If you're in a B2B go-to-market (GTM) team, you know the drill: pipeline reviews, deal notes, too many tools, and not enough insight. Everyone’s promising “AI-powered revenue intelligence” these days, but most of it is fancy dashboards and recycled CRM data. So, is Clari Co-Pilot actually worth your time—or is it just another sales tool with a shiny wrapper?
After weeks of hands-on testing and some blunt conversations with actual users, here’s what you really need to know if you’re considering Clari Co-Pilot for your team in 2024.
What Is Clari Co-Pilot—And Who’s It For?
Clari Co-Pilot pitches itself as an AI-powered “conversation intelligence” platform for sales and customer teams. Translation: it records, transcribes, and analyzes your sales calls, then tries to surface insights about deals, next steps, and rep performance.
If you’re:
- Running a B2B sales or revenue team (especially in SaaS or tech)
- Drowning in call notes and follow-ups
- Tired of “he said, she said” pipeline discussions
...this tool is aimed at you. It’s less helpful for small teams with a handful of deals, and overkill for solo reps. But if you’re coaching a team, managing dozens of active deals, or want more insight into what’s actually happening on the ground, it’s in the right ballpark.
Key Features (And If They’re Worth Caring About)
Let’s break down what Clari Co-Pilot actually does. Here’s the core of it:
1. Call Recording & Transcription
- How it works: Co-Pilot joins your Zoom, Teams, or Google Meet calls as a bot, records everything, and spits out a transcript.
- What’s good: The transcription quality is pretty solid, especially for US English. You’ll get a searchable record, which beats relying on memory or frantic note-taking.
- What’s meh: Accents, crosstalk, and jargon can still trip it up. Don’t expect perfection, especially for technical sales calls.
Pro tip: If your team is squeamish about being recorded, get ahead of it. Set ground rules and stay transparent with customers.
2. Automated Notes & Summaries
- How it works: After a call, Co-Pilot generates a summary, action items, and suggested next steps. It’ll even tag key moments—like when pricing comes up.
- What’s good: Saves tons of time if you’re sick of writing up follow-ups. Decent for catching tasks you’d otherwise forget.
- What’s meh: The summaries are generic unless you tweak the templates. You’ll still want to check for accuracy—AI can miss nuance (“send the updated deck” becomes “follow up with materials”).
Ignore the hype: The AI isn’t going to magically replace your best note-taker. It’s a starting point, not a finished product.
3. Deal & Pipeline Insights
- How it works: Co-Pilot connects to your CRM, matches calls to deals, and tries to surface risks (e.g., “no decision-maker present in last two calls”).
- What’s good: Helpful for managers who want to coach reps or spot stuck deals. Flags things you might miss if you’re buried in spreadsheets.
- What’s meh: The “insights” are only as good as your data hygiene. If reps aren’t logging calls or updating CRM fields, you’ll get garbage in, garbage out.
Pro tip: Don’t expect AI to fix bad process. Clean up your CRM first or you’ll just automate the mess.
4. Coaching & Rep Analytics
- How it works: You get dashboards on talk time, topics, next steps, and “coachability” (their word, not mine).
- What’s good: Can help spot reps who dominate calls or never ask questions. Useful for 1:1s and onboarding new hires.
- What’s meh: The dashboards look nice, but don’t expect them to replace real-world coaching. Some metrics (like “sentiment analysis”) feel like fluff.
5. Integrations & Automation
- How it works: Native integrations with Salesforce, HubSpot, Slack, and more. Auto-logs call summaries into your CRM. There’s a Chrome extension, too.
- What’s good: Saves you from copy-paste hell. Slack notifications are handy for deal updates.
- What’s meh: Integration setup can be finicky, especially for custom CRM fields or non-standard workflows. Chrome extension is hit-or-miss.
What Actually Works Well (Based on Real Use)
After living with Co-Pilot for a few weeks, here’s what stands out:
- Searchable call transcripts are a game changer when you need to settle “who promised what.”
- Automated follow-up notes save hours, especially for busy managers or multi-threaded deals.
- Deal risk flags help you catch issues before deals stall—if you trust your CRM data.
- Integration with Slack is genuinely useful for keeping execs and teammates in the loop without flooding inboxes.
Where It Falls Short (And What to Watch Out For)
Not every feature is a slam dunk. Here’s where Clari Co-Pilot shows its rough edges:
- AI summaries are generic. You’ll still need a human to clean things up before sending to clients or execs.
- Transcription isn’t bulletproof. Especially with technical lingo or poor audio, you’ll get mistakes.
- Setup takes time. Connecting all your tools, training reps, and tweaking templates isn’t instant. Budget a week or two for rollout.
- Expensive for small teams. Pricing is still “call us” territory, but most quotes are $1,200–$1,800 per user per year. That adds up fast.
- Privacy concerns. Some clients (especially in regulated industries) don’t want calls recorded, period. You’ll need a plan for opt-outs.
Bottom line: It’s not a silver bullet. If you expect AI to magically “fix” sales execution, you’ll be disappointed.
What to Ignore (Seriously)
A few features get a lot of marketing love but don’t move the needle:
- “Sentiment analysis.” The tech just isn’t there yet. Don’t base coaching or deal strategy on whether the bot thinks your prospect sounded “happy.”
- Call scoring for performance reviews. Good reps know how to game these metrics. Use them as a conversation starter, not gospel.
- “AI-generated deal insights” that claim to predict close dates. Take these with a grain of salt—real forecasting still takes human judgment.
Rolling Out Clari Co-Pilot: What to Expect
If you’re thinking about rolling this out, here’s how it usually goes—warts and all.
1. Stakeholder Buy-In
- Get sales, CS, and ops on the same page early. The tool only works if people actually use it.
- Address privacy and consent with legal right away, especially if you sell to big enterprises.
2. Integration Setup
- Connect your CRM and calendar first—without this, Co-Pilot is just a fancy recorder.
- Expect some fiddling to get custom fields and workflows set up.
3. Training & Change Management
- Run a few test calls and review the transcripts and summaries with your team.
- Set expectations early: AI is a helper, not a replacement for good habits.
- Encourage (but don’t force) reps to use the tool—mandates backfire.
4. Iterate & Improve
- Tweak summary templates to fit your deal style.
- Use call insights to adjust playbooks, but don’t go overboard with new metrics.
- Revisit after 30 days: what’s actually being used? What’s noise?
Is It Worth It? The Real ROI
Here’s the honest take: If your team is flying blind on deal reviews, buried in manual notes, or struggling to coach consistently, Clari Co-Pilot can help. It won’t turn bad reps into stars or fix broken processes, but it will save time and surface issues faster.
- Best for: Mid-sized to large B2B sales orgs, especially if you already use Clari for forecasting.
- Not for: Tiny teams, anyone allergic to AI, or industries where call recording is a no-go.
If you’re tired of “AI magic” promises, good news: this isn’t magic. It’s a practical tool that, when set up right, actually does what it says on the tin—just don’t expect it to do your job for you.
Keep It Simple, Iterate, and Trust Your Gut
Don’t let a new tool overhaul your whole process overnight. Start with searchable transcripts and basic notes. See what sticks. Ignore the shiny dashboards until you’re getting real value from the basics. And as always: if something feels off, trust your gut over the AI’s hot takes.
You don’t need “revenue intelligence”—you need clear, reliable info to run your team better. If Clari Co-Pilot delivers that (and for many, it does), then it’s worth a shot. Just keep it simple and don’t believe the hype.