How Clari Increased Active Learning by 96%

Recent Acquisition Requires New Readiness Program

Following the acquisition, Clari’s enablement team sought to amplify their impact. For the team, success lay in their ability to verify pre- and post-sales reps’ understanding of Clari’s new positioning and, from there, ensure they were landing it in the field. “Enablement’s job is to help reps sell better and success teams service better,” shared Paul McGhee, revenue enablement director at Clari. “There’s a lot of pieces to it. The biggest is that reps know what they’re talking about. Good enablement focuses on that conversation and how to have it at scale for all the different situations along the course of the journey.” 

As Clari began to approach the field with its new offering, it first needed to build and verify reps’ readiness to have these new conversations with existing customers and new buyers. “We have this consolidation story, which is so important, so we needed to make sure our current customer base knew everything about it — why it’s important, why we did it, how we can help them,” added McGhee. 

As such, its enablement team knew it would need to create learning programs that reinforced knowledge and sparked continual upskilling. “We had to move away from the one-and-done enablement and really push ourselves as enablement leaders and professionals to make sure we’re constantly tying back to key outcomes,” noted Arroyo. As Clari worked to enable its teams to nail the first-sale and cross-sell conversations, it chose Highspot to help equip, train, and coach its reps to drive its new expansion efforts. 

Unified Platform Supports Rep Readiness Initiatives

Clari knew success hinged on its ability to build familiarity with its new offering. To ensure reps were bought in and ready to sell, Clari leaned on Highspot to reinforce its announcement of the new solutions and sales motion at its annual kickoff. “We made sure to create post-work within Highspot, so we created a Learning Path, got frontline managers involved, and made it relevant,” shared Sofia Arroyo, revenue enablement director at Clari. The benefit of the post-work was two-fold: Not only were reps self-serving content and independently upskilling, but by searching for information, they were growing more familiar with the platform and boosting engagement with enablement by 10%.

And find more information they did: With governance policies boosting content findability, reps could self-serve answers the instant they needed them. Beyond that in-the-moment support, the team also created formal learning programs that taught reps to take a value-first approach to selling. “One of the big parts of selling the full platform of Clari was talking about value versus just focusing on product features and functions,” explained Arroyo. With Learning Paths and Sales Plays reinforcing that value-first angle, Clari quickly saw the impact on performance. “We’re actually seeing our reps being able to have more of those conversations, which is very exciting,” continued Arroyo.

Using its new single source of truth, Clari’s enablement team crafted a seamless readiness program that prepared reps to land their revised positioning with new and existing buyers. In Highspot, the team found everything they needed to successfully enable teams across the customer journey to deliver Clari’s evolution to buyers of every kind. “Having one platform where reps can get resources and access coaching opportunities when they need it makes the equip, train, and coach flywheel work effectively,” shared Arroyo. “It’s the only way to make sure that we are capturing the right behaviors and promoting the right outcomes within our organization.”

Ready-to-Sell Reps Improve Expansion Outcomes

Since the initial kickoff, Clari’s enablement team has invested significant resources into building pre- and post-sales readiness. Their efforts led to a 96% boost in active learners, a significant milestone that has helped reps move the needle on Clari’s new expansion goals and achieve a 16% increase in buyer engagement. “Really delivering on that consolidation story and making sure everyone in the field is consistently great at telling that story is what Highspot is letting us do,” added McGhee. 

But the team hasn’t stopped there; they are harnessing Highspot Analytics to evaluate the health of their cross-sell efforts — and uncover areas in need of further enablement. “We’re looking at the data at every turn to make sure we are seeing true impact from the programs that we are delivering,” explained Arroyo. Clari’s partnership with Highspot has led to the creation of a seamless flywheel that is boosting expansion revenue and accelerating sales outcomes. “Anecdotally, we are actually seeing deals move through the pipeline faster,” concluded Arroyo. “We’re seeing more impactful discovery being made with our prospects and customers, and increased deal size as well.”