Summit is invaluable for excelling in the much broader and complex world of customer advocacy
Sue Renner
Customer Marketing & References, Vocera
Value Received: Broadening Customer Advocacy Experience
I’ve been managing customer reference programs for 12 years and find that the Summit is invaluable for excelling in the much broader and complex world of customer advocacy.
For example, at a recent Summit, I learned—and got specific guidance—on two things. One was the importance of building partnerships with internal stakeholders. That guided me in developing an intense collaboration with Sales Enablement, in which we rolled out a technology that encompasses and supports both our objectives, resulting in a much bigger impact on sales team productivity and revenue—along with a group of enthusiastic internal advocates for my program who are tied to its success.
The second example was the importance of showing a very big immediate impact upfront on new initiatives—along with specific guidance for that as well from my peers. So even before I had the budget to roll out the sales enablement technology, I quickly infused the program with tons of customer proof points and leveraged these across Sales and Marketing. The feedback from those teams was overwhelming and that influenced budget allocation soon afterward. The perception created from the start was priceless, and continues to fuel further program developments.
Value Received: Broadening Customer Advocacy Experience
I’ve been managing customer reference programs for 12 years and find that the Summit is invaluable for excelling in the much broader and complex world of customer advocacy.
For example, at a recent Summit, I learned—and got specific guidance—on two things. One was the importance of building partnerships with internal stakeholders. That guided me in developing an intense collaboration with Sales Enablement, in which we rolled out a technology that encompasses and supports both our objectives, resulting in a much bigger impact on sales team productivity and revenue—along with a group of enthusiastic internal advocates for my program who are tied to its success.
The second example was the importance of showing a very big immediate impact upfront on new initiatives—along with specific guidance for that as well from my peers. So even before I had the budget to roll out the sales enablement technology, I quickly infused the program with tons of customer proof points and leveraged these across Sales and Marketing. The feedback from those teams was overwhelming and that influenced budget allocation soon afterward. The perception created from the start was priceless, and continues to fuel further program developments.
Results
Bigger impact on sales team productivity and revenue
Influenced budget allocation
