Greenhouse Software had the strategy and vision to launch Competitive Enablement across their entire org. They chose Klue based on ease of use, reporting, closed loop feedback options and integration. Their Compete program supports many functions – the entire Revenue team, Marketing, Product and Revenue Enablement, with high success. Seller confidence has increased significantly, rep ramp time has been reduced, deal volume has gone up 2X, and active Klue users brought in $85M more than users who didn’t use Klue!
Greenhouse Software was in a similar situation as many others without a Competitive Enablement program – they had good intel on most competitors, but what they had was scattered across multiple apps and files, and was relatively dated. Because the company grew so quickly, particularly with Sales, the problem became worse as many new reps were learning the space.
The team needed a single source of truth for all insights, so reps could easily find up-to-date insights across key and emerging competitors. Product Marketing secured executive buy-in to invest in Competitive Intelligence, and the search began for the right platform.
After a careful evaluation of Klue and Crayon, their head of CI, Lindsay Gaal, chose Klue for:
- Excellence in dynamic battlecards
- Superior integration options, specifically with Salesforce and Slack — a huge value for driving Sales adoption
- Native mobile app
- Universal search and other easy ways for the field to share and contribute CI
- Reporting and impact analysis. Klue made it easy to see usage and content metrics, all within the platform. Klue’s impact analysis was valuable to determine program ROI and impact to revenue metrics.
Just 10 months into their Competitive program, the team is seeing great results:
- Reps who use Klue won $85M more in revenue than non-active users
- Reps who use Klue won 2X more deals and 3.4X more dollars than non-active users
- Over 70% of reps use Klue at least once/week *
- Klue helped raise Seller confidence against top tier competitors to 90%*
- Faster ramp for new reps
The entire Revenue team — from Account Execs, Account Managers,
SDR’s to Sales Engineers — use Klue to keep up to date on the
latest competitive and market movements and win against their top
tier competitors.
- One-stop shop for everything CI: Reps no longer waste time searching various places to find answers. Klue provides everything in one place with a great universal search & comparison feature.
- Tactical battlecards: Provide a centralized resource for what’s most relevant for reps on calls or when prepping for highly competitive deals. Battlecards are easy to find and clearly define differentiation, stolen logos, and top competitor pain points backed by CRM data.
- Up to date info: Between the Alerts feed and Weekly Intel Digest, Klue users are more informed of competitor movements, sales and pricing tactics, and new offerings. Users also find it very easy to share fresh intel back to the CI team.
- Supporting Product teams: PMM’s check Klue to support messaging for new product and feature launches; PM’s use Klue’s dedicated boards related to competitor product information, screenshots, demos, pricing, and more.
- Supporting Marketing and Partnership teams: These teams get valuable insights for Competitor campaigns and landing pages, competitors’ newest partnerships.
- Revenue Enablement: Klue content is used for new hire competitive onboarding, pre-launch enablement, training sessions & more.
Greenhouse is the hiring operating system for people-first companies.
Our industry-leading software brings a structured hiring approach to
any company’s process, helping to promote more fair and equitable
hiring practices and more data-driven decisions so companies can
continuously get better at hiring.
We’ve helped over 7,500 companies turn talent into their competitive advantage, so they can hire for what’s next. Some of the smartest and most successful companies like HubSpot, Buzzfeed, J.D. Power, Booking.com, Scout24 and The Knot Worldwide use Greenhouse for data and guidance on the behaviors and capabilities they need to improve their overall hiring performance as they move up the Hiring MaturityTM curve.
Greenhouse has won numerous awards including Fortune Best Workplaces (2019–2022), Inc. Magazine Best Workplace (2018– 2022), Glassdoor #1 Best Place to Work, Forbes Cloud 100, Deloitte Technology Fast 500, Inc. 5000, Crain’s Best Places to Work NYC and Mogul’s Top 100 Workplaces for Diverse Representation (2022).
