Deal Inspection in the Insights Panel

Overview

The Insights Panel provides an overview of how the deal is progressing through the sales cycle beyond what the basic CRM details may suggest. With the CRM Score, details on the engagement with the prospect or customer, and additional deal stats, you can easily pressure test the deal and identify risk. 

In this article, we'll introduce you to:
 

• Opening the Insights Panel
• The CRM Score
• Deal Activity
• Deal Status metrics

Getting Started

To open the Insights panel, you can:

1. Hover your mouse over the opportunity name, and click on the insights icon.

2. Click the insights icon on the right-hand side of the Opportunity Grid

In the Insights panel, you'll find the following information to help assess how the deal is trending.

• CRM Score
• Deal Activity
• Deal Status

CRM Score

The CRM Score predicts how likely a deal is going to be closed as won.

Scores range from 0-100 where:

• 100 = Closed Won
• 0 = Closed Lost

To calculate the score, Clari’s AI analyzes your opportunity history over the past 2 years to understand patterns of behavior for deals that were won and patterns of behavior for deals that were lost and maps your open opportunities to those patterns to predict the probability of winning the deals.

The machine learning identifies hundreds of factors (i.e. if how the Close Date has been changed, regression through the sales cycle in terms of stage or forecast category, etc.) that can positively or negatively impact the final outcome of the deal.

If you hover your mouse over the CRM Score, you’ll see the trend over the past 4 weeks and the top 3 most influential factors. For more information about the CRM Score, check out our article on How the CRM Score Works.

 

Deal Activity

Email, marketing, calendar, and meeting activity are key indicators of how a deal is trending. Deal Activity provides comprehensive visibility in this activity with no manual input required.

How Email, Meeting, and File Activities Are Captured

In order to capture email, meeting, and file activity via Clari's integration with your email service provider (i.e. Gmail, Exchange), the following requirements must be met:

1. The owner of the deal must have their email account connected to their Clari account.
2. At least 1 contact on the account in Salesforce must have the appropriate email domain (i.e. @companyname.com).

That's it! Clari automatically tracks the relevant emails, meetings, and other exchanges between the owner of the deal and any contacts with the appropriate email domain. Clari does this by looking at the email domain of each person on an email thread or invited to a meeting, and mapping the contacts back to accounts in your Salesforce environment.

Note: In order to avoid capturing large events that are not meaningfully related to sales activities, meetings with greater than 20 participants invited will not be displayed in the Opportunity Insights.

How Other Activities Are Captured

In addition to email, meeting, and file activity, Clari can also collect activity from Chorus, Dialpad, Drift, Gong, Highspot, Hubspot, Intercom, Marketo, Oracle Marketing Cloud, PFL, Salesloft, Seismic, Sendoso, Showpad, Yesware, and more!

Generally, you must be capturing an activity type in the Task object in Salesforce in order to pull that activity into the Insights Panel in Clari. Additionally, there must be some pattern that we can use to identify activities of that specific type (i.e. a subject pattern or task type) which differentiates those activities from other activities in the Task object.

Finally, the activities should ideally be associated directly with their opportunities or (at minimum) associated with the leads/contacts that can be associated with an opportunity or account.

In other words, Clari needs:

1. Activities to read in the Task object

2. A unique pattern or variable to identify what type/category of activity we are reading

3. A means of associating the identified activity to the correct opportunity

Once an integration is setup, Clari queries Salesforce to collect all of the relevant activities in the Insights Panel, enabling you to use these activities to pressure test your deals! 

To setup additional activity signals in your Insights Panel, please reach out to your CSM with the appropriate Task information that you want to implement.

Whose Activity Is Captured?

By default, Clari only captures activity between a.) the opportunity owner in Salesforce and b.) contacts on the account in Salesforce or anyone whose email domain matches that of the contacts on the account in Salesforce.

For example, if kira@clari.com is a contact on the account in Salesforce, then interactions with anyone with an @clari.com email domain will also be captured. So even if your sales rep is not emailing and meeting with Kira— maybe they're meeting with her boss, Jessie, who also has an @clari.com email address — then the sales rep's interactions with Jessie will still be captured.

You can set Clari to capture all activity between a.) anyone in your internal email domain — not just the opportunity owner — and b.) contacts from the account in Salesforce or with the same email domain as the contacts on the account in Salesforce. However, users must have Share My Activity enabled in their User Preferences in order for their activity to show up in Clari. 

Share My Activity is enabled automatically for users like Sales Reps, but must be toggled on by users like Managers, Executives, or Sales Ops.

Blocking Domains/Emails

There might be activities associated with either domains or specific emails that would otherwise show up in the deal activity data, but should really be excluded because they do not correspond to valid selling activities. 

Sometimes, you may want to exclude an entire domain from being captured in the deal activity data. The email domain of a partner who is listed as a contact on multiple accounts in Salesforce might be one that you should consider putting on the block list.

In other situations, you might need to exclude a specific email address without excluding the whole domain. For example, activity associated with automated senders from recruiting softwares (i.e. Greenhouse) or services that are added as meeting attendees for recording purposes (i.e. Chorus, Gong) should probably be excluded from activity tracking. However, these might also be valid accounts that you are selling to (i.e. Chorus and/or Greenhouse might be prospects), so you would not want to block list the entire domain.

Open a support ticket if you need to block list a domain or specific email, or need help figuring out what domains or specific emails you may need to block list.

Reviewing Deal Activity

You can hover your mouse over the dots on the graph to see the meta data for the activity. For a comprehensive walkthrough of using Deal Activity to inspect your deals, check out our article on Examining Deal Activity in the Insights Panel.

You'll also see whether or not there's a next meeting scheduled.

Deal Status

Only looking at the current state of the opportunity doesn’t give you the full picture on how the deal has progressed through the sales lifecycle.

Maybe the deal is two years old and the rep continues to push it out every quarter, or he inherited it from a previous rep. It might have been in the same stage for months and months. Use the Deal Status section to pressure test the validity of a deal.
 

Note: Clari only considers deals that were created 365 days ago in the Other Open Deals category below.