Relationship Insights

Relationship Insights allow sales managers, reps, and even SDRs to answer key questions about their accounts:
 

• Are we single-threaded or multi-threaded in this account? Are we building a broad base of support?

• Who are the most engaged stakeholders in the account?

• When was the last time we engaged with a key stakeholder?

• Have we engaged with a specific persona that matters in our deals (i.e. CFO)?

• Which resources have been involved from our team? Do we have all the right people in the loop to ensure success?
   

 

Basic Orientation

Relationship Insights provide visibility into which people are involved in every account, allowing you to better understand your customer relationships with real-time engagement data. With Relationship Insights, sales teams can make sure they're working with all the right stakeholders to drive successful deal outcomes and maintain healthy business relationships.

Open the Relationship Insights tab (a):

 

Expand the Relationship Insights tab (b):

 

The individuals displayed in the Relationship Insights tab are all pulled from meeting and email exchanges matched to the selected account in the selected time period. By default, the time period in Relationship Insights will match the time period selected for the Grid in Accounts, but this time period can be adjusted independently.
 

You'll see these details for each person:
 

• Name*
• Title*
• Next meeting data (if present)
• Last engaged date (date of most recent activity of any type)
• Number of meetings, emails sent/received and files sent/received
• Activity details for any of those types upon hover

 

Note: If an activity participant matches an existing contact on the account in Salesforce, the. name and title information will be pulled from the contact record in Salesforce. If an activity participant does not match an existing contact record in Salesforce, them name information may be pulled from the activity metadata, but may not always be present. If there is no existing contact and no name in the activity metadata, then the email address found in the activity data will be displayed.
 

All individuals involved in the activities that are relevant based on the account selected will be displayed. You can find specific people by searching on either name or title in both the Us and Them sections.

Participants will be sorted by total activities by default, but can be sorted based on any specific activity type.

 

Actions you can take in the Relationships Tab:

 

• Find specific people by searching on either name or title in both the Us and Them sections.

• Sort participants based on any specific activity type, or by total activities (default).

• By default, the time period in Relationship Insights will match the time period selection for the grid, but it can also be adjusted independently.

• You can pin/unpin external or internal participants to filter the opposite list of participants to only those that have engaged directly with the pinned stakeholder (i.e., if an internal participant is pinned, we’ll filter the external participant list). Hovering over the opposite participants will highlight connections lines between the two parties.
   

 

 

Relationship Insights in the Opportunity Grid

Relationship Insights is a feature within the Insights panel of Opportunities that allows you to better understand your customer relationships using real-time engagement data. It provides visibility into which people are involved in every deal so that sales teams can ensure that they are working with the right stakeholders to ensure successful deal outcomes.

When you select an opportunity and navigate to the Relationships tab, either by selecting the tab in the right panel or by clicking directly on the action button in the grid, the people displayed are all pulled from any configured activity signal (e.g., meeting, email, Outreach, etc.) associated with the opportunity.

If an activity participant matches an existing contact on the account in Salesforce, name and title information will be pulled from the contact record. If an activity participant does not match an existing contact record in Salesforce, the name information may be pulled from the activity metadata (but will not always be present). In scenarios where there is no existing contact and no name in activity metadata, we will only display the email address found in the activity data.

 

Under each person, we display the following:

Name (when available from contact record or activity metadata)

Title (when available from contact record); For internal participants that match registered Clari users (Us), we populate this using the ‘Role’ field in SFDC. If the participant does not match a user, we populate email and name fields based on metadata found in the email itself

Next meeting date (if present)

Last engaged date (date of most recent activity of any type)

Number of meetings, emails sent/received, and files sent/received

Activity details for any of those types upon hover

You can find specific people by searching on either name, title, or contact role in both the Us and Them sections.

By default, the time period in Relationship Insights will match the time period selection for the grid, but it can also be adjusted independently.

 

Use Cases

Use Relationship Insights in the Opportunity Grid to answer questions like:
 

• Are we single-threaded or multi-threaded in this deal? Are we building a broad base of support?

• Who are the most engaged stakeholders in the deal?

• When was the last time we engaged with a key stakeholder?

• Have we engaged with a specific persona or role that matters in our deals, like the CFO or Economic Buyer?

• Which resources have been involved from our team? Do we have all the right people in the loop to ensure success?