Tipalti’s Data-Driven Transformation: Building a Revenue Engine with Clari AI

After years working in revenue operations, April Larsen knew firsthand the inefficiency that came with manual processes. “Everything was driven by spreadsheets with numbers that were already out of date,” she says. Data was never live from Salesforce, teams had no real-time visibility, and reports were being pulled manually.

But when April joined Tipalti as VP, Sales Excellence, things started to look different. That’s because the financial technology company had recently adopted Clari; rolling out Clari Forecasting for pipeline management, Copilot for conversation intelligence, and Align for process optimization.

Since the rollout, the impact of Clari has been transformative. April estimates that 90% of Tipalti’s inspection activities now take place directly within Clari dashboards, creating a new level of operational excellence and eliminating tool fragmentation. 

Tipalti now benefits from immediate access to real-time data, eliminating the delays of manually compiled reports. Historical trends reveal patterns in forecasting accuracy, and leadership can easily move between high-level metrics and deal-specific details. “Clari has become the backbone of our RevOps team’s process,” April says. “It gives us clarity and access to more data, faster. You don’t have to wait for someone to run a report and send it to you.”

Clari’s AI-powered insights have been huge for managers: “Instead of a manager listening at 1.75x speed to see if a rep mentioned a product, Clari does it for you. That’s a game changer.”

Prior to Clari, Tipalti had been using Chorus for post-meeting analysis; but after Clari, manager adoption of call inspection increased significantly. Consolidating inspection and analysis activities into a single platform where managers already spent their time made Clari even more integral to operations. April points out, “I tried to solve this at other companies with other tools and home-built stuff… and Google Sheets that connect to Salesforce, and none of them really worked. This works.” 

Clari is now deeply embedded into Tipalti’s daily workflows, with reps using it to update opportunities, enter forecasts, review call recordings, and guide conversations with customers. At the same time, managers and directors rely on Clari for deal inspections, process adherence, and coaching. Meanwhile, RevOps teams are able to analyze pipeline health, forecast trends, territory coverage, and executive-level reporting.

According to April, adoption was led from the top, with leadership championing Clari as the single source of truth. Embedding Clari into daily sales workflows, and ensuring frontline managers used it consistently, has been the key to Tipalti’s revenue success. 

Clari gives every leader, from VPs to frontline managers, immediate access to the data they need to run their business. No more waiting on outdated reports; instead, they can quickly spot trends, track conversions, inspect stalled deals, and see forecasts in real time. “Data is power, and Clari has a lot of data,” she said.

Tipalti’s success with Clari comes down to three things: executive commitment, empowered frontline managers, and seamless process integration. By embedding Clari into daily revenue workflows and backing it with structured training, Tipalti has built a culture of consistent execution and accountability.

With Clari as the foundation of its revenue operations, Tipalti has moved from a spreadsheet-driven process to a data-powered, AI-enhanced revenue engine. The results: remarkable adoption, faster decision-making, and a scalable framework for sustainable growth.

Ready to transform your revenue operations like Tipalti? Learn more about how Clari can help your organization achieve similar results. Get a demo.