Clari’s Remarkable 2019

Andy Byrne

Andy Byrne
CEO, Clari

Clari’s Remarkable 2019

When I stood at our company all-hands on January 31, I used three words to summarize 2019 and outline Clari’s path into 2020: clarity, certainty, and conviction.

  • I’ve never had more clarity about what we need to accomplish in the year ahead.
  • I’ve never had this amount of certainty that we can achieve our audacious goals.
  • My team has never had this amount of conviction that we can build an enduring company.

For me, these words define Clari’s commitment to remarkable, and underscore the one massive force that is propelling our growth: Artificial Intelligence. According to JP Morgan, AI will add $15.7 trillion to the global economy by 2030, and McKinsey and the Economist predict that over a trillion dollars of that will be generated in the Sales and Marketing sectors. It’s safe to say we’re in the right place at the right time, and our growth last year confirms this.

A Remarkable Year for Clari

In 2019, Clari experienced record growth and financial performance across a number of important SaaS metrics including including new logo acquisition, annual recurring revenue, annual contract value, and net dollar retention, showcasing the strength of our business. We added more than 100 amazing customers to our portfolio, including Digital Reality, PTC , Recorded Future, Sophos, and Yext among many others.

Our platform processed over 185 billion sales and marketing data points and analyzed more than 1.24 billion emails, 145 million meetings, and $600 billion in total pipeline value. Thanks to this remarkable volume of data, our algorithms and predictions continue to make a meaningful impact, allowing our customers to achieve new levels of growth.

Powered by Purpose: Making Revenue Predictable

Fueled by this momentum, we raised a $60M funding round from Sapphire Ventures, Madrona Venture Group, Sequoia Capital and Bain Capital Ventures, investors who share our understanding that artificial intelligence is indispensable to the B2B revenue process.

This funding will support investments in new AI and machine learning offerings, as well as the expansion of our sales and marketing efforts to new regions and markets.

Have we always been on this amazing growth trajectory? Hell no. Getting here was a journey, to say the least. But we’re here now, and you can feel it! I can see it in Clarian’s smiles, knowing we’re onto something special. And I hear it in the constant creativity flowing through the company to challenge the market’s status quo. It is truly special to observe as a student of entrepreneurship.

There is much to be proud of, but if I could choose one accomplishment, it would be the amazing culture we’ve built at Clari, which is at the core of everything we do. Yet again, we’ve been named as a Top Workplace for 2019 for the fifth consecutive year by the Bay Area News Group and were recognized as an Inc. “Best Places to Work in 2019”.

So what got us here?

We understood early on that in order to have a remarkable impact on the world, every person involved in our creation and growth had to achieve remarkable themselves! We felt this could be the foundation for a legendary company.

So, we adopted this simple mantra: be remarkable. And it has become our relentless focus.

We not only hire remarkable people, we challenge each other to do the very best work of our careers. This is a high bar. To help our team achieve this, I ask every new Clarian to send me a personal note in their first 90 days telling me what “remarkable” will look like for their specific role. These emails are not only some of the most inspiring messages I’ve ever read in my entire career, they act as a catalyst of accountability, pushing people to achieve new career heights, accomplishing things they never thought possible.

Remarkable doesn’t stay within the walls of our Clari office, it’s what we set out to do for every single customer.

Our Customers Are Masters of Revenue

Clari’s mission anchors on our long term partnerships with customers. We’re committed to helping them realize their fullest potential by transforming their revenue operations to be more connected, efficient and predictable. Their game-changing revelation is that revenue is a process, not just an outcome. And when our customers make this shift to a more rigorous, modern revenue process, the results are, well….remarkable. ;-)

In 2019, six of our customers, including Crowdstrike, Datadog, Medallia, PagerDuty, Ping Identity, and Zoom Video Communications went public with a total market valuation of over $40 billion. Many others raised funds, acquired new businesses, and accelerated into new markets. It is our great honor to see them grow and expand - creating new jobs, giving back to their communities, and becoming remarkable forces in their industries.

The road ahead is remarkable for our customers, partners, employees, and investors who are on this journey with us for a new way to revenue.