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E48: Kevin Knieriem, President of Clari on expanding their serviceable addressable market and building a unified platform
Mar 17, 2024
Kevin Knieriem, President of Clari, discusses expanding their serviceable addressable market into verticals like medical devices, manufacturing, and financial services. The podcast explores the evolution of revenue platforms, challenges in minimizing churn, trends in market solutions, and the shift towards unified revenue platforms. They also touch on the awareness of Total Addressable Market among startup founders, go-to-market strategies, partnerships for growth, and the integration of AI into revenue workflows.
01:09:37
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Quick takeaways
- Tech companies expanding services to diverse verticals like medical devices and financial services.
- Emphasis on creating robust revenue database with AI and machine learning for sales effectiveness.
Deep dives
Shift Towards Comprehensive Solutions in Revenue Platforms
Companies in the tech industry are transitioning towards providing more comprehensive solutions instead of point solutions. This shift is seen in companies like Clari, Gong, and Outreach broadening their services beyond tech into verticals like med device, financial services, and manufacturing. Clari's acquisition of Groove showcases their move towards becoming a platform to address various industry needs.
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