A better way to compete.
A roadmap to accelerate your competitive program
A 7-part instructional video series to help you build better battlecards.
See the impact of tipping more winnable deals.
How 300+ leaders are running their win-loss programs.
Case Study
50%+
increase win rate
2.5x
Average acv increase
90%+
Seller usage
StrongDM had a mission – to be the leader in the privileged access management (PAM) category within one year. Their space was growing and they were building excellent products that served a real market need.
Having access to key insights on what other companies, potential partners and buyers were doing was critical. In their space, they had both direct and indirect competitors, where some were partners in certain verticals. The Product Marketing team was responsible for collecting these insights and sharing them across multiple teams, but they had no scalable way to do this. The team spent hours manually scraping multiple sites for feature comparisons, reviewing analyst reports, crowdsourcing content from multiple product owners and talking to buyers and customers, but had no centralized system or process for organizing their findings. What they did collect was shared in static battlecards and posted in Slack, but this intel was often siloed in different locations.
Fazila Malik, Product Marketing & Sales Enablement Lead, was looking to build a strategic compete program where insights included deeper analysis on “why it matters,” “the impact,” and “how their sellers would use it,” and create a more proactive system for keeping multiple GTM teams up to date on their growing landscape.
Fazila began her search for a competitive tool to help.
Klue has proven to be an invaluable resource, centralizing our competitive intelligence and ensuring our team remains informed and credible with our prospects. We’ve successfully used Klue as a dynamic training tool for our GTM team and beyond, accelerating ramp times and enhancing overall efficiency and productivity.
Fazila Malik
Product Marketing Manager
Fazila did a full analysis of all competitive intelligence vendors. Her criteria for selection not only included workflow capabilities to collect, curate and share insights, but also integration options with their existing tech stack, current and future. They had Salesforce and Slack in place and were evaluating sales enablement platforms, ultimately choosing Seismic. Klue offered the level of integration they needed.
In addition, it was important for Fazila to find a team that could help her build a strong compete program, and during the sales cycle, she believed the Klue team was the right fit.
Klue gives our team the right insights we need, at the right time. It’s been key for winning more competitive deals.
Kiley Naylor
Enterprise Account Executive
Since the launch of their compete program, StrongDM has seen strong adoption by their sellers. Fazila credits this to not only great content and having a centralized platform, but some smart tactics she’s put in place to increase her program visibility.
A few examples include:
The market and our competition move very fast. Insights are always fluid. Klue gives us the way to ensure our GTM teams always know the latest, which delivers that needed credibility in deals.
Fazila Malik
Product Marketing Manager
StrongDM’s compete program is having a significant impact on revenue. Sellers regularly use the content, rely on the program in deals, share feedback with PMM and help collaborate on any content gaps. And, the numbers help tell this impressive story:
Customer Overview
Founded in 2015, StrongDM helps organizations manage and audit access to their databases, servers, clusters, and web applications.
They are the leader in Zero Trust PAM, and offer a policy-based platform that enables precise control over privileged actions, granting secure, compliant, frustration-free access to all critical infrastructure. StrongDM seamlessly and securely integrates with every environment and protocol a team needs, with responsive 24/7 support.
Let’s do it. Tell us a bit about yourself and we’ll set up a time to wow you.
