How to Measure the Impact of Your Competitive Intelligence Program with Klue

Adam McQueen

We’re back with another edition of “How to with Klue”, where we walk through how to tackle an important competitive intelligence workflow with Klue.

Our Enterprise Customer Success Manager, Mike Hamilton, will take you under the hood in Klue.

You can watch his walkthrough below, or keep on reading.

Step 1: Accessing Your Reports

Begin your journey by navigating to the Measure tab within Klue. Here, you’ll find a variety of reports at your disposal. These reports are structured to give you a holistic understanding of various aspects of your compete program.

Step 2: Curator Activity Report

Understanding your team’s content curation efforts is crucial. The Curator Activity Report allows you to:

• Identify trends in content updates across different boards.
• Recognize top contributors keeping content up to date.
• Spot gaps where top competitors are missing recent updates.

This report can be summarized over different time periods (yearly, quarterly, etc.), providing a clear picture of content efforts supporting your teams.

Step 3: Intel Digest Report

Next, explore the Intel Digest Report, which provides insights into how effectively your Intel digests are being received and interacted with:

• View the number of opens, unique open rates, and click-through rates.
• Work with your Customer Success Manager to pull overall stats, such as total opens and clicks over extended periods.

This ensures your audience is engaging with the digests you send regularly.

Step 4: Consumer Reports

The Consumer Overview report is a goldmine for understanding user engagement:

• Assess the percentage of licensed users interacting with the platform.
• Identify top consumers and analyze which features and content are most engaging.
• Utilize the leaderboard to see top users in terms of activity and feature engagement.

This insight helps you determine who you can reach out to for feedback and success stories.

Step 5: Competitive Revenue Analytics

Now, let’s delve into the highlight—Competitive Revenue Analytics. This suite of reports gives you a clear picture of your compete program’s impact on revenue, using integrated Klue and CRM data.

Overview Tab

Start with the Overview Tab to understand:

• The competitive revenue gap: revenue lost to known competitors versus revenue won.
• The scope of competitive threats and overall performance in competitive deals.

Threat Analysis Tab

Then, use the Threat Analysis Tab to drill down:

• Examine win rates, revenue lost, and open revenue against specific competitors.
• Prioritize efforts where you can maximize ROI by focusing on open opportunities.

CRM Data Hygiene Tab

Ensure the integrity of your data with the CRM Data Hygiene Tab:

• Monitor how frequently competitors are listed in opportunities.
• Implement techniques to improve CRM hygiene, like mandatory fields or integrations with call recording software.

Rep Performance Tab

Use the Rep Performance Tab to:

• Identify sellers winning or losing against specific competitors.
• Target enablement materials, coaching, and recognize top performing sellers.

Klue Impact Report

Finally, measure the influence of Klue on sales performance with the CLU Impact Report:

• Compare sales metrics between users and non-users of Klue.
• Demonstrate initial value by showing win rates between these groups.

Program Impact Tab (Beta)

For a granular view of revenue impact, explore the Program Impact Tab (currently in beta):

• Analyze revenue won by sellers who engaged with specific competitor content.
• Gather qualitative feedback and validate influenced revenue.

Next Steps

1. Integrate Your CRM Data: Work closely with your Customer Success Manager to seamlessly integrate your CRM data with Klue.
2. Customize Reports: Dig deeper into each report to understand specific areas for improvement and impact.
3. Enhance Data Proactively: Collaborate with your CRM or Salesforce admin to add a checkbox for won opportunities, allowing sellers to indicate when compete content helped win a deal.

By leveraging Klue’s analytics, you can craft a data-driven, impactful compete program that not only demonstrates ROI but also celebrates organizational success.

Ready to elevate your competitive intelligence program? Connect with your Customer Success Manager today to get the most out of Competitive Revenue Analytics.

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