What are Clari Modes? Product, Split, and Custom Modes
What are modes in Clari?
Sometimes, finding the deals and the amount you care about isn’t as simple as one opportunity and the total amount of that opportunity.
The opportunity and full amount might be exactly what some sellers care about, but some sellers might care more about the split amount of the opportunity or line items (i.e., products) on an opportunity.
Other sellers, or even SEs, AMs, and CSMs need to look at their business differently by looking at deals for which they are not necessarily the opportunity owner or specific kinds of deals like expansion or renewal opportunities, or looking at deals in some other way.
In Clari, modes allow you to see revenue data by what matters:
- Opportunity Mode: Shows your data on the opportunity level when sellers are the owner of the opportunity in Salesforce and need to forecast the deals they own. This mode is very commonly used by teams who own new logos and drive expansion.
- Splits Mode: Shows your data based on “splitting” the deal amounts by multiple deal owners who share commission on opportunities, and need to know the total value of the “splits” they own and forecast their splits, whether or not they are the opportunity owner in Salesforce.
- Product Mode: Shows your data based on what products comprise your deals when opportunities may include multiple product line items, and sellers need to forecast at the level of the product line item(s) whether or not they are the owner of the overall opportunity in Salesforce.
Note: If you have a business case that requires it, our Clari team can work with you to develop modes that show your revenue data based on custom objects in Salesforce as well.
Example A $30k deal exists (owned by Morgan), consisting of $10k for Product A (owned by Morgan) and $20k for Product B (owned by Riley).
Note: This example assumes that Morgan and Riley are peers (Morgan does not report to Riley, and Riley does not report to Morgan).
Opportunity Mode will only show the deal as $30k. Morgan (and people that Morgan rolls up to) would have visbility into the deal, but Riley would not.
Since the total 30k is split between Morgan and Riley, Splits Mode will show the deal separately for Morgan and Riley, both of them would have visibility into the deal, but the $10k that Morgan owns for their split would roll up to Morgan’s total pipeline totals, and the $20k that Riley owns for their split would roll up to Riley’s pipeline totals.
Product mode will show $10k for Product A and $20k for Product B, both of them would have visibility into the deal, but the $10k that Morgan owns for Product A would roll up to Morgan’s total pipeline totals, and the $20k that Riley owns for Product B would roll up to Riley’s pipeline totals.
Modes are useful because they allow you to view deals with the right level of segmentation and granularity so that each user in Clari can see the deals and revenue that are relevant to them.
If you’re currently only concerned with overall revenue, then Opportunity Mode will be best. If you need to view deals based on split ownership, then Splits Mode is best. If you want to understand what products comprise your revenue, Product Mode will help you with that. If none of those fits, a custom mode may be the answer.
As an example, in the following three screenshots we see the same module (Waterfall) looking at the same group of deals (“pipeline closing this quarter”) and same time period (“in the last 7 days”).
You’ll see that despite looking at the same period of time, we see different revenue numbers based on the mode we use.
Note: Your Clari admin can set which fields are used in a specific mode.
Figure 1: In Default Mode, the Amount field is set as Total License, and the amount of won revenue is $2.03M, with 981 won deals.
Figure 2: Products Mode changes the Amount field to Product Total, with won revenue of $3.72M and 2218 deals.
Figure 3: In Splits Mode, the Amount field is Budgeted Amount, and the won revenue is $2.32M with 4,275 deals.
