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?
Entries Tagged as 'Tools'
How do you evaluate a customer reference?
April 21st, 2009 · 2 Comments · Customer Reference Programs, System
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
Customer Reference Program Maturity Model Podcast – Element 5: Content Strategy
April 13th, 2009 · No Comments · Customer Reference Program Maturity Model Podcasts, Customer Reference Programs, Podcasts, Program Content
A solid content strategy includes the plan to develop the right content for various stages of the sales cycle. It also includes the plan for maintaining an up-to-date library. This podcast covers everything you should consider for your strategy.
Tags:customer reference management·customer reference programs·Tools
Customer Reference Program Maturity Model Podcast – Element 4: Field Relationship
April 3rd, 2009 · No Comments · Customer Reference Program Maturity Model Podcasts, Customer Reference Programs, Podcasts
In this podcast, the fifth in the Customer Reference Program Maturity Model series, David and I discuss how the relationship with the Sales team impacts CRP success. Ultimately, if Sales isn’t using the reference program assets and systems, what’s the point? If you want to know how to find nirvana with the Sales team check [...]
Tags:customer reference management·customer reference programs·Tools
Customer Reference Program Maturity Model Podcast – Element 3: Information Systems
March 30th, 2009 · No Comments · Customer Reference Program Maturity Model Podcasts, Customer Reference Programs, Podcasts, System
The right technology can allow a program to be efficient and productive. We’ll talk about the options available and how to go about determining what’s right for you.
Tags:customer reference management·customer reference programs·Tools
Choosing a System: The Last Mile (5/5)
March 20th, 2009 · No Comments · Customer Reference Programs, Reference Management System Selection, System
You’ve completed the demonstrations and hands-on evaluations of your finalists. Here’s what’s important as you near the last stage of a customer reference management system vendor selection. This entry includes tips for fully leveraging reference insights and ensuring you pick the right partner.
Tags:automated customer reference·customer programs·customer reference database·customer reference management·customer reference program·customer reference programs·customer reference software·customer reference system·customer reference tool·customer references·system for customer reference·Tools·tools for customer reference
Customer Reference Program Maturity Model Podcast – Element 2: Program Metrics
March 19th, 2009 · No Comments · Customer Reference Program Maturity Model Podcasts, Customer Reference Programs, Podcasts, Program Metrics
Measurement of the program is so important both for the sake of continuous improvement, but also for gaining and maintaining executive level support. Here’s what you need to know about metrics that count.
Tags:customer reference management·customer reference programs·Tools
Customer Reference Program Maturity Model Podcast – Element 1: Program Vision
March 10th, 2009 · No Comments · Customer Reference Program Maturity Model Podcasts, Customer Reference Programs, Podcasts
In the second of our Customer Reference Program Maturity Model podcast series, we discuss the first of 11 elements, program vision. A strong vision sets a clear course and can make the difference between your customer reference program becoming a tactical tool or a critical asset to the business. In this podcast David and I [...]
Tags:customer reference management·customer reference program·Tools
Choosing a System: The Importance of Scenarios (4/5)
March 3rd, 2009 · No Comments · Customer Reference Programs, Reference Management System Selection, System
Here’s an objective way to compare vendors of customer reference management systems. By preparing a list of common scenarios your team and the sales force will follow and going through the steps with each solution under consideration, you can ensure a good fit and avoid future regrets.
Tags:automated customer reference·customer programs·customer reference database·customer reference management·customer reference program·customer reference programs·customer reference software·customer reference system·customer reference tool·customer references·system for customer reference·Tools·tools for customer reference
Taming the Customer Reference Data Beast
March 3rd, 2009 · No Comments · Customer Reference Programs, System
It’s not easy to build a clean customer reference management database, but Becky Roberts of Genesys found a method and a partner to help her. Learn about her approach and be prepared for your customer reference data project.
Tags:automated customer reference·customer programs·customer reference database·customer reference management·customer reference program·customer reference programs·customer reference software·customer reference system·customer reference tool·system for customer reference·Tools·tools for customer reference 0
