Revenue Operations vendor Clari announced Account Engagement, a set of AI insights focused on account relationships and activity “to help leaders strategically identify risk and opportunity and deploy resources against the accounts that matter most.”
Account Engagement takes real-time CRM, email, calendar, and partner engagement data to display a full view of touchpoints across each account. “Revenue leaders can understand how reps are engaging with accounts, what accounts are at risk, and what the whitespace potential is,” helping managers allocate resources, reduce churn, and expand new account penetration.
With Account Engagement, revenue leaders can analyze how their remote sales teams are performing via Account Heatmaps, Engagement KPIs, Territory Coverage, and Account Whitespace.
Engagement KPIs let managers assess meeting, email, and other engagement metrics across accounts. Account Managers and Customer Success Management touches are also tracked, helping ensure that all accounts are receiving proper attention. Managers can quickly filter the accounts to review only non-engaged accounts or drill down on any account to reveal next steps, notes, account priority, and opportunity size.
Being able to view accounts in aggregate and then drill into the details of individual accounts supports engagement-informed account review and strategy sessions.
Managers can also step back and view activity across a team with individual rep summaries over an extended time period. Managers can click on any rep’s name to view their engagement data graphed over the period. This view is particularly valuable for recently onboarded reps or reps that are on performance plans.
“The revenue process does not end with sales and marketing. Account managers and customer success teams also need to track customer and activity engagement data and insights. Without this knowledge, you can’t effectively manage your account relationships.
Visibility into account engagement ensures your team is focusing on key customer relationships to proactively mitigate churn risk. With this information, you can guarantee your account managers and customer success team are engaging with the right stakeholders and avoiding last-minute fire drills before renewals.”Stephane Glass, Director of Product Marketing at Clari.
Territory Coverage analytics help track rep engagement across their accounts.
The Account Whitespace report identifies accounts that are lacking attention.
“Our mission is to give teams more control over their revenue from the point of initial engagement to closed business and expansion, especially at times when teams are switching to remote selling,” said Andy Byrne CEO of Clari. “With this launch we’re providing complete visibility into customer engagement to drive higher effectiveness of GTM strategies across all stages of the revenue process.”
Account Engagement gathers engagement data from Dialpad, Drift, Highspot, Marketo, Outreach, and RingCentral. “The ability to quickly track the success of GTM strategies is critical for any revenue organization and especially in the current market environment,” said Craig Rosenberg, chief analyst and co-founder of TOPO Research. “Visibility into engagement of target accounts and where teams are spending their time provides insights into how strategy changes are performing. Revenue teams need this insight not in 6 or 12 months but in real-time, so they can see what’s working and make the necessary adjustments to stay on track to achieve their goals.”