Klue Compete
The Competitive Enablement Platform
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VIRTUAL & IN-PERSON EVENT
OCT 28-30, 2024
VIRTUAL & IN-PERSON EVENT
OCT 28-30, 2024
Case Study
⬆10%
WIN RATES ACROSS
ALL PRODUCT LINES
1⁄3
REDUCED TIME IN RAMP
FOR NEW REPS
Community Brands’ PMM team, led by Tirrah Switzer, started with just 2 people in charge of over 25 different products, and no CI ownership. Another division had purchased Crayon but reps weren’t using it. Tirrah’s team kept track of competitive intel in static documents posted on Confluence, but as their landscape grew, they could no longer keep up with the depth and breadth needed. When her team moved to the Sales org, leadership made Competitive Enablement a bigger priority. She began a full eval of tools, including Crayon, and decided on Klue for the multiple feedback options, native mobile app, pricing model and superior experience with the team. Community Brands has been a Klue customer since 2020 and are seeing great results with increased win rates up to 10%, rep ramp time dropping by ⅓ and in less time, the PMM team has doubled competitive coverage. Tirrah gives Klue credit for helping create a more healthy competitive culture at Community Brands, where reps are better able to differentiate and win on strengths.
With many products in Association & Events and just 2 PMM’s in place, it was a challenge for the Product Marketing to fully understand their competitive landscape. They had light content on their key competitors, and the PMM team was manually collecting what they could through static PDF’s spreadsheets and pages in Confluence. Having a deeper understanding of the competition was not a major focus for the PMM team.
A re-org with Marketing rolling up to Sales changed things. The new Sales leadership really understood the importance of having a competitive program in place. Tirrah Switzer, Sr Director of PMM, and her team wanted to revamp battlecards that included reasons on “why it matters” to better combat FUD. Reps needed more comprehensive insights and enablement on how to out position different tiers of competitors. Tirrah and team began evaluating platforms to support the creation of their new program.
Klue has proven to be an invaluable resource, centralizing our competitive intelligence and ensuring our team remains informed and credible with our prospects. We’ve successfully used Klue as a dynamic training tool for our GTM team and beyond, accelerating ramp times and enhancing overall efficiency and productivity.
Fazila Malik
Product Marketing Manager
Another division at the company already had Crayon in place, but reps weren’t using it. Tirrah and team began evaluating other tools and switched to Klue for:
Klue gives our team the right insights we need, at the right time. It’s been key for winning more competitive deals.
Kiley Naylor
Enterprise Account Executive
With Klue, Tirrah and her team were able to:
An added benefit to having a successful Competitive Enablement program is creating a culture of healthy competition, where sellers learn to better position and differentiate
The market and our competition move very fast. Insights are always fluid. Klue gives us the way to ensure our GTM teams always know the latest, which delivers that needed credibility in deals.
Fazila Malik
Product Marketing Manager
Customer Overview
Community Brands is the leading provider of software solutions for associations, nonprofits, and K-12 schools, serving over 50,000 clients in 30 countries. They provide solutions for association and school management, 501c3 fundraising, fund accounting, event operations and career development.
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