Use These 3 Essentials to Build a Winning Revenue Culture

Culture may be the ultimate competitive advantage.?

Let’s face it: Your rivals — with enough money and effort — can replicate your products, services, and even strategies. But the one thing that’s much harder to copy is a strong, unified culture that promotes performance and innovation.

Want to win in today’s hyper-competitive market? Invest in culture.?

At Clari, culture has been an integral part of our rise from scrappy startup to multi-billion dollar disruptor. And we’ve used 3 essential concepts to form the foundation of our culture.?

Today, I’d like to share these 3 essentials with you. Use them to unlock your team’s potential, secure a competitive advantage, and launch a legendary career in revenue.

1. Lead with transparency

Transparency is at the heart of a winning culture.?

When leaders guard information, mistrust and information asymmetry set in. This erodes relationships and slows down decision-making. Worst case, teams set up silos and start working against each other.?

This can all be avoided with a transparency-first approach.?

Routines we run at Clari

Weekly, we host Town Hall meetings to create space for open communication. Typically, I share a few quick updates, then step back to make room for employees to ask burning questions or offer thoughts. This routine keeps us informed and aligned.

We also place an emphasis on courageous conversations. Work is inherently messy. That’s why we encourage employees to share challenges early and often. This promotes openness and active problem-solving before issues escalate.

Lastly, we use bi-weekly pulse surveys to measure employee happiness. This data shows feedback on company morale, enabling our leadership team to make quick adjustments and promote a strong work environment.

2. Win together

Success isn’t achieved alone — it’s built together.

Sadly, many companies don’t operate this way. Internally, they feel divided, with teams competing for attention and resources instead of collaborating. This disunity weakens the company culture, fractures communication, and prevents the organization from achieving its full potential.

To thrive, a winning culture must prioritize teamwork.

Routines we run at Clari

One of our core values at Clari is called “Jazz Band.” This value focuses on creating harmony across teams. We aim to work together like a free-flowing jazz band, where each member plays their part in unison to achieve a shared goal.?

We also live by the value of “Dish Assist.” Pulling in sports lingo, we promote the idea of passing the ball so that others can score. This value encourages team members to graciously and actively support each other, knowing that success is a collective effort.?

Lastly, we prioritize team-building activities that strengthen bonds beyond the workplace. Whether it’s team lunches, a volunteer event, giving back to the community, or letting loose with some bowling, these activities help us build trust and come together as a team.

3. Invest in growth

Without continuous improvement, even the best teams will stall.

When growth takes a back seat, cultural malaise follows. Skills become outdated, innovation slows down, and team members lose their drive. Over time, this stagnation crushes morale and limits the company’s ability to compete in a fast-changing market.

The best way to stay competitive and energized is to invest in growth every day.?

Routines we run at Clari

We prioritize professional and leadership development with internal programs. Our Base Camp program provides new leaders with the foundational skills they need to succeed within our organization. The program also introduces them to our core values, team dynamics, and business cadences — locking in our culture from day one.

We take it a step further with our Ascend Leadership Program, which is designed for leaders at every level — from new managers to seasoned executives. Ascend focuses on cutting-edge philosophies and practical insights that keep leaders continuously growing, no matter their experience level.

In addition to training, we offer at the company and functional level, Clarians receive a professional development stipend. This lets individuals direct a portion of their professional development to the things that matter the most to them. This is anything from attending a conference, taking a university course, or joining a professional community.

Is your team built to win?

In today’s market, companies with a winning culture will thrive and outlast the competition. Everyone else will struggle to keep up.

The good news is you have the power to directly shape culture.?

Remember these essentials:

1. Lead with transparency. Open communication creates trust and alignment.
2. Win together. Unified teams innovate and achieve more.
3. Invest in growth. Never stop learning and adapting.?

With this playbook, you’ll gain a competitive edge. Use it to build a successful culture and set the stage for a legendary career in revenue.

‘Til next time,?

Andy Byrne

CEO, Clari

More playbook for running revenue

Playbook: Master revenue like the Fortune 500 – unlock strategies top CROs are using to eliminate revenue risks, align teams, and drive unstoppable growth with our new CRO Playbook.?

Webinar: Join John Queally (Director, Revenue Operations, Clari) and Sean Lane (Founding Partner, BeaconGTM) for a live webinar on Wednesday, October 16, from 10-10:45 AM PT to get real answers on how to stop Revenue Leak and build a foundation for predictable, scalable revenue growth.

Blog: Uncover how the CRO from Cisco AppDynamics stops Revenue Leak to achieve outsized returns in this fascinating blog.?