Pricing Overview

Clari offers a variety of tools through their Revenue Platform. All are priced per user per year. In some cases, they will only show license quantity and annual total per product, making the per user per year price something that would need to be calculated.

• Clari Capture, Groove, Copilot, Inspect, Align, and Forecast
• Groove is offered as Core, Flow, Dialer, and SMS.
• Clari offers 3 levels of Forecast solutions:
  • Revenue Forecasting Essentials, Revenue Forecasting Growth, and Full Platform (Enterprise)
  • All solutions include Support and SSO
• Implementation: One-time fee of at least $15,000 depending on the scope

General Strategy

1. Leverage Competition and Budget Pressure

• Use Competitive Quotes: Clari responds well to competitive pressure, especially from Gong and Outreach. Presenting competitive bids or threatening an RFP can unlock significant discounts and flexibility, including moving off minimum deal sizes.
• Highlight Budget Constraints: Clearly communicate any budget pressures or restrictions. This is a consistently successful lever for securing overall contract discounts, price-per-unit reductions, and waived fees.
• Tips:
  • Obtain and present competitive quotes from Gong, Outreach, or Groove to maximize your negotiating position.
  • If Clari proposes a price increase, push back by referencing competitor pricing or the threat of switching providers.
  • Use budget limitations to negotiate for waived implementation fees, free trial months, or reduced minimum commitments.

2. Optimize Contract Structure and Timing

• Commit to Long-Term Agreements: Clari offers better pricing and is more flexible on minimums when customers commit to multi-year deals (e.g., 3-year terms). Long-term contracts can also help lock in discounted rates for future add-ons.
• Time Negotiations Strategically: Signing ahead of Clari’s critical dates—especially end of quarter (EOQ) and fiscal year-end in December—can yield additional discounts and incentives.
• Tips:
  • Negotiate for a multi-year contract to secure lower per-unit pricing and price locks.
  • Accelerate your negotiation process to align with Clari’s EOQ or fiscal year-end for maximum leverage.
  • Ask for discounted rates to be locked in for future product or user growth during the contract term.

3. Maximize Value Through Growth, Right-Sizing, and Fee Waivers

• Lean Into Growth or Right-Sizing: Whether you’re expanding or reducing your user base, use these changes as negotiation points. Growth can unlock discounts, while right-sizing can be offset by longer terms or restructuring.
• Negotiate for Waived Fees and Free Trials: Clari is open to waiving implementation fees, providing free trial months, and even comping add-ons like Copilot, especially if you’re switching from a competitor.
• Tips:
  • If planning to grow, emphasize this to Clari to negotiate better rates or free months.
  • When reducing licenses, counter any proposed price increases by offering a longer commitment or restructuring the agreement.
  • Always push back on implementation fees and request free trial periods, especially if transitioning from another platform.

4. Escalation and Relationship Management

• Use Escalation Strategically: Customer escalation emails and highlighting internal challenges can prompt Clari to offer last-minute concessions or improved terms.
• Leverage Marketing Value: If other levers stall, offer case studies, customer references, or logo usage to gain additional value or discounts.
• Tips:
  • Don’t hesitate to escalate negotiations internally at Clari if you’re not getting traction on key asks.
  • Offer to participate in marketing activities as a trade-off for better pricing or contract terms.
  • Maintain a collaborative tone to keep negotiations positive and productive.

Custom Strategies

New Purchase:

• Step One: Evaluate potential volume and gather pricing
  • Choose a realistic number of licenses the team will need over 12 months.
  • Request pricing for 12 months.
• Step Two: Push on pricing
  • Offer possible growth: Mention that you are exploring adding users but would need to see lower pricing.
  • Build in Flexibility: Be sure to emphasize any potential growth over the next term. Ask about a ramp structure, with two potential features: 1) users past a certain “total user” threshold are added at a lower price per seat; and/or 2) additional users added mid-term are pro-rated.
  • Clari often includes one-time fees including implementation services. On a new purchase, you may have an opportunity to have those waived or reduced if budget is a huge factor in awarding the business.
• Step Three: Competitive quote
  • Be prepared with lower pricing from a competitor such as Gong, Outreach, or Salesloft. Share the lower pricing and ask that Gong match pricing to move forward.
  • Salesforce also has Revenue Intelligence licenses that recently have been proving to be more competitive with Clari. In terms of cost, Salesforce (for a new or add-on purchase) will price these licenses competitively as well. Inform Clari that overlaps in functionality and compelling pricing are reasons you may not be able to award them the business.
• Step Four: Timing
  • Signing quickly ahead of end of month or end of quarter is a strong lever. Offer a target signature date in exchange for lower pricing.
• Step Five: Multi-Year
  • Request pricing for 2 or 3 years as this will likely yield better pricing.
  • Once multi-year pricing is secured, push for the lowest pricing on a shorter term best suited to your team.

Renewal:

• Step One: Engage early and send notice of non-auto renewal at least 30 days ahead of renewal via email.
  • Internally, confirm the number of licenses currently needed and how many are needed over the next 12-24 months.
    • Ask Clari to share usage data and review to confirm it aligns with internal data.
    • Notice of non auto - renew: “We would like to send an official notice of non auto renewal per our contract while we work through options for the upcoming renewal. Please confirm this is sufficient notice to avoid the auto renewal of this agreement.”
• Step Two: Gather Pricing
  • Ask for renewal pricing at the current volume for a 12 month agreement.
• Step Three: Push on pricing
  • Depending on the rep, Clari may try to push a YoY increase of 5-7% on a flat renewal. Push to keep pricing the same with the current volume.
  • Threaten to move to a competitor if Clari cannot provide lower pricing. Salesloft, Outreach, or Gong are competitors that Clari will recognize.
• Step Four: Multi-Year
  • Request pricing for 2 or 3 years as this will likely yield better pricing.
  • Once multi-year pricing is secured, push for the lowest pricing on a shorter term best suited to your team.