Clari Acquires DealPoint

DealPoint Collaboration Flow

Revenue Intelligence platform Clari announced the acquisition of DealPoint.  DealPoint supports deal management and collaboration by enabling “new visibility for sales teams into the connections and agreements between buyers and sellers.” In addition, DealPoint supports deal rooms and Mutual Action Plans (MAPs), helping reduce friction between buyers and sellers and fostering deal alignment.

“With mutual action plans, sales teams can improve alignment with buyers, drive scalable process and rigor, and improve win rates,” said Clari CEO Andy Byrne. “Our acquisition of DealPoint gives Clari customers a new insight they have never had — a view into what buyers are thinking. Combined with our new execution insights, managers and reps will have comprehensive visibility and new inspection capabilities in one unified workspace.”

At the front end of the collaboration, workflow is deal qualification, including defining the pains, processes, and priorities. Next, the teams develop a joint interactive timeline, team maps, and shared team resources (e.g., case studies, requirements, proposals).  Finally, engagement metrics help reps quickly determine “which buyers are engaged, and who’s just kicking the tires.”

DealPoint monitors milestone completion and warns reps when milestones have been missed, helping keep deals on schedule.

“With a MAP, sellers get instant validation on value prop, buyer team, and timeline. Because both sides are operating from an actual plan, frontline managers can see not only what has been done on a deal, but also what hasn’t been done.

In other words, we know which buyers are serious, which deals are going to stall, and what needs to happen to keep everything running smoothly.

Incorporating those buyer signals gives Clari new insight into deal health that will revolutionize deal inspections, resource allocation, and forecast accuracy for frontline managers.”

Tom Williams, Head of DealPoint

Having a joint plan assists with buy-in, providing a psychological edge for the sales team.  “By providing a clear plan to value, you guide the customer journey and keep the conversation focused on fixing their problem with your product,” states DealPoint.  “Buyers adopt your plan as their own, edging out competitors and reducing surprises.”

Sales Managers also benefit from instituting a repeatable process.  According to DealPoint, 50% of reps quickly abandon new methodologies.  Thus, streamlining the methodology helps ensure buy-in and compliance.

Once integrated with Clari, managers will have even more confidence in forecasts based upon milestone tracking.  Additionally, managers can ask reps what needs to be done to bring the deal back on plan, and sales reps can ask similar questions to buyers, helping foster shared accountability.

Customer Success teams benefit from smooth handoffs and pre-defined expectations.

DealPoint argues that taking a set of small steps helps foster trust that reduces perceived buyer risk as milestones are met.  Likewise, collaborating on a joint plan helps build relationships between the revenue team and the buying committee.

DealPoint comes with the MEDDIC methodology out of the box, but users can implement others.

DealPoint is priced at $59 per rep per month on an annual contract.  Seats include an unlimited number of customers and Mutual Action Plans. In addition, DealPoint is integrated with Salesforce and HubSpot.

Deal Rooms are a logical extension of Revenue Intelligence as they facilitate communications between sales reps, customer success, and buyers.  Collaboration also aligns buyers and sellers, fosters collaboration, reduces the probability of surprises, improves forecast confidence, and gooses close rates.

The integrated Deal Room GA is scheduled for Q4.  Acquisition terms were not announced.

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