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Build an Extensive Pipeline of Customer Advocates so that when the Opportunity Arises, You'll Have Names . . .
and Success Stories
Has this ever happened to you?
- It's the end of the quarter and the sales department needs
a customer reference in a specific vertical market to close
an important order—and they need it NOW.
- The editor of a well-known trade publication calls two hours before his story deadline to ask for customer references he can include in an upcoming article.
- The engineering VP asks for a list of customers with sales
over $10M, located in five specific geographical areas,
that his team can approach about the upcoming beta program
for the new version of a product that should have been ready
to introduce last quarter.
- C-level executives request a database of customer contacts,
going back five years, to give to consultants who are setting
up focus groups
You know that powerful customer references are essential. Yet there are times when answering these requests is the proverbial straw that breaks the back of your already overworked staff.
Sometimes it's because the sales team is too far removed from the customer after the sale, especially in companies using the channel model. Other times it's because the public relations manager is overwhelmed with media relations, analyst relations, writing, and agency management and just doesn't have the time to sift through your huge customer database to identify good success stories.
Unless you have the bandwidth to support a full-time customer reference manager, you're going to lose sales and miss opportunities to participate in valuable PR activities that will speed the growth of your company.
The CommPros Customer Reference Power(SM) Program, directed by Dick Heermance, facilitates
quick access to the right set of customer references so that
you can respond quickly to any and all requests. We mine,
qualify and maintain the database, making it easy for you
to match customer references to sales or PR opportunities.
Our marketing operations approach to customer reference program management helps you overcome the "lack of ownership" problem too
common in many marketing departments and helps you launch and
maintain this essential, high-value program.
Customer Reference Software Solution
For those companies with especially robust customer reference programs, CommPros Group has partnered with Boulder Logic to provide a highly customizable customer reference software solution that streamlines the management of our Customer Reference Power program. Contact CommPros for more information.
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