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How to use Klue to Measure the Impact of Your Competitive Intelligence Program
Competitive Enablement

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

One of my favorite questions I try to ask every customer I speak with is…. 

 ‘What does Compete program success look like at [your company]?   

Some know…but for many they are still trying to figure it out. That’s because every company is different.  However one thing is certain, everyone (literally every single team in charge of competitive intelligence) should be thinking about how they can drive efficient revenue for the business, especially in the new world we now live in. 

So to make this as easy as possible, we wanted to make sure our customers always have a real-time view into some of the most important metrics driving their business – those that signal how their competitive intelligence program is actually performing.

It’s called Competitive Revenue Analytics (CRA).

CRA is a reporting and analytics dashboard that gives you insight into how your program is performing. It includes rich data fed directly from Salesforce, Win-Loss reports and your competitive intelligence program content in Klue.  Nearly 60% of Klue customers using Salesforce have done a CRA analysis to determine how their Compete programs are driving revenue and this number is growing weekly.

CRA includes many features, but these two dashboards will help you monitor your program performance:

  1. Consumer Usage Dashboard.  This shows you the % of your content consumers who access your program over time. Or, your competitive intelligence program adoption rate. It also shows you who isn’t so you can better understand why not.  It also indicates most and least used content. 
  1. Impact Report.  Knowing your “competitive revenue gap” is critical for tracking the impact your competitive intelligence program has on revenue.  This dashboard shows you a breakdown of deal size, deal duration, and revenue, over time and by competitor. 

Multiple different factors come into play when it comes to driving revenue. Many of our customers have even expanded how they measure their competitive intelligence program impact to also include other important quantitative and qualitative metrics, including: 

  • Deal velocity. How quickly did reps move deals through their pipeline based on who they were competing against? This is a great measure of rep efficiency and cost effectiveness.
  • Rep ramp time. How quickly are your sellers, selling? Did this time shorten based on their increased understanding of the competitive landscape, positioning and objection handling?
  • Seller feedback (surveys). Kicking off a short survey at the end of quarter and asking your teams how your competitive intelligence program is helping them to sell better, faster, and more is a great indicator of your program success.

Are you trying to measure the impact your competitive intelligence program has on revenue? If so, be sure to turn on the Klue and Salesforce real-time sync, Or email kickstart@klue.com, and we can help.  


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