How To Use the Opportunity Insights Panel
The Opportunity Insights Panel provides more visibility into deals.
Clari's integrations with your email, calendar, and other software platforms automatically collect activities as reps engage with their contacts. The type and cadence of the activity surrounding a deal are primary indicators of how the deal is progressing.
How To Use Insights
Go to Inspect > Opportunities
From there, click on any deal and the Insights Panel shows up on the right side, with details on the deal you select:
The panel has 4 tabs at the top:
1. Insights (the tab shown above)
Most of this article will focus on the Insights Tab — scroll down for a breakdown of everything under the Insights Tab. Or click here to go straight to that section.
2. Relationships
Use the Relationships tab to get details on each person you're involved with on an Account. And the activities and exchanges your team or you have had with those specific people.
At the top of Relationships:
- Use the SHOW dropdown to focus on activities by your team, or the customer/prospect's.
- Use the TIME dropdown to focus on activities for a specific time period.
- Use the search to find a person, role, or persona quickly.
3. Details
The Details Tab shows you the account's fields. Use search to find a field quickly.
4. MAP (or Mutual Action Plan)
The MAP Tab gives you details on your Mutual Action Plan from Align. Read more about Align MAPs here.
You can check things off your plan as you go from here:
Now, let's cover all the info under the Insights Tab.
The rest of the article will focus on the details under the Insights Tab and how Clari collects the data under this tab. As you scroll through details on the Insights Tab, you'll see the following sections:
AI Deal Insights
AI Insights use RevAI to create text summaries of your selected deal.
The first time you use AI Deal Insights you'll have to click the blue "Generate" button.
Then, you'll see a menu of options at the top under Overview, where you can click through different AI Insights like Next Steps, Pain Points, etc. (shown below). You can Regenerate, Copy, or thumbs up/down AI Insights — which helps Clari continuously improve them.
Deal Summary
Under the AI Insights, you'll see a summary of days to close, deal amount, and CRM Score.
MAP
Next up is MAP (Mutual Action Plan). This plan, from the Align Module, tracks progress on your deals and the Insights Panel gives you a quick overview of MAP progress. Read more about Align MAPs here.
To open the full MAP plan in Align, click View Full MAP at the top right of the MAP summary:
Deal Activity
The opportunity insights in the Deal Activity field will break down activity by type, week over week, and display the total number of activities initiated by both the rep (ie Sent Emails) and the account (ie Received).
- Each type of activity will be color coded (i.e. emails = blue, meetings = red, files = gold)
- The more activity, the darker the color in the activities will be. Lower activity will be more lightly colored.
Hover over any activity number to view the metadata for that activity. You can see who was on an email thread, the email subject, or meeting details:
Click View Activity Details to get more specifics, like the emails sent:
How Email, Meeting, and File Activities are Captured
To capture email, meeting, and file activity via Clari's integration with your email service provider (i.e. Gmail, Exchange), you must meet these requirements:
- The owner of the deal must have their email account connected to their Clari account.
- At least 1 contact on the account in Salesforce must have the appropriate email domain (i.e. @companyname.com).
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: To avoid capturing large events that are not meaningfully related to sales activities, meetings with greater than 20 participants invited won't be displayed in the Opportunity Insights.
Groove Activity in the Insights Panel
If you're a Groove and Clari customer, then your org can see Groove Activity in the Insights Panel, too. It's automatic, and Groove/Clari Admin do not have to enable this feature. Groove activity data is part of AI Summaries and Activity data. The logic for Groove Activity in the Insights Panel matches Groove's activity data logic (read more on Groove matching logic here).
Capturing Other Activities
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 to pull that activity into the Insights Panel in Clari. Also, there must be some pattern that Clari 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.
To sum all this up, 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 set up, Clari queries Salesforce to collect all of the relevant activities in the Insights Panel.
Whose Activity Is Captured
By default, Clari only captures activity between:
- Opportunity owner in Salesforce
- Contacts on the account in Salesforce or anyone whose email domain matches that of the contacts on the account in Salesforce
For example, if kenna@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 Kenna — maybe they're meeting with her boss, Jessica, who also has an @clari.com email address — then the sales rep's interactions with Jessica will still be captured.
You can set Clari to capture all activity between:
- Anyone in your internal email domain — not just the opportunity owner
- Contacts from the account in Salesforce or with the same email domain as the contacts on the account in Salesforce
But, users must have Share My Activity enabled in their Account Settings for their activity to show up in Clari. Share My Activity is enabled automatically for users like Sales Reps, but must be toggled on individually for users like Managers, Executives, or Sales Ops.
Enable Share My Activity
Click your name or initials in the top right corner > Settings > General > Share My Activity
Share My Activity is on when the toggle is green.
Learn More About Capture
For more information on how Clari's Capture module captures activity data, read our articles on Capture Settings.
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 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.
Read more about activity capture and blocklisting emails for:
