Clari Modes in Field Configuration

Overview

Salesforce forecasts are based on hierarchy. So, you might have a habit of assigning opportunity ownership by role hierarchy. Totally understandable. 🙂

But in Clari, you can adjust how opportunities roll up in your hierarchy. For example, say you need an opportunity to roll up to Team A—when that opportunity is owned by Team B. We’ve got you covered.

We call that capability, Modes. 

 

Modes Terminology

Let's cover some common terms you'll see when you configure Modes.

Reporting Object: CRM (Salesforce) object that represents individual rows within Clari. Includes: Opportunity, Account, Other Object.

Query Object: CRM (Salesforce) or a non-CRM object that holds the data you would like to aggregate on.

Mode Reference: The existing mode that helps connect the query object to the reporting object.

Field Reference: Secondary key on query object to associate back to reporting object. Helps enforce the many-to-one relationship between the query and reporting object.

Owner: This field is used as the default owner for each instance of the reporting object. The field could be on the query object, reporting object, or most objects that are accessible via the reference field on the reporting object.

Aggregation Field: The number or currency field that is used for aggregates between query and reporting objects. This field should be on the query object.

Module: Modes can be module specific. These include Opportunities, Pulse, Trend, Waterfall, Flow, and/or Forecast.

Role: Modes can be role specific.
 

Note: Mode Reference and Field Reference only need to be identified when the Query Object and Reporting Object are NOT the same. When the Query and Reporting objects differ, the Mode Reference and Field Reference tell Clari what path to take to connect the Reporting Object to the Query Object.
 

Modes

Sometimes finding your deals and getting the correct amount is not as simple as rolling up the opportunity and the full amount on the opportunity. 

Clari can support different modes in order to filter on Opportunities, Products, Splits, or Revenue Schedules. Custom modes allow you to define custom owner fields and in some cases, leverage custom objects.

Different modes can be leveraged across the Clari Platform. This example shows you how you can change the mode in the Opportunities module.   
 

Different modes pull different records from Salesforce. So, when you choose a mode, it tells Clari:  

1. Which Salesforce records to query
2. How to identify the owner(s) of a record (i.e. opportunity)
3. And, which amount field to aggregate
 

The table below shows 3 standard modes that Clari supports. 
 

Note: You cannot sort on Amount fields in Product and Splits modes because Clari is aggregating one or more split or product records in each row that you see in the Grid.

You can also set up custom modes. The table below shows a few examples of common custom modes.

Note: If you are using a custom field for the Ownership expression, it must be a reference field. 
   

Opportunity Mode (Default) Example

1. Each row represents an opportunity record.

2. Aggregated amounts are based on the amount field on the opportunity record.

 

Custom Mode Example (Geo Mode)

1. Each row still represents an opportunity, but when you group by “Owner”, it will use the Geo Owner field on the Account record instead of the Opportunity owner. 

2. In Dashboards and Analytics when you change the Scope and select a Geo Owner, it will show you the data for all the deals where that Geo Owner is listed in the Geo Owner field on the Account record.
 

Hierarchies and Modes

The combination of the hierarchy and the mode determines what a user sees throughout the platform. Some combinations of the hierarchies and modes are better for particular scenarios than others.


Let's use the Custom Geo Mode in Forecast as an example. This combination of the role hierarchy and a custom mode may be a good fit for Customer Success teams if they do not own opportunities, but are attached to opportunities via a custom field (i.e. a custom Geo Owner field, a custom CSM field, etc.). In this example, the custom Geo Owner field is on the Account record. 

How To Create a Custom Mode

1. From Clari Studio, click Actions in the top right corner. 

2. Choose Create Mode.

3. Select Custom Mode, then Next.




 

4. Name your Mode and choose: Reporting Object, Query Object, Owner Field, Aggregation Field, and Module (for definitions of these fields, refer to the Modes Terminology section above). Then, click Next.

5. Click the menu under Copy Fields from Another Mode to choose which field to copy from. Then, click Next. 

6. Choose the order of fields in each layout. Use  to change the layout. Click Next to save your order. Or, click Skip if you want to use the default order. 

7. Review your changes and click Create New Mode to save the mode.