Clari Partners with SalesLoft

Clari is the latest vendor to join the SalesLoft app directory of over fifty partners.  Clari’s Connected Revenue Operations Platform “automatically tracks sales activity data and engagement for your entire revenue operations team so you can measure the health of your pipeline and forecast more accurately,” announced SalesLoft.  “Increased signal intelligence helps reps and managers understand which opportunities are trending in the right direction, and which can use more engagement to drive them forward.”

Clari’s AI engine analyzes SalesLoft engagement activity including email opens, calls made, and LinkedIn messaging to help “reps focus on the right deals and managers make more accurate forecasts.”

Clari's "single pane of glass" aggregates activity intelligence across teams and sales reps by Opportunity
Clari’s “single pane of glass” aggregates activity intelligence across teams and sales reps by Opportunity.

SalesLoft noted that the buyer’s journey is complex with enterprise deals touching eight buyers and influencers at enterprise prospects.  Thus, “it can be tough to know what activities have occurred with which personas and even tougher to know which activities to attempt next to move the needle.”

The joint solution provides a single pane of glass for assessing sales rep activities, determining which activities move deals forward, and planning for next steps.

“Too often, go-to-market teams operate in disconnected silos.  We’re fixing this by using AI and automation to connect real-time business activity with back-office systems and processes so teams spend less time entering data, and sales, marketing, and customer success are always on the same page.  Bridging these silos makes every campaign, QBR [Quarterly Business Review], and forecast call more data-driven and actionable.”

Clari CEO Andy Byrne

Besides SalesLoft, Clari application partners include Outreach, Yesware, LinkedIn Sales Navigator, DiscoverOrg, Salesforce, Marketo, Slack, Gmail, and Outlook.

SalesLoft Costello App for Opportunity Analysis

The Costello Dashboard facilitates quick opportunity updates and streamlined pipeline reviews.
The Costello Dashboard facilitates quick opportunity updates and streamlined pipeline reviews.

Costello, which describes itself as sales co-pilot software, released an upgraded integration with SalesLoft.  The app displays Salesforce Opportunities from within the SalesLoft sales engagement platform.  The service is generally available to joint customers through SalesLoft’s App Directory.

Costello displays a Deal Dashboard and Deal View from within SalesLoft for pipeline management.  Deal Status elements include deal stage, days in stage, days active, and deal amount.  Costello also calls out Deal Gaps (missing deal fields, days past due), Stakeholders (buyers’ circle with roles and concerns), Call Summary with notes, and a deal timeline.

Finally, reps and managers can quickly review three to five of the most important deal details such as key buying criteria, key challenges, and desired outcomes.

“Deal View gives reps, managers, and leaders across the company a simple, streamlined view of everything that matters when managing a deal.  And it gives your team an easier, more intuitive way to manage stakeholders, so you can quickly figure out who matters most, what they care about, and what their blockers are.”

Costello Chief Strategy Officer Rod Feuer

A single-pane view supports In-line opportunity edits and a unified view which supports quick updates and pipeline review meetings.  Costello claims opportunity updates may be performed 75% more quickly.   “This is a game-changer not only for productivity but for pipeline confidence,” said Costello CEO Frank Dale.

A single-pane opportunity viewer is offered by other companies including LinkedIn Sales Navigator, Artesian Solutions, and Clari.