Case Study: Tipalti achieves data-driven one-on-ones and faster rep ramp time with Clari

Tipalti Empowers Data-Driven One-on-Ones, Faster Rep Ramp Time with Revenue Intelligence

Tipalti, a global leader in payment automation serving over 2,000 customers, expanded rapidly into new EMEA markets and had to double its sales team quickly. That growth exposed weaknesses: one-on-ones were focused on surface-level status updates, activity data relied on manual entry, and rep performance varied because managers lacked reliable, real-time data to prioritize deals and coach effectively.

Tipalti partnered with Clari to embed revenue intelligence across its sales cadence, automating activity capture, delivering real-time buyer engagement and pipeline insights, and standardizing forecasting and pipeline inspection. The result: one-on-ones became data-driven and strategic from day one, rep ramp time shortened, coaching improved, deal prioritization became more consistent, and overall rep performance and forecasting quality increased to support continued high growth.

Tipalti

April Larsen

Vice President, Sales Excellence