Wingman Acquisition: Key Details, Impact, and What Comes Next

Clari's acquisition of Wingman marks a significant step in the SalesTech industry. By integrating Wingman's advanced conversation intelligence into its Revenue Platform, Clari aims to enhance revenue prediction and streamline communication. This strategic move positions Clari as a leader in end-to-end revenue process management, offering real-time insights and improved revenue outcomes for businesses.

What Is Wingman?

Wingman, a conversation intelligence platform, focuses on enhancing sales team performance through real-time insights and analytics. Its core services include call recording, transcription, and AI-driven analysis, which help sales teams improve their strategies and outcomes. Wingman's unique selling point lies in its ability to provide actionable feedback during live calls, setting it apart in the competitive SalesTech market. This innovative approach enables sales professionals to adapt and respond effectively in real-time.

Who Acquired Wingman?

Clari is a prominent player in enterprise revenue innovation, offering a comprehensive platform that unifies revenue data, systems, and teams to drive predictable, scalable growth. Its key products include the Revenue Platform, Capture, Inspect, Groove, Align, Copilot, Forecast, RevAI, RevDB, Analytics, and various integrations. Clari manages $4 trillion in revenue for over 1,500 customers, earning recognition as a leading provider of revenue management solutions and a 2025 G2 Best Sales Software Winner.

When Was Wingman Acquired?

Clari acquired Wingman on June 15, 2022. This acquisition came at a time when the SalesTech industry was experiencing significant shifts due to economic uncertainties and market instability. The strategic move allowed Clari to enhance its Revenue Platform with Wingman's advanced conversation intelligence capabilities, addressing the increasing pressure on businesses to secure and predict revenue outcomes more effectively. The timing was crucial as it aligned with the broader industry trend of integrating AI-driven insights to improve sales performance and revenue management.

Why Was Wingman Acquired?

• Market Expansion: Clari's acquisition of Wingman (now Copilot) is a strategic move to broaden its market presence. By integrating Wingman's advanced conversation intelligence capabilities, Clari enhances its Revenue Platform, making it more appealing to a wider range of customers and industries. This expansion allows Clari to offer a more comprehensive solution that covers various sales and revenue processes.
• Technology Integration: The integration of Wingman's technology into Clari's platform is a significant technological advancement. Wingman's features, such as call recording, live transcription, and AI-driven insights, are now part of Clari's ecosystem. This integration allows Clari to analyze customer and employee conversations more effectively, providing real-time guidance and improving revenue predictions.
• Competitive Advantage: The acquisition of Wingman strengthens Clari's competitive position by adding unique capabilities to its platform. With real-time coaching, actionable insights, and comprehensive deal health analytics, Clari can offer a unified solution for revenue-critical teams. This consolidation of conversation intelligence and revenue data in one platform differentiates Clari from its competitors, enhancing its ability to predict and manage revenue outcomes effectively.

Acquisition Terms

• Acquisition Price: The acquisition price was not publicly disclosed.
• Payment Method: The payment method for the acquisition was not specified.
• Key Conditions or Agreements:
  • Wingman has been rebranded to "Copilot" as part of the deal.
  • The integration of Copilot's conversation intelligence technology into Clari's Revenue Platform.
  • Focus on enhancing revenue collaboration and governance through actionable insights and real-time coaching.

Impact on Wingman

The acquisition of Wingman by Clari has led to significant operational changes. Wingman has been rebranded as "Copilot," and its advanced conversation intelligence technology has been integrated into Clari's Revenue Platform. This integration aims to streamline communication and provide actionable insights from recorded sales calls, enhancing Clari's capabilities in revenue prediction and management. The strategic framework, Revenue Collaboration & Governance, introduced by Clari, further unifies revenue-critical employees and processes, addressing revenue leaks and improving revenue precision.

Product offerings have also evolved, with Copilot now providing real-time coaching, call recording, live transcription, and AI-driven insights. These features are designed to turn recorded conversations into strategic assets, helping businesses spot revenue leaks and drive revenue precision. Employee reactions have been positive, with Wingman's co-founder Shruti Kapoor expressing excitement about the shared culture and values. Customers have welcomed the enhancements, appreciating the improved ability to unify teams and tech stacks, leading to better revenue outcomes.

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