Case Study: Clari achieves data-driven, equitable territory planning and faster rep ramp with LinkedIn Sales Solutions

Clari reimagines territory planning with up-to-date firmographics ​from LinkedIn Sales Insights

Clari, a Sunnyvale-based computer software company with 255 employees, faced territory-planning issues caused by outdated firmographics. Accounts no longer matched ideal customer profiles, so reps pursued the wrong targets, and inaccurate, inequitable books created lack of focus and operational rework.

By using LinkedIn Sales Insights’ up-to-date firmographic data (company size, HQ location), Clari redefined segments around ICPs and equitably carved rep books. The territory plan was completed ahead of schedule, enabling reps to hit the ground running and giving the sales organization greater confidence in data-backed sales targets.

Clari

Rosalyn Santa Elena

Head of Revenue Operations