E48: Kevin Knieriem, President of Clari on expanding their serviceable addressable market and building a unified platform
Mar 17, 2024
auto_awesome
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.
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.
Companies adopting unified revenue platforms like Clari for streamlining operations and AI integration.
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.
Evolution of Revenue Processes Across Industries
Revenue processes in tech companies, life sciences, and other sectors are evolving to focus on achieving revenue goals efficiently. The revenue cadence, involving crucial moments in the organization at all levels, is vital for success. Clari's emphasis on creating a robust revenue database, integrating data with AI and machine learning capabilities, positions them as a comprehensive platform for sales effectiveness in various industries.
Demand for Unified Revenue Platforms and AI Integration
Companies seek a unified platform like Clari to streamline their revenue operations and AI integration. Clari's revenue database, enabling real-time data integration and predictive analytics, caters to the need for command and control over revenue functions. The consolidation of revenue intelligence and related solutions into a single platform aligns with the trend towards AI-driven decision-making and cohesive data management.
Importance of Solving Complex Problems First
Addressing challenging issues like sales compensation and forecasting is crucial for companies like Clary, HubSpot, and Salesforce as these intricate problems require meticulous solutions. By tackling the toughest problems initially, companies can build a strong foundation for future growth and expansion, as seen in the evolution of revenue management approaches and the integration of various data points.
The Evolution towards Revenue Collaboration and Governance
Clary's transition from a point solution to a comprehensive platform highlights the shift towards revenue collaboration and governance within the sales tech landscape. The focus on enabling revenue critical employees to collaborate effectively and ensuring the alignment of strategic initiatives underscores the importance of platform-based solutions and integrations. The strategic approach to partnerships, including engagement with system integrators and technology solutions, reflects Clary's commitment to driving revenue workflows and transformations to meet evolving customer demands.
Learn how revenue platforms like Clari, Gong, and Outreach have evolved over the years and how Clari’s President, Kevin Knieriem, is expanding their SAM into verticals like medical devices, manufacturing, and financial services. The group also discusses Clari’s approach to becoming a unified revenue platform.