#8-references

Speed is a BIG thing for our team because we have really fast deal cycles. I share info on how quickly we fulfill references for their teams. On average, we're fulfilling references within 2 business days of the initial request.

I also share influenced CMRR and close rate on deals with references vs without.

I am working on a performance self-review, so this is timely 🙂 I just built our new reference process in October 2024, so metrics are a bit limited, but right now I am reporting out:
• Revenue influenced = main KPI
◦ Closed revenue vs. still in pipeline
◦ Conversion rate post-reference call
◦ Average deal size (compared to no ref. call)
• # of requests fulfilled per quarter (ideally more AEs are now using the formal process, increasing the # of requests quarter over quarter)
• # of customers identified as advocates on our "Reference Roster"
◦ # of unique customers participating in reference calls
◦ Ideally growing our # of advocates YoY
Our sales cycles are typically a bit longer, so turnaround time is typically 3-5 days, but can vary and seems to be less important currently.

@Sarah Koval 👀