Clari has announced that it will acquire Groove, the Sales Engagement platform provider.
The move aims to allow customers to cut their tech stack spending and complexity.
It will also strengthen Clari’s capabilities across the end-to-end revenue process.
Sales engagement, interactional analytics, revenue forecasting, deal management, data ingestion, and more solutions support this process.
In bringing these together, Clari claims to provide “unprecedented visibility” into revenue generation.
Doubling down on this point, Andy Byrne, CEO of Clari, stated: “Most CEOs have a tough time answering the most important question in business: Will we meet, beat, or miss on revenue?
By bringing together Clari and Groove, revenue leaders can implement their revenue collaboration and governance strategy across all internal and external workflows, giving them full visibility and control over the company’s most important business process: revenue.
What Does Groove Add to Clari’s Platform?
Groove supports sales engagement activities across the end-to-end revenue process.
Its solution strives to deliver “everything a rep” needs to nurture deals to their inbox.
Leveraging its Salesforce-native design, the platform passes on notes from a prospective or existing customer’s CRM account history alongside relevant LinkedIn profiles.
From their inbox, the rep may also automate meeting scheduling and log activities in Salesforce without shifting from Microsoft Office or Google Workplace.
Groove also allows users to tag events via meeting types, notes, outcomes, and next steps while automatically updating Salesforce for new meeting analytics.
Further features include Groove Flows to send personalized email sequences, a dialer to prioritize customer outreach, and a capability that allows transcripts to flow into Salesforce.
Finally, Groove allows teams to collaborate on account lists, assign tasks, and build custom workflows across the sales stack.
Bolstering Clari’s Existing Portfolio
Excited to bring all these capabilities to the Clari platform, Chris Rothstein, CEO of Groove, said:
Together, we will create more pipeline and enable sellers to act on opportunities with incredible speed and effectiveness. Revenue teams are looking to win more, faster — and Groove and Clari are bringing the rocket fuel.
The foundational element, the carbon of this rocket fuel is Clari’s analytics engine that pulls data from various tools – including CRM, calendars, email, files, and social systems.
From there, it applies data science to make sense of it all.
As a result, sales reps can better quantify the quality of opportunities and progress of leads with insights and recommended actions delivered to them via a mobile app.
Moreover, Clari automatically captures rep and customer activities to eliminate manual data entry and empower teams with data they hadn’t previously collected.
That insight may inform coaching, sales, and – as its differentiator – revenue optimization strategies.
Benefits for Shared Customers
Tealium already utilizes both vendors’ software, and the acquisition excites its CRO Ted Purcell.
“Clari runs our revenue process with insights and predictions I trust,” he said. “Groove enables our customer teams to turn these insights into execution by helping increase engagement with the right brand and message to the right people.
Clari and Groove, in one simple platform, delivers everything I need. It’s a winning combination for CROs.
The combination will also enable brands to optimize their top-of-funnel programs, boost sales productivity, and allow CROs – like Purcell – to become more predictive.
Moreover, it will allow Tealium and brands in the same boat to work with fewer vendors, simplify workflows, and – over time – ease support processes.
Across the crowded CX stack, many have predicted more M&A action to enable such benefits, spark differentiation, and consolidate the market.
Finally, this is coming to fruition, with Five9 recently acquiring Aceyus, RingCentral rolling up Hopin, and Gladly snapping up Thankful.
