Adaptive Revenue Metrics
Overview
Keeping track of the revenue performance metrics that matter for your business is a big deal. With Adaptive Revenue Metrics, you can get instant visibility into the performance metrics that matter for your business, using up-to-the-minute quota, forecast, and CRM data.
Table of Contents
Adaptive Revenue Metrics Webinar
Basic Orientation
Use Cases
In-App Video Example
Add ARMs to Your instance
Adaptive Revenue Metrics Webinar
Learn about the Adaptive Revenue Metrics feature and the top KPIs that will help you boost revenue confidence in the webinar recording below:
Basic Orientation
Hover over an Adaptive Revenue Metric field in Forecasting to review the description of that metric (i.e. "pipeline coverage against quota").
Click on an Adaptive Revenue Metric, and the calculation for that metric will be displayed in the panel on the right-hand side of Forecasting.
You can also hover over the information icon ("i") in the panel on the right-hand side of Forecasting to review the description again.
Note: Adaptive Revenue Metric fields to not have a list of opportunities associated with them. In the GIF above, the list of Opportunities in the panel on the right hand side is inclusive of our total pipeline.
Use Cases
| Use Case | Example Adaptive Revenue Metric |
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I need to understand the coverage of my pipeline to my total forecast.
| Showing a coverage of 4.5x or 450% when you have $2.2M in total pipeline and have a forecast of $490K. |
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What's my pipeline coverage against my quota?
| Showing a coverage of 3.2x or 320% when you have $1.6M in total pipeline and have a quota of $500k. |
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What's the difference between our Base ARR and our Renewal ARR?
| Showing a difference of $1M when Base ARR (CRM Totals) is $2M and Renewal ARR (CRM Totals) is $1M. |
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What's the weighted forecast with an 80% weight?
| Showing a $800K weighted forecast when you’ve forecasted $1M against a 0.8 weight. |
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What's our expected forecast coverage for the entire year?
| Showing a 95% coverage when you’ve closed $800K YTD, forecasting $150K for Q4, and you have a quota of $1M. |
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What's our gap to the forecast (or quota)?
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Showing a gap of $500k when your total closed-won amount is $35.5M and your forecasting $36M.
Showing a gap of $2.5M when your total closed-won amount is $35.5M and your quota is $38M.
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What's the difference between our forecast and our quota?
| Showing a difference of $700k when you're forecasting $3.3M against a quota of $4M. |
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What's the average amount for our open opportunities in Commit (or Best Case, or Pipeline)?
| Showing $600k as the average deal size of the open opportunities in Commit for the quarter. |
| What's the Average Selling Price (ASP) for our closed opportunities? | Showing $450k as the average deal size of opportunities that have been closed as won in the quarter so far. |
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What percentage of our deals moved to Closed Won from S2 (or S3, or S4)?
| Showing a 19% Close Rate and $500k closed amount for all deals that started in S2 at the beginning of the quarter vs. what was closed by EOQ. |
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What percentage of deals are converting from S1 to S2, S3, S4, or Closed-Won?
| Showing an 85% Conversion Rate for all deals in S1 that moved to S2, and/or a 54% Conversion Rate for all deals in S1 that moved to S3, etc. |
|
What is our forecasted renewal rate?
| Showing a 90% Forecasted Renewal Rate when your Renewal Forecast call is $900,000 and your Target Renewals is $1M. |
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What is our forecasted Net Retention?
| Showing 110% Net Retention when your Upsell Forecast is $200k and your Renewal Forecast is $900k against your Target Renewal of $1M. |
Example
In this video, check out how Clari's AVP of Enterprise Sales uses Adaptive Revenue Metrics to inspect his business. There are an abundance of useful metrics that Clari can calculate, and we encourage you to discuss them with your Clari CSM, but these examples can help you start thinking about what metrics would be helpful for your revenue teams:
Adding ARMs to Your Instance
Reach out to your CSM to gather requirements so they are able to submit a request to add an Adaptive Revenue Metrics column(s) to your Forecasting Module.
For more on Adaptive Revenue Metrics, check out this slide deck .
