"Bill Lee and Don Peppers were far and away the best speakers at the 2015 Summit on Customer Engagement."
HubSpot User Groups (HUG) Program Manager
When I attended the 2015 Summit, I was new to customer advocacy and engagement, I learned four important things. Professionally, I learned how smart and engaging the professionals who attend the Summit are. It's been really valuable for me to develop relationships with them.
Regarding my job at Hubspot, I learned:
That last realization helped me to develop a successful initiative for our customer demand generation team. Knowing that they were customer facing, we saw an opportunity to support them in their goals to up sell and cross sell existing customers in the area of reporting and analytics—one of our important lines of business.
So we developed a list of some of our best customer advocates, and issued a challenge to them to contribute to a report on “10 Best Practices in Reporting and Analytics.” Since it was from customers, it created a lot of interest in our broader customer base. And of course the information in the report showed how valuable the solutions we were up selling and cross selling could be.
IMPACT: The customer demand gen team attributed 32 add-on sales to the report we generated.
One initiative resulted in 32 add-on sales to key customers