Ahh…September. The kids are back in school, the weather is FINALLY going to start cooling down, and there’s a much needed 3 day weekend just around the corner. It also means in the business world, we’re ramping up to head into Q4, a time in the business cycle characterized by year-end metrics and strategic planning for the year ahead. As plans are being formulated, and budgets are being put aside for particular projects, be sure your customer reference program gets a piece of the cut.

Here is some additional fodder to convince the exec in your office that in 2012 customer reference programs are going to be more important than ever. A recent Forbes Insights study reveals the majority of marketing executives’ focus continues to center around the customer, both for this year and next. Marketing executives recognize the power customers, and particularly customer references, have in bringing revenue from both recurring and new business.

It is also worth pointing out that mobile marketing, social media tactics and online marketing are going to be bigger priorities in 2012. You boss might be interested to know that customer reference management software, like RO|ReferenceView, is aligned with these priorities. Mobile ReferenceView allows your sales team to leverage customer reference collateral when they are on-the-go using their mobile device. The ReferenceView platform also allows users to create custom landing pages featuring collateral that your prospect is most interested in, and they can be created in less than 30 seconds. Links to these spotlights can be quickly shared from ReferenceView to prospects via popular social media platforms like LinkedIn or Twitter. What’s more, integrating it with your existing CRM platform, like Salesforce.com, can increase the likelihood your sales team will actually USE the ReferenceView platform!

So get ready to hear your boss say, “What’s that you say? There’s a slick customer reference tool that is aligned with our marketing priorities AND will help lead to more success in 2012? TELL ME MORE!” Contact us today to learn more or schedule a demo to see these and all of the ReferenceView features in action.


Jim Mooney
Jim Mooney is the Founder & CEO of RO Innovation. His passion for helping salespeople excel in all aspects of B2B selling, especially where customer references are involved, was the reason he started the company. His desire for helping others succeed flows through in the expert thought leadership he provides the industry, his customers and his employees.