This week Clari and Salesloft announced they would merge, forming a combined entity that will bring more robust revenue intelligence and agentic AI tools to revenue teams. The transaction is not expected to close until later this year, and each company will continue operating independently until then.
While the two companies have a significant amount of overlap in terms of functions, there are key complementary elements. The Clari Revenue Orchestration Platform leverages the structured and unstructured data from every human- and machine-generated revenue interaction into a single, time-series data model to build more informed forecasts and better manage pipeline. Marrying that data with the intelligence workflow inside Salesloft’s offerings creates a solid “one-two punch” of precision data and automated activities to drive both human employee productivity, but also power agentic AI motions that are more efficient and effective as well.
The companies are calling the combined effect “Revenue Context” — defining it in their words as “the foundation needed to train and enrich LLM models and AI agents — guiding both humans and AI agents with recommendations they need to make decisions and take action.”
The Burgeoning Revenue Intelligence Layer
As businesses look to focus more on customer retention and expansion revenue, it is more important than ever to have precision data at the fingertips of sellers and customer success managers. Businesses need to stop thinking about cross cell and upsell and more about orchestration of engagement along the entire customer lifecycle to optimize customer lifetime value.
The combination of Clari’s intelligence tools, and Salesloft’s pre-built workflows for common go-to-market motions creates what we at Constellation have been calling a “revenue intelligence layer.” This is not necessarily a single piece of software, but rather an approach to data, AI, and workflow with a focus on optimizing every customer engagement and interaction with an eye on customer lifetime value. The upcoming revision of our Revenue Platforms ShortList will reflect this change in how revenue platforms are powering revenue intelligence layers for end users.
We expect to see more consolidation as both legacy players in the revenue platforms, sector merge with other players, as well as AI, exponentials and other AI-native companies to bring more agentic use cases into their portfolios.
The Importance of “Inherently Functional” Agentic AI
Both companies have been building out agentic AI offerings for their customers. Combining these with the workflow power in Salesloft will create even more inherently functional AI agents that growth leaders can take advantage of out-of-the-box with little configurations.
Creating functional AI use cases that are driving ROI and not increasing costs is imperative, and as vendors look to create these inherently functional agents, the ones who get to market first with the most effective, efficient, easy to deploy and manage agents will win.
Growth leaders using either of these tools should be looking at the other as they merge, and seeing how the agentic AI can optimize processes, reduce costs, and build a more full journey engagement model that optimizers customer lifetime value.
