Clari Growth Playbook

The founders realized that 'Sales Forecasting' in most companies was a combination of spreadsheet hell and gut feelings, leading to massive misses on quarterly numbers that terrified CEOs and Boards.

The 'Truth-Serum' Data Model & The 'Execution-Visibility' Exec Moat: Clari tacticaly won by being 'The Forecaster'. Their growth engine is 'The Revenue Intelligence Graph'—connecting to every email, calendar invite, and CRM update to see if a deal is *actually* progressing or just stalled. By selling 'Predictability' to the C-suite, they bypassed the slow 'User' adoption and went straight for the 'Buyer' who needs to hit the Wall Street numbers. Their growth relies on 'Revenue Leakage' identification—showing companies exactly where they are losing money in their sales funnel, making the software an essential 'Financial Control' tool.