Market Perspectives

We are happy to share insights about Clari, drawn from our latest research, the Revenue Performance Management Value Index, which assesses how well vendors’ offerings meet buyers’ requirements.

In all our Value Indexes, we utilize a structured research methodology that includes evaluation categories designed to reflect real-world criteria incorporated in a request for proposal and vendor selection process for analytics and business intelligence. We evaluated Clari and 11 other vendors in seven categories, five relevant to the product (Adaptability, Capability, Manageability, Reliability and Usability) and two related to the vendor (Total Cost of Ownership/Return on Investment and Vendor Validation). To arrive at the Value Index rating for a given vendor, we weighted each category to reflect its relative importance in an RFP process, with the weightings based on our experience and on data derived from our Benchmark Research on Revenue Performance Management.

Clari was categorized as a Vendor of Merit, ranking 11th overall in this Value Index assessment. It ranked 11th in overall Product Experience, where it performed best in Manageability. It ranked 11th in overall Customer Experience, and performed best in TCO/ROI. Its overall performance was impacted by its lower rankings in Capability and Adaptability, which represent 30% of the weighting in the overall Value Index.

Our assessment finds that Clari could perform better in many of the evaluation categories by focusing on a broader set of capabilities that support revenue performance, including territory, quota, incentive compensation and planning. In Usability, the company could examine accessibility, with more focus on a broader range of personas supported beyond the direct sales team. Organizations evaluating Clari should examine the vendor’s approach to providing analytics, forecasting, intelligence, pipeline and analytics for revenue operations.

Clari did not actively participate in the evaluation process and request for information for this Value Index. This assessment was based on Clari’s products that support RPM and were available in 2021, and through publicly available information. Since the release of the Value Index, enhancements to the administrative capabilities of Clari Studio that allow revenue leaders to make self-service changes to forecasting modules, and configure and manage fields across layouts.

Prospective customers should look at their organization’s evolution in moving from a sales focus to a revenue focus and better understand whether existing processes and technology are a strong enough foundation for where the organization is today as well as where it is going. The added complexity of adopting multiple selling channels and a broader number of roles directly linked to revenue prompts a reassessment of whether existing processes and technology support the necessary balance of resources, incentives, and performance tracking to align all the teams involved.

This research-based index is the most comprehensive assessment of the value of Revenue Performance Management software in the industry. Technology buyers can learn more about how to use our Value Index by clicking here, and included vendors that wish to learn more can click here. Read the report here