Raised: $510M | $2.6B Valuation
Date: 2024 - Ongoing
Clari’s mission is to help revenue teams win more deals by providing deep visibility into customer accounts. A core challenge for enterprise sellers is mapping the buying organization—identifying decision makers, influencers, blockers, and partners.
For one of Clari’s strategic customers, Clari wanted to deliver a centralized, interactive organizational chart experience. This functionality would allow account teams to visualize hierarchies, add CRM and non-CRM contacts, track sentiment and engagement, and collaborate more effectively during the sales process.
Enterprise sales cycles involve dozens of stakeholders, often spread across departments and regions. Sellers needed:
A single source of truth for contact hierarchies across Salesforce and Clari.
Real-time synchronization of updates across modules like Align, Activity Insights, and Groove.
A drawing board (interactive canvas) to build and maintain org charts dynamically.
Support for placeholders (unknown roles or future hires) and external influencers such as partners or board members.
A scalable design that could support large, complex hierarchies while remaining intuitive.
The Commitment set a hard deadline (July 31) to deliver a minimum viable org chart experience, making execution critical.
1. Research & Requirements
I partnered closely with PMs, engineers, and Workday stakeholders. From the PRD and customer interviews, we defined the critical MVP scope:
Build relationship maps from scratch using CRM contacts and placeholders.
Bulk add contacts and keep data in sync with Salesforce.
Edit attributes inline (role, engagement, sentiment) with changes reflected across Clari.
Provide admins with a way to configure custom attributes and color coding.
2. Designing the Interactive Canvas
I designed the Drawing Board, an interactive canvas where users could:
Drag, drop, and connect nodes (hierarchical + non-hierarchical).
Expand/collapse large hierarchies and zoom into details.
Use search, filter, and sort to manage 1000+ contacts without clutter.
Add placeholders for unknown roles (e.g., “VP Procurement TBD”), later convertible into CRM contacts.
3. Real-Time Collaboration Patterns
Inspired by Figma and Lucidchart, I designed for future collaboration:
Notification system when another user saves updates.
Version control and conflict resolution workflows.
Planned auto-save + multi-user editing for later iterations.
4. Admin Customization
To empower flexibility, I designed admin settings where Clari admins could:
Define new attributes (e.g., “Influence,” “Sentiment”).
Map Salesforce fields to Clari fields.
Configure color-coded picklists for visual cues on contact nodes.
The July 31 delivery successfully launched the org chart MVP, including core features such as:
Building relationship maps from scratch using CRM and placeholder contacts.
Bulk addition of contacts.
Search and filter by Salesforce and Clari attributes.
Inline editing with propagation to CRM.
Custom attributes for role, engagement, and sentiment.
This release positioned Clari to expand the org chart into a central People Service, powering all contact-related workflows across modules.
Customer Success: Customer account teams could now visualize entire buying groups, helping them strategize and pitch more effectively.
Cross-Functional Alignment: Sales, Customer Success, and Operations gained a consistent view of account hierarchies.
Scalability: The foundation set by this project allowed Clari to extend the org chart beyond Workday, with APIs available for future modules and integrations.
Strategic Differentiator: Relationship mapping became a competitive advantage in enterprise sales planning, reinforcing Clari’s value in complex deal execution.
I'm also involved in redesigning the whole mobile ecosystem :)
