Running sales consistently has never been easy. Forecast calls veer off course, pipeline reviews feel rushed, and follow-ups fall through the cracks. To underscore this point, recent research from Clari Labs found that 67% of revenue organizations missed their targets last year.
When every team operates with different processes, the results are unpredictable and not scalable. The issue isn't effort — it comes down to the lack of a structured, repeatable execution framework.
Revenue Cadences solve this problem by transforming weekly, monthly, and quarterly activities into systematic workflows with clear goals, designated owners, and guided actions.
What are Revenue Cadences?
Revenue Cadences are structured, repeatable activities (also known as Moments) built inside Clari, each with its own participants, recurrence, agenda, and insights tailored to achieve a specific objective. They orchestrate and structure each Moment — like forecast calls and pipeline reviews — to keep teams aligned to the strategy, accountable for what they own, and consistently executing the right action.
Cadence Moments being run across the 13-week quarter
The benefits of running a Revenue Cadence
For sales and revenue leaders, Revenue Cadences solve key pain points that persist in other Revenue Orchestration Platforms:
- CSOs need consistent, coordinated execution across the sales org. Revenue Cadences bring structure to seller/manager workflows, driving alignment across key stakeholders and accountability to each individual action.
- CROs need predictable growth and a premium valuation. Revenue Cadences guide every GTM team to take the right actions at the right time, improving revenue outcomes and increasing valuation multiples.
- RevOps need scalable systems that drive process discipline. Revenue Cadences provide a flexible infrastructure to orchestrate every revenue activity and workflow across GTM teams.
Running Your First Cadence: New Logo
Winning a new customer involves thoughtful strategy in tandem with disciplined execution.
The New Logo Cadence brings this to life by giving reps, managers, and leaders time each week to align on how to progress new logos through each stage of the funnel.
At Clari, this Cadence contains several Moments that recur on a weekly basis. Each week begins with the Deal Inspection Moment, where frontline managers and reps scrutinize strategic and at-risk deals to see what’s changed, why it changed, and what to do next. These deal insights then inform the Current Quarter Forecast Moment, where leadership can evaluate how shifts in deal health impact the forecast, then apply pressure where needed. Finally, in the Sequence of Events Moment, reps refine and reinforce mutual action plans with buyers to drive urgency and shorten the sales cycle.
The result? A consistent operating rhythm that bridges strategy and execution to acquire new business.
Track new ACV and net-new business progress in the New Logo Cadence
Scaling Cadences Across the Full Funnel
The New Logo Cadence covers one part of the total system. Clari deploys multiple Cadences to ensure full coverage across revenue operations, including:
- Top-of-Funnel Cadence to align on pipeline creation and quality.
- Retention and Expansion Cadence to reduce churn and grow customer value.
- Planning and Feedback Loops Cadence to drive performance improvements.
Each Cadence reinforces operational rigor in a different area of the business. Together, they form a full operating system for predictable revenue growth.
Download the Top 4 Cadences Guide to explore Clari’s most important Revenue Cadences in detail and put them to work today!