New report identifies innovative offerings that help technology and service providers improve sales effectiveness and complement existing CRM investments
Sunnyvale, Calif. — May 16, 2017 — Clari, the leading provider of Opportunity-to-Close solutions, today announced it has been recognized by Gartner as a 2017 Cool Vendor in the Tech Go-To-Market report.
Clari leverages artificial intelligence to solve the enterprise’s most difficult sales problems across the Opportunity-to-Close (OTC) process, which spans the point from when a lead converts to a sales opportunity to when a deal is signed. When this critical process stalls out, every member of the sales organization is affected.
“Major sales execution challenges enterprises face are interconnected and can’t be addressed in silos,” said Andy Byrne, CEO of Clari. “Hurdles related to rep productivity, pipeline visibility, and forecasting are all tied to the broader OTC process. By analyzing human behavior and identifying buyer’s engagement patterns found in CRM and other business systems, we’re tackling these hurdles head on, making sales easier and more predictable. We are honored to be recognized by Gartner as a Cool Vendor.”
Clari solves OTC problems by using predictive analytics to evaluate opportunity health and actual prospect engagement not just based on data within CRM systems, but also through e-mail exchanges and calendaring activity. Armed with greater pipeline visibility, sales teams can confidently forecast based on what's likely to close. Clari’s OTC solutions also provide prescriptive deal guidance to managers and reps to improve win rates.
“With Clari, Juniper’s sales managers can quickly assess where reps need more guidance and tap into the platform’s predictive analytics to steer them in the right direction,” said Peter Moses, vice president, worldwide go-to-market operations, Juniper Networks. “Managers can spot which deals are moving, which are not, and evaluate pipeline strength across the entire sales team.”
“Forecasting and pipeline management have become more challenging for many B2B sales leaders as buyers exert ever more control over their buying processes,” wrote Todd Berkowitz, Gartner Research Vice President. “Predictive sales analytics applications not only provide huge productivity boosts by automating this largely manual task, but also provide greater accuracy and visibility around the expected outcome of individual deals, as well as the likelihood of meeting forecast targets.”*
Download a complimentary copy of the April 2017 Gartner Cool Vendor report.
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*Gartner, Market Guide for SaaS-Based Predictive Analytics Applications for B2B Sales and Marketing, Todd Berkowitz, September 2016