Clari Accounts Module Overview

 

Accounts captures email and calendar data from your sales team, giving you visibility into their engagement across their target accounts.

Note: Accounts is an add-on to the core Clari platform. If you don't have access to Accounts, but want to learn more—contact your Clari administrator or CSM. 

This data is incredibly valuable for:
 

• Account Heatmaps: Seeing activity for an account so you can easily understand which ones are healthy and require attention. 
• Engagement KPIs: View meetings, emails, and other engagement metrics across accounts to ensure your reps spend their time and effort wisely. 
• Territory Coverage: Tracking rep engagement against their accounts so you can optimize territory distribution and make sure all accounts are getting enough attention.
• Account Whitespace: Quickly identify accounts with no recent activity so you can prompt your team to increase engagement.

Let's let's know what you need to know to get started! 🏎️
 

Navigating Accounts

Check out these tips for navigating Accounts.
 

a. Select a or Start a new View: Select from an existing view or start from scratch with a new view.
 

b. Mode Selector: Choose a mode that contains the relevant fields for your account inspection use case. Please contact your admin to create new modes or add missing fields.
 

c. Filters: Narrow down the set of accounts you're looking at or focus on specific accounts when aggregating activities by a rep with filters. With an account filter on, Accounts only show accounts that match that filter. Even in the Rep view, activity aggregates will only include accounts that match the filter(s
 

d. Timeframe Drop-Down:  Select the time period for the activity data (i.e., This Week, Last Week, This Month, Last Month, etc
 

e. Account List: Inspect the filtered list of Accounts with relevant CRM and ingested data. Quickly sort on any column via the header

f. Activity Count:  Inspect activity for each account by Emails, Meetings, and files sent and received.

g. Activity Timeline, Relationship Insights, Details, and Opportunities Panel:  The Activity Timeline summarizes the activities associated with an account or rep over a weekly or monthly timeline.

Relationship Insights allows sales managers, reps, and even SDRs to answer critical questions about who they're engaged on accounts.

The Details Panel lets you view additional details about the account pulled from Salesforce. The Opportunities Panel displays the deals associated with an account, sorted by Open, Closed-Won, and Closed-Lost.
 

Account Modes

You can view Accounts via different modes. 

 

Account Owner Mode

The first way to view your team's activity is by account.

In this mode, we look at all activity for the users/roles selected in the hierarchy and associate those activities with accounts from your Salesforce instance.

It works by examining external meeting attendees and email recipients and matching their email domains to accounts with contacts who have the same domains. Internal activities are excluded.

Unlike the deal-oriented activity tracking elsewhere in Clari, the Accounts Module includes accounts whether or not they have an active opportunity.

 

Each cell in the grid represents the number of activities (like meetings, emails, or files) with that account in the selected time period.
 

Hover over any cell in the grid to view additional activity details, such as date, initiator, subject, and attendees or recipients.

Note: You can see these details for up to the last 20 meetings for meeting activities. To avoid capturing significant events irrelevant to sales activities, meetings with more than 20 participants invited won't be displayed in Opportunity Insights.  

To understand what's going on in an account— it's essential to check out active and historical opportunities. You can access opportunities associated with an account by expanding the Opportunities Panel. To expand the Opportunities Panel, double-click any account in the grid or click the coin icon on the right side of the grid.

All Engaged Accounts

This mode shows all the activities from users below the selected node and matches them to the best fit account, regardless of ownership. You can use this mode to track activity for non-account owner use cases (e.g. SE’s, SDR’s, etc). For account owners, this view allows visibility into all of their external activity, including accounts that they don’t own (e.g. engaging with partners).

Team Selling Mode

Team Selling Mode is an additional configuration option that gives you the ability to see a broader view of activity within your reps' accounts. It's useful in cases where you have many different teams (e.g. overlays, product specialists, etc) that interface with their accounts. In these scenarios, it's difficult for everyone to have a full picture of what’s going on so they can coordinate their efforts. To enable this feature, reach out to your CSM.

 

View Activity Data by Rep

Accounts also allow you to view activity data by rep to see how your team performs across all the accounts they work on.
 

• See which reps have the most activity, and establish benchmarks for what great activity looks like.
• Identify cases where reps may be falling behind and need help or coaching.

 

In Rep Mode, the grid shows the aggregate number of rep activities in the specified period.

The Recent Activities graphs on the right provide a more detailed picture by tracking total activity weekly or month over month. This is a great way to understand overall rep activity against their targets.

To get a summary of the top accounts a rep is spending time with, double-click their row or click the icon on the right side to open the Top Accounts Panel.

This panel will also show you whether or not each of those top accounts has an open opportunity.

Chart Mode

Chart Mode allows you to visualize overall coverage and ensures that each team has enough resources to cover its target accounts. You can also view which portion of each seller's accounts has meetings and emails/files exchanged. 
 

Quick Pivot in Chart Mode

We added a shortcut to the seller's account setting navigation in Accounts. To get these insights, first apply the Count: Accounts Engaged filter.  

When viewing Accounts Engaged in Rep Mode, users can hover to see Accounts Owned, Accounts with Meetings, or any other activity column to view the accounts that are contributing to that total and quickly view the Activity Timeline, Relationship Insights, Details from CRM, and Opportunities associated with that account or set of accounts.

View Data by Territory Hierarchy

In either account or rep view, you can filter the grid based on territory assignments and see activity against these accounts/users based on territory association. To View Territory Hierarchies, select it from VIEW MODE in the top left corner. 





Let's cover some functional differences in the Accounts module when your company uses territories. 
 

Differences between Territory and Role Hierarchies for Accounts

In addition to Scope being driven off of territories instead of roles, the main difference between role and territory hierarchy in Accounts is the addition of All Territory Members Mode to replace All Engaged Accounts Mode as the out-of-the-box mode that works without any concept of ownership. 


Account View

In All Territory Members Mode, you will be associated with the territory selected (like Americas—West). From an activity perspective, Clari will show all activities from users associated with the territory selected for each account in the grid. 

This differs from ownership mode—Clari shows all accounts associated with a territory but only shows activity that includes the account owner. 


Rep View

In All Territory Members Mode, you'll be associated with the territory selected (like Americas—West). From an activity perspective, you'll be associated with the territory selected for each user. 

All Territory Members Mode is helpful in cases where a user (like an SDR or SE) is associated with a territory but does not own the accounts they work with.

 

Sub-Object Modes

To learn more about sub-object modes in Accounts, check out this article. 

 

Configure Columns in Accounts

You can create custom views to help answer questions such as “What accounts do I own with a renewal date of this quarter?” Follow the steps below to configure columns for custom views and filters.

 

1. Click on the ellipsis Action menu in the top right corner of the page or open the column menu for any column in the table:

 

 

2. Select configure columns to find the column settings.

3. Use the toggle to change the visibility of a field or drag fields to change their order. Click Save.

4. Finally, to persist your changes in the view, click Save again in the upper right corner.

 

Editing Fields

In Accounts you can edit Account object CRM fields of various types:

 

• Boolean

• Picklist

• Multi-Picklist

• Text

• Amount

• Currency

• Date

• Reference

 

Here are some examples of fields you should be able to edit:

 

• Renewal Date
• AM Priority
• Health
• CSM Notes
• Amount

 

To edit a field, just hover over a field you’d like to edit and click on the pencil icon to edit. Once changed, click Save, and Clari with push that changed value directly to Salesforce. 

 

Modify Fields from Insights Panel

This feature is in beta and will be available to all users soon.

 

You can now modify CRM fields with in-line editing from the details panel on the right of the page in addition to the table itself.

 

1. Hover over an Account in the grid and click the ellipsis (...)
2. Select “Details" and change the value of any field that is not marked as read-only in Clari Field Configuration:

 

 

 

Column Totals

For Account views with amount or currency fields (i.e., Renewal Amount, TCV, Licenses, etc) the Accounts module shows an aggregated total across all accounts in your filter criteria at the top of the table. This is especially useful for answering questions like, “What is the total ARR up for renewal this month or quarter across all of my accounts?”

 

Note: This includes aggregates for CRM or Ingested data both coming from the Account or any related object as part of the mode such as Open Opportunity Amount, Users, etc.