
- Stage
- Region
- Owner
Select a grouping field (e.g., Forecast) to instantly segment deals by that category.

📚 Example: Grouping by Forecast lets you see how many deals are in Best Case, Commit, or Pipeline—click any category to drill into those specific deals.

Adding Multiple Groups

You can add up to 4 groups for layered insights.

Click Add Group again to stack a second grouping (e.g., Stage).
Clari will dynamically update sub-group values based on your first group.

📚 Example: Group by Forecast first, then by Stage to see how many Commit deals are in Negotiation or Proposal stages.

Removing Groups

Click the X in the upper-right corner of the group header to remove it.
Removing the top group clears all sub-groups as well.

Groups Persist Within a View

Your groups stay in place while you're in the same View.
If you switch to another View and return later, your previous groupings will remain just for you.
Groupings do not affect other users, even if it's a shared View. 🙌

Owner Group & Hierarchy Mode

When you group by Owner, you can toggle to Hierarchy Mode (if available):

This organizes deals by team structure—e.g., APAC, EMEA, North America.
Especially helpful if you're in a leadership role and need to view grouped performance across regions or teams.

📝 Note: Some grouping options, like Hierarchy Mode, may not appear for all users depending on permissions or role level.

Clari Opportunities: Chart Mode

Chart Mode in Clari allows you to visually explore the data in your saved Views. It helps you quickly identify trends, risks, and inconsistencies in your pipeline—without leaving the Opportunities workspace.

Switching to Chart Mode

In the Opportunities view, click the Chart Mode (A) toggle to switch from the default grid view to a chart visualization.
The primary Group you’ve applied will become the Y-axis of your chart.

For example, if you grouped by Owner, Chart Mode will display each rep’s total pipeline for the quarter.

Using Multiple Groupings

You can add a second Grouping (such as Forecast Category or Stage).
Each bar in the chart will be segmented by the second group, providing a more detailed breakdown of your data.

Example: Grouping by Owner and Forecast Category lets you see how each team member’s deals are distributed across categories like Commit, Best Case, and Pipeline.

Interacting with the Chart

Hover over a segment to highlight that part of the chart.
Click a segment to drill down into the corresponding deals in Grid Mode.
To return to the chart, click the link that says "Click here to go back to the chart you just came from".
You can select multiple segments in the chart by holding the Command key (Mac) or Control key (PC) and clicking on more than one value.
Use the Sort By Total $ toggle to stack-rank bars by deal value.

Recommended Grouping Strategies

Grouped by Forecast + Stage
Useful for identifying inconsistencies, such as:

A Commit deal that’s still in an early sales stage
A Best Case deal that's already in a late stage
These discrepancies often point to data hygiene issues.

Grouped by Stage

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Helps assess pipeline health across the quarter. For example:

Early in the quarter, more deals in early stages are expected.
Late in the quarter, too many deals in Stage 1 or 2 may indicate risk.

Grouped by Forecast

Great for understanding forecast accuracy. If most deals are still in Best Case late in the quarter, it may be time to investigate and validate the pipeline.

Clari Deal Inspection: Opportunity Grid

The Opportunity Grid in Clari is your live workspace for viewing and updating deals. Each row represents an opportunity, and each column displays a field from the opportunity, account, or deal owner.

Configuring Your Grid Columns

You can personalize how the grid looks by adjusting the columns:

Go to Actions > Configure Columns.
Drag and drop to reorder columns.
Use the toggle to hide fields you don’t need.

These changes are user-specific and won’t impact anyone else’s view.

Editing Data in the Grid

Double-click on editable fields to make updates directly in Clari.
Updates sync bi-directionally with Salesforce, so changes made in either system will appear in the other.
Recent changes are highlighted:
- Negative (e.g., pushed close date)
- Positive (e.g., pulled-in close date)
- Neutral (e.g., updated next steps)

Only editable fields configured by your org will be available for updates.

Clari Deal Inspection: Insights Panel

The Insights Panel provides a snapshot of each deal’s progress, helping you assess momentum, activity, and risk—all without leaving the Opportunities workspace.

Accessing the Insights Panel

Double-click any opportunity row to open the Insights Panel (A) on the right side of your screen.
This panel includes deal metrics (B), CRM Score (C), Mutual Action Plans (MAPs), and recent activity.

CRM Score

The CRM Score reflects Clari’s confidence in whether the deal will close.
Based on patterns from past closed-won and closed-lost deals.
- Scores closer to 100 = more likely to close won.
- Scores closer to 0 = more likely to close lost.
Hover over the score to:
- See the score trend over the last 4 weeks.
- Review key contributing factors (e.g., deal age, stage changes, close date shifts).

MAPs (Mutual Action Plans)

Located below the CRM Score, MAPs help you track deal alignment and ensure both you and your prospect are following a shared plan.
View steps, milestones, and key dates linked to the sales process.

Deal Activity

The Deal Activity section provides a breakdown of recent interactions on the deal:

Summary Metrics: Shows risk and momentum signals.
Activity Grid: Lists recent emails, meetings, and files exchanged between your team and the customer.
- Hover over an item for a quick activity summary (e.g., "Order Agreement sent").
Next Meeting: Displays the next scheduled meeting and attendees.
Meeting Responses: Hover over the info icon to see if attendees have responded (Yes, No, or No Response).

Deal Status

This section highlights key stats:

How long the deal has been in it's current stage.
When it was last updated.
How many times the Close Date has moved.

Clari Forecasting: New Business

The New Business tab in Clari’s Forecasting module is where you can view and update forecast calls related to new pipeline generation. It provides visibility into quotas, progress, and what’s needed to hit your number.

Forecast Columns Overview

Within the Forecast table, you’ll typically see:

Plan (Quota): Your target for the forecast period.
Booked: Revenue that’s already been closed-won, along with percentage to quota.
Gap to Go: The difference between Booked and Plan—your remaining target.

These metrics are updated in real-time and roll up according to your org structure.

Adaptive Revenue Metrics (ARMs)

ARMs give you live insights into:

Total pipeline coverage vs. quota
Pipeline coverage vs. Commit forecast

Click on any ARM metric to open the side panel and see how it’s calculated, helping you better assess whether you’re on track.

Making a Forecast Call

Editable columns like Commit or Upside allow you to enter your forecast.
Click the edit icon to open input mode, enter your number, and optionally add context in the notes field.
Once finished, click Save to lock in your call for the current period.

Forecast terminology (e.g., Commit, Best Case) may vary depending on your team's setup.

Forecast Call History

Select any forecast cell to view:

A weekly breakdown of your forecast call history
How your call compares to your team’s roll-up
Notes or adjustments made over time

If permitted, you may also see adjusted roll-ups—summarized forecasts based on your team’s individual submissions.

Opportunities Supporting Your Call

Scroll down to see the Opportunities Panel, which breaks down the deals behind your call:

Total: Combined Closed-Won and Committed open deals
Closed: Only Closed-Won deals
Open: Only open deals within the selected forecast category

Sort by columns to prioritize or explore individual deals. To dig deeper, click Expand Details or Edit Forecasts.

Expanded View

Use Expanded View for a more detailed forecast working session:

Star deals to track key opportunities
Add Groups to segment deals
Filter by open, closed, or all deals
Edit Forecast Fields by double-clicking editable cells
Return to the main Forecast view by selecting Forecast Summary

Viewing Direct Reports (if applicable)

If you manage a team, you can inspect a direct report’s forecast:

In Expanded View, hover over a team member’s Commit cell
Click the arrow to drill into the deals and logic behind their forecast

This allows you to understand how your team is building toward their number.

Clari Forecasting: Pipeline Generation

The Next Quarter Pipeline tab helps revenue teams assess whether they’re building enough pipeline to start the upcoming quarter strong. It’s a valuable tool to use near the end of a forecast call to shift focus from closing to future planning.

Even with accurate forecasting and strong current-quarter execution, teams can miss future targets if pipeline generation isn't tracked proactively. This tab helps you understand whether you're pacing ahead, on track, or behind in building next quarter’s pipeline.

Navigating the Pipeline Tab

In the Next Quarter Pipeline (A) tab, you'll see:

Current Quarter Pipeline: What’s left to close in the current period.
Next Quarter Pipeline Target (B): The pipeline needed to enter the next quarter in a strong position.
Next Quarter Pipeline Actuals: How much pipeline you already have for the upcoming quarter.

These figures help gauge whether you're likely to start the next quarter with enough pipeline to meet your quota.
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Adaptive Revenue Metrics (ARMs)

If your team has a quota set for the next quarter, ARMs will automatically calculate important pipeline coverage metrics, such as:

Pipeline coverage vs. target
Pipeline growth vs. historical pacing

You can click into these metrics for more context and visibility.

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Clari Dashboards

Dashboards in Clari allow you to view real-time insights from across the platform—forecasting, opportunities, pipeline health, and more—on a single, centralized page.

Purpose of Dashboards

Dashboards are designed to support key moments in your Revenue Operating Cadence, including:

Weekly 1:1s
Forecast calls
QBRs
Leadership and board reviews

Instead of compiling outdated spreadsheets or slide decks, dashboards ensure you always have the most current data at your fingertips.

What You Can Do as a Viewer

As a standard user, you can:

View dashboards shared with you
Interact with widgets (e.g., hover, drill down, explore metrics)
Use dashboards as a real-time reference during forecast reviews or performance check-ins

You cannot create or customize dashboards unless you've been granted additional permissions through Clari Studio.

Dashboard Widgets

Dashboards in Clari display real-time insights through Widgets, making it easy for reps and managers to monitor key metrics, track performance, and prepare for important moments—like 1:1s, forecast calls, and QBRs.

As a viewer, you can’t create or configure widgets, but you can interact with and explore the data within dashboards shared with you.

Below are the Common Dashboard Widgets:

Clari Analytics: Funnel

The Funnel module helps you track how opportunities convert through your sales process. It visualizes conversion rates between stages or forecast categories, making it easy to identify bottlenecks and prioritize coaching or process improvements.

What Funnel Helps You Answer

How effectively is our pipeline converting through stages?
Where are deals stalling or dropping off?
What part of the funnel needs the most attention to improve win rates?

Navigating the Funnel View

Timeframe Selector: Adjust the period you’re analyzing (e.g., last quarter’s deals).
Scope (Change Hierarchy): Drill into specific teams, regions, or reps.
Filters: Focus on subsets of pipeline, like New Business, using the filter panel.
Mode Selector: If applicable, switch to non-opportunity owner modes (if configured for your org).

Chart Settings (Viewer Controls)

Choose between viewing Deal Count or Amount.
Select which field to break down the funnel by (e.g., stage or forecast category).
Adjust the view to focus only on specific pipeline segments using the bottom checkbox menu.

Understanding KPIs

At the top of the module, you’ll see:

Win Rate: From the first visible stage to Closed Won
Average Sales Price: Based on your selected Funnel configuration

These help you interpret the chart below more effectively.

Interacting with Funnel Bars

Click any funnel pipe to see conversion between stages.
Example: You might find that 64% of deals moved from Qualification to Proof of Value.
Click into any section to view the Opportunities Grid backing that conversion.

Drilling Into Opportunities

From the Opportunities view, group by Owner to spot reps whose deals consistently drop off.
Review individual deal paths and engagement details to guide coaching conversations.
Click < Funnel to return to your Funnel chart.

Key Takeaways for Viewers

Funnel shows how deals are converting across your pipeline—by stage or forecast category.
You can filter, group, and drill into deals without leaving the module.
Use it in pipeline reviews or 1:1s to identify where reps or stages need attention.
All data reflects real-time CRM sync—no manual updates required.

Clari Analytics: Flows

The Flow module in Clari helps you track how your pipeline is evolving over time. It's designed to answer key questions like:

What’s changed in my pipeline?
Which deals slipped?
Which deals progressed or were pulled in?

This flow module gives visibility into movement between forecast categories—helping you spot risks and opportunities in real time.

At the top of the Flow module, you’ll see a sentence that defines the chart’s parameters (e.g., "Show me deals that started in Commit as of 7 days ago and moved in the last 7 days").

Adjust the timeframe using this sentence to review deal movement across different periods (A).
The default view typically focuses on the Commit category over the last 7 days (B).

Flow Breakdown

Let's take a look at the example above in more detail. Within commit, you will see specific information if you hover over each pipe section.

$3.2M (or 67) of the Closed amount came from Commit and was closed as Won.

$1M (or 21) was downgraded, which means they moved from Commit to Best Case or Pipeline.

$6.4M (or 73) of them remained idle, which means they stayed in Commit.

$4.4M (or 66) slipped into a future quarter.

$1M (or 29) of them were lost.

Clari Analytics: Flows - Using Flows

The Flow module helps you track how opportunities move through forecast categories over time. It's designed to provide insight into deal progression, slippage, and momentum—so you can take action before it’s too late.

Interacting with Flow Pipes

You can click on any Flow pipe to view the specific deals that make up the total amount in that segment.

For example:

Click a pipe labeled Commit to Slipped to see which deals were forecasted as Commit but moved out of the quarter.
Click on a Won pipe to see where your wins came from (e.g., Best Case, Commit, or even newly created deals).

Exploring Deals in Flow

When viewing deals within a pipe:

Click Add 1st Group to organize deals by fields such as Owner—helpful for prepping for 1:1s.

Click on any deal to open the Insights Panel for further review.
When finished, click Flow to return to the main chart.

Using Flow Configuration as a Viewer

Viewers can adjust the Flow view by:

Selecting different Start States (e.g., Pipeline, Best Case) to see where those deals moved.
Reversing the flow by setting an End State (e.g., Won, Slipped).
Adjusting time ranges at the top of the Flow view to inspect specific periods.

These options help you analyze where deals originated and where they ended up.

Deal Movement Examples

Let’s say you're looking at slipped deals this week:

You might find some came from Pipeline—less concerning.
Others from Best Case—something to track.
A large chunk from Commit—a potential risk.

Or, if you’re analyzing Won deals:

See how many came from Best Case, Commit, or were Pulled In (deals created and closed quickly).
Identify aggressive forecasting or delayed deal creation if many wins came from New.

Commit + Flow

Combining Commit with Flow helps you:

Understand which deals in Commit last quarter never closed.
Spot deals that remained idle in Commit instead of progressing.
Analyze what happened in the final days or weeks of a quarter.
Prepare for coaching conversations and forecast adjustments based on real deal movement.

Clari Analytics: Pulse

The Pulse module gives you a real-time view into how the quarter, month, or year is progressing—tying together your forecasts, pipeline, and Clari’s projections into one unified dashboard.

What Pulse Helps You Understand

Pulse helps answer key questions at every stage of your revenue cadence:

How is the current quarter pacing?
Is our forecast trending towards quota?
Are we tracking with expected linearity?
How might we finish the quarter?
Are we building enough pipeline for next quarter?

How Pulse Works

Pulse blends data from three key sources:

Your CRM via the Opportunities module
Your forecast call via the Forecasting module
Clari's projection via the Trend module

This gives you a full-picture view—what you've booked, what you're calling, and what Clari is projecting—so you can compare all three in real time.

Key Use Cases for Viewers

As a standard user, you can use Pulse to:

Monitor how your forecast and bookings align with targets
Track team-level and individual progress throughout the quarter
Identify when and where gaps are forming
Evaluate whether pipeline coverage is strong enough for future periods

You’ll also be able to toggle between different timeframes (e.g., current quarter, next quarter, previous month) depending on your forecast cadence.

Clari Analytics: Pulse - Current Quarter

The Pulse module opens by default to the current quarter view, giving you a real-time, week-over-week view of progress toward your quota. It brings together CRM data, your forecast call, and Clari’s projection to help you evaluate performance trends.

What You’ll See by Default

For the current quarter, Pulse will show you:

How this quarter is shaping up by default (A).
The widgets at the top show your Quota, Closed-Won, and the delta between the two (B).
You can also see Clari’s Projection for the end of this quarter (C), which in the example has gone up by $1M the past week but is still below the Quota.
The next Widget is from Forecasting, so it could be called Hard Commit or Most Likely (D), depending on what you call it in your forecasting configuration.

Week-by-Week Pipeline Analysis

Each bar in the chart represents your pipeline snapshot at the end of that week, segmented by forecast categories like:

Closed
Commit
Best Case
Pipeline
Projection

You can select or deselect any category at the bottom of the chart to tailor what appears.

Key Weekly Checks:

How did your Commit from Week 1 compare to Commit + Closed Won in Week 2?
Did amounts in Best Case or Pipeline increase or decrease?
Is Clari’s Projection trending up or down?

Forecast Call Trend Line

You can layer in your weekly forecast call to track how your own confidence has shifted over time.

📚 Example: You may start higher than Clari’s projection in Week 1, then align or adjust based on pipeline progress in Week 2 and beyond.

Adding the Team’s Call

You can also view your team’s call to compare alignment and sentiment:

Is your team more optimistic or conservative than you?
Is their call higher or lower than Clari’s projection?
Use this to investigate misalignment and spark coaching conversations.

Pacing Line

The pacing line helps you understand whether you're closing business in a healthy, linear way:

20% of quota by end of Month 1
50% by end of Month 2
100% by end of quarter

Ask yourself:

By Week 4, does your Closed bar reach the pacing target?
By Week 8, have you passed 50%?

Avoid the last-minute hockey stick by watching these markers closely.

Viewer Tips

Use the hierarchy selector to view performance for a team, region, or individual rep.
If multiple forecast tabs exist, make sure the correct one is selected for comparison.
You won’t be able to configure Pulse views or projection logic, but you can explore data, compare trends, and apply filters relevant to your role.

Key Takeaways for Viewers

Pulse shows real-time performance and projection trends for your current quarter.
It helps you compare your forecast to Clari’s projection and your team’s call.
Use pacing lines and forecast comparisons to identify risk and guide action.
Great for forecast calls, pipeline reviews, and understanding linearity over time.

Clari Analytics: Pulse - Next Quarter

Use the Last Quarter view in Pulse to analyze both performance outcomes and forecast accuracy. It helps you evaluate how effectively you closed the quarter and how your forecasts tracked against actual results.

What You Can See

Closed-Won Performance: Review how much revenue was booked and whether you or your team hit quota.
Forecast Accuracy: Compare historical forecast calls to actual results to assess reliability.
Pacing Trends: Understand if deals closed steadily throughout the quarter or if activity skewed late (hockey stick pattern).

Using Change Scope to Drill Down

Use the Change Scope option in the hierarchy to drill down to team or individual reps.

For example, selecting Michael Anderson in the hierarchy shows:
- Closed-Won: $5.2M (A)
- Quota: $5M (B)
- Insight: Michael exceeded his target, a strong performance indicator.

Viewer Tips

Pulse reflects real-time CRM and forecast data, giving you an accurate retrospective.
Use this view in QBRs or forecast reviews to guide coaching and set expectations for the upcoming quarter.
No manual report pulling needed—everything updates automatically

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Clari Analytics: Pulse - Monthly & Yearly

The Monthly and Yearly views in Pulse allow you to assess performance and forecast accuracy across different timeframes—ideal for both short sales cycles and long-term planning.

Monthly Pulse View

Use Monthly Pulse to analyze deal movement, forecast trends, and pacing day-over-day across a single month.

Best suited for business segments with shorter sales cycles.
See real-time updates on:
- Pipeline mix
- Clari’s projection
- Forecast call trends
- Daily pacing toward monthly targets

How to Access:

Use the timeframe selector at the top of the Pulse module to switch to a monthly view.

Yearly Pulse View

Use Yearly Pulse to evaluate month-over-month pipeline progression and forecasting against annual quotas.

Requires selection of a forecasting tab configured for annual forecasting with a defined quota.
Displays long-term pipeline trends across your fiscal year.
Helps you assess how pipeline is building to support yearly goals.

How to Access:

Switch to the yearly view using the same timeframe selector at the top of the Pulse module.

Viewer Tips

Use Monthly view for tactical planning and real-time progress checks.
Use Yearly view to evaluate big-picture health and long-range forecasting alignment.
Adjust the forecasting tab and scope as needed to zero in on specific teams or business units.

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Clari Analytics: Trend

The Trend module gives you visibility into how the current quarter is shaping up by comparing it to previous quarters. It’s designed to show Clari’s AI Projection in the context of past performance—helping you understand whether you’re ahead, behind, or on pace.

What Trend Helps You Answer

Are we ahead or behind on Closed Won compared to the same point in past quarters?
How much are we likely to close by the end of the quarter?
Can we generate and close new business this quarter?
Is there potential to pull deals in from future quarters?

Clari aligns today’s progress with the same day from the last four quarters to highlight trends.

How to Use the Trend View

Use the top-left controls to change the historical periods you’re comparing.
Customize how the data is displayed by:
- Choosing the amount field (e.g., TCV, ARR)
- Selecting how to break down pipeline (e.g., by stage or forecast category)
- Picking the forecast tab and relevant date field
Below the chart, view key metrics:
- Quota and Closed Won
- AI Projection and max forecast
- Hard Commit and gap to quota
In rows like Commit, Trend shows:
- What you had in that category at the same point in prior quarters
- What portion of that pipeline historically converted to Closed Won

Understanding AI Projection

Clari’s projection is built using your actual historical conversion rates:

If your Quota is $45M, but past trends suggest you'll only hit $41M–$42M, you’ll need to:
- Execute better than historical averages
- Consider increasing deal sizes or closing velocity

Use this view to understand where the gap lies and whether your current pipeline is strong enough.

Key Takeaways for Viewers

Trend shows forecast realism based on historical data.
You can see how much pipeline historically converted—and how much you’d need to beat your own benchmarks.
Great for identifying pipeline gaps, setting expectations, and aligning around performance trends.

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Clari Analytics: Waterfall

The Waterfall module gives you visibility into how your pipeline has changed over time. It helps you understand what’s driving pipeline growth or shrinkage—so you can respond quickly and focus on the right deals.

What Waterfall Helps You Answer

How has my pipeline changed during a given period?
What deals or activities caused my pipeline to increase or decrease?
Where should I focus to recover lost pipeline or capitalize on new opportunities?

Getting Started with Waterfall

Use the controls at the top of the module to personalize your view:

(A) Timeframe Selector – Adjust the date range to review pipeline changes over a specific period.
(B) Mode Selector - For non-opportunity owner modes set up in your instance.
(C) Scope (Change Hierarchy) – Drill into team, region, or individual rep performance.
(D) Filters – Narrow results by criteria such as Opportunity Type (e.g., New Business).
(E) Chart Settings – Customize the view to display pipeline changes by stage, forecast category, or date field.

Interacting with the Chart

(A) Hover over bars in the chart to see a summary of deal movement—either increases or decreases.
(B) Inspect the included deals
(C) Click any bar segment (e.g., “Amount Increase” or “Amount Decrease”) to explore the specific opportunities driving that change.

You’ll be able to inspect:

Deal size
Forecast category
Stage movement
Engagement signals (e.g., meetings, files shared)

Example: Reviewing Pipeline in a 1:1

If you're in a 1:1 with a rep like Michael Anderson:

Click a bar showing pipeline decrease (A).
Select View Opportunities (B) to open the full list of affected deals.

Spot high-impact deals like Americas Expansion (A) and open the Insights panel.
You can see that the Deal Size is 830K (B), but you also have a significant amount of upside here.
You can see in the insights panel (C) that there is a lot of solid engagement happening, and if you hover over the files sent (D), it looks like the order agreement is already out.
Since there is so much upside in this deal, make sure to star it (E) so you don’t forget to bring it up during your 1:1 with Michael Anderson, the owner of this deal.
Navigate back to Waterfall using the Waterfall link (F).

Key Takeaways for Viewers

Waterfall shows pipeline change over time, helping you track what's growing, shrinking, or stalling.
You can drill into specific changes and inspect the deals behind them.
Perfect for 1:1s, team reviews, or identifying where to refocus efforts.

Clari Analytics: Waterfall - Filters

In organizations using Deal-Level Forecasting, Clari tracks whether specific opportunities are included in the forecast based on a field (often called Forecast In/Out). As a viewer, you can use filters in the Waterfall module to analyze changes more precisely.

Using the Forecast In/Out Filter

Click Filters (A) to open filter options.
Select the Forecast In/Out filter (B).
Include only deals where the field is checked (i.e., included in the forecast).
Apply the filter to update your Waterfall view (C).

What the Filter Tells You

Filtered Out (A) deals are those that were originally part of a rep’s forecast but were later removed during the selected time period.
This helps you understand why pipeline decreased and whether the forecast should be adjusted.

When to Use It

During rep 1:1s to review why deals were excluded from the forecast.
To confirm whether there are opportunities worth pulling back in based on updated deal insights or momentum.

Key Takeaways for Viewers

The Forecast In/Out filter helps clarify deal movement in and out of the forecast.
It supports focused deal reviews and helps you align your call with the actual pipeline state.
Useful for coaching, forecast updates, or spotting at-risk deals removed from forecast coverage.

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