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Case Study
Understanding buyer sentiment was a key focus for Valerie Bonaldo in 2020 when she joined the PMM team at Seismic.
CRM data was not clean, and often incomplete so this could not be a reliable source. After launching a project to update their CRM, Valerie and team were able to identify what their sellers were sharing on deals won or lost, but they still lacked a complete picture including what the buyer experience was in deals, and how that may have impacted purchase decisions.
Valerie and team launched a Win-Loss program in 2020 with a ‘hypothesis’ that they wanted to prove, and chose Klue Win-Loss (formerly DoubleCheck) to help build their program.
The findings from our Win- Loss program influence the development of our product roadmap, the refinement of our messaging, and our go-to-market execution. It’s an integral input into our company strategy. We regularly review the insights and recommendations as a leadership team and with the board.
Paige O’Neill
CHIEF MARKETING OFFICER
After a thorough evaluation of other Win-Loss vendors, including Clozd, Valerie chose Klue for the following:
Defining success criteria early on was also very important. Valerie was looking to build a sophisticated Win-Loss program, one that weighed the importance of analysis in the results and quick actioning to multiple teams. Given their own high standards being in the Enablement space, it was important for Valerie to find an expert partner to build a Win-Loss program that included successful internal enablement of the findings and quick distribution to the right decision makers.
Even in our own space and how we approach our own customers, relationships really matter. Having that advisory approach that we get from Klue Win-Loss is very important, because to build a successful program it involves more than just a ‘set and forget’ software purchase and install.
Valerie Bonaldo
DIRECTOR OF PMM
Following many of their own enablement best practices they use with customers, over the last 8 quarters the Seismic team found successful, repeatable tactics in enabling their entire org with Win-Loss findings:
The Klue team takes the time to understand our business and product. They’re very consultative and collaborative as we evolve our interviews to take into account market changes. This strong intuition helps us continually yield actionable insights that I can present to leadership and key stakeholders at Seismic.
Valerie Bonaldo
DIRECTOR OF PMM
With a strong enablement plan and close partnership with Klue’s Win-Loss team, Seismic’s Win-Loss program has produced strong results over the past 12 months:
Customer Overview
Seismic is the global leader in enablement, helping organizations engage customers, enable teams, and ignite revenue growth.
The Seismic Enablement CloudTM️ is the most powerful, unified enablement platform that equips customer-facing teams with the right skills, content, tools, and insights to grow and win. From the world’s largest enterprises to startups and small businesses, more than 2,000 organizations around the globe trust Seismic for their enablement needs.
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