If you're in B2B sales ops or revops and need to pick a platform to actually help your team sell more (not just look busy in dashboards), you probably keep hearing about Clari, Salesforce Revenue Cloud, InsightSquared, and a dozen other tools. Most of the comparison guides out there are either way too fluffy or written by vendors trying to nudge you toward their own product. Let's cut through that and break down what really matters when you’re comparing Clari to its competitors.
This guide is for sales ops managers, revops leads, and anyone stuck in the middle between sales, finance, and execs who just want answers that don’t waste your time.
1. Get Clear On What You Actually Need
Before you even start comparing feature lists, take ten minutes to write down:
- What’s broken? (e.g., reps sandbagging forecasts, managers wasting hours in spreadsheets, no visibility into pipeline risk)
- What must change in the next 6-12 months?
- Who really needs to use this? (Just ops? Reps? Execs? All of the above?)
Pro tip: Most revops “platforms” can’t fix broken sales processes. If your team isn’t entering data or following any process now, no tool will magically fix that. Be honest about your starting point.
2. Focus on the Right Features (Ignore the Hype)
Every vendor will tell you they do everything. Here’s what actually matters for B2B sales teams:
a. Forecasting
- How easy is it to roll up a forecast from rep to CRO?
- Can you see changes over time (not just static snapshots)?
- Does it flag deals that are likely to slip, or just show you what’s in the CRM?
Clari’s take: Clari is strong here—forecasting rollups and change tracking are their bread and butter. But if your team already lives in Salesforce and you’re not forecasting at scale, you may not need Clari’s bells and whistles.
b. Pipeline Visibility
- Can frontline managers quickly spot stuck deals or pipeline gaps?
- Does the platform automatically pull in activity data (emails, meetings), or do reps have to log everything?
- Is it easy to filter by product, segment, or territory?
Most tools claim “full pipeline visibility,” but half of them just re-skin your Salesforce data. Test drive this. If it takes five clicks to find stalled deals, your managers won’t use it.
c. Activity Capture
- Does the platform actually sync with your email/calendar, or are there “integration gaps?”
- How accurate is the data? (Garbage in, garbage out.)
Clari, Revenue.io, and Groove all pitch this, but the details matter. Some only sync with Gmail, some with Outlook, and some miss half the meetings. Ask for specifics.
d. Reporting and Analytics
- Are the reports actually customizable, or do you need a consultant?
- Can you export raw data? (You’ll want this—trust me.)
Clari’s analytics are solid, but if you’re living in Excel anyhow, do you really need another dashboard? InsightSquared is great for deep Salesforce analytics, but it’s not as slick for forecasting.
e. Change Management & Adoption
- How hard is this thing to roll out?
- Will your reps hate it?
- Is there real support, or just a “help center”?
Ignore the “AI-powered” claims. If your team doesn’t use the tool, you get zero ROI.
3. Stack Up the Real-World Pros and Cons
Here’s a grounded look at how Clari and its main competitors usually shake out:
Clari
Pros: - Best-in-class forecasting workflow, especially for large, complex teams. - Good at tracking changes week-over-week. - Decent activity capture and pipeline risk alerts. - User interface is clean and easy to train on.
Cons: - Not cheap, especially if you have a smaller team. - Setup can be a headache if your CRM data is messy. - Some features (like advanced analytics) cost extra.
Salesforce Revenue Cloud
Pros: - Natively tied into Salesforce—no syncing headaches. - Deep reporting, tons of customization (if you have a good admin).
Cons: - User interface can feel clunky and overloaded. - Customization takes time and money. - Forecasting isn’t as flexible as Clari out of the box.
InsightSquared
Pros: - Deep analytics for Salesforce users—tons of slicing and dicing. - Good at surfacing hidden trends and bottlenecks.
Cons: - Focuses more on reporting than workflow. - Forecasting isn’t as dynamic as Clari. - User experience is less modern.
Others (People.ai, Revenue.io, BoostUp, etc.)
- Many of these tools specialize in activity capture or AI suggestions. If that’s your main need, they’re worth a look.
- Beware “AI-powered” claims—most just mean “fancy filters on your existing CRM data.”
4. Test Drive Workflows, Not Just Features
Demos and feature checklists are one thing, but you want to see how the tool fits your actual sales process.
- Pick one real-world forecasting meeting. Can you run it end-to-end using the platform?
- Ask for a sandbox or trial. If the vendor won’t let you touch the product until you buy, that’s a red flag.
- Try importing messy CRM data. Does the platform choke, or can it handle real-life chaos?
Pro tip: Don’t let vendors drive the demo. Bring your own data and test your toughest use cases.
5. Dig Into Pricing and Hidden Costs
Nobody advertises their true pricing, and there’s usually a lot of “custom quotes.” Things to check:
- Are there extra charges for integrations, analytics, or support?
- Is there a minimum seat count or annual commitment?
- What happens if you want to add teams later?
Clari and its competitors all have “platform” pricing, which can balloon quickly. Push for clarity and get everything in writing.
6. Check References (and Not Just the Ones They Give You)
Most vendors will give you their happiest customers. Find your own:
- Search LinkedIn for ops folks at companies like yours who use Clari or its rivals.
- Ask bluntly about onboarding, adoption, and support headaches—not just features.
- Look for signs of “shelfware” (tools that people buy but don’t use).
Red flag: If nobody will talk to you except the vendor’s hand-picked customers, proceed with caution.
7. Avoid Common Traps
- Don’t buy for “AI” or buzzwords. If it doesn’t solve today’s problem, skip it.
- Don’t assume more features = better. Extra dashboards and widgets just add confusion.
- Don’t ignore your team’s appetite for change. If your reps already hate updating Salesforce, adding another tool won’t help.
Wrapping Up: Keep It Simple and Iterate
Picking a revenue operations platform isn’t about who has the flashiest demo or the longest feature list. It’s about solving the problems your sales team actually faces, with the least amount of fuss. Start with your pain points, test with real data, and don’t let vendors rush you.
If you keep the process honest and focused, you’ll avoid shelfware—and actually help your team close more deals. Don’t try to solve everything in one shot. Get one thing right, then build from there.