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
60%
TIME SAVINGS BY CI TEAM
Hyland lacked a centralized Competitive Intelligence program to track competitors across their multiple product lines and verticals. With ten key competitors and hundreds more in the content services space, individual teams did their own competitive research, creating intel in silos. Proposal Writers required insights to respond to RFPs and Account Managers needed positioning to sell into a complex landscape
Any intel captured was maintained in static docs, with limited distribution to those who needed it most – Proposal Teams, Sales Leadership, Account Managers and Executives. As a result, their Sales Operations lead, in collaboration with Sales Enablement, began evaluating several competitive platforms and services to address these issues.
We wanted a competitive program that would help drive revenue, so we were very selective when considering tools to support this. We chose Klue because it fits our enterprise needs. We’ve been very happy. The Klue team has been with us every step of the way – from evaluation to implementation, and now in helping drive adoption.
Lisa McNeeley
AVP, Sales Operations & Intelligence
A comprehensive search began for a platform that would support their enterprise needs for scale, security and adoption. They chose Klue for the following reasons:
Klue allows us to get up-to-date insights into the hands of those who need it most, as quickly as possible. This has increased adoption of our program, making our new team a trusted resource much faster than we expected. Increased demand for competitive coverage across multiple product lines and the growth of other initiatives meant we needed to expand our team to support this work.
Lisa McNeeley
AVP, Sales Operations & Intelligence
I’m most proud of the number of competitors we can effectively monitor, the organization of our battlecard content, and the quality of our win-loss materials. We’ve caught the eyes of our Executives, and are helping multiple teams across the organization – 900 users in Sales, Marketing and Customer Success.
Christian Finzel
Manager of Competitive Intelligence @ Hyland
Using Klue’s Maturity Model as a guide, the Hyland team was able to define the objectives for their Competitive Enablement program, and make gains in learning how to compete as a team and as an organization. They created a workflow to find, analyze and quickly share content with Sales and Customer Success, to start, and will enable PMs and PMMs later this year.
Klue has incredible ongoing support and adds so much value to our competitive program. We have regular meetings with our Customer Success team about product feedback and competing best practices. Klue support responds almost immediately to all of our questions. We really feel heard.
Christian Finzel
Manager of Competitive Intelligence
It was important for the team to understand what resonates best with Sales and CSMs and to create content that could be tied to revenue impact. A few of the programs implemented:
These programs have increased the org-wide visibility of the CI program and team at Hyland.
Customer Overview
Hyland provides enterprise content services and management to organizations across the globe, supporting a variety of industries including healthcare, financial institutions, insurance, government, higher education and manufacturing. With 5,000 employees around the world, Hyland is widely known as both a great company to work for and a great company to do business with. More than half of 2020 Fortune 100 companies leverage Hyland products and solutions.
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