CASE STUDY

How Medrio enabled self serve competitive intel

ABOUT

Medrio provides advanced electronic data capture (EDC) and e-clinical tools suitable for complex clinical trials.

GOALS

  • Benchmarking products & pricing against that of their competitors.
  • Equip Sales and Product with a single source of truth for competitor fact sheets and battle cards.
  • Ensure basic competitive intelligence training is included during the on-boarding process and opening of new offices.

Medrio is the leading provider of eClinical technology for early-phase pharma, device, and diagnostics clinical trials. Founded in 2005, the company’s cloud-based EDC, eSource, eConsent, and ePRO solutions deliver fast, flexible, and easy-to-use tools for the collection and management of clinical data and patient-reported outcome responses. The company serves over 600 customers globally, with headquarters in San Francisco and offices in numerous domestic and international locations.

“We work in a highly competitive market, in any given week we monitor up to 39 different competitors in our landscape. We needed a better way to capture and distribute competitive knowledge.”

~James Allgood, Senior Product Marketing Manager

WHY MEDRIO CHOSE KOMPYTE

Medrio began working with Kompyte in early 2018 after evaluating several competitive intelligence and sales enablement tools. In comparison to other tools on the market, Kompyte was best able to meet their objectives to provide more in-depth and automated competitive research, centralized management of the insight they uncovered, and the ability to present that intel in various ways depending on the audience and objective.

“Kompyte was the best tool for us because it solved many of the headaches you typically have when gathering and distributing competitive intelligence. Plus, I really appreciate the customer service, every time I call up with a question, Kompyte is ready and able to fix it, or teach me how to do what is needed very quickly.”

~James Allgood, Senior Product Marketing Manager

 

PRODUCTIVITY IMPROVEMENTS WITH KOMPYTE

Collecting intel

Medrio was not new to collecting and using competitive intelligence to their advantage in competitive sales situations and product roadmapping. They regularly performed research to better understand competitors product, market or industry direction. Despite a rather rigorous program, product marketers were inundated with additional requests for ad hoc information. With Kompyte web tracking, they were able to capture more intel on each competitor, without all the manual research.

“The tool works really well for tracking competitor moves — the time machine saves hours of manual research each month. From pricing page updates, to job postings, we know Kompyte captures it all.”

~James Allgood, Senior Product Marketing Manager

 

Centralizing intelligence

Before Kompyte, Medrio found it difficult to keep an inventory of all the data they had collected across teams in various documents. It was also challenging to keep their data updated as the market changed. After the switch, they are more confident in the accuracy of their intelligence, are able to give more actionable competitive battle cards to their sellers and directional information to their product development team.

“Kompyte also provides great flexibility when tailoring the intelligence to different audiences – our sales team, SDRs and product team all focus on different aspects of competitive info.”

~James Allgood, Senior Product Marketing Manager

 

Distributing intelligence

As Medrio grew at 30% year over year it was critical to enable their sellers with the competitive intelligence they needed to convey their unique value, dispel myths, counter comparative claims, and overcome buyer objections. With Kompyte, Medrio is now able to supply key findings, differentiators, kill points, and other battle cards directly from a browser extension.

“With the Kompyte browser extension, our sellers can respond much quicker to RFPs, and handle even the most challenging sales calls — dispelling myths and confirming our advantage in real-time.”

~James Allgood, Senior Product Marketing Manager

 

WORKING WITH KOMPYTE

From everyone at Kompyte, we thank Medrio for helping us drive our vision to help companies reinvent the way they compete. We believe our customer-centric approach is core to our own differentiation and value to the market. If it’s time to enhance your competitive intelligence program, find or maintain your competitive advantage, sign up for a personalized demonstration today.

“Kompyte also provides great flexibility when tailoring the intelligence to different audiences – our sales team, SDRs and product team all focus on different aspects of competitive info.”

~James Allgood, Senior Product Marketing Manager

 

Trusted by Fortune 500 and leading companies in more than 20 industries.

Start Tracking Your Competitors Now