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If you’re creating or managing a Customer Reference Program then please download our Customer Reference Program Strategy Guide, register for our next Event to network and share best practices with other Customer Reference professionals, or view the Customer Reference Program RESEARCH.
What is a Customer Reference Program?
A Customer Reference Program (CRP) is a centrally managed function responsible for coordinating and fulfilling requests for customer references to help Sales close business and persuade Analysts, Press and Investors that corporate claims are legitimate.
Why create a formal Customer Reference Program?
Customer testimonials are critical as buyers increasingly rely on peer advice in purchase decision-making.
However, uncoordinated management of customer references results in:
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Lost time through sales reps individually chasing other sales executives to acquire references.
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Overused or underutilized customer references.
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Inability to fulfill customer reference requests for some industries/products/geographies.
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Delays which lengthen sales cycles.
A well managed Customer Reference Program can attract more prospects, shorten sales cycles and increase customer wins IF managed effectively... please see our Strategic Guide to running a Customer Reference Program to learn more.
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