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.
[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.
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 ref.
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 needs
help.
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 that leads and we're dedoping 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. 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 crawled 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, do 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. 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 underappreciated benefit of having AI in your products 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 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. And it's
really is 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 is 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 in 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 CRM 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 scores 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 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 like
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,
right? If something's in
commit and we don't even know the decision process, how are we okay with that,
right?
It's really scrutinized every single deal, especially the way 2023 has been.
The trend's going into
2024, right? So our customers are using CRM score every single day. It's
refresh 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. AI 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 because again, it would take us forever.
But 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 on 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 Clarice 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 Clarice AI is very transparent. There's no
black box
operating that you can't figure out. We want you to help you think. 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, 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
quota closes, how would that impact the actual actions that your revenue
organization takes?
So Clarice forecast is the most accurate on the business. We have customers
that are hitting 98%
forecast accuracy within week two. That's insane. And it's our goal 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 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
team's calls, sorry, this overlay keeps getting the way. We didn't really our
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 n
uggets
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,
even the best human who's incredible at 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. To your point, 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 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 Clary 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 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 are 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 of 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 humans. You kind of
touched on the point
of like, you know, some reps are going to commit deals 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 eye to kind of normalize that to find
those trends and
get you like a good midline and be able to tell you and find these like outl
iers. 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 the hat. 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 a spec, 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
Rev. AI 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 Rev. AI is enabling productivity 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, a lot of 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 win rates by 10% for reps who use them. This is
analysis we've done.
But Cleary's thinking about this beyond just coaching, right? And we're
leveraging
gen AI 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 gen AI, 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 gen AI.
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 enable
ment team hasn't been
working on that content. So they're spending on way too much time doing that.
Well, this is where
rev AI is 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 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 contents
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? 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 util
izable 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, this is so fast. I don't have to hand it over to enablement,
wait for them to try to read through the doc 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, REVEI is 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? Oh, but thank you so much for taking us through this. And I
know you probably
only just scratched the surface on everything that Cleary 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 Cleary'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&A. If you're ready, let
's do it. Awesome.
So the first question is how long has Cleary 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 Cleary 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 Cleary tomorrow
? Yes. 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 Cleary's AI functionality. Oh,
I mean,
every Cleary 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 or
we're helping
customers across every industry. Tons of innovative companies, including Work
day, 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 ask for their answer. They're all on your
website. But those are,
yeah, very impressive brands and revenue is imported to every single company.
So I can imagine
that a couple of things, rings and 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 Cleary is the ability to grow with the platform.
Right? Some
of our customers are just using Cleary for data automation and that sales rigor
, and they're not
even ready for forecasting yet. So we really grow with our customers and help
them reach their revenue
goals. That's amazing. Okay. The very last question is, what is next on Cleary
's AI roadmap? Where
are you guys taking Cleary'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 REVEI 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 where 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. Yep. 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 team 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. Really appreciate it.