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. Timing and Contract Duration - Leverage End of Quarter (EOQ) and Fiscal Year End: Clari's fiscal year ends in December, making EOQ a strategic time to negotiate as they may be more willing to offer discounts to meet sales targets. -

-Opt for Longer Contract Terms: Showing a willingness to commit to a longer contract can be a significant lever in negotiations, potentially leading to better terms or pricing.

- Plan Negotiations Around Renewals: If your contract renewal aligns with Clari's EOQ or you have plans for growth, emphasize these points to strengthen your negotiating position.

2. Competitive Leverage - Gather Competitive Quotes: Before entering negotiations, obtain pricing from competitors like Outreach or Gong to use as leverage during discussions with Clari.

- Threaten Switching to Competitors: If negotiations on pricing are stalling, indicate your willingness to consider Clari’s competitors, which can prompt Clari to offer more favorable terms to retain your business.

3. Value-Added Propositions - Propose Marketing Collaborations: If direct pricing negotiations are challenging, propose value-added options such as participating in a case study, providing a customer reference, or allowing logo usage which can be beneficial for Clari’s marketing efforts. - Highlight Planned Growth: If your organization anticipates increased usage or expansion, highlight this during negotiations as it represents potential future revenue for Clari, making them more likely to offer favorable initial terms.

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.

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