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In a downturn, how do you protect your revenue? When markets shift, Finance teams need to understand the true state of their business to optimize resources and capital allocation. They rely on Clari to scrutinize their pipeline, pressure test their models, and inform operating plans and expectations for their revenue teams. Here are four actions to take now:

Review Conversion Rate Trends

Analyze past quarter conversion rates for pipeline stages. Apply those conversion rates

against your open pipeline for current and future quarters to predict likely revenue outcomes.

Triangulate Your Team’s Call

Compare your team’s forecast calls against your conversion rate and pipeline

analysis to ensure their predictions are supported by the data.

Capture Deal Movement Signal

Track how many of your close dates are pushing from one quarter to the next. Spot trends in segments, industries, or regions, and make

focus area recommendations to sales leaders.

Assess Out-Quarter Predictions

Look at your pipeline position for future quarters and apply historical conversion rates

to understand where you’re likely to land, and what adjustments are necessary.

4 Actions to Take in a Downturn For Finance Leaders

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