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EVent | MARCH 27

Winning with Win-Loss

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Commvault Delivers Intel Faster Across the Org with Automated Collection

“Klue’s automated collection of data sources allows my team to stay on top of the market and provide the best possible analysis.”

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Community Brands Ups Competitive Win Rates with Klue

“Klue has given our reps a competitive edge. They know the ‘why’ behind winning, losing and positioning.”

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200,000+ users rely on Klue
to come out on top.​​

Customers in the Community

Check out our Customers in the community

CASE STUDIES

We’re our customers’
biggest fans.

Klue_CaseStudy_Thumbnail_Lacework

Lacework Selects Klue for an integrated Compete and Win-Loss program

Klue_CaseStudy_Thumbnail_DominoPrinting

Using Klue, Showpad & Salesforce to increase Win Rates by 17 points

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Klue Compete + Win-Loss & HubSpot Automation

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SAS Uses Klue + Highspot to Support Global Sales with Timely Competitive Insights and Battlecards

Klue_CaseStudy_Thumbnail_Fulflex

Competitive Enablement Gives Garware Fulflex 12X Competitive Coverage in 1⁄3 of the Time

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How ClickUp Launched Competitive Enablement in 1/3 of the Time

Klue_CaseStudy_CommunityBrands

Competitive Enablement Program Increases Win Rates by up to 10%

Spotlight

Why Competitive Enablement for Homelight?

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Greenhouse Software Increases Deals Won by $85M Using Klue for Competitive Enablement

matillion

Matillion’s Competitive Flywheel Powered by Klue & DoubleCheck

Doublecheck

Amping Up Competitive Enablement with Win-Loss Analysis

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Benevity’s Competitive Enablement Reduces Deal Cycles by over 60 Days

Spotlight

How Beekeeper Increased Win Rates by 3X While Earning Sales Trust

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How Datto’s CI Program Increases Win Rates by 15 Points in Less than 1 Year

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How a Team of One Enables the Entire Company with Actionable Competitive Insights

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Partnering with Klue to Scale Competitive & Win More

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SpotOn Creates a Competitive Program with High Adoption for a 100% Remote Team

Spotlight

Community Brands Ups Competitive Win Rates with Klue

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How DailyPay’s Competitive Enablement Program Fosters Cross-Functional Collaboration & Increases Win Rates

Klue_CaseStudy_Thumbnail_JFrog

JFrog Launches Successful Competitive Enablement to Share Key Insights Across the Org

Klue_CaseStudy_Thumbnail_Workato

Workato Powers Competitive Enablement Across the Org With Klue + Highspot

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Saviynt’s Strategy for getting Exec Buy-in

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How Saviynt Earns Sales Trust with Competitive Enablement

Spotlight

How Saviynt Measures Success in Competitive Enablement

Klue_CaseStudy_Thumbnail_Velocity

How VelocityEHS Arms Sales & Product Teams with Competitive Insights

Klue_CaseStudy_Thumbnail_vmware

VMWare’s Customer Centric Approach to Competitive Enablement

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How UiPath Covers 8X more Competitors with Klue

But don’t take it from us…

All Categories
Klue Drives Revenue and Helps Retain Customers
Klue Integrates with Existing Tools
Klue Supports the Entire Org
Success Metrics
Why Klue

Our Marketing objectives are very focused – to arm and uplift our Revenue teams and give them more confidence, because this is what builds pipeline and wins more deals. To meet these objectives, we look at the overlap of our customer needs, competitive differentiation and overall Lacework value. And we simply can’t do this without Klue.

Headshot_BlueCircle_Meagan-Eisenberg

Meagen Eisenberg

CMO

90%

CI involved in over 90% of closed won deals

Klue gave us the integration we needed with Showpad. This allowed my Enablement team to create an intuitive workflow in
our main tech stack so our sellers, marketing and R&D teams can find the most up-to- date content they need across every stage of
the deal.

james-shippen

James Shippen


SALES ENABLEMENT DIRECTOR

⬆17pt

COMPETITIVE
WIN RATE

150+

COMPETITORS
MONITORED

⬆16pt

HIGHER ACV

Klue and Highspot together, has allowed us to create a highly relevant Competitive Intel hub for multiple teams at SAS – for product rankings, new product announcements, press releases, earning reports and more. We’ve streamlined the maintenance of key insights and made it easily accessible to everyone who needsit – and that’s a success story for us.

steven-white

Steven White


SR MANAGER, MARKETING/CUSTOMER, 
MARKET & COMPETITIVE INSIGHTS

⬆200%

Klue Intel Digest engagement

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

Lisa McNeeley

AVP, Sales Operations & Intelligence

60%

time savings by CI team

Klue is my go-to resource for getting up to speed on competitors. It’s super easy for my team to apply in deal settings. And it’s available everywhere we go – Salesforce, Slack, and ClickUp.

jake-vago

Jake Vago


Sr. Enterprise Account Executive

>50%

time savings
by CI lead

1⁄3

TIME TO CI program launched

⬆3x

competitive coverage

Market, Competitor and Buyer combined intelligence — all critical for us to make smart decisions. When looking for solutions, it was important we find one to help us makeour best moves. A platform that makes it possible for us to find more meaningful insights in less time, and gives us a distribution channel for multiple global teams. Kluemakes this possible.

pat-curtin

Pat Curtin
Director

Strategy and Global Product Management

1⁄3

Reduced time in distributing competitive insights

⬆12x

market coverage

The decision to switch to Klue was easy. We looked at what other platforms were out there and already had experience with one. So, we thought — ‘why look atanyone else but the best. Our Competitive Enablement program supports the entire Revenue team — new business reps, SDR’s, Sales Engineers, Renewals. Our content contributes to most of our up-sell and cross-sell opportunities, which allows me to measure our impact to dollars.

tirrah

Tirrah Switzer

Senior Director of Product Marketing

⬆10%

win rates across
all product lines

1⁄3

Reduced time in ramp
for new reps

We saw Klue as the clear leader in Competitive thought leadership, and were really impressed by feature enhancements on the roadmap. This sealed our decision to go with Klue over Crayon.

lindsay-gaal

Lindsay Gaal

Senior Manager, Competitive Intelligence

2x

Deals won by reps using Klue

3.4x

ACV

Win-loss is key to our Compete program, giving us a more complete go-to-market picture. Market, competitive, and buyer insights centralized in Klue allows us to easily distribute to the right stakeholders and better drive product, sales and messaging decisions.

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Mark Balkenende

VP Product Marketing

8x

Deals won by reps using Klue

⬆4x

Competitive Win Rate

Klue has helped my team gain visibility throughout the organization, organize our competitive info, establish trust with stakeholders and enable better communication around competitive issues. Over 95% of our users are active, with over 60% using the battlecards. Reps love using it and frequently report their satisfaction. I always recommend Klue and think it’s been a true game changer for me.

gal-toren

Gal Toren

Competitive Intelligence Team Lead

90%+

Global User Adoption

80%+

Seller Compete Confidence
(surveyed)

I’ve been teaching a graduate level Competitive Intelligence course at UC Irvine business school for a few years now. Using Klue as part of the course curriculum has been extremely beneficial for showing how Competitive Enablement works in practice.

kimberly

Kimberly Bauer


Guest Lecturer University of California, Irvine – The Paul Merage School of Business

The Klue platform and support team have enabled our team to create a proactive Competitive Intelligence program and equip our teams to win deals, save cancels and influence the roadmap.

Shannon Myers
Director

Product Marketing

9

NPS Score

Klue has been a valuable investment for HubSpot that has streamlined and amplified our Competitive Enablement. Reps are already using our new battlecards to win deals and navigate difficult conversations with customers about ROI and total cost of ownership. I’m so thankful we have Klue to help navigate the challenging macro-economic and competitive climate in 2023.

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Jessica Davis

Manager Competitive Intelligence

It’s been eye-opening how valuable Klue has been for so many teams at DailyPay – Product, Product Marketing, Business Operations. Our small CI team can now enable our entire company with valuable insights and have a larger impact on revenue. Our early success is already tapping us into other strategic programs at the company!

allegra-ingerson

Allegra Ingerson

Director of Market Intelligence

My time and stress of trying to stay on top of the volume of news across the many competitors – big and small – has been drastically reduced. I was spending too much time answering repetitive emails from Sales and Product teams. Now, each question starts with “I already searched Klue, but wanted to get your thoughts…”. The weekly digest is the biggest impact as it keeps everyone up-to-date with minimal effort.

Trevor Burnett

SENIOR Director of Product Marketing

Klue has helped build confidence across the entire organization in our competitive program and content, as well as provide insights to both folks new to Zscaler and seasoned veterans.

Sr Manager

Competitive Intelligence 
Internet Software & Services Company

10

NPS Score

Klue makes it easy to collect relevant news on our competitors. Everyone from our C-Suite to our Engineering teams use the weekly Intel Digest to make strategic decisions.

Sr. Product Marketing Manager

Medium Enterprise Internet Software & Services Company

9

NPS Score

Klue has impacted multiple departments at doTERRA, and greatly increased the visibility of my work with Execs.

Competitive Intelligence Manager

10

NPS Score

Integrating Klue Win-Loss into our competitive approach drove many strategic programs for me. Sellers could better qualify, back out of deals that weren’t a fit, and compete more effectively in deals we could win. We saw fewer off-target opportunities and more success against key competitors.

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Alex Salop

CI Consultant & PMM Leader (former Mindtickle)

With a lean team, delivering and updating competitive
updates to the field can be a challenge. With Klue, we’ve been able to deliver time stamped intel to Sales on a weekly basis, resulting in fewer repeat requests and more confidence in the intel itself.

Chris Janiszewski

Director of Market Intelligence

Klue gives our reps increased confidence through competitive knowledge. The platform provides easy access for teams to get critical information they need to be successful with prospects.

amanada-opdycke

Amanda Opdycke

Senior Product Marketing Manager

How do we measure Competitive Enablement success at SportsEngine? Easy. Frictionless. Trackable. Klue’s platform and Services support gave us the needed partnership to do this.

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Simon MacKenzie,

Sr. Manager, Product Marketing, NBCSports

We’re much better armed to show understanding of the market, build credibility, and deposition competitors. Having Klue before we invested in other tools helped kick-start battlecards. We now get real-time insights, news and competitive positioning across all of our sales tools.

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Le Nguyen,

Vice President of Sales, VelocityEHS

SELLER CONFIDENCE SURVEY

94%

USERS

220

TIME SAVED BY INSIGHTS TEAM

50%

I’ve launched two successful competitive programs using Klue, which gave us a competitive life cycle for creating, collecting and measuring the impact of our program. If you’re building Competitive from scratch, you don’t have to be the expert, but you do need Klue.

Headshot_BlueCircle_MArk-Balkenende

Mark Balkenende,

VP Product Marketing, Matillion

% OF NEW REVENUE IMPACTED BY KLUE

88%

We saw Klue as the clear leader in Competitive thought leadership, and were really impressed by feature enhancements on the roadmap. This sealed our decision to go with Klue over Crayon.

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Lindsay Gaal,

Senior Manager, Competitive Intelligence, Greenhouse

INCREMENTAL REVENUE

$85M

Reps who used Klue vs non-active users

NO. OF WON DEALS

2X

Reps who used Klue vs non-active users

SELLER CONFIDENCE

90%

2022 Survey: against top competitors

Klue has been the key in helping me organize disparate intel from our CRM, Slack, Seismic and tenured reps’ brains. As a team of one, I can now create content for our entire GTM team and enable increased confidence in our competitive landscape.

Headshot_BlueCircle_Jenny-Sung

Jenny Sung,

Sr Product Marketing Manager, Algolia

SALES CONFIDENCE

95%

Annual sales survey

AVG USAGE RATE

70%

4X increase since launch

I like how easy it is to manage alerts and the Slack integration is slick! It’s getting our team excited and we’re building trust with our sales teams when they see the shared competitive intel, ACTUALLY gets used.

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Megan Hostetler,

Product Marketing Sr Manager, Emarsys an SAP Company (G2 Review)

SALES CONFIDENCE

95%

Annual sales survey

AVG USAGE RATE

70%

4X increase since launch

It was clear Klue was the right choice to replace our previous CI tool. Integration with Seismic and Slack were key for adoption. Flexibility to customize battlecards was well received by all. Top notch solution for any company in a very competitive space!

Headshot_BlueCircle_Demi_Malnar-Frye

Demi Malnar-Frye,

GTM Chief of Staff, Algolia

SALES CONFIDENCE

95%

Annual sales survey

AVG USAGE RATE

70%

4X increase since launch

One of our reps pitching to a $200M prospect, discovered a competitor in the deal – she immediately jumped into Klue, found the right kill traps, weaknesses, positioning points and immediately shared this with the prospect, live on the phone. This is awesome!

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Pat Wall,

Director of Competitive Intelligence, Imperva

We’ve taken over 35 clients from our competitors and a huge part of that was Klue. I’m now in a better position to be a trusted advisor.

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Aaron Martin,

Enterprise Account Executive, DailyPay

Klue is an amazingly powerful tool that helps us edge out the competition. It solves the issue of wasting a lot of time on researching our competition. I especially like the battlecards that were created for each of our competitors.

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James Miranda,

Account Manager, Datto

From new product offerings to M&A activity, it’s imperative that we be able to get information about our competitors ASAP. Klue allows salespeople to be ready with points and counterpoints when going against a competitor in a pitch. The customer service is top notch.

Headshot_BlueCircle_Danielle_Zaborski

Danielle Zaborski,

VP Sales Success, Anteriad

Klue has been invaluable when competing to win deals. By offering easy access to the most up to date insights and battlecards, I can serve as an expert on our competitors which helps educate customers to make the best decisions. Klue absolutely helped me enhance my process and end the year as a top performer.

Headshot_BlueCircle_Peter_Briggs

Peter Briggs,

SMB Senior Account Executive, Greenhouse

I’m very proud of what we’ve accomplished. JFrog has doubled in size, and we’re helping many teams understand 30+ competitors. Our competitive enablement program gives Sales more knowledge and confidence. We’re now winning more deals.

Headshot_BlueCircle_Gal_Toren

Gal Toren,

Competitive Intelligence Lead at JFrog

SELLER CONFIDENCE SURVEY

80%

Competitive Enablement at Beekeeper includes insights to help us differentiate, analyze our win-loss results, and measure the impact of these programs on revenue. It’s a core piece of our GTM strategy and one where my team adds significant value.

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Jay Glass,

Sr Product Marketing Manager, Beekeeper

WIN RATE

3X

Increase against top competitors

AVERAGE DEAL SIZE

+25%

Increase against top 2 competitors

WIN RATE

+12 points

43% increase in win rate against top threat

We wanted a competitive program that would help drive revenue, and were very selective when considering tools to support this. We chose Klue because it fits our enterprise needs. The team has been with us every step of the way.

Headshot_BlueCircle_Lisa_McNeeley

Lisa McNeeley,

Director Sales Operations and Intelligence, Hyland

TIME SAVED BY INSIGHTS TEAM

60%

Fewer repetitive requests

CROSS-ORG USERS

900

Enabling Sales, CSM & Execs with Insights

As our industry expands exponentially, we’re seeing many new entrants to our market. Klue has been invaluable to help our team keep track of strengths, weaknesses and more. It has undoubtedly helped reps sharpen our value prop and maintain our high win rate.

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Mike Mall,

VP Sales, Benevity

I definitely felt more prepared and know that I started preventing churn and seeing renewals and upgrades with Klue.

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Mara Konrad,

Product Marketing Manager: Intelligence, Formstack

As part of a team whose focus is retention and upsell, it’s more important than ever we know how to win in competitive situations. Luckily, our CI team’s enablement around Klue has already helped my team to proactively mitigate risk.

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Ella Levy,

Director, Renewals & Growth, Benevity

RECUDE TIME TO CLOSE

-62 days

Klue users’ shortened deal cycles

TIER 1 COMEPTITIVE COVERAGE

+7X

Also tracking 70+ lower tier competitors

Competitive Enablement supports the entire Revenue team, contributing to most up-sell and cross-sell opps and allowing us to measure impact to dollars. We’ve built our program to also give Marketing, Product and Leadership key insights they need to make informed decisions.

Headshot_BlueCircle_Jason-Smith-1-1

Tirrah Switzer,

Senior Director of Product Marketing, Community Brands

WIN RATE INCREASE

10%

Reps who used Klue vs non-active users

COMPETITIVE COVERAGE

2X

Increased coverage by same team

REUCED REP RAMP

1/3

New reps enabled faster

Klue has been valuable for so many teams at DailyPay – Product, PMM, Business Operations. Our small team can now enable our entire company with valuable insights and have a larger impact on revenue.

Headshot_BlueCircle_Allegra_Ingerson

Allegra Ingerson,

Senior Manager, Market Strategy and Competitive Insights, DailyPay, Inc.

GLOBAL USER ADOPTION

92%

By Sales & CSM

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