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
8x
DEALS WON BY REPS USING KLUE
↑4x
COMPETITIVE WIN RATE
How are you using Win-Loss analysis to build your Compete Enablement program?
Knowing the reasons for winning and losing greatly influence many aspects of our company strategy – everything from the product roadmap, sales enablement, sales motions, marketing campaigns, and more. Win points allow us to “action” our front-line revenue teams, and can easily be added to our existing Klue battlecards, competitor profiles, and digests.
We use Klue as a great reminder that our Competitive Intel team is here to help, and teams now have a great tool to find insights.
Steven White
SR Manager, Marketing / Customer,
Market & Competitive Insights
What stage are you currently at with your Competitive Enablement program?
Klue is the CE platform that our entire sales team uses and engages with on a daily basis. We’re using DoubleCheck for our Win-Loss interviews, tracking trends from these interviews and where applicable, updating insights in Klue. In a short period of time, we’ve already seen improvements in our sales process and enablement efforts as a result of these first deep Win Loss analyses.
Who are the primary users of your combined Win-Loss and Compete insights?
Our Product and Sales teams, to start, but we read out to the entire Matillion Exec team. We’re starting with these teams so Product Management can action any roadmap items as fast as possible, Product Marketing can power up sales enablement efforts and Sales management can modify any sales process changes needed.
What other teams will benefit?
The entire org, but we plan to share with Marketing and Strategy teams next.
How do you plan to integrate Win-Loss results in your Competitive Enablement program?
Once insights are compiled, we’ll get those findings into Klue, and enable all our revenue teams with any changes and messaging updates on competitors. We’re updating our battlecards and discovery questions in Klue, but eventually all of the content could be updated based on what the Win Loss data tells us.
Our vision is to use these combined insights in board presentations, product roadmaps, marketing campaigns and sales enablement and training.
How do you measure the success of your Competitive program?
We use seller engagement as a leading indicator that our CI program is working. We also look at our win rates against top competitors as our lagging indicators that we need to do more or that we are winning the CI battle.
What’s the best advice you can give someone who is bringing Win Loss into their Compete program?
Where do you see your Compete program
going?
We use seller engagement as a leading indicator that our CI program is working. We also look at our win rates against top competitors as our lagging indicators that we need to do more or that we are winning the CI battle.
About the Author
Mark Balkenende,
VP of Product Marketing
Mark has spent the last 20 years in the Data Management space. He started his career in IT roles managing large enterprise data integration projects, systems, and teams for companies like Motorola, Abbott Laboratories, and Walgreens. Mark has applied his data management subject matter expertise to customer-centric, practitioner-focused product marketing, most recently at Talend and now Matillion.
Let’s do it. Tell us a bit about yourself and we’ll set up a time to wow you.
