In a significant move towards revolutionizing enterprise sales, we are elated to announce that Clientell, has secured $2.5 Million in seed funding. Led by Blume Ventures, with participation from Chiratae Ventures, Artha Venture Fund, and Silicon Valley-based Z5 Capital, this funding round marks a pivotal moment for the company's mission to enhance revenue generation efficiency.

Founded in 2021 by Saahil Dhaka and Neil Sarkar, Clientell introduces AI copilots to boost go-to-market (GTM) execution for businesses. By leveraging cutting-edge technology, Clientell optimizes pipeline governance and forecasting, empowering Chief Revenue Officers and go-to-market leaders to make data-backed decisions.

With a strong focus on bringing useful AI products to sales professionals, CRM developers, and GTM leaders, Clientell aims to disrupt the revenue operations space. This infusion of fresh capital will fuel our efforts to strengthen our product offering and expand our talented team.

Clientell's journey began as part of Chiratae Ventures' seed investment initiative, Sonic, in 2021. Since then, the startup has continuously impressed investors with its vision and customers with innovative approach. The early customer feedback on Clientell's platform has been overwhelmingly positive, affirming its potential to transform enterprise sales strategies.

The investment from Blume Ventures signifies an expansion of their AI portfolio, reflecting the growing interest in AI technologies within the venture capital landscape. As AI continues to penetrate various functions of the enterprise, Clientell's AI-first approach promises deeper insights and greater predictability for sales teams.

Unlike traditional approaches, Clientell customizes forecasting processes and ML models for each customer, ensuring agility in deployment and an intuitive user experience. This tailored approach resonates with sales teams, who often face challenges in adopting new tools seamlessly.

With a focus on combining generative AI with traditional machine learning, Clientell's core AI platform provides highly accurate insights to decision-makers in a conversational medium. This innovative approach sets us apart in the competitive landscape of revenue operations solutions.

Looking ahead, Clientell is poised to unlock new possibilities for enterprise sales teams, addressing the challenges of revenue leakage and lack of comprehensive revenue intelligence. As we continue to innovate and expand their reach, the future of revenue operations looks promising under Clientell's leadership.

Read other news sites' coverages:
- https://inc42.com/buzz/clientell-bags-2-5-mn-to-help-companies-boost-gtm-execution-manage-revenue-ops/
- https://business.outlookindia.com/companies/revenue-operations-start-up-clientell-raises-25-million-in-seed-round
- https://yourstory.com/hindi/revenue-operations-startup-clientell-raises-2-5-million-led-by-blume-ventures
- https://www.ceodekho.com/posts/clientell-secures-25-million-to-empower-sales-teams-with
- https://entrackr.com/2024/04/revops-startup-clientell-raises-2-5-mn-in-seed-round/
- https://viestories.com/clientell-secures-2-5-mn-seed-funding-blume-venture/

Discover how Clientell, secured $2.5 million in seed funding to enhance revenue generation efficiency for enterprises. Learn how we leverage AI copilots to optimize pipeline governance and forecasting, revolutionizing the way businesses approach their go-to-market strategies.

Keywords: AI-powered SaaS, revenue operations, enterprise sales, seed funding, GTM execution, pipeline governance, forecasting, Clientell, Blume Ventures, Chiratae Ventures, Artha Venture Fund, Z5 Capital

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## About Unbxd 

Unbxd is a San Francisco-based, leading e-commerce product discovery platform that applies advanced data sciences to connect shoppers to the products they are most likely to buy while providing predictive, actionable insights for merchandising.

To explain this in further simple terms, let's take an example:

After registering, merchant X puts up their products on a certain E-commerce platform. For them, the most important thing is visibility and knowing whether they are shown to the right audience. 

Unbxd uses AI to do this. Using trends, demographic data, pricing, gender, and other filters and parameters historically for a specific segment or product, Ubxd ascertains which audience it should be shown to.

This results in more significant sales and success for the merchant. 

## The Problem

Unbxd built a great product that tells its users with certainty who they should show their product to and rightfully got the fruit for it. Over 1300 commerce websites now trust them in more than 40 countries.

With more customers comes more growth, and with more growth, more revenue. However, managing this revenue was not easy, and Unbxd was facing trouble with this. Their revenue machine was leaky.

This means that there was potential revenue that Unbxd could earn, which they sometimes factored in and sometimes not, but couldn’t.

Ernst and Young estimates companies regularly lose anywhere from 1% to 5% of EBITA due to inefficiencies in their pipeline. This severe problem needs attention, and Unbxd paid heed to it by choosing Clientell.

But first, let us see why they were facing this problem in the first place.

### Manual data entry
For updates on every deal, sales reps had to fill in data manually into salesforce. This was a time-consuming task that they weren’t even supposed to prioritize. Hence, it ended up being done shabbily. Reps would sometimes leave data fields incomplete and sometimes delay making entries.

This would cause their forecast numbers to be incorrect. Hence they wouldn’t be able to predict revenue efficiently, sometimes leaving out deals that could’ve been converted. 

Moreover, let's say the deal was converted. Data entered and updated post that wasn’t accurate often, causing revenue to leak here too.

### No single source of truth
Different teams at Unbxd had different tech stacks for increasing their productivity. They also worked on different aspects of the deal and handed it to the next required team. 

However, this handover didn’t include all the intricacies and nitty gritty, which could be a game changer in converting the deal. What marketing had done, sales broadly knew but didn't know clients' individual qualms and behaviors, which probably only the marketing POC did. There was nowhere to document this professionally.

Similarly, when the client was moved to the customer success team after converting a deal, there was a gap in knowledge about the clients. Since customers’ needs constantly evolve, CS needs to have a precise picture of what’s happened with the deal up till that point so that they know how to tackle it further and expect anything different in the client’s behavior if required. But this was not made possible.

This gap was a significant cause for not optimally converting and upselling clients. Unbxd was doing well, but they weren’t hitting their potential.

### Lack of an efficient view
Stemming from the previous problem, a follow-on was that the folks at Unbxd didn’t have a bird’s eye view of the entire funnel with a client.

As mentioned earlier, there was an incomprehensive flow of information between teams, and there needed to be a place where everything done with a deal was collated.

So let’s say a rep from sales is pursuing a potential client, and they’re showing interest. However, he feels that giving a discount will ensure the conversion. He asked finance for this, but finance takes some extra time, maybe a week, to approve that, and at this time, the customer’s lost interest.

If there was a platform where sales and finance, in this case, had a view of what was going on with this deal, and the deal was flagged as one where a discount was paramount, finance would’ve realized that this permission was more important than the way they treated it.  

---

## The Solution

We at Clientell assured Unbxd that we would take care of this problem and help them hit optimal revenue. And lest be assured, we did. Here’s how:

- To tackle the manual data entry problem, we suggested they use two of our main tools - Tracktable and the Clientell Revenue Intelligence platform. 

- Tracktable is a Chrome plugin that incentivizes data entry by turning it into a habit rather than a work by integrating Salesforce with LinkedIn and spreadsheets.

- Tracktable would provide an in-line edit function, where fields to be edited in an opportunity were adjacent to the opportunity, allowing you to adjust the date with a few clicks, which would immediately reflect into salesforce.

This meant that the various steps required to enter data in Salesforce would be reduced to a maximum of 2-3 steps, similar to the experience of changing a spreadsheet, making it much easier for reps and AEs.

Add to that the Clientell Revenue Intelligence platform's sophisticated AI, which would extract data from CRM notes, calendars, email inboxes, conversation intelligence software, and other third-party data sources. This would result in 30% more data in the CRM, and the addition of nearly 3000 deleted contacts.

This combination resulted in an efficient data input method and more time for reps and AEs to focus on selling. With data in place, projections improved, as did deal awareness.

Reps and managers could now work more efficiently using software that provided accurate information, allowing them to aim and convert more effectively, maximizing revenue and avoiding leakage.

### Deal Rooms
Clientell's virtual Deal Rooms provided a powerful solution to the dilemma of an inefficient view and the lack of a single source of truth.

The Clientell Revenue Intelligence Platform's Opportunities page displays all active deals in a logical and easy-to-understand manner. Each deal has its deal room where all analytics, activity, and insights are visualized in a single collaborative platform. 

This, in effect, is like a virtual deal room. Visualize this:

1. On the platform, whoever owns the transaction creates an opportunity. The opportunity may belong to an SDR but be acquired by a specific product manager for feature requests and then passed on to a specific customer success executive.

2. When the view is opened, it shows what has happened with the opportunity over time. The prospect engagement window displays which meetings have occurred or will occur, which emails have been sent and received, and at what stage the communication occurred. To shorten ramp time, managers can examine objections and use winning opportunities to train incoming reps using real-life scenarios.


3. As a result, visibility improves because everything is conveniently available on a single page. This makes it much easier for all stakeholders to know what's going on in the opportunity, and the process of dealing with it becomes much smoother.

If the manager believes that a deal should be molded, included, amended, excluded, or passed on, he can readily communicate with the owner using this. Whatever dialogue takes place is available to everyone who is involved.

With such a comprehensive view and efficient flow of complete information between various stakeholders, decisions regarding deals are no more arbitrary but confidently taken, helping optimize revenue and preventing unnecessary leakage.

Unbxd built a great product that tells its users with certainty who they should show their product to and rightfully got the fruit for it. Over 1300 commerce websites now trust them in more than 40 countries.

Unbxd Reduced Revenue Leakage by 70%

How CRM systems work A Beginner's Guide for RevOps Professionals

In the fast-paced world of Revenue Operations (RevOps), managing customer relationships effectively is paramount. This is where Customer Relationship Management (CRM) systems come into play. But what exactly is a CRM, and how does it work? This beginner's guide will walk you through the basics of CRM systems and how they can be set up for successful revenue operations.

CRM systems are tools that allow businesses to manage all their relationships and interactions with current and prospective customers. They help businesses stay connected to their customers, streamline processes, and improve profitability. In essence, a CRM system is the modern version of the old-fashioned Rolodex, but with far more capabilities.

There are four main types of CRM software: Operational CRM, Collaborative CRM, Analytical CRM, and Marketing CRM. Each type has its unique features and benefits, but all are designed to enhance customer relationships and drive revenue growth.

## Operational CRM
This type of CRM focuses on automation, allowing businesses to streamline their processes for customer relationships. It helps track touchpoints throughout the customer journey, from the first interaction with your content to move through the sales pipeline. This automation allows RevOps teams to focus on building customer relationships rather than manual tasks like data syncing.

## Collaborative CRM
 A collaborative CRM provides a unified view of customer data to all teams in real time. This includes marketing information, purchase history, and previous customer communication. This type of CRM fosters cross-departmental collaboration, ensuring everyone has access to up-to-date customer data, leading to a better understanding of customers' needs and interests.
 
## Analytical CRM
As the name suggests, analytical CRM emphasizes analytics and reporting. It helps businesses analyze customer data gathered over time to improve marketing campaigns, sales efforts, and customer support effectiveness. Analytical CRM can provide insights into your core customer base and answer questions like which marketing campaigns generate more leads or what content can lead to a purchase.

## Marketing CRM
Marketing CRMs integrate marketing features directly into the software. They include automated workflows that can, for example, automatically send an email to a lead after they click a link in a marketing email. These CRMs can help you close your next sale faster by providing a more personalized touch.

To make the most of a CRM system, it's crucial to use it to its full potential. This means using the CRM for [everything from managing contacts to writing down what was said during a call](https://www.getclientell.com/solutions/use-cases/tracktable). CRM automation can also be leveraged to manage your leads effectively, saving you time at every step of the process.

In conclusion, CRM systems are powerful tools that can help RevOps professionals manage their customer relationships more effectively and drive revenue growth. By understanding how these systems work and how to set them up correctly, you can ensure your RevOps are as successful as possible.




Discover how CRM systems function and how they can be optimized for successful revenue operations. This guide is tailored for RevOps professionals seeking to leverage CRM for enhanced customer relationships and revenue growth.


How CRM Systems Work: A Beginner's Guide for RevOps Professionals

Revolutionizing Sales with Workflow Automation

Once upon a time, in a world where sales leaders were inundated with an overwhelming amount of data and an ever-growing customer base, the need for a revolutionary approach to sales efficiency was dire. In this fast-paced corporate world, RevOps emerged as a knight in shining armor, promising to streamline sales operations and enhance sales productivity.
## Streamlining Sales Operations with Clientell's Automation Features
Workflow Automations - a powerful tool designed to help sales leaders win more deals, safeguard their customer base, and achieve unparalleled revenue precision, even in the most challenging market conditions. The beauty of Clientell lies in its ability to capture every drop of revenue through an increase in win rates, a decrease in slipped deals, and, most importantly, a remarkable boost in productivity.

Imagine the sales representatives working tirelessly to close deals. Time is of the essence and every second counts. Clentell introduces workflows, powered by Smart Summaries and Smart Battlecards. This is where the magic happens - RevGPT automatically summarizes calls and suggests actionable insights, all delivered via Slack. The result? Sales reps save hours and make significant strides in outreach, nudging deals to close faster than ever.

But that's not all. In a realm where data is king, Clientell reigns supreme by improving CRM automatically. Gone are the days of manual entries, poor data quality, missed opportunities, and wasted time. Clientell captures, syncs, and updates data, offering a clean and current foundation for sales teams to work smarter and close more business.
Now picture the top sales representatives - the ones who are always ahead of the curve. They use Clientell daily to manage their pipeline, strategize on deals, and forecast their revenue with accuracy. The platform also allows sales leaders to make forecasts that they can confidently present to the board, ensuring predictable revenue across various parameters such as team, product, geography, revenue stream, and more.

In this tale, no stone is left unturned as Clientell also empowers sales leaders to spot revenue risks before they materialize. By tracking momentum, activity, and engagement, sales leaders can identify at-risk deals and know precisely which actions to take and when replacing hope with certainty.

As the story reaches its crescendo, sales leaders and revenue-critical employees are united on one platform, leaving no room for broken hand-offs. The platform flawlessly manages upsell, cross-sell, renewals, and churn, ensuring that targets are hit, revenue is grown, and the cycle repeats.

However, what is a story without the resolution of a million-dollar question? Clientell provides answers to the most pressing queries: Why are deals pushing? What slipped in the pipeline this week? Clientell snapshots, cleans, and analyzes all data, ensuring sales leaders have the answers they need when they need them.

In conclusion, it is time for sales leaders to bring this enchanted tale to life by [incorporating Clientell's workflow automation into their RevOps](https://www.getclientell.com/solutions/use-cases/workflows/how-to-integrate-slack). By doing so, they can revolutionize sales productivity and efficiency through automation, ensuring that they remain champions in a competitive world.


Explore how Clientell's Revenue Platform enhances RevOps, driving sales productivity and automation for superior sales efficiency.


Clientell Raises $2.5 Million In Seed Round To Help Companies Boost GTM Execution, Manage Revenue Ops

Transforming Sales Outcomes with Clientell and Salesforce Integration

## Harnessing the Power of AI for Sales Excellence

In an era where the art of selling is continuously evolving, sales teams are perpetually seeking innovative ways to enhance their performance amidst economic fluctuations and discerning consumers. The integration of Clientell with Salesforce stands at the forefront of this evolution, offering sales professionals the edge needed to thrive in today’s dynamic market.

### Strategic Sales Engagement
At the heart of successful sales endeavors is the ability to engage with prospects in a meaningful and timely manner. Clientell’s integration with Salesforce CRM enables sales teams to access deep, actionable insights derived from customer interactions, ensuring that every outreach is informed, personalized, and poised for success.

### Insights into Sales Effectiveness
Merging Clientell’s advanced analytics with Salesforce’s robust CRM capabilities provides a clear view into what drives sales success. This powerful combination allows teams to identify best practices and areas for improvement, optimizing sales strategies for superior results.

### Key Advantages of Clientell for Salesforce Users
#### 1. Advanced Analytics for Sales Optimization
Dive deep into sales data with Clientell’s analytics, integrated directly with Salesforce, to uncover patterns and trends that drive successful deals.

Dynamic Dashboarding and daily sales activity tracker report into the inbox. Captured from across CRM and customer engagement centers to ensure every morning while the reps and managers enjoy their coffee they know the exact action items of focus for that day. Each report gives granular insights on their pipeline, deals, trends, and other custom business-centric metrics to help deliver the expected KPIs.

#### 2. Enhanced Deal Oversight
Utilize predictive analytics to pinpoint deals that require attention, enabling sales teams to act swiftly and secure opportunities at risk.

For each deal have a single source of truth, with more than 200 data points for context from across the Sales and Marketing tech stack. Automatically updated in real-time keeping abreast of the current state of progress on the account and opportunity. Clientell AI’s Engagement and Forecast Risk Scores and the reasons behind them. To quickly understand missing actions that need to be taken to turn the course of the deal around and over-subscribe the sales targets.

#### 3. Streamlined Team Collaboration
Improve communication and collaboration among team members with shared insights and data, directly within the Salesforce ecosystem, enhancing overall sales effectiveness.

With Clientell AI training on the deal contexts, objection handling, and engagement patterns for all of the team. Find recommendations for the best next step for any new opportunity replicating successful behaviors and avoiding common pitfalls. Find critical deal activity, ownership changes, client replies, follow-up reminders, and other custom alerts directly in your Mail inboxes and/or communication channels like Slack and Teams(both individual DMs and common/private channels).

#### 4. Customer-Centric Sales Strategies
Leverage direct feedback and analytics to tailor product development and marketing efforts, ensuring they align closely with customer needs and preferences.

Otherwise lost context from customer engagement across emails, video meetings, and LinkedIn DMs gets automatically ingested into the desired data warehouses and CRM. This context is passed on to the desired teams like Sales, Marketing, Customer Success, and Product teams. Thus allowing teams to quickly capture customer requests and objections and have the right team to give a speedy remedy enhancing customer experience.

## Engaging Questions and Answers
### Q1: How does Clientell’s integration with Salesforce enhance sales processes?
A: By ensuring a seamless flow of valuable insights between Clientell and Salesforce, sales teams can access enriched data for more informed decision-making, eliminating the need for manual data entry and analysis.

### Q2: What sets Clientell’s sales enablement tools apart?
A: Clientell focuses on leveraging cutting-edge AI and analytics to provide real-time, actionable insights, enabling sales teams to adapt their strategies dynamically and improve engagement and closure rates.

### Q3: How can Clientell help in overcoming customer objections?
A: Through detailed analysis of interaction data, Clientell helps identify common objections and effective counters, preparing sales teams to address concerns confidently and increase the likelihood of deal closure.


Unlock the potential of your sales team with the Clientell and Salesforce integration. Discover how AI-driven insights, strategic deal management, and a focus on continuous learning can revolutionize your sales outcomes and customer engagement.


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Sales metrics are data points that track and assess the sales performance of an individual salesperson, group, or organization over time. In the big picture, sales metrics assist a business in evaluating the accomplishment of its sales initiatives as well as pinpointing potential improvement areas. Along with providing other crucial company insights, they also monitor goals and objectives, track progress, and inform sales strategies.


## Are Sales Metrics & KPIs the Same Thing?
Well, although they are synonymous, not the same thing. In a nutshell, KPIs, are quantifiable values that demonstrate how efficiently your organization reaches its goals. Contrarily, sales metrics monitor how well your team is performing in terms of sales procedures. In other words, metrics are used to monitor workflow and procedures, while KPIs are used to monitor higher-level business goals.
For example, if a business seeks to boost sales by 15%, sales growth is the KPI, and sales revenue is the metric.

---

## Why Is Tracking Sales Metrics Important?
How do you know whether your favorite cricketer is in form or not? Using all the data from the past recent, you can see his performance, wins, strike rate, not out, and many other things.
 
In businesses, too, for the company’s success, you need to keep a close tab over the sales metrics to see how your employees and the company as a whole are doing. Here are some of the primary reasons why you should track the sales metric.

- **Enhances Worker Performance**  
Many workers find it difficult to assess their level of advancement and growth within the firm. Most of the time, some employees believe they are succeeding and developing as salespeople when in fact they aren't. Sales metrics provide employees with a clear scorecard. They inform them as to whether or not they are moving in the proper way.


- **Identifies problems and inadequacies**  
What you cannot measure, you cannot manage. You must be aware of the issues in order to scale as a team and develop the business, whether it be overall sales.
Near the end of the month, an organization reviews its results in order to note a fall in sales. They would have seen the decline in new leads three weeks earlier if they had their "war room" and had been monitoring other crucial metrics, such as different leads. By the end of the month, they might have closed significant agreements and fixed the problem earlier. Unfortunately, execution suffered greatly since they didn't adhere to metrics.
It is what your business must avoid; after all, prevention is preferable to cure. You need to specify what is not functioning well in the business. The sales metrics enable you to focus on fresh ideas for change that can produce positive results while also assisting you in identifying the company's difficulties.

- **Stops Additional Losses**  
You will go through highs and lows when operating a business, so be prepared. You, as the business owner, can close any gaps in your procedures. And you can get support with that from sales metrics.
Having sales analytics helps you identify what's causing the loss because there are so many interconnected factors that affect sales. After studying the sales KPIs, you may start working on them and making the necessary adjustments.

---

## What Are the Most Important Sales Metrics?


In order to maximize the revenue of sales, we need to understand which data is important and where. The business models of each organization are unique, and this is also true of their sales figures. If a particular corporation values one sales metric over another, it might not be the same for both. For all businesses, even those in the same industry, there is no single sales metric that is critical.

>_“Only use the data that matters._”     
            -Joshua Slone
            
For instance, metrics that measure the percentage of deals each sales agent closes might be helpful if a company's objective is to have every sales rep reach their quotas. If the company wishes to close bigger transactions, it may monitor the average deal size to determine whether its strategy is effective with bigger clients. Metrics can be added or removed when firms expand or enter new markets.

While companies and sales teams will want to choose the metrics that best match their sales goals, some sales metrics are useful to most organizations. They include:

### **1. Annual Recurring Revenue**

 Annual recurring revenue (ARR) measures the revenue per client for each year of a multi-year contract and is frequently used by subscription-based businesses or software-as-a-service (SaaS) models. Leaders in sales and finance can monitor ARR year over year to anticipate sales and assess expansion opportunities. To evaluate specific performance, businesses can additionally examine ARR for certain segments, such as product line, area, or client type (new, existing, etc.).

The whole contract cost, plus upgrades, less losses from downgrades and cancellations, is taken into consideration by ARR. One-time costs, variable fees, and subscription consumption fees are not included.

*Annual recurring revenue (ARR) = Total value of contract / Number of contract years*


### **2. Average Revenue Per User/Average Revenue Per Account**

The amount of income a company makes per user or account over the course of a certain period is known as average revenue per user (ARPU) or average revenue per account (ARPA). Similar to ARR, ARPU can be segmented to provide information about which client segments or geographic areas, for instance, produce more revenue and which ones require improvement.

Customer willingness to pay more for a company's services or goods is frequently indicated by an increase in ARPU over time. A sales staff may think about promoting a more expensive premium service or add-on that enhances the current service if ARPU falls.

*ARPU/ARPA = Total revenue / Average number of users or accounts*


### **3. Quota Attainment**

The percentage of sales that salespeople close in a certain time period as compared to their predetermined objectives, or quotas, is known as quota achievement. In other words, it assesses how near sales representatives came to achieving their objective. This indicator can be used by sales leaders and representatives to revise their sales projections, assess top or underperformers, and alter their sales strategies in order to meet goals. Quota attainment can also be used to assess the effectiveness of particular teams or the sales organisation as a whole.

*Quota attainment = (Sales from actual bookings / Sales quota) x 100*


### **4. Win Rate**

Win rate is the proportion of all quoted deals that result in actual sales. It gauges how well a sales staff performs when it comes to turning around offers into actual sales. To assess individual performance and determine how many additional sales opportunities are necessary to reach goals, sales managers can also check win rates by the salesperson.

*Win rate = (Number of wins / Number of quoted opportunities, lost and won) x 100*

If a salesperson closes 10 deals out of 40 that were quoted, that means their win rate is 25%.


### **5. Conversion Rate**

The percentage of qualifying leads, or potential customers, who convert into brand-new, paying customers is known as the conversion rate in sales. This indicator shows how well-qualified leads are generated and aids in gauging the effectiveness of individual salespeople, sales teams, and marketing. Sales organisations can evaluate the success of lead-generation efforts and reduce customer acquisition costs by tracking conversion rates.:

*Conversion rate = (Number of new customers / Number of qualified leads) x 100*


### **6. Sales Cycle Length**

The sales cycle measures how long it typically takes to close a sale after the first contact a sales representative has with a potential client. For instance, sales leaders and teams might utilise this measure to identify potential delays in the sales cycle that could jeopardise sales and subsequently modify their procedures. Data on sales cycle duration can also enhance sales forecasting.

*Average sales cycle length =
Total number of days to close all deals / Total number of deals*


### **7. Average Deal Size**

The average amount of money made per closed deal is known as the average deal size. For estimating sales income, this statistic is helpful. Teams can calculate the number of deals they need to close in order to meet their monthly quota.

For creating a plan for sales growth, the average deal size is also helpful. Sales managers can discover larger deals that may need close monitoring and additional resources by looking at the average deal size by individual rep. They can also identify which sales representatives would profit from upselling coaching.

*Average deal size = Total sales revenue / Total number of sales*


### **8. Average Profit Margin**

The percentage of total sales revenue that is turned into profit is known as the average profit margin. A business can analyse its average profit margin by sales territory, salesperson, products, services, and other parameters.

*Average profit margin = Net income (overall or for specific areas) / Net sales (overall or for specific areas) x 100*

Net income is derived by subtracting a particular segment’s total expenses from its total revenue. Net sales are calculated by subtracting the segment’s total returns or refunds from total sales. 


### **9. Net Revenue Retention Percentage**

The percentage of recurrent revenue generated by a company's current client base during a specific time period is known as net revenue retention. Net revenue retention takes into account changes in revenue owing to upgrades, downgrades, and cancellations and is typically monitored by subscription-based organisations. This statistic is used by sales and financial leaders to evaluate how well teams grow and renew their client bases' revenue.

*Net revenue retention percentage = Renewal revenue at beginning of period + upsell revenue – churn / Renewal revenue at beginning of period x 100*


### **10. Pipeline Coverage**

The value of a sales representative's potential sales possibilities in proportion to their quota for a specific time period is referred to as pipeline coverage. A multiple of the salesperson's quota is used to express it. A salesperson has 3X pipeline coverage if they have $300,000 in pipeline and a $100,000 quota. Sales managers can use this information to modify their methods and strategies in order to reach quotas.

*Pipeline coverage = Potential sales in the pipeline, in dollars / Sales quota, in dollars*


### **11. Sales Productivity Metrics**
Sales team operations are monitored using productivity measures. The proportion of hot-lead follow-ups, the daily average number of sales tools utilized, and the time spent on selling versus non-selling activities are a few examples. These metrics are used by sales managers to evaluate prospect engagement and team and individual sales performance.

The sales productivity metrics mainly include the following:
- Percentage of time selling
- Percentage of time on data entry
- Percentage of time in content creation
- Percentage of marketing collateral for use by sales representatives
- Number of sales tools used
- Percentage of high-quality lead follow-up

---
 
## **How to Track Sales Metrics**
 
For the most recent analysis, sales figures must be regularly monitored because they change quickly. Following are **6 steps** for monitoring sales metrics:

- Choose a few critical sales indicators that are the main forces behind the company's sales.
- Select the measurement interval for these sales indicators. For instance, the quantity of sales calls may be assessed daily, whereas pipeline coverage may be reviewed weekly or monthly.
- Aggregate sales data. The best strategy is to use CRM or sales analytics software with real-time data. To ensure that comparisons are relevant, calculations must be consistent.
- Use tools for data visualization. Data is digested more quickly and effectively when presented visually, which has a greater influence on sales teams. Several potent CRM programs offer customizable, real-time dashboards that are adaptable, based on roles, and track metrics from the opportunity stage to closed sales and customer service.
- Look for trends by analyzing the data. For instance, does the average revenue per account change from month to month?
- Apply findings to boost sales performance. Search for places that need to be improved. What steps can the company take to reverse this trend and boost revenue if the average revenue per account is declining?

[Here are additional sales metrics to prepare you for 2023.](https://www.getclientell.com/resources/blogs/best-sales-metrics-to-prepare-you-for-2023)

What are the sales metrics which dictate your company's position in the most accurate way and,
how to put them to the best use?

Sales metrics - a comprehensive guide

evolve-sales-processes-with-revenue-intelligence

As a sales leader, you are always looking for ways to improve your sales process and drive more revenue for your company. One way to do this is by using revenue intelligence, which combines data science and behavioral intelligence to provide a deeper understanding of your sales process and help you make more informed decisions.

One key aspect of revenue intelligence is virtual deal rooms, which allow you to manage and track the progress of sales deals in a centralized location. These deal rooms are particularly important in the current landscape, as prospects don’t appreciate being sold and want to be part of the buying process. 

However, traditional CRMs can be time-consuming and cumbersome for sales reps, making it difficult to access the information they need to close deals efficiently. Revenue intelligence, on the other hand, provides a more intuitive and user-friendly interface, empowering reps with the data and insights they need to succeed.

In 2023, revenue intelligence will become an increasingly important tool for sales leaders looking to evolve their sales process and drive results. By leveraging the power of data science and behavioral intelligence, you can gain a deeper understanding of your sales process and make more informed decisions that drive revenue growth.


## What is Revenue Intelligence?
Revenue intelligence is a tool that can help you make the most of your sales efforts by gathering and analyzing data from all your customer-facing teams. This includes sales, marketing, success, and support.

Think of revenue intelligence as your personal AI assistant. It'll help you gather all the data you need from all your different teams and then use it to identify trends and patterns that can help you make better sales decisions. You'll see which leads are most likely to close, which prospects are worth your time, and which might be a waste of time. And you'll be able to personalize your communications and increase your efficiency and productivity.

---

## Where can Revenue Intelligence create an impact?
There are many challenges that sales leaders may face when it comes to their sales process, and revenue intelligence can help address these as well.

One common challenge is the difficulty of filling CRM data. Sales reps are often tasked with entering a large amount of information into their CRM, which can be time-consuming and tedious. This can lead to incomplete or inaccurate data, hindering sales efforts. Revenue intelligence can help automate the data-gathering process and provide a more intuitive interface for sales reps.

Another challenge is the limitation of traditional forecasting methods, which often rely solely on numbers and past performance. While this can provide some useful insights, it doesn't consider other factors that may impact future sales, such as market changes or customer behavior shifts. Revenue intelligence can help by using machine learning algorithms to analyze a wider range of data and provide more accurate forecasting.

Finally, sales leaders may struggle to effectively measure team performance and identify areas for improvement. Revenue intelligence can help by providing real-time data and dashboard reporting, allowing leaders to track the progress of deals and identify areas for improvement in real time. This can help them make more informed decisions and drive better results.

---

## How can Clientell help?
In conclusion, revenue intelligence is a powerful tool that combines data science and behavioral intelligence to provide a more holistic view of the sales cycle and help identify trends and patterns that can inform strategy. It can be easily [integrated into existing workflows](https://www.getclientell.com/solutions/use-cases/workflows-slack), such as CRM and communication tools like Slack, and many platforms offer no-code integration options for hassle-free implementation.

One key aspect of a successful revenue operations strategy is [measuring pipeline leakage](https://www.getclientell.com/revenue-leakage-calculator) or the loss of deals at different stages of the sales process. Revenue intelligence can help sales leaders identify and address underlying issues that may be causing leakage by tracking the progress of deals and identifying areas for improvement in real time.
Revenue intelligence is a valuable tool for sales leaders looking to optimize their sales process and drive revenue growth. By leveraging data and artificial intelligence, you can gain a deeper understanding of your sales process and make more informed decisions that drive better results.


As a sales leader, you are always looking for ways to improve your sales process and drive more revenue for your company. One way to do this is by using revenue intelligence, which combines data science and behavioral intelligence to provide a deeper understanding of your sales process and help you make more informed decisions.

Evolve your sales processes with revenue intelligence

## The Brief
The journey from serving small to mid-sized businesses (SMB/MM) to engaging with mid-market to enterprise-level clients (MM/Enterprise) represents a significant leap for any company. This case study delves into how Clientell's Revenue Operations as a Service played a pivotal role in facilitating this strategic shift for a leading tech solutions provider. Through a detailed examination of the key challenges and innovative strategies employed, this narrative showcases the transformative impact of Clientell's intervention.

## Project Background:
The company, a well-established provider of tech solutions primarily to the SMB and MM sectors,
aimed to pivot its market focus towards larger, enterprise-level clients. This strategic move was
motivated by the desire for higher-value contracts, longer-term engagements, and the opportunity to scale operations significantly. However, the company faced several challenges inherent in servicing a more demanding and sophisticated clientele.

![Untitled (19).png](https://clientell-website.s3.ap-south-1.amazonaws.com/Untitled_19_3d995c3577.png)
## Key Challenges


**Complex Sales Cycles:** Transitioning to an enterprise market involved navigating longer and more complex sales cycles, requiring a more nuanced approach to sales and customer relationship management.

**Elevated Customer Expectations:** Enterprise clients demanded a higher level of service, including customized solutions and proactive customer support.

**Scalability and Integration Issues:** The existing revenue operations infrastructure was not equipped to handle the scale and complexity of enterprise deals, especially concerning CRM and ERP integration.

![Untitled (20).png](https://clientell-website.s3.ap-south-1.amazonaws.com/Untitled_20_bdf37ac4eb.png)
## The Process

### Our Approach
![Untitled (21).png](https://clientell-website.s3.ap-south-1.amazonaws.com/Untitled_21_4fdc35db24.png)

![Untitled (22).png](https://clientell-website.s3.ap-south-1.amazonaws.com/Untitled_22_f0f497ed04.png)
## The Solution
Our Solution Unpacked: A Seamless Strategic Migration to Mid Market from SMBs

**Strategic Rev Ops Assessment and Planning:** Clientell initiated the project with a comprehensive assessment of the company's current Rev Ops framework, identifying gaps and opportunities for optimization in alignment with the new market focus.

**Customized CRM Overhaul:** Recognizing the need for a more robust CRM system capable of
managing complex enterprise relationships, Clientell implemented a series of customizations and
integrations tailored to the company's strategic needs.

**Sales Process Reengineering:** To address the intricate sales cycles characteristic of the upmarket segment, Clientell redesigned the company's sales processes, introducing advanced lead qualification, segmentation strategies, and account-based marketing (ABM) tactics.

**Training and Enablement:** Understanding the importance of skill enhancement for dealing with upmarket clients, Clientell provided targeted training and enablement resources to the sales and customer support teams


## The Results
**Streamlined Sales Cycles:** The re-engineered sales processes and CRM enhancements led to a **25% reduction in the length of sales cycles** for enterprise deals.

**Enhanced Customer Satisfaction:** Customized solutions and proactive support strategies significantly improved customer satisfaction scores among enterprise clients.

**Revenue Growth:** Within the first year of implementing Clientell's strategies, the company witnessed a **40% increase in revenue** from enterprise contracts, marking a successful pivot upmarket.

![Untitled (27).png](https://clientell-website.s3.ap-south-1.amazonaws.com/Untitled_27_1906414984.png)
![Untitled (25).png](https://clientell-website.s3.ap-south-1.amazonaws.com/Untitled_25_fe86dfe64d.png)

### Get Started
Ready to revolutionize your RevOps? Don't let your business lag in the digital era.
Not just the industry prevalent one-pager audit, but get an extensive deep dive report.
[Start your Audit at no cost](https://meetings.hubspot.com/saahil-dhaka)


Navigating Upmarket: Clientell's Strategic Role in a Groundbreaking Revenue Transformation Project (Revenue Operations)

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Revenue Operations is undergoing an evolution as the complexities of operations and businesses increase. The requirements grow both in scale and technicality now more than ever. This demands for an intelligent system to take over the mundane tasks so the data fundamentals are in place. Allowing managers and decision-makers to take strategic steps based on the in depth analysis. Shedding light on the factors and metrics that impact their business the most and then take necessary preemptive actions.

From its inception, [Clientell](https://www.getclientell.com/request-a-demo) recognized the necessity for precise and methodical expertise in filling the gap within the RevOps domain for organizations on the path to scaling. Addressing key challenges such as misaligned teams, process inefficiencies, and the need for advanced data analytics, Clientell has charted a course for success across various industries, managing a pipeline of over half a billion dollars to date. Some key challenges faced by managers and decision-makers while scaling their operations have been illustrated below.

![Untitled (17).png](https://clientell-website.s3.ap-south-1.amazonaws.com/Untitled_17_ebccdcb9e1.png)

Clientell has pioneered the 5As Process, a cutting-edge methodology that addresses the critical need for an intelligent system capable of handling the intricacies of modern businesses. This approach ensures that data fundamentals are solid, empowering managers and decision-makers to craft strategies grounded in deep analytical insights.

## The Signature 5As Process by Clientell
### **Audit**: Laying the Foundation with Deep Dive Analysis
Clientell embarks on a comprehensive audit of your company's revenue operations, aligning tech stacks and team dynamics to unearth inefficiencies. This initial step is crucial for setting the stage for transformation, focusing on:

1. Comprehensive analysis of the company's revenue operations to pinpoint inefficiencies.
2. Evaluation of the tech stack for alignment with revenue goals.
3. Examination of team dynamics and alignment among sales, marketing, and customer success.
4. Identification of gaps in data management and utilization.
5. Benchmarking against industry standards to highlight areas for improvement.
6. Review of customer journey mapping for potential optimizations.
7. Assessment of current CRM and tech stack configurations.
8. Discovery of underutilized resources or tools that could enhance operations.
9. Analysis of sales and marketing funnel efficiency.
10. Identification of key performance indicators (KPIs) not being tracked or underperforming.

### **Architect**: Crafting Tailored Strategies for Unified Growth
Following the audit, Clientell crafts a tailored cohesive strategy, consultatively with the company’s stakeholders that marries sales, marketing, and customer success efforts. This blueprint is the cornerstone of sustainable growth, featuring:

1. Development of a strategic blueprint that aligns with company goals and industry best practices.
2. Creation of a unified strategy that integrates sales, marketing, and customer success efforts.
3. Consultation with stakeholders to ensure strategies are inclusive and representative of all departments.
4. Tailoring of processes to enhance customer engagement and retention.
5. Designing of scalable systems to support growth without sacrificing quality or efficiency.
6. Implementation planning to ensure smooth transition and adoption of new strategies.
7. Structuring data management practices for actionable insights.
8. Configuration of tech stack for optimal performance and integration.
9. Establishment of clear communication channels for better team collaboration.
10. Introduction of new KPIs to measure the impact of strategic changes.

### **Activate**: Streamlining Operations for Efficiency
With the strategy set, Clientell activates new processes and integrations, enhancing operational efficiency without disrupting current workflows. Key activations include:

1. Seamless implementation of new processes and technologies without disrupting existing workflows.
2. Integration of advanced analytics and machine learning models for deeper insights.
3. Rollout of custom playbooks to guide team actions and decisions.
4. Enhancement of CRM capabilities for improved lead and customer management.
5. Automation of repetitive tasks to increase team efficiency and focus on high-value activities.
6. Activation of new tools and platforms for better data visualization and decision-making.
7. Establishment of a continuous feedback loop to refine processes and strategies.
8. Training sessions to ensure smooth adoption of new technologies and processes.
9. Introduction of change management practices to support team transition.
10. Monitoring of operational metrics to track the immediate impact of activations.

### **Advise**: Empowering Teams with Expert Guidance
Clientell then focuses on empowering your team with the knowledge and tools needed for operational success. This phase is dedicated to:

1. Provision of expert guidance to build competency in new systems and processes.
2. Delivery of targeted training programs focused on the latest tools and analytics platforms.
3. Sharing of best practices for data-driven decision-making and operational excellence.
4. Facilitation of workshops to enhance team skills in analytics, CRM management, and customer engagement.
5. Development of a knowledge base for easy access to information and resources.
6. Encouragement of a culture of continuous learning and improvement.
7. Advice on leveraging data insights for strategic planning and execution.
8. Support in establishing a common language and understanding across departments.
9. Recommendations for process adjustments based on performance data.
10. Guidance on navigating the tech landscape to stay ahead of industry trends.

### **Augment**: Ensuring Sustainable Impact through Continuous Mentoring
Finally, Clientell offers ongoing mentorship to navigate any challenges during the adoption of new processes, ensuring lasting impact. This continuous support includes:

1. Continuous mentoring to ensure sustainable adoption of new practices and technologies.
2. Ongoing support to address emerging challenges and optimize workflows.
3. Reinforcement of strategic initiatives through regular check-ins and performance reviews.
4. Provision of advanced training to keep pace with evolving market demands and technologies.
5. Facilitation of peer-to-peer learning sessions for shared insights and problem-solving.
6. Adjustment of strategies based on feedback, analytics, and changing business needs.
7. Encouragement of innovation and experimentation within teams.
8. Support for leadership in fostering a resilient and adaptable organizational culture.
9. Emphasis on the strategic use of data for predictive modeling and preemptive actions.
10. Long-term partnership for continuous improvement and growth.

Clientell's 5As Process not only addresses the immediate needs of scaling organizations but also lays a solid foundation for future growth. With a focus on data-driven strategies, operational efficiency, and continuous improvement, Clientell is revolutionizing the way businesses approach Revenue Operations.

Discover the full potential of your operations and unlock new avenues for growth with Clientell's expertly designed RevOps strategy. Schedule a [Free Audit with our RevOps experts](https://meetings.hubspot.com/saahil-dhaka) today and embark on a journey to operational excellence and revenue maximization.

Discover how Clientell's unique 5As Process for Revenue Operations transforms businesses for scalable growth. Dive into our audit, architect, activate, advise, and augment steps designed to streamline operations, enhance efficiency, and drive strategic decision-making for scaling organizations.

Maximizing Revenue Growth: Unveiling Clientell's Innovative 5As Process for RevOps Excellence

Navigating Upmarket: Clientell's Strategic Role in a Groundbreaking Revenue Transformation Project

## The Brief
One of the largest Marketing Technology Proficorns faced difficulty navigating the scaling complexity
due to misaligned teams and a lack of transparency in their processes and tech stack.
The company emphasized transforming into a data-driven organization, focusing on enhancing how it
measures and forecasts sales. Previously working with Salesforce vendors, The management
recognized the missed strategic opportunities in defining prospect lifecycles for predictive analytics.
As the organization accelerated its growth, the Head of Revenue Operations was challenged with
scaling its CRM system to align with the increased complexity of its go-to-market strategy. With
hundreds of employees providing real-time data and compensation management workflows to its
customers. The Proficorn expanded its CRM investment by adding more customisations along with
more extensive flows, while also integrating new team members into the system.

![Untitled (19).png](https://clientell-website.s3.ap-south-1.amazonaws.com/Untitled_19_3d995c3577.png)
## Key Challenges


### CRM Administration
1. Hubspot was unable to handle the complex and varying requirements of the scaling teams.
2. Migrating from Hubspot to Salesforce the target CRM- Customizability and Support Needs.

### Data Management
1. Non-holistic data strategies lead to white spaces, duplication, gaps in critical fields, and ownership
transfer issues leading to unclear revenue attribution.
2. Distributed data across the sales and marketing tech stack (Salesforce, Zoominfo, Outreach, and
Hubspot) and the resultant lack of a single source of Truth for analytics.

### Process Compliance
1. Poorly defined prospect lifecycle stages and validation criteria leading to revenue loss.
2. Lack of detailed analysis for accurate demand, resource planning, and sales forecasting.

![Untitled (20).png](https://clientell-website.s3.ap-south-1.amazonaws.com/Untitled_20_bdf37ac4eb.png)
## The Process

### Our Approach
![Untitled (21).png](https://clientell-website.s3.ap-south-1.amazonaws.com/Untitled_21_4fdc35db24.png)

![Untitled (22).png](https://clientell-website.s3.ap-south-1.amazonaws.com/Untitled_22_f0f497ed04.png)
## The Solution
Our Solution Unpacked: A Seamless Migration to Salesforce with Clientell

Clientell's premium package offers an unparalleled solution for a seamless transition to Salesforce
CRM, tailored specifically for our high-value customers. Our dedicated engineering team meticulously
analyzed the migration scope, complexities, and essential data management strategies to ensure a
flawless setup.

**Pre-Migration Precision:** Before diving into the migration, we fully integrated the client's tech stack into
Clientell’s RevOps platform, conducted thorough data cleansing, and performed white-space analysis
to ensure data integrity. Our approach to data—tagging duplicates and removing outliers—sets the
stage for a smooth migration.

**Effortless Migration:** In collaboration with the company's internal team, our migration experts flawlessly
transitioned all data and policies from HubSpot to Salesforce, achieving a seamless migration without
interrupting the sales process. This allowed the Sales and Marketing teams to maintain operational
continuity in their new CRM environment.

**Customization for Growth:** Post-migration, Clientell's RevOps experts crafted bespoke processes and
workflows within Salesforce, aligning with the company's ambitious scaling plans and intricate go-tomarket strategy. A customized Revenue Growth Model was developed to harness data-driven insights
for enhanced demand forecasting and sales planning, benefiting all teams.

**Empowering Teams with Tailored Playbooks:** We launched specific playbooks for sales and
marketing, guiding teams through the newly established customer journey strategies, facilitated by
Clientell's revamped tech stack and workflows. This ensured uniform adoption of the strategies across
teams.

**Dedicated Support and Continuous Improvement:** Our premium service included a dedicated CRM
Administrator and a RevOps Manager to oversee workflow modifications and provide comprehensive
training on new CRM functionalities. We also offered ongoing support from a RevOps specialist to
ensure smooth onboarding for new hires and continual skill development.

**Revolutionized Operations with Clientell:** Leveraging our platform, the customer gained deep insights
for strategic forecasting across various dimensions. With Workflow Alerts integrated into Slack, teams
stayed informed about crucial deal updates and compliance with sales processes, directly updating
CRM fields from Slack or Email to save time.

**Strategic Focus and Enhanced ROI:** This strategic overhaul shifted focus towards initiatives that
spiked qualified leads and conversion rates, with a data-driven methodology amplifying campaign
targeting and personalization, significantly boosting ROI.

**Dynamic Dashboarding for Informed Decisions:** Our dynamic dashboard feature enabled decisionmakers to receive regular updates, providing a comprehensive overview of business operations and
facilitating scenario simulations for better market preparedness.

## The Results
![Untitled (23).png](https://clientell-website.s3.ap-south-1.amazonaws.com/Untitled_23_ea182a1b15.png)
![Untitled (24).png](https://clientell-website.s3.ap-south-1.amazonaws.com/Untitled_24_a9e8ab4b4f.png)
![Untitled (25).png](https://clientell-website.s3.ap-south-1.amazonaws.com/Untitled_25_fe86dfe64d.png)

### Get Started
Ready to revolutionize your RevOps? Don't let your business lag in the digital era.
Not just the industry prevalent one-pager audit, but get an extensive deep dive report.
[Start your Audit at no cost](https://meetings.hubspot.com/saahil-dhaka)


How Clientell's RevOps as a Service transformed Revenue generation and growth.

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