Customer Reference & Insight

As technology buyers increasingly rely on peer advice in purchase decision-making, the best way to provide proof and evidence of your company’s capabilities is through your customers. Customer-sourced content is invaluable in supporting demand generation, sales enablement and corporate communications activities.

In our experience, customers are often more comfortable and willing to share their experiences; both good and bad, with an independent 3rd party rather than with an employee or even a company’s PR agency.

As technology industry professionals with experience of working closely with business users from a broad range of industry sectors, we’re able to probe more deeply and understand more clearly how to tell your customers’ stories in ways that are more appealing and relevant to your prospects as well as your existing customers.

Through our Customer Reference & Insight services we help our clients to build comprehensive customer reference programmes, designed to support the needs of the sales organisation at every stage of the sales cycle as well as the needs of the press and analyst communities.  Equally, findings from our work provide invaluable feedback and insight for our clients.

Services include:

  • Identifying key customers via sales teams, internal customer data, customer research, assessments & validation
  • Determining key contacts, developing reference questionnaires, arranging & conducting interviews; face-to-face, telephone, web-based
  • Developing or aligning to messaging, positioning, tone of voice standards
  • Content creation & production; case studies, white papers, testimonials, press articles, business value studies, sales tools, presentations, success stories
  • Organising & managing customer-driven events; User Groups, Forums, Conferences
  • Supporting social media content; online forums, blogs, support sites, reference sites
  • Analysis & reporting; trends, issues, ROI, business impact

Through a customer reference programme, we help you build trusted customer relationships ensuring your customers become your advocates and true ambassador users willing to participate actively in your sales and marketing activities.