Create, Convert, and Close Revenue with Clari AI
Ava Kavelle, Senior Product Marketing Manager, shows us how Clari AI brings together all the disparate revenue data, and then uses AI to pinpoint areas of revenue leak and improve forecasting accuracy by 12x on average.
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[MUSIC]
Hello everyone and welcome to Go to Market AI,
the future of your Go to Market tech stack.
I'm your host, Sarah McConnell.
These days, it seems like every company has AI.
But on this show, we want to go a level deeper so you can see
first-hand how businesses are actually applying AI to solve your business
challenges.
We're going deep into the use cases and showing you live demos of
the latest and greatest in AI technology.
Today, I'm so excited to be joined by Ava Cavall,
senior product marketing manager at Clary.
Ava, welcome to the show.
Thank you so much for joining.
Thank you, Sarah.
I'm so happy to be here, excited to talk to you.
I am super pumped about this demo.
I've loved your guys' brand for a very long time,
especially you guys just do such a good job from a marketing perspective.
But I try to keep myself unknown to the demos best as I can before the show,
so it feels authentic.
I'm very excited.
But before we jump into the demo,
can you tell us a little bit about who is Clary?
What do you guys do and who are you helping?
Absolutely.
So Clary is a revenue platform,
meaning that we run all workflows associated to revenue across the entire
funnel
for everyone in your revenue organization.
What is a revenue organization?
It is sales, service, marketing, finance.
Your sales enablement team, your product managers, even maybe,
anyone who touches that revenue process.
And we're doing this so that companies can answer the most important question
of whether they will meet, beat, or miss on revenue.
Revenue is the most important business process.
It's not just an outcome that you have limited control over.
And yet, there's no unified system to run revenue.
So a lot of companies are treating it kind of just as that outcome
that they have limited control over.
And the tools that they're using aren't really helping.
These are tools that are three decades old,
like your Excel, your BI, your CRM,
and more recently, a bunch of point solutions that only address one or two use
cases.
So all this means that your revenue-critical employees,
employees that impact revenue across all those teams,
they can't collaborate.
And so the revenue process can't be governed,
which means you're leaving a ton of revenue on the table.
And that is what we call revenue leak.
So what Clary does is we resolve those leaks, right?
We're plugging revenue leak so we can help you fix your revenue process
with a unified platform that runs all of your revenue workflows,
both internal and external across the entire funnel.
So we're doing automated data, activity capture,
we're improving your operational rigor,
we have the most accurate forecasting on the market,
we have next-level deal inspection, sales engagement prospecting,
buyer collaboration, conversation intelligence,
everything you need from rep to exec
so that you can run revenue like a process and achieve revenue position.
So that is what-
That's all kinds of companies do that.
That's amazing, because I do feel like you hit it at the very beginning,
which is nothing's more important right now than revenue.
There's nothing we care about more,
and also I feel like in this time nothing feels really squishy to get to
revenue.
You kind of said it, like,
they doesn't feel like we have as much control of it as we want to.
It's hard to forecast, it's hard to know what's happening,
things are changing very rapidly in the market right now.
So I'm so excited for you to jump into this demo
so we can see Clarice AI functionality and see how that can help revenue teams
be more rigorous with the rep.
Yeah, absolutely.
And before I do jump into the demo,
I just want to call something out for your audience.
Obviously, we're talking about AI today.
And AI's been around for a long time.
Of course, the spikes in development this past year have made everyone hype on
it
and every company claim that they have unique AI that nobody else has.
But ultimately, as AI models commoditize over time,
it's Clarice's perspective that it won't be the algorithms
that are going to stand out anymore.
It's going to be all about the data and the workflows that AI enables
to create that really enhanced experience for users.
And that's what I love about Clarice AI.
Yes, we've been building AI into our platform from the beginning
when we started a decade ago.
But what makes it so different is that Clarice owns every revenue workflow.
I said it both internal and external.
And our AI is integrated in all that.
So we're enabling these really smart workflows across the entire funnel
that nobody else can because they don't think about the entire revenue process
the way Clarice does.
So yeah, just a quick primer and also a good transition for us to get into our
platform.
So I will get going on our demo.
So what we're looking at here, this is what we call our inspect module.
Now, clearly is a really robust solution.
So I won't be getting into all the nitty-gritties of how everything works
because then we'll be sitting here for two hours.
But what we're looking at here,
this is the core to Clary, where all of your opportunity and accounts are
stored
in this really functional grid where reps can take actions,
they update everything every single day, managers keep on top of deals
that need their attention, and revenue leaders can get that quick sense
of what's going on with their business.
So they know where they need to jump in for executive sponsorship.
So right off the bat, you can see that AI is woven into this experience already
through something as simple as our color coding here.
Right? We have deal indicators over here on the left side, on every deal,
giving you a heads-up on what's going on.
So you see the quality and the frequency of updates on each deal from your team
So you just have a quick understanding of where you need to spend your time,
and there's no need to rehash and revisit every single detail.
Right? And it's really clear.
Green's great. Red's bad. Right?
Well, it was new to UI right there.
It makes it super simple.
The first thing my eyes went to when you shared your screen,
which is just, I feel like a really great UI for the AI functionality is like,
I understand it. I see the quick glance.
I that red is immediately where I'm going to draw my attention to what need to
tell.
Exactly. And that's really a big part of,
well, our AI solution, which we call res AI,
is making it easier, right?
Reducing some of the admin, increasing productivity.
So we can create what we call the 10x rep
or the 10x revenue leader that are doing so much more.
So how are we identifying all these positive and negative indicators?
It's all based on the activity data that we're pulling in here over here on the
right.
If you can see that and we're capturing all this activity and data across your
CRM,
your emails or calendars, your other data warehouses, CI.
And we're automatically pulling that all of that into what we call
res DB, our revenue database.
And then we're layering logic on top of that with Rev AI.
So we're pulling in all this rich revenue data and leveraging AI
to assign it to the right accounts and opportunities and contacts,
it leads and we're dedupping things.
So you get this comprehensive historical view of all the data on your deal.
And then we're automatically color coding it for you, right?
Because we want to make it easy, we want to make it simple to understand.
So that's just one super simple way that we are marrying data and AI and making
it easy.
So forget looking at every opportunity in CRM or Excel.
This is like the first step, really, in our minds to driving a productive
workflow.
And if I dive in a bit deeper on the specific opportunity,
we're looking at here at bill.com.
I'm going to click this activity details button.
And basically, I'm looking at all the associated activities
the rep has had with this process, which is all pulled in through, again,
that automatic data capture and AI helping to clean it up and properly
associate to everything.
And here I can see just in the last couple of days, we had some emails.
I can click that button right there and summarize the emails associated
to this deal over the past week in just a second, right?
So I'm not spending a bunch of time reading everything and wasting any time.
I'm getting up to speed quickly.
And I know if there's anything going glaringly wrong here.
And we click into the previous week because it's only Tuesday.
It seems like there's not much going on on this deal.
And I'm just scrolling down through the rest of the activities.
I want to see if we have a call on this one, which, you know what?
I thought we did have a call.
Oh, there it was.
I just scrolled right past it.
All righty.
We'll just load up again.
And I'm going to just pull up a call.
Now, the way we're able to pull up calls and emails and events is again,
through that data capture, but also because Clary has a conversation
intelligence solution called co-pilot.
So I'm pulling in my calls right alongside the rest of our activities here.
And with Rev AI, I'm getting another similar smart summary.
I'm getting a summary of this call that took place last week.
So as a revenue leader, I don't need to go waste my one-on-one asking for an
update.
I'm seeing that summary live.
I'm seeing the action items and who they're assigned to.
I'm seeing the topics that were discussed.
And if I need to dive in deeper, if there's something glaringly wrong here,
I'm going to click to view the recording and pull that right up all
within the same flow of work, right?
So I again see that summary in the action items, but I can watch the call.
I can leave a comment.
I can create a scorecard, a game tape.
Whatever I need to do here, all in that same flow of work.
So that's how we're really pulling in some of our qualitative, our predictive,
and our generative AI all into one experience in this inspect section of
Clary where you're doing your deal and pipeline inspection.
I feel like that point of--
Oh, I was just going to say, I feel like the point of the saving time in your
one-on-one
is such a underrepresented or under appreciated benefit of having AI in your
product like this, which is if it's been a week since I'm a rep, I'm working
multiple
deals and I get another one-on-one with my sales leader and they ask for an
update.
I'm like, I don't remember.
It's been, you know, I've slept three different times.
I've got, you know, five other deals I'm trying to work.
I don't remember what's happening here is the ability to have AI functionality
that lets leaders and managers come in and get an unbiased update and an
accurate update in one platform.
I just feel like it's such a huge benefit that we don't see enough of.
So I love seeing this in Clary.
Yeah, you nailed it, honestly.
A lot of customers know Clary for forecasting, right?
But what they don't realize is you can't even get to accurate forecasting if
you
don't have that operational rigor within your revenue team.
And yet there, you need to be able to have the full and complete history, the
context,
right?
This is all qualitative details and you need to be able to do that quickly on
the fly
and review it quickly.
We don't need revenue leaders or first-line managers wasting one-on-ones.
It's just, you know, a back-and-forth status update.
What we want to enable them to do is turn it into more of a strategic
collaboration
and really get back to the heart of selling.
So exactly you nailed it.
All of these features enable us to up-level reps and managers in that
experience.
So you're absolutely right.
And that's actually a great connection to the next thing I want to show you,
which is
right here called our CRN score.
This is actually a really important feature, an AI feature here.
This is our proprietary AI score for every deal.
It's between 0 and 100 and it indicates how likely Clary thinks the deal is to
close.
And what's incredible about this is the CRN score is calculated uniquely to
every customer's
organization.
It's plugged into their CRM.
We don't have a run-of-the-mill generic algorithm that we're applying across
everything.
CRM score is looking at all the standard and custom fields that each
organization is using
and their unique history of how deals close.
So it's considering really unique factors.
It's looking at how long certain things are taking, for example, if you're
getting stuck
in a contract phase, how does that impact the deal and how does that compare to
other
deals?
And it's also considering the conversion rates of every single sales rep.
And it's recalculated twice a day.
So it's like really fresh all the time.
So that had an incredible amount of information to ingest.
And I just love these small features because it's just such a good gut check if
you have
a rep saying, "Oh, this one's in commit.
100% this is closing."
But as a leader, you come in and you're like, "Wait, but it's showing a score
of 46.
It's red.
Something is off here.
Something is getting flagged in our algorithm that says, "You think this is
commit, but
it's not showing here."
And it gives you that gut check to be like, "Okay, let's dig in a little bit
deeper.
Where is the disconnect happening?"
And I love that because I think it's so hard for reps to just have an unbiased
forecast
of how a deal could progress.
You nailed it.
Not only is the CRM score a guiding factor, but it's a way to triangulate that
human
intuition with what the machine says, not just from an inspection standpoint,
but like
you said, for forecasting.
If something is in commit and we don't even know the decision process, how are
we okay
with that?
I need to really scrutinize every single deal, especially the way 2023 has been
The trend is going into 2024.
So our customers are using CRM score every single day.
It's refreshed constantly.
We're always working to hone all the AI that's operating in the background.
And it's a great leading indicator, right?
So for both reps and for managers.
So I'd like to move on into our analyze section.
Now, beyond the day today of deal inspection and pipeline management, Rev.A. is
an important
part of our analytics.
And we have, you can see here, several modules.
I'm not going to go into all of them.
She's thinking it would take us forever.
I'm going to click into Pulse.
And we're going to spend a minute here.
Pulse basically, exactly what it sounds like helps our customers keep a pulse
in the quarter,
right?
How are things shaping up this quarter?
And we can look at it this quarter.
We can look at next quarter.
We can go into years if we're doing a bit more of planning.
And right off the top, I'm seeing our AI projection right here at the top here.
I'm comparing it to my quota.
Looks like Clarise AI thinks we're not going to hit it.
I see how much we've closed one, what's our gap.
And I'm going to click into the AI projection over here on the right.
I can see our min and our max.
I can see the trends and I can get all of the indicators behind the factors
that's driving
this AI projection.
So this is a really important factor here.
All of Clarise AI is very transparent.
There's no black box operating that you can't figure out.
It's we want you to help.
Excuse me, we want to help you understand its reasoning.
So we're showing you all of the information and we're providing that everywhere
throughout
the platform because the question has to be asked, you know, if you had a
better sense
of whether you were going to meet, beat or miss on revenue two weeks, four
weeks, six
weeks before the quarter closes, how would that impact the actual actions that
your revenue
organization takes, right?
So Clarise forecast is the most accurate on the business.
We have customers that are hitting 98% forecast accuracy within week two, right
That's insane.
And it's hard to help every organization get that information so they can know
earlier
if they're going to hit quota and take the right actions.
So if we look down at the graph here, it's a lot of information.
But basically what we're looking at is our quarter broken out by week and each
week broken
down by stage.
Now we can break it down by stage or forecast category.
We'll just take a look at stage here and overlaid on all of that are our teams
calls
as well as the forecast projection from rev AI.
And if we look throughout, it looks like, you know, our team is calling it a
bit higher
than our AI projection, the whole quarter.
So we might have some rose colored glasses on, but we're getting a story here
through
the analytics and through the AI laid over it.
And we can see right away that the AI might be picking up things that humans
just don't,
right?
Because even the best sales rep in the world can't compete with everything that
AI considers.
So if I look at weeks two and three, for example, right off the bat, I can see
from
week two to week three, we had a pretty big drop in that pipe.
But if you take a look at our teams calls, sorry, this overlay keeps getting
the way.
We didn't really are team didn't really change their call.
They didn't really react to that cheap and drop in pipeline, but the AI
projection did,
right?
You can see it drop down here pretty significantly while our team stayed pretty
flat.
So that's just one example of how rev AI is helping to pull out nuggets to help
you operate
better and achieve revenue precision.
That is it.
I'm sorry.
Go ahead.
Oh, say that's, that's really great.
I know I work with our ops team really closely.
We're always looking at forecasting.
I know how difficult it can be if you're doing it in something like a excel or
Google sheet
and you're trying to aggregate all of the data from all your different systems.
It starts my heart hearing now.
And you said it best, like even the best human who's incredible, their job,
there's just
things that are going to happen in trends over time that you're just going to
miss that
having this AI support can help you catch and detect early and the earlier the
better.
Like there's to your point, like you have a quarter.
It's only three months that you need to fix something.
If you're off, you don't notice it till halfway through the quarter, you're
going to be in
big trouble.
You have to catch those things early.
Yeah.
And, and you know, even in a good year, if we're over shooting our quota, that
also is
a cost to the company.
So it really is about hitting the mark going above, going below both can be
really detrimental.
Obviously, a lot of teams are struggling to even hit quota right now.
So knowing earlier and being able to strategize in new ways with your team,
that's really the
golden golden ticket here and having that forecast accuracy is key.
And the only way that Claire is able to hit something like 98% forecast
accuracy in week
two is because of that revenue database I mentioned, because RevDB takes your
full complete historical
data.
It's snapshotting your CRM every 15 minutes, something that CRMs don't do on
their own,
right?
And it's aggregating all of that and looking at unique factors for your
organization.
So it's, it's a really robust calculation we have here.
Next, I'm going to take us into our trend module.
Now this is something you simply can't get from CRM.
It's point in time analysis.
And again, where we're taking the snapshots of your data every 15 minutes so
that you
can come in here and you can pick any day in the quarter, really not day 45 of
the quarter,
but you can pick any day in the quarter and see how your pipeline looks and get
a projection
from Clary on where the machine thinks you're going to end up.
And that projection again is incredibly accurate, right?
We can see it right up here, front and center.
And the question has to be asked, how different would your business be if you
knew a month
earlier where you're going to land?
So similar to Pulse, a lot to look at here.
So let me explain this.
Basically what we're seeing is the historical data here that on this day in
each quarter,
the past four quarters, how has the team performed and how they've converted
each stage?
We're actually looking at forecast category.
You can look at that.
I like looking at stage for this one.
I think it's really informative and helpful.
And so here on the far right, we have the live data for this quarter, right?
We're seeing how we're converting each stage and how Clary's Rev.AI projects us
to hit
at the end of the quarter, comparing what we're doing as of today to what we
think we'll
be doing based on Rev.AI, if that makes sense.
And then again, comparing that to the past year's performance compared to the
current
quarter's performance.
And what's incredible here is again, Rev.AI is really complex in the background
So it's even considering one off unexpected wins as part of the data set.
So it's really robust, and that's what's enabling us to be so accurate.
So you can get a sense of how much your quarter is going to end up being maybe
a Hail Mary,
right?
There are reps that like to hide things from CRM until the last minute when
they're absolutely
sure.
And you can start to uncover those patterns with this type of AI and analysis,
surfacing
that information for you.
And we can stay high level, look at the whole team and compare to how we were
doing every
other quarter, or we could even drop down to specific regions, even specific
reps, if
we really, really want to drill down and get nitty gritty with how to improve
our rep performance.
And then from there, we can dive into the opportunities that make up the call
and get
in the weeds.
So that's something else that I think is so powerful about Clary is just the
ability
to go from the 30,000 foot view and drop all the way down to the one foot view.
Absolutely.
And I really like your point of how it feels like it can normalize the
variability that
is human.
You kind of touched on the point of like, you know, some reps are going to
commit, you'll
differently.
They're going to hide things in the CRM.
Like they're just, there's so much variability in your team of sales reps and
how they're
going to use and interact with data and to have a kind of a normalized that to
find those
trends and get you like a good midline and be able to tell you and find these
like outliers.
That's something as a human that is really, really hard to do.
So this is huge, so beneficial.
I think it's just all going back to this theme of what we've been talking about
the whole
time being able to triangulate the rep or the team's perspective, right?
Against the rev AI projections.
You're not just stuck with that gut intuition.
You're not stuck with the human behaviors.
You're not stuck with the Excel static Excel model, right?
You're bringing together all these different perspectives and getting guidance
that you
can compare to.
So really powerful stuff throughout all of our analytics modules.
Minus switch gears for a separate and go one tab over into Clary Co-Pilot.
So this is our conversation intelligence solution.
You already saw some of the capabilities with Co-Pilot that I showed you where
we started
out in inspect, right?
We saw the smart call summary reviewed the call recording on the flow of work.
That's all through Clary Co-Pilot because it is one integrated revenue platform
So if I were to click through to see any of review, any of these calls directly
in Co-Pilot,
again, I see that smart summary.
I see my action items all here to make my life easier and save me time from
having to
actually review a call.
How many times have you actually sat down and reviewed your team's calls?
Nobody has time for that.
I wish I did.
So I wish I had time, but we just don't.
No, it's a beautiful pipe dream.
But what's incredible here is Co-Pilot also has a ton of AI running in the
background on
every call live, right?
So as a CI solution, we're transcribing in real time, which is actually very
unique to
Co-Pilot.
A lot of other CI solutions are not doing real time transcription.
And we're doing it across multiple languages.
So that's a first.
Our transcription accuracy, just like our forecasting accuracy, is a leader in
the market.
We've actually done some tests against competitors and proven that.
So because we're doing this all in real time, we're able to provide other real
time capabilities
that really help reps on every call.
So you saw the smart call summary originally in aspect.
You saw it right there on that call.
We can also share it in Slack to the reps directly after the call.
So I'm actually going to switch my screen share for a second here and hopefully
show
you a live call that I had last week.
Great.
So here you're looking at the smart call summary of this call that I had last
week.
I got this just a couple of seconds after the call.
And down here, I'm actually going to click to send a follow up email.
And so what's happening is Revei is generating a follow up email and the voice
in tone of
me as my role that I could send to my prospect or whoever else was on the call.
It includes a summary.
It includes an action item.
There's a couple of quippy things in there, right?
And I can adjust anything I need.
But this is what I mean when I say Revei is enabling productivity.
It enables Hennec's rep, right?
Because they're not spending time taking notes and putting them into CRM on the
call.
That's the call summary.
They're not spending time drafting every email from scratch.
That's the smart follow up.
So we're removing the admin of the day to day so reps can focus on what matters
, which
is connecting with the customer.
Now, let's be honest.
Water companies are summarizing, right?
Let me show you something that we're actually doing that's quite different.
So I'm going to switch back into co-pilot here.
And I'd like to show you our battle cards and our smart battle cards.
So like I mentioned, Cleary Co-pilot is transcribing in real time, right?
So this means we have real time capabilities like real time coaching through
what we call
battle cards.
And you can see some example battle cards right here that we've created to help
all
of our reps.
And these can be coaching for ejection handling, competitive pricing, or you
can do what we
do sometimes and actually associate to a specific sales play or a campaign.
So it's really up to your enablement team and your ops team to decide what goes
in there.
But battle cards are incredibly powerful as a coaching tool because they
increase when
rates by 10% for reps who use them.
This is analysis we've done.
But Cleary is thinking about this beyond just coaching, right?
And we're leveraging Gennai capabilities to help our enablement teams create
and leverage
battle cards in new ways.
So I can create from scratch, right?
I can add trigger words really easily.
I can categorize it and I can start talking about good stuff here and there's
your battle
card.
I launch it and it'll trigger live and help a rep in their moment of need,
right?
But here's our perspective.
There's so much incredible content that marketing teams and content teams and
product marketing
teams are creating and putting out there, but it doesn't get used effectively
by reps
because there's just such a breadth of content.
How do we succinctly and effectively bring this to be used on every call in
every revenue
critical moment and elevate our reps and how they're communicating with their
customers,
right?
And that's what we think battle cards really enable us to do and enable our
customers to
do.
So it's not just about coaching.
It's how you educate the market with more informed sellers and with Gennai, we
're taking the
burden off the enablement teams for having to spend so much time going through
all that
marketing content, all the enablement docs, all the external facing docs and
turning that
into something succinct for reps.
So let me show you how we're doing this with Gennai.
This is a real deck that our reps use.
This is our Rev AI pitch deck.
And you can see there's some really solid messaging in here, but it's also
really visual.
There's quotes.
There's all this information, right?
So an enablement person could read this and try to figure out, okay, maybe I
just take,
you know, the top three things and I throw it into a battle card and that's all
great.
But sometimes that can be really challenging, especially if the enablement team
hasn't been
working on that content.
So they're spending way too much time doing that.
Well, this is where Rev AI's generative AI capabilities help.
So I'm going to literally load up that exact pitch deck that we just took a
look at.
I'm going to hit that generate button and you can do this with any content,
right?
It's a, it can be a PDF, a one-pager, a messaging and positioning document, a
deck like what
I just did.
The point is that Rev AI is doing the work for you in the background and will
generate
a succinct set of bullets that are what a rep should be talking about live on a
call.
So we can see it's already added our trigger words.
Maybe we select a couple of those, we'll categorize it and down below we have
the most
important information.
You even have some of the customer stories included in there and some quippy
emotion,
emojis to make it fun.
And so we can publish that and use that.
And so not only in this case are we saving enablement time, but we are pushing
the boundaries
of how you take marketing contacts through enablement into your go-to-market
works.
That far resonates with me so much because I ask the within marketing years all
the time
where they're like, well, what content do you have for this particular scenario
of this
scenario?
And what we always find is that content exists.
It's just hard to find it and put it in a way that's a utilizable by the sales
team.
It's there.
The marketing has done their job.
They've created it, but getting that hand off right and in a way that's in a
system
that they're going to use.
It's in language that they want.
And to your point, it takes this is so fast.
I don't have to hand it over to enablement, wait for them to try to read
through the talk
we've created and write this up.
It's just speeding that process up and making it so much easier for them to
find it.
So I love this part because as a marketer that has a bunch of great content out
there
that I want my sales team to use.
I can absolutely see the use case here and how beneficial this could be for
them.
Exactly.
And I think again, it's about like we can think even beyond that as marketers,
like,
how do we take a campaign or updated messaging and then activate that through
battle cards
in a new way, right?
So it's not just about, oh, pricing came up and it pops up your pricing PDF.
Like that's great.
We need that and reps really, really benefit from that.
But then how do we up level the message that our reps are telling the market?
It's by taking exactly like you said, taking that marketing content and really
making it
actionable on every single call in that revenue critical moment.
And there's just no way we could do that without AI.
Absolutely.
Yeah.
So that concludes everything I wanted to walk you through.
I think the big takeaway here that I've gotten through our back and forth is
right, Rev AIs
using a blend of predictive and generative AI, it's increasing productivity and
predictability
so that you can meet those revenue goals in every revenue moment.
So I think it's all going back to that super important question.
Are you going to meet Veed or Miss on revenue and how can we predict that
earlier so we
can take the right actions?
All of it.
Thank you so much for taking us through this.
And I know you probably only just scratched the surface on everything that
Claire you can
do because I know you guys have so much going on in here.
Yeah.
And I want to say this was great because in that short amount of time, now I
want to see all
the rest of it.
And even though we don't have time on the show, if you're watching this and you
're interested,
obviously you can go to Clairey's website and get a full demo of all these
products.
I know I really want you after seeing this because like I have to imagine there
's so
much more goodness.
Oh, yeah.
And we have product tours and videos and all the good stuff.
Anything you'll need.
So with that being said, I would love to move into our final section, which is
our lightning
round Q and A. If you're ready, let's do it.
Awesome.
So the first question is how long has Clairey been building AI into your
product?
Oh, literally from when it's inception, from when we were founded 10 years ago.
And I think again, that's what makes our AI so different is we really focused
on what
are the use cases and the workflows that revenue critical employees need.
And we built AI around that.
So again, it is not this generic horizontal stuff that can be applied to a
million different
use cases.
It's super narrow and it is built for value.
I love that answer.
I love when companies come on and say like, Hey, we've had this for a really
long time.
It's more to the forefront now because of the popularity in AI, which is part
of why we
do this show, but that everything in Clairey is like the forecasting.
This has all been in there from the very beginning and that you guys have been
building around
this AI capability.
So I love that answer.
I think that speaks volumes to why the demo you showed is so good.
Awesome.
Yeah.
So next question for you is what you just showed on the demo today.
Is that generally available if a customer was to buy Clairey tomorrow?
Yes.
Yes, yes.
Everything I showed is currently in GA.
And we have so much more coming out that I can't show you, but I can't wait to
tell
you about in speaking of customers who are some of the customers that are
currently benefiting
from Clarice AI functionality.
Oh, I mean.
So every Clary customer benefits from our AI because it's not a part of a bunch
of add-ons
you have to purchase is integrated again across the entire platform in every
step of
the revenue process.
So it's included in every SKU, every package.
And we are a partner.
We're helping customers across every industry.
Tons of innovative companies, including Workday, ADP, Databricks, Adobe, Zoom,
AT&T, Cisco,
Fortinet, and Informatica.
I could go on and on.
I have them.
Check out our website.
Lots of apps.
I'm sure they're all on your website, but those are, yeah, very impressive
brands and
revenue is important to every single company.
So I can imagine that.
Yeah, I think it really is.
It really is.
It really is.
It brings in companies because who doesn't need it?
Who doesn't need predictability in their revenue?
Exactly.
And I think the other thing too is certain industries to be totally transparent
are not as mature
in addressing the revenue process.
And I think what's really incredible about Clary is the ability to grow with
the platform.
Right?
And our customers are just using Clary for data automation and that sales rigor
and they're
not even ready for forecasting yet.
So we really grow with our customers and helps them reach their revenue goals.
That's amazing.
Okay.
The very last question is, what is next on Clary's AI roadmap?
Where are you guys taking Clary's AI functionality next?
Yeah.
Yeah.
The future is bright.
Not only are our PMs really obsessive over AI, but our leadership is so
invested in how
we continue to push the envelope on what REVAI can do for our customers.
And again, what makes this position so well to deliver that real value is our
experience
with revenue and how much expertise we have.
So some of the things I'm excited about is competitive sentiment analysis.
We have new engagement scoring that's coming out.
So you'll be able to compare how your engagement across different accounts,
what that means.
A whole new way to do analytics with earlier pipeline analytics and AI built
into all that.
Now that we acquired Groove, all of this stuff we can do.
And then the real holy grail that we are working toward is being able to build
an entire sales
play with automation and AI and the right trigger points, the right messaging,
the right play
to push out.
So you're really getting systematic about your approach to every prospect.
So a lot of good stuff coming.
Our deep guys are busy and you guys create amazing products.
So I'm super excited to see where you guys take this.
With that being said, all that, thank you so, so much for joining GoToMarket.ai
today.
I loved seeing this demo.
You guys are doing such an incredible job.
So thank you for taking the time today to join us.
Absolutely.
Thank you so much, Sarah.
I really appreciate it.
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