Clari Forecast for Consumption
Note: This feature is in beta and will be available to all users soon!
Revenue teams are navigating significant shifts in how their businesses run revenue. Consumption or usage-based pricing models provide opportunities:
- Efficient Execution: One place for GTM teams to stimulate use cases and inspect consumption growth.
- Holistic Visibility: Revenue motions across land, expand, and renew one place.
- Better Accountability: Aggregated models and usage data in the context of forecasts improve accuracy.
Use Cases
Leaders, Account Managers, and other revenue pros can:
1. Drive accountability by identifying new use cases and focusing on adoption.
- Understand current and future use cases to drive growth and predictability.
- Transform from “monitoring” to revenue predictability and governance.
2. Identify spend that’s not being booked.
- Understand where customers are under- or over-spending.
- Identify missed opportunities in spend that are under the radar and not being booked.
3. Understand how customers track against their committed spend.
- Assess whether a customer is on track to meet their commitment.
- Intervene sooner to protect committed spend and ensure customer value is realized.
How To Use Forecast Consumption
1. Go to Forecast and the tab(s) configured for your consumption forecast:
Note: Tab names differ. Reach out to your company's RevOps team if you don’t know which tab to use!
Once you enter the correct tab, all the entities appear under your name in the forecast main grid. Clari Modes configures the entities, which are aligned with how your RevOps team wants the business to forecast and roll up the revenue.
2. Click the arrow dropdown to see the other entities nested. (If there's no arrow, then nothing is nested there).
For Leaders: This is where you'll see your team/direct reports that roll up to you. For Consumption Forecast, your team will be required to forecast on entities (E.g., an account) and have those forecasts roll up to their overall business forecast at their user level.
To see the nested entities, there are two workflows:
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Expand down to a sales rep
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Use the settings toggle (team vs. object)
Leaders can also switch to “object view” (top right) which shows all entities that roll into your business across your direct reports. You can always switch back to “team view” to see the entities grouped by owner (direct reports):
Consumption Forecast Icons:
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✅ indicates that you have completed all the forecast submissions for the object.
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🕐 indicates that you are due to submit a forecast for the object
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❌ indicates that you haven’t submitted a forecast for the object.
To submit a forecast:
- Double-click a cell or click a cell's pencil icon.
- Enter your forecast and relevant notes.
- Click Save.
As you submit forecasts for all the entities, in the right-side panel, you'll see the rollup of all your forecast entries:
Entity Rollup: This is the rollup sum of all the forecast submissions made by your direct reports (owner of the entities).
Entity Adjusted Rollup: This is the rollup sum of all the forecast adjustments you made to the entities that roll up in your overall business.
Note for leaders: You don't need to submit an adjustment for every entity to get a rollup. Clari adds the forecast submission made by the rep for the entities that don't have an adjustment.
How to Inspect Consumption
Read this article to learn to inspect consumption.
