Picture leading competitive intelligence at a hyper-growth tech company. The sheer volume of market data is overwhelming. Meanwhile, sales reps are flooding your inbox begging for instant answers on new threats.
Dustin Ray lived this exact reality.
He leads Competitive and Market Intelligence at Huntress. For over a year, Dustin wrestled with disorganized market data. He was constantly updating positioning documents but faced a massive blind spot. He never knew if sellers used the right materials.
This is the story of his team’s transformation. Dustin deployed Klue’s Compete Agent to act as his automated background analyst. In a few months, he gained the strategic leverage needed to dominate their market and lift win rates.
Huntress fights in the brutal B2B cybersecurity market.
Their winning strategy against heavyweights is simple: Human-led security operations and simple pricing while competitors push complex software contracts. Dustin needed to weaponize these specific differentiators for his sellers.
And their legacy workflow made this mission difficult.
Dustin would spend weeks compiling accurate market research manually, and house it in Google Workspace folders.
Reps who just wanted to spend their time selling abandoned the intel Dustin compiled. Chaotic portals frustrate them so they revert to comfortable bad habits. In Huntress’s case, sellers gripped outdated PDF battlecards during vital calls and information hoarding crippled the entire sales floor.
Dustin needed a frictionless delivery.
Klue’s platform enabled Dustin’s team to deliver critical competitive intel directly into reps’ daily workflows. As a result, adoption across the Huntress sales floor happened remarkably fast:
But the real operational shift started with Klue’s Compete Agent.
This tool acts as Dustin’s always-on background analyst. It pulls fresh insights from trusted public and internal sources constantly, contextualizing each insight against Huntress’s internal tribal knowledge. The system monitors competitor site changes 24/7 and structures that raw “News” data into highly usable formats:
Dustin now tracks new market entrants popping up in sales calls without reactive research. This eliminated the painful battlecard maintenance cycle. He no longer spends weeks manually updating static documents.
Instead, Compete Agent builds a primary battlecard and auto-refreshes it for all their competitors. Dustin transitioned from a reactive researcher to a core strategist enabling sellers with accurate, always-updated competitive intel.
Sellers demanded instant answers during live deals. Dustin leveraged specific Compete Agent features to respond to Huntress’s reps. They no longer enter a sales conversation without first checking Klue.
Here’s how they are using these features.
Say an SDR targets a prospect using competitor X.
The prospect raises a severe pricing objection. The SDR consults Ask Klue before the conversation ends. They type the competitor name into the system. Ask Klue provides a fully approved talk track instantly. The SDR highlights the Huntress single-tier pricing model confidently. They successfully book the crucial follow-up meeting:
An Account Executive fights competitor Y in a final evaluation.
The buyer questions Huntress’s SOC capabilities during the call. The AE gets an automated Klue Deal Tips right after the call in their inbox:
The AE sees how to handle that objection and prove the superior value of human-led security and follow-up smartly. They close the massive deal.
Huntress uses Klue’s Auto Insights suite heavily too.
Traditional win-loss programs rely on delayed team surveys. But seller memory fades hours after a deal officially closes.
Auto Insights generates win-loss stories directly from each sales call recording. Dustin sees the exact closing points without any delay. He spots emerging loss reasons before they spread widely:
Open LLMs scrape the internet without custom intelligent filters.
They lack your internal company context and specific positioning. You can’t verify the true age of the provided data. And teams must fact-check generated outputs, leaving CI leaders doing just as much manual work.
That’s why Klue AI operates securely on your curated knowledge base. It uses your specific messaging and proven sales processes exclusively.
Dustin chose Klue after strict quality assurance testing. He tested the AI to see how it answers. He even learned how to refine their internal content based on these exact tests.
Thanks to Klue, Dustin covers significantly more ground with the same lean CI team.
He eliminated the vicious cycle of ad-hoc reactive research requests. He reclaims time to map out highly strategic differentiators. His CI team addresses competitive shortcomings with absolute market precision.
As a result, Huntress experienced a noticeable win rate increase. Their competitive sales cycle times decreased across the board. And sellers are closing deals much faster using targeted competitive intel.
Dustin built a self-sustaining competitive intelligence culture. Sellers walk into executive reviews armed with indisputable data. They operate with extreme confidence in tough competitive deals.
Huntress is a high-growth cybersecurity tech company. They partner closely with global IT teams, offering powerful enterprise-grade security at accessible market prices. The company reached a massive valuation milestone recently. They protect over four million endpoints around the world and compete aggressively against massive players. Huntress’s unified cybersecurity platform continues to expand very rapidly.
