Russ D.

Director of Product Marketing

Mid-Market (51-1000 emp.)

12/9/2019

"DoubleCheck Partnership"

5/5

Describe the project or task Klue Win-Loss helped with:

With many key product enhancements and new marketing program launches across my product lines, we needed a Win/Loss partner to help us gain buyer insights across several key initiatives. I discovered DoubleCheck after seeing a presentation at the Product Marketing Community in New York City. A year later, I joined Ryan, DoubleCheck’s founder, on stage at that same event to discuss the merits of the program and benefits we've seen at Cox Automotive. We started by piloting the win/loss program for two product lines. Now, we work with DoubleCheck to conduct Win/Loss analysis for six product lines. Review collected by and hosted on G2.com.

What do you like best about Klue Win-Loss?

• Onboarding: From the start of the program, our senior leadership was involved in the design, execution, and readout. The DoubleCheck team traveled to my corporate headquarters to kick off the project, with weekly status meetings and daily updates.

• Relationship: My team felt well supported during the program and valued DoubleCheck, who was client-focused and responsive

• Reports: The reports are easy to digest, easy to share and summarize, and can be accessed and filtered via a web-based platform that allows us to target the results to different stakeholders across the business. Review collected by and hosted on G2.com.

What do you dislike about Klue Win-Loss?

We did not sign-up for the Executive Summary presentation deliverable but wished we had as it would have been easier to summarize and report on the findings. Following the pilot, we plan to add the executive summary. Review collected by and hosted on G2.com.

Recommendations to others considering Klue Win-Loss:

Reach out DoubleCheck and have a personalized consultation, Review collected by and hosted on G2.com.

What problems is Klue Win-Loss solving and how is that benefiting you?

Reach out to DoubleCheck and ask them about their experience with our partnership and the positive outcomes. Review collected by and hosted on G2.com.

Rowan N.

Mid-Market (51-1000 emp.)

12/6/2019

"Revenue Enablement with Doublecheck Research."

5/5

Describe the project or task Klue Win-Loss helped with:

In order to accelerate our revenue objectives, we needed to understand:

a. why we currently win or lose competitive deals

b. who we were competing against

c. and how we could sell more effectively against them

As such DoubleCheck Research helped us craft an approach that answered those questions, whilst also understanding how strong our brand and reputation is; key business drivers and pain points that lead to our solution evaluation; top selection criteria used to evaluate us; how our product and roadmap align with the buyer's needs and vision; and how we compare with the competition. Invaluable insights! Review collected by and hosted on G2.com.

What do you like best about Klue Win-Loss?

Doublecheck Research provided us with phenomenal service every step of the way, whilst bringing a "we've walked a mile in your shoes" perspective to the engagement. Their intimate understanding of our Product Marketing requirements ensured insights that were pertinent and utilized throughout our 2020 plan and sales enablement efforts. Our sales, demand generation, and customer success teams have raved about the insights shared thus far. Further, Doublecheck Research was very hands-on from understanding our objectives, speaking to our key internal stakeholders, and finally packaging the insights into a digestible manner that was pertinent from sales rep to CEO. Review collected by and hosted on G2.com.

What do you dislike about Klue Win-Loss?

Not exclusively a fault of Doublecheck Research; but getting a pertinent sample size of customers and lost prospects scheduled in a timely manner proves difficult. Review collected by and hosted on G2.com.

What problems is Klue Win-Loss solving and how is that benefiting you?

In order to accelerate our revenue objectives, we needed to understand:

a. why we currently win or lose competitive deals

b. who we were competing against

c. and how we could sell more effectively against them

Doublecheck Research's insights have enabled us to understand our market, customers, and competitors. This has allowed us to refresh our messaging, offers, and content to enable sales, demand gen, customer success and influencers with pertinent insights to accelerate our growth. Review collected by and hosted on G2.com.

Rob B.

Sr. Director, Product Marketing

Computer Software

Mid-Market (51-1000 emp.)

12/2/2019

"A new way to conduct win/loss analysis"

5/5

What do you like best about Klue Win-Loss?

DoubleCheck is unique in that they really take the time to learn your business so when they are conducting win/loss interviews they know how to ask the right questions to get to the real answers that shed real insights into your sales process. And regular reviews with your analyst help adjust as you go so you're interview questions never get stale. Review collected by and hosted on G2.com.

What do you dislike about Klue Win-Loss?

Like any good win/loss program you get what you put into the relationship. If you're looking to "auto pilot" a win / loss program this probably isn't the agency for you. Review collected by and hosted on G2.com.

Recommendations to others considering Klue Win-Loss:

DoubleCheck is a true competitive weapon. I view them more as trusted advisors rather than a vendor or agency. And once we got our win/loss program up and running, we looked like real rock stars to our sales leadership. Review collected by and hosted on G2.com.

What problems is Klue Win-Loss solving and how is that benefiting you?

We have a fairly large distributed sales team, so it can be very hard to truly uncover what's working and what's not. We built a nomination process directly into SFDC so reps could automatically launch a win/loss review any time they closed out an opportunity. It's always harder to get loss nominations, but we achieved a fairly good blend of wins and losses to better understand our competitive landscape, how our positioning is working, and what techniques and strategies are most effective in the field. Review collected by and hosted on G2.com.

Clara G.

Product Marketing Manager

Market Research

Mid-Market (51-1000 emp.)

11/26/2019

"Valuable insights & exceptional customer service"

5/5

Describe the project or task Klue Win-Loss helped with:

I have partnered with DoubleCheck Research for Win/Loss analysis at two companies now, and in both initiatives they have been exceptional partners. From helping to spin up the programs, to optimizing our operating rhythms, to bringing industry best practices help educate us about Win/Loss analysis, the team has been invaluable. Review collected by and hosted on G2.com.

What do you like best about Klue Win-Loss?

DoubleCheck is a full service partner. I really appreciate how available the team is for regular check-ins and ad-hoc questions. They not only help bring invaluable insights to our organization and uncover prospect feedback we would not otherwise have, but they also also exceptional customer service and project management. I have consistently felt informed and engaged throughout our partnership. Review collected by and hosted on G2.com.

What do you dislike about Klue Win-Loss?

Of course we face the usual challenges with Win/Loss analysis in terms of recruiting new participants, but this is not fault of DoubleCheck's. The process can just be slow at times. Review collected by and hosted on G2.com.

What problems is Klue Win-Loss solving and how is that benefiting you?

DoubleCheck helps us uncover insights about why we win and lose in the market which we would not otherwise be able to uncover in our own conversations with prospects. Review collected by and hosted on G2.com.

Eric F.

Head of Central Sales Ops & Enablement

Computer Software

Enterprise (> 1000 emp.)

11/25/2019

"High Value Win/Loss Program"

4.5/5

Describe the project or task Klue Win-Loss helped with:

I brought in Doublecheck to help get us first hand feedback on our sales pursuits. We wanted more of it, with better quality, and delivered in a way that allowed for action on it. Review collected by and hosted on G2.com.

What do you like best about Klue Win-Loss?

The team at Doublecheck had a really easy process for engagement, that involved the sales reps directly, and ran a very efficient process to go from asking for engagement through to completed write-up. They engaged with us regularly to keep things moving the right way. We had a great conversion rate of buyers who entered the program. Review collected by and hosted on G2.com.

What do you dislike about Klue Win-Loss?

Not anything i can speak to in terms of dislike. If anything, i think the customer dashboard can use some modernizing but that is a very minor dislike. Review collected by and hosted on G2.com.

What problems is Klue Win-Loss solving and how is that benefiting you?

First hand feedback from buyers on the sales pursuit to act as a funnel into sales and product strategy to replicate success and remedy gaps to success. We finished over 50 interviews with buyers in the first 6 months and this helped drive numerous decisions to get more success Review collected by and hosted on G2.com.

Verified User in Computer & Network Security

Mid-Market (51-1000 emp.)

2/7/2020

"Great experience and fantastic insights!"

5/5

Describe the project or task Klue Win-Loss helped with:

Doublecheck performed quarterly Win-Loss studies, providing insight into why my company won business over competition, why it lost, and helping identify gaps in both product offering as well as sales/marketing approaches. Review collected by and hosted on G2.com.

What do you like best about Klue Win-Loss?

Customers/prospects were very open with reasoning for their decisions. Doublecheck interviewers were great at getting past top level answers and to more meaty, useful insight. Review collected by and hosted on G2.com.

What do you dislike about Klue Win-Loss?

Same as disadvantage of any outside firm asking these questions - there was no way to prepare Doublecheck for deeper questions about minute industry components. But value in receiving insight from external interviews far outweighed the negatives of them not knowing every detail of our industry (and they spent time understanding it VERY well!) Review collected by and hosted on G2.com.

Recommendations to others considering Klue Win-Loss:

Understand, not only the senior leaderships' knowledge and vision, but take time to explore the ability of the interviewers to have very meaningful conversations with business stake holders. Review collected by and hosted on G2.com.

What problems is Klue Win-Loss solving and how is that benefiting you?

What of our competitor's offerings are causing us losses; and where is the perception of our offerings due to poor sales strategies or training happening? Very helpful in allowing us to increase our win percentage in the face of growing competition. Review collected by and hosted on G2.com.

Verified User in Computer Software

Mid-Market (51-1000 emp.)

1/31/2020

"Valuable Insights That Help Shape Your Marketing Messaging, Sales Process and Product Direction"

5/5

Describe the project or task Klue Win-Loss helped with:

Doublecheck Research is our partner for win/loss analysis on sales opportunities. Their team interviews select prospects and customers about their experiences with our sales team and sales process. Our team receives in-depth reports that outline why we won or lost a deal, where we performed well and we we could have done better. We use the insights to make key decisions about our marketing messaging, our sales process and what features to add to our products. Review collected by and hosted on G2.com.

What do you like best about Klue Win-Loss?

Because it's third-party research, Doublecheck gets insights from prospects and customers that they would never disclose to us. We get a great deal of competitive info from their reports. Review collected by and hosted on G2.com.

What do you dislike about Klue Win-Loss?

Nothing. It's a great service that's reasonably priced for the value provided. Review collected by and hosted on G2.com.

Recommendations to others considering Klue Win-Loss:

The interview questions they use are key. Make sure you spend time on them. Review collected by and hosted on G2.com.

What problems is Klue Win-Loss solving and how is that benefiting you?

We have improved our win rate significantly using the insights from Doublecheck Research. We also have a much better view of the competition -- their strengths, weaknesses and their pricing. Review collected by and hosted on G2.com.

Verified User in Computer & Network Security

Mid-Market (51-1000 emp.)

1/27/2020

"Essential Details for Planning"

5/5

Describe the project or task Klue Win-Loss helped with:

Win/Loss analysis - We were eager to find out the real reasons why some customers chose us, and why others went another direction Review collected by and hosted on G2.com.

What do you like best about Klue Win-Loss?

The in-depth responses that we received from Doublecheck were beyond our expectations. Typically, when asking a customer why we won, or a prospect why we lost, you receive the minimal information. This feature, this requirement etc.

With Doublecheck, we were able to see details across the sales process that we never received feedback on before. How easy is it to business with us? Why did you really come to us? What does a competitor talk about that might be a weak spot? Where should we focus our portfolio efforts?

The depth of the interviews has impacted our business across each department. Review collected by and hosted on G2.com.

What do you dislike about Klue Win-Loss?

The difficulty in identifying the opportunities. It can be difficult to get the process moving internally and to connect Doublecheck with the Account. These are baked into the process, however, and I do not see any way to get around this.

One thing I would love to see is a nice cheat-sheet/presser that we could use in order to educate our team on the project and to better facilitate support/process internally. Review collected by and hosted on G2.com.

Recommendations to others considering Klue Win-Loss:

Invest time in the beginning of the process. Put in place processes to make it simpler for these types of projects to move through the day to day busy schedules. Review collected by and hosted on G2.com.

What problems is Klue Win-Loss solving and how is that benefiting you?

We brought multiple companies and products together, so the big question is: where do we focus our efforts?

Essentially, we have powerful products that do rather well on their own. That being said, how do they come together in a more meaningful way, and how do we package them to make it easier to do business with us? Review collected by and hosted on G2.com.

Verified User in Information Technology and Services

Enterprise (> 1000 emp.)

3/3/2020

"Valuable and actionable insights"

5/5

Describe the project or task Klue Win-Loss helped with:

They did a great job understanding a complex enterprise business (8 different software products in the portfolio) and our competitors, knowing exactly what questions to ask customers, and turning those conversations into key insights. Most impressive was how they were able to combine quantitative data from the surveys with the qualitative info from the interviews and identify the most important trends and insights. Highly recommend! Review collected by and hosted on G2.com.

What do you like best about Klue Win-Loss?

the executive summaries at the end are great! Review collected by and hosted on G2.com.

What do you dislike about Klue Win-Loss?

No downsides. I worked with them for three years and really enjoyed the working relationship Review collected by and hosted on G2.com.

What problems is Klue Win-Loss solving and how is that benefiting you?

These insights help us get to the heart of the biggest competitive threats to our business and make y necessary changes to strategy, messaging and positioning, product roadmap, and sales process. Review collected by and hosted on G2.com.

Verified User in Information Technology and Services

Enterprise (> 1000 emp.)

12/20/2019

"Strong process and deep expertise"

5/5

Describe the project or task Klue Win-Loss helped with:

Doublecheck runs our win/loss process and has been doing so for a few years. They do absolutely great work and have a well honed process to produce reports in a timely manner Review collected by and hosted on G2.com.

What do you like best about Klue Win-Loss?

Lots of things! Doublecheck can be trusted to finish projects with minimal intervention from my side. They constantly suggest new ideas to improve our success rate in procuring interviews. They know to ask the right questions to get the information that would be most valuable to us. They also have a great website to access reports which makes it very easy to search and share the information internally. Review collected by and hosted on G2.com.

What do you dislike about Klue Win-Loss?

Nothing really! They do great work and are very open to finding ways to meeting any additional needs. Review collected by and hosted on G2.com.

What problems is Klue Win-Loss solving and how is that benefiting you?

Doublecheck helps us get a better understanding of what prospects are looking for when they enter an evaluation and their perspective on our product and sales process as well as that of other vendors. It's amazing insight for both our sales and product teams. Review collected by and hosted on G2.com.