UiPath designs and develops robotic process automation software. The platform offers foolproof development tools, automation of intricate processes, enhanced control, cloud and on-premise deployment, robust governance, and multiple robots on a single virtual machine. UiPath was founded in 2005 and headquartered in New York, United States.
Inefficient collection, lack of curation and a small CI team
UiPath is a rapidly evolving company in a high growth, fast moving industry.
In October 2019, they announced an acquisition which significantly expanded
their product portfolio and competitive landscape. The platform used by the
Marketing team brought in a high volume of news, but most of it being PRrelated. Sales pressure was mounting, and the Exec team lacked visibility into
the overall market.
Given the changing market, UiPath downsized to a smaller, more specialized team of two to own Competitive Intel, with additional budget used for a platform evaluation.
This newly formed team was facing:
- High quantity of competitive news was “noisy” and mainly PR-focused
- News lacked curation with limited actionable intel to help in sales deals
- Reactive distribution of intel made it difficult to stay connected to the field
- Repetitive questions from Sales in multiple channels, primarily Slack
- Sales concerns that intel was “stale”
Ease of Collection + Curation
With Klue, the newly formed CI team could easily find critical insights beyond just PR-news. They also had the tools to create concise differentiation points in a consistent template across all of their top competitors. And, although not immediately relevant for reps, intel on lower tier competitors was still tracked by the CI team in draft Klue boards so they were ready to action on it when needed.
Automated Delivery Across the Entire Company
Klue gave the CI team an automated way to instantly share relevant insights to reps, product owners and Execs. This was made easy by instant sharing in apps the company was already using. Klue digests, cards and battlecards were shared in mobile, Slack and Highspot.
Fresh Intel, Higher Sales Confidence
The more frequent delivery of new intel across multiple tools reduced sales concerns that intel was out of date. By seeing who last updated and the time stamp on all battlecards, sellers were confident the intel was accurate and ready to use in their deals.
Increased Competitive Coverage in Less Time
Klue gave the CI team a streamlined, efficient process to not only track different tiers of competitors but to increase their coverage by 8X. Using Klue’s templated cards, draft boards and instant battlecard updates, the CI team was spending less time increasing their competitive picture.
Digest + battlecards for company wide communication
- Inpactful Insights
- Communication Levels
- 8X Competitive Coverage
- Sales Concerns ‘Stale Content’
- Connection with the Field
