Case Study: SpotOn achieves high-adoption competitive enablement and increased sales impact with Klue

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

SpotOn, a $3.6B provider of point-of-sale, payments and managed software for restaurants, retailers and small businesses, needed to outfit a 100% remote sales organization of 800+ reps to understand an expanding competitive landscape across multiple product lines. They struggled with lengthy, non-mobile battlecards, scattered competitive content, and inconsistent, assumption-based win/loss reasoning — so Product Marketing planned a revenue‑focused competitive program and selected Klue’s competitive intelligence platform and services.

Klue revamped SpotOn’s battlecards (product grids, ROI model, SWOTs and playbooks), integrated Klue insights into Seismic, Slack and Salesforce to create a single mobile-friendly hub, and partnered on adoption and training. Within a year Klue saw strong adoption and impact: 860 active users with 76% average monthly usage, 95% of the top 20% sellers using Klue each month, 74% of sales reporting Klue impacted their deals, and 22 competitor battlecards driving better sales conversations and strategic alignment.

SpotOn

Hila Lauterbach

Senior Director of Product Marketing / Head of Department