Together, Clari and Salesloft create a category-transforming AI company for revenue, laying the foundation for a Predictive Revenue System that guides revenue teams to accelerate growth. The company combines the broadest dataset, capturing both structured and unstructured signals. End-to-end revenue orchestration capabilities unlock new levels of AI-driven productivity and predictability. Thousands of the world’s most successful companies, including Adobe, IBM, 3M, and Zoom, trust Clari and Salesloft to drive predictable revenue growth. Pulse 2.0 interviewed Clari VP of Product Scott Howley to gain a deeper understanding of the company.
Scott Howley’s Background
Could you tell us more about your background? Howley said:
“I’ve spent nearly 25 years in enterprise software, building SaaS platforms that help businesses operate smarter and scale faster. Before Clari, I led the product team at Anaplan, where I was responsible for the core platform and a suite of planning applications. What brought me to Clari is simple: I’ve seen firsthand how hard it is to run revenue predictably, and I wanted to help fix that. Clari is building a platform that goes beyond simply showing revenue performance; it empowers companies of all sizes to forecast with precision and take action at scale.”
“I lead Clari’s product organization, where I’m responsible for delivering capabilities that empower revenue teams to execute more effectively and drive meaningful results. We design every feature with one goal: to drive predictable growth. One way we achieve this is by helping sellers, managers, and revenue ops teams work more efficiently and stay closely aligned. I work closely with customers to uncover points of friction and identify how we can address them through clean data, intuitive UX, and AI-driven guidance.”
Favorite Memory
What’s been a recent moment you’re proud of? Howley shared:
“We’re building AI directly into the revenue process, not as a bolt-on offering. I’m especially proud of Clari’s recent AI-powered capabilities, launched this past March. We introduced tools like Ask Clari, Smart Deal Summaries, Omnibar, and AI-Guided CRM Suggestions, designed to solve real execution challenges revenue teams face every day.”
“These features do more than surface data. They guide sellers and managers to take the right actions in the moment, when it matters the most.”
“Our Smart Deal Summaries, for example, save reps 30 minutes per deal review by consolidating emails, transcripts, and notes. Omnibar delivers prioritized tasks directly into sellers’ workflows, eliminating the need for tool switching. Ask Clari provides instant answers to pipeline and account questions.”
“And I’m not the only one excited about these capabilities. We’ve seen a 572% increase in usage of AI Deal Summaries in less than a year! This is a clear signal that teams are not only adopting these tools, but they are also seeing value. This is where AI moves beyond the hype and starts making a tangible impact on pipeline velocity and overall execution. It’s rewarding to execute our vision of helping every revenue professional operate with clarity and confidence, powered by AI.”
Using AI To Change Revenue Execution
How is Clari using AI to change revenue execution? Howley noted:
“Beyond these foundational features, Clari also recently launched agentic capabilities built to fully unlock the value of AI for enterprise revenue.”
“The Clari platform enables what we call “Revenue Architects” or an enterprise to comprehensively track all human- and machine-driven signals across deals, accounts, reps, regions, and more. These signals are stored in Clari’s revenue data platform, the world’s largest of its kind, managing over $5 trillion in revenue. This type of data is a goldmine for context-driven AI revenue orchestration.”
Findings From Recent Report
Clari Labs just released a report analyzing 10 million opportunities from Fortune 500 companies. What stood out most to you in the findings? Howley cited:
“The data is eye-opening. The top 10% of sellers are driving 65% of total revenue, while the bottom 50% contribute less than 8%.”
“One of the most revealing indicators is that only 25% of sellers complete their assigned tasks, a clear sign that organizations are not adequately enabling their reps to succeed. Reps are overwhelmed with disconnected systems and busy manual work. As deal sizes grow and reps are responsible for larger areas, they simply cannot keep up.”
“This is where AI becomes critical. First, organizations need to establish a repeatable revenue cadence to bring structure and consistency to how they operate. Then, AI must be embedded directly into daily workflows to provide guidance in the moment, whether that is surfaced next-best actions, flagging deal risk, or helping teams focus on the right opportunities. A proper support system is often what separates the top 10% from the bottom 50%.”
“AI is not about replacing people. It is about empowering them. When implemented correctly, AI enables every seller to operate with the focus, discipline, and insight of a top performer. It eliminates guesswork and accelerates decision-making across the entire revenue engine.”
Differentiation From The Competition
What sets Clari apart from other platforms in the market? Howley affirmed:
“Most tools just reflect what’s happening. Clari drives what happens next. We unify all revenue data (CRM, emails, calls, support tickets, marketing engagement, ERP) and leverage over a decade of AI innovation to deliver real-time, actionable insights. We don’t just make the CRM better. We extend it with workflows that actually help people execute. Whether it’s a rep prioritizing deals or a CRO analyzing pipeline, Clari turns data into direction.”
Customer Success Stories
How are customers seeing results from these innovations? Howley highlighted:
“Okta is a standout example. Not just because they’re a leader in identity security, but because they’ve operationalized forecasting and pipeline management at scale. Before Clari, Okta was impacted by subjective rep estimates and little visibility into future pipelines. This system may have worked when they had 30 reps, but as they grew on the path to IPO, they needed a model that scaled.”
“They chose Clari for its ability to unify forecasting and pipeline data, as well as enforce a consistent revenue cadence. Clari’s platform helped Okta build what they now call a “balanced pipeline,” ensuring every rep has the tools needed to hit, or exceed, current quota and future quotas. Clari helped Okta establish a biweekly cadence that alternates between pipeline creation and forecast inspection, bringing partners, marketing, and sales operations into a unified rhythm.”
“And it paid off. Today, Okta can inspect forecast and pipeline coverage by rep, region, or segment. They use AI-driven deal scoring to flag risks early and drive corrective action immediately. From sales leaders to regional VPs to marketers, everyone operates from a single, unified source of truth: Clari.”
Future Company Goals
What are Clari’s future goals? Howley emphasized:
“Even in today’s modern enterprises, revenue teams are operating without the framework or execution needed to hit their quotas. We’ve just launched Revenue Context — the industry’s first set of platform capabilities designed to ensure AI, and AI agents truly work and collaborate at scale. This platform brings revenue-critical activity data — both structured and unstructured — and translates them into action through Clari’s revenue data platform.”
“Revenue Context will be the foundation of Fall 2025’s agentic releases around revenue cadences, deal inspection, trend analysis and more. We’re investing in AI agents that use this trusted data to flag risk early, guide reps to the right accounts, and drive execution through automated and data-driven workflows. When 64% of companies say they’re losing pipeline because of missed signals, and 40% say reps are focused on the wrong accounts, it’s clear that execution is the problem. And AI can help fix it.”
“Clari’s future is about helping teams not only hit their number once but also build the systems and cadences to do it quarter after quarter. AI can absolutely transform go-to-market, but only when it’s built on a strong foundation of clean, connected, and trusted data.”
Additional Thoughts
Any final thoughts? Howley concluded:
“Honestly, one of the biggest barriers to AI success isn’t the technology — it’s trust. Adoption often stalls because sales reps lack confidence in the outputs, making it difficult to drive real impact.”
“A big part of why is that AI is focused on narrow tasks, like suggesting next steps or flagging risk, but those suggestions often lack real context. They feel disconnected from the bigger strategy.”
“That’s why Clari takes a fundamentally different approach. We believe AI must earn trust by delivering real value with clear context. True guided selling isn’t about telling reps what to do — it’s about helping them think like the CRO of their own territory. That means giving them full visibility into their pipeline, highlighting the most critical signals, and showing them how their actions impact the bigger picture.”
