#discussions
Thread
Hi CMA friends! I am putting together guidelines for our GTM teams on reference call requests and I was wondering if any of you have set a threshold for the # of reference call requests that can be sent to a customer in a certain time frame? Something "a customer cannot be requested more than 6x per quarter" or "1 reference request per 30 days." Is there a best practice or "magic number" that you've seen work to combat reference burnout? Thanks in advance!
Personally I wouldn’t want to ask someone more than once per quarter, but it’s always good to ask the reference what they’re comfortable with. Some people really enjoy doing these calls and don’t mind higher frequencies. Regardless, you absolutely need to track the number of times each reference is asked (and completes) a call.
We are looking at once a month tops, preference for once a quarter.
We did a 60 day, unless the customer (individual) said they were really into doing the calls. That didn't mean that we wouldn't use someone else from the company, just that we were trying to limit exposure for call requests.
Might be nice to ask the customer what their max is. Some people would be happy to be asked more often, especially if you are comping them for doing reference calls.