Prior to working with Clari, David faced a number of challenges when it came to managing revenue predictably and ensuring that he had accurate and dependable forecasts. When it was time to make a change, David knew he didn’t need to shop around — as a previous customer of Clari, he knew the platform was best-in-class.. He bypassed other platforms and zeroed in on Clari’s ability to deliver fast, actionable insights.
Within three months of joining BirchStreet, David implemented Clari’s AI for revenue, and gained increased visibility as well as clarity on revenue projections, forecasting, and growth.
“I recognized Salesforce would not meet my requirements. It was too cumbersome to get the data I needed quickly and easily, so I focused my energies in ensuring Clari was implemented, the way the business needed it.”
David Schloss
Chief Revenue Officer, BirchStreet Systems
Using Clari’s AI to Flag Risks and Increase Deal Velocity
David also points to Clari’s AI in helping his team identify risks in deals before they become larger issues. With the help of Copilot, they can listen to customer conversations and follow up on objections, questions, and concerns so that the client feels assured they are being heard.
“Clari’s Copilot will surface up the key points, the concerns, the questions, and also help identify and improve our engagement with that customer so that the conversation is collaborative and not one-sided.”
David Schloss
Chief Revenue Officer, BirchStreet Systems
Clari’s Copilot and Align tools flagged stalled deals and reduced cycle times by keeping multi-threaded engagement on track. In one particular instance, BirchStreet’s CEO – who uses Clari extensively – identified a deal that he had a contact at. He recognized that the deal required a deeper level of engagement, and subsequently met with a key executive onsite. Having that kind of visibility across the organization has allowed BirchStreet’s executives to touch its customers and prospects in a more timely way, while also understanding where they are in the cycle.
“Clari's AI through Copilot allows us to really pay attention to our deal cycles, and also engage in any of these meetings to ensure that we are communicating in a manner that is aligned to the customer's goals and objectives.”
David Schloss
Chief Revenue Officer, BirchStreet Systems
Clari Drives 70% Year-over-Year Growth in Bookings
By aligning go-to-market efforts to a well-defined TAM and ICP, BirchStreet has been able to grow its bookings by 70% YoY. David says the clarity that Clari provided across pipeline health, sales stages, and account alignment was pivotal to this success.
“Clari has helped our business grow by over 70% bookings year over year.”
David Schloss
Chief Revenue Officer, BirchStreet Systems
Multithreading to Keep Deals Moving
David highlights Clari’s ability to eliminate single-threaded communication with BirchStreet’s customers, which dramatically improves the odds of deals closing and reduces sales cycle times. By using Align, BirchStreet is able to ensure that its customers have a clear understanding of the sales process and, more importantly, that this clarity extends across multiple stakeholders within the customer's organization. By identifying the sales process and deals that may have stalled, David and his team are able to take action and quickly formulate plans to address these issues.
Forecast Accuracy Within 3 – 5% Every Quarter
Thanks to Clari’s powerful AI-driven insights and robust forecasting tools, BirchStreet was able to consistently deliver highly accurate forecasts, landing within 3 - 5% of actuals for an impressive eight consecutive quarters. This level of precision not only reflected the reliability of Clari’s platform but also built strong internal confidence in the numbers across the organization.
“Clari is able to deliver a predictable and consistent forecast that not only our CEO and board appreciate, but the entire sales and organization can now plan accordingly based on this accurate forecast.”
David Schloss
Chief Revenue Officer, BirchStreet Systems
As a result, the executive team was empowered to make strategic decisions with far greater certainty — scaling operations with minimal risk, optimizing budget allocation, and planning resourcing initiatives with clarity and control. With Clari, BirchStreet established a culture of data-driven execution that supported long-term growth and operational efficiency.
Improved Pipeline Conversion and Win Rates
With Clari, David’s team optimized pipeline coverage using Groove and focused energy on the highest-potential ICP deals. This led to win rate improvements between 3–7% across sales stages, driven by better qualification and engagement.
Staying Aligned and on Schedule
Navigating complex, high-stakes deals is never easy — especially when multiple teams and stakeholders are in the mix. For David and his team, having the right tools was essential to driving alignment and maintaining focus during a critical renewal with one of BirchStreet’s largest international customers.
By leveraging Mutual Action Plans with Align, and clearly identifying key stakeholders, the team ensured seamless communication and visibility at every stage. Despite the complexity and number of people involved, nothing slipped through the cracks — and the renewal was completed on time, without a hitch.
Dramatic Reduction in Slipped Deals
Clari has helped BirchStreet surface risks much earlier in the process by flagging committed deals with little to no recent activity, giving the team visibility into potential issues before they became critical. With these insights, leadership is able to step in at the right moment—whether that means re-engaging the customer, reallocating resources, or providing additional support to the sales team.
This proactive approach ensures that at-risk deals are either kept on track through timely intervention or accurately reprioritized to reflect the current reality of the pipeline. As a result, the team avoids surprises at the end of each quarter and maintains greater control over their forecast and execution.
“Clari has helped reduce slipped deals by allowing leadership to have great insight into kind of pressure-testing the deals. So we can see instantly in Clari when a deal was last, interacted with, when the last time we sent an email out or got a meeting.”
David Schloss
Chief Revenue Officer, BirchStreet Systems
Thousands of Hours Saved
David estimates that BirchStreet’s sales reps have reclaimed 2–4 hours per week by managing opportunities directly within Clari rather than sifting through disparate Salesforce reports. Leadership has also benefitted with better team oversight and reduced admin overhead.
“Clari’s created a multitude of positive impacts on my team.”
David Schloss
Chief Revenue Officer, BirchStreet Systems
