The recruiting aspect of the customer reference program is essential to your success. Every company wrestles with how to start and maintain a steady flow of candidates, which add variety to your choice of candidates for reference activities, and spreads out usage across more references, which reduces the risk of overuse of any one customer. Forming your plan based on these six tips will get you a long way towards your recruiting goals.
Entries Tagged as 'Tools'
Customer Reference Nominations, Six Tips
July 20th, 2010 · No Comments · Customer Engagement, Customer Reference Programs, Tools
Tags:customer reference database·customer reference management·customer reference programs·customer reference system·customer references·Tools
Building a Customer Reference Program Case – Through Sales
February 2nd, 2010 · No Comments · Customer Reference Programs
Every organization we work with has gone through some effort to gain executive support and funding for their customer reference program. When we talk to companies in the early stages of building their case, we recommend beginning with a survey of the field. Here are some “must have” baseline questions.
Tags:customer reference management·customer reference programs·customer references·Tools
Marketing Plan Outline for Creating a Customer Reference Program
July 28th, 2009 · No Comments · Customer Reference Programs
If you’re looking for a starting point in developing a marketing plan to launch a customer reference program, this article is for you. Contained within are two documents to get you started: the plan outline, and a timeline view of the plan’s activities.
Tags:customer reference management tools·customer reference managment·customer reference programs·customer references·Tools
Customer Reference Program Maturity Model Podcast – Element 11: Horizontal Integration
June 18th, 2009 · No Comments · Customer Reference Program Maturity Model Podcasts, Customer Reference Programs, Podcasts
This podcast provides our vision for coordinating customer reference activities between marketing teams across the enterprise for more effective leverage of your most important selling assets.
Tags:customer reference management·customer reference programs·Tools
Customer Reference Program Maturity Model Podcast – Element 10: Program Promotion
June 5th, 2009 · No Comments · Customer Reference Program Maturity Model Podcasts, Customer Reference Programs, Podcasts
Customer Reference Program promotion, from launch forward is so critical to creating momentum and support from key executives. Here is a discussion of what’s worked for our clients and how to get off to a great start.
Tags:customer reference management·customer reference programs·Tools
Customer Reference Program Maturity Model Podcast – Element 9: Staff Composition, Organization & Perspective
May 19th, 2009 · No Comments · Customer Reference Program Maturity Model Podcasts, Customer Reference Programs, Podcasts
We’ve all seen the difference that having the right team in place can make. Starting with having the right amount of resources to be successful, the team then needs the right personalities, personalities, skill sets, and experience. This podcast describes how to build the best team possible.
Tags:customer reference management·customer reference programs·Tools
Customer Reference Program Maturity Model Podcast – Element 8: Customer Reference Relationships
May 7th, 2009 · No Comments · Customer Reference Program Maturity Model Podcasts, Customer Reference Programs, Podcasts
This podcast provides actionable ideas about achieving customer reference breadth and depth relative to commitments, and establishing a more strategic perception of the program from the customer’s vantage point.
Tags:customer reference management·customer reference programs·Tools
Customer Reference Program Maturity Model Podcast – Element 7: Managing Upward
April 30th, 2009 · No Comments · Customer Reference Program Maturity Model Podcasts, Customer Reference Programs, Podcasts
Gaining executive support for your customer reference management program is critical for success. This podcast includes tips for establishing and maintaining support over the long term.
Tags:customer reference management·customer reference programs·Tools
How do you evaluate a customer reference?
April 21st, 2009 · 2 Comments · Customer Reference Programs, System
This topic comes up from time to time with both existing clients and potential clients. The approach that’s most often proposed is something akin to product ratings on Amazon, or movie ratings on Netflix. On the surface that seems like such an easy, simple idea. Why not do it?
Tags:customer reference database·customer reference management·customer reference programs·Tools
Customer Reference Program Maturity Model Podcast – Element 6: Outside Expertise
April 17th, 2009 · No Comments · Customer Reference Program Maturity Model Podcasts, Customer Reference Programs, Podcasts
This is the seventh podcast in the Customer Reference Program Maturity Model series. David and I discuss the value of Outside Expertise, element #6. The reason we included this in our maturity model is that we’ve come across a number of CRPs that were full of really unique practices and processes, which didn’t make sense [...]
Tags:customer reference management·customer reference programs·Tools
