Case Study: VMware achieves customer-centric competitive enablement and higher win rates with Klue

VMware Builds Customer Centric Insights Using Klue

VMware, a leader in cloud-native endpoint protection serving over 6,000 customers including a third of the Fortune 100, faced a highly competitive market with limited bandwidth and fragmented competitive intel processes. Sales teams struggled to find timely, customer-relevant insights from a large volume of content, so VMware turned to Klue and its platform to centralize competitive enablement.

Using Klue as the central platform (starting with the Carbon Black BU), VMware built a customer‑centric CI program with Klue boards, cards, battlecards and the Klue Maturity Model to capture, structure and share solution-focused insights. The Klue-enabled approach produced measurable impact: a 250% increase in Klue usage in one year, more wins and higher win rates for Carbon Black reps, increased rep confidence in deals, consistent solution-based messaging and better sales conversations.

VMware

Kimberly Bauer

Manager, Competitive Intelligence