Analytics Overview
Note: Your Clari CSM or the support team will need to enable these modules for you. Reach out to enable!
Overview
Analytics contains 5 modules: Pulse, Waterfall, Funnel, Flow, and Trend. You can find them under Analytics in the top nav.
Note: Data might be different in Analytics visuals (Pulse, Waterfall, Funnel, Flow, Trend) versus data you see when you drill down into the Opportunities Module. This usually happens because in the Opportunities Module, Clari queries Salesforce and gets live data, but in Analytics modules, data refreshes every 15 minutes.
This article shares the basics for each Analytics module—and you can click on the linked articles under each module for more detail.
Pulse
Pulse helps you monitor KPIs, identify risk, understand what's driving change, and course-correct to hit your number. When you’re trying to get a ❤️ pulse ❤️ on your business — you need to answer key questions:
- How are we tracking against our linearity targets?
- How has our pipeline evolved, and are we building enough pipeline?
- What number are we forecasting and are we tracking toward our close plan?
With Pulse you can instantly answer these questions for any team, individual, or business segment in real-time. Pulse displays your pipeline by forecast category or stage (depending on your configuration) day-by-day, week-by-week, or month-by-month based on if you're looking at a Month, Quarter, or Year in Pulse.
Hover over any segment in the bars to get a snapshot of the amount in that category for that day, week, or month:
🥽 Read this for a deeper dive on Pulse. 🥽
Waterfall
With Waterfall, front-line managers and leaders can quickly determine what caused pipeline numbers to change over time. They can also determine what generated or removed pipeline and get insight into where it stands today. You can answer questions like:
- Are there any major changes I need to be aware of?
- What amounts have changed that might impact our close number?
- What's no longer forecasted?
Waterfall has standard buckets that tell the story of what happened to your pipeline between the selected start time and end time.
👀 Peep the KPIs and buckets:
🌊 Read this for more about Waterfall. 🌊
Funnel
Funnel gives you transparency into your sales motion so you can understand how deals convert through your revenue process. And, you focus your attention on improvements.
With Funnel, you see each step in your process between two points in time and get metrics like win rate and average sales cycle for the cohort you define.
Funnel helps you answer questions like:
- Where do we need more enablement?
- Is there part of our process we need to tweak?
- Are any of my territories doing better than others? And, what are they doing differently that we can operationalize?
🕵️ Learn more about Funnel. 🕵️
Flow
Flow lets you visualize pipeline movement over any time frame, showing deals won, lost, slipped, and even variations of new business coming in. Flow enables you to have strategic, data-driven 1:1s and QBRs. 🕺
With Flow, you can answer questions like:
- Why did we lose deals last quarter?
- How do we get ahead this quarter?
- Any trends that leaders need to know about (like competitors or macro effects)?
Check out Pipeline Movement in Flow:
⛵ Learn more about Flow. ⛵
Trend
Trend uses historical data to help you pressure test your forecast call and identify potential areas of risk. Executives, Managers, and Sales Ops want to know how things stand for the current quarter compared to the past.
Trend helps you answer these questions:
- Are we ahead or behind on closed deals compared to the same time over the past four quarters?
- How much can we expect to create and win this quarter?
- How can I coach my team on how to close this quickly?
With trend you can:
Compare how much you closed to date in the current quarter cvs the same time last quarter and the quarters prior through the same time last year.
Review Clari’s projection for how you’ll finish the quarter.
Review historical conversion ratios by forecast category or stage.
😎 Read more on Trend. 😎
Learn More
That's a wrap on our Analytics Overview. But if you're a manager or leader who's curious about how to leverage Clari Analytics to Run Revenue—check out our Analytics for Managers and Leaders course in Clari University.
