HomeResearch Articles The Habits of Highly Effective Reference Programs

The Habits of Highly Effective Reference Programs

  • Customer reference content and management is more important than ever for both demand creation and sales enablement
  • Companies that manage best-in-class customer reference teams share common attributes, including dedicated teams and a process-based infrastructure
  • Reliance on incentives to drive customer participation is dangerous business; if details emerge, confidence in the reference will be lost

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