#8-references
Thread
@channel I know a lot of us are mighty teams of 1 or 2. Let's talk scale! What are you doing to scale your reference program? And what has been most successful?
Yes! Our team runs 1:Many calls and they've been really successful. We've seen the most success for them for our upsell product suites. Customers appreciate the networking with fellow users as well as the reference
Are you planning to record the 1:Many's and repurpose for other content?
Nice! We elected to record and then have our creative team edit out any commentary from prospect attendees so we could share it with prospects who were unable to attend without worrying about any competitive overlap
We also have an industry SME on the call to lead it so it was facilitated, but not from anyone trying to sell them so it feels more intimate/not pushy. It's been received really well fwiw
We try to cap it at no more than 5-7 so there's enough time for questions from each attendee
We've currently been spinning them up on an as-needed basis but are partnering with our sales team to put on general ones that we email blast to all prospects to see what that generates. Deals with references in our org close at about a 20-30% higher rate so want to see the best way to spread that goodness around!
For sure!
We have different topics for each call dependent on the types of references we're seeing
For an example, we get a lot of prospects wanting to speak about the transition from a competitor. We will start with an intro to the reference and their business. We will ask a couple questions about their experience transitioning, success they've seen since moving to our product and then we open to questions. There is an option to pre-submit questions and we get a lot of those both from the prospects themselves or from their AE. We start with those and then move to open-forum after that