Customer reference program
This presentation is the property of its rightful owner.
Sponsored Links
1 / 9

Customer Reference Program PowerPoint PPT Presentation


  • 52 Views
  • Uploaded on
  • Presentation posted in: General

Customer Reference Program. The Business Case. Agenda. Why develop a CRP ? Recommended Approach Budget Required Quantifiable Benefits Next Steps. Why form a Customer Advisory Board (CAB)?.

Download Presentation

Customer Reference Program

An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -

Presentation Transcript


Customer reference program

Customer Reference Program

The Business Case


Agenda

Agenda

  • Why develop a CRP ?

  • Recommended Approach

  • Budget Required

  • Quantifiable Benefits

  • Next Steps


Why form a customer advisory board cab

Why form a Customer Advisory Board (CAB)?

CustomerReferenceProgram.org research found the following benefits accrue to organizations that adopt a formal CRP:

  • Increase sales executive efficiency by removing duplication in sales reps sourcing references individually

  • Less risk of overusing or underutilizing customer references

  • Increased ability to fulfill customer reference requests for all industries/products/geographies

  • Shortened sales cycles through by reducing time from request to fulfillment


We have some major gaps that need filling

We have some major GAPS that need filling…

  • GAP analysis shows sales could be severely impacted by lack of reference coverage in some key areas:

    <See Coverage Map in Excel>


Recommended approach

Recommended Approach

  • The CRP’s customers are Sales, Marketing, PR and Analyst Relations

  • Jeff Smith – CMO is Executive Sponsor

  • KEY SUCCESS METRIC: Shortened sales cycles through quicker reference fulfillment

  • Dave Jenkins, Head of Key Accounts to nominate potential customers for initial Reference Pool

  • Legal & Finance to review the “Customer Reference Incentive Program Agreement”

  • Deliverables: Case Study, ROI Study, Success Story, Success Slides, Audio Recording, Speaking Abstracts, Videos/Podcasts, PR Blurbs, Press Releases, Advertising, Quotes gathered from social media (Twitter/Facebook)

  • KEY DATES:

    • Sales Training & FAQ’s launched end of Q1

    • Go Live with CRP Brochure and Customer Press Release in Q2


Total cost of ownership

Total Cost of Ownership

<see Excel spreadsheet for detail>


Value of benefits

Value of Benefits

Key Benefits:

Removing Sales Inefficiency $562,500

Avoiding Revenue-Impacting References Shortages $1,450,000

TOTAL Annual Benefits = $2,012,500

Return on Investment = %


Next steps

Next steps

  • We need your commitment to…


For additional research please visit

For Additional research please visit:

www.CustomerAdvisoryBoard.org


  • Login