Safe to Call
Which customers can take a reference call today, and what we owe them.
The job
Picks reference customers based on what they are saying right now, matches them to the prospect's needs and protects them from being overused. Keeps a two-way record of what each advocate has given and what is owed to them.
The moment
Sales asks for the biggest bank customer as a reference for a prospect.
The reference list says not today: the bank's CIO complained about single sign-on yesterday.
It offers a smaller bank instead, which praised the reporting four times this month. Its ledger shows what is owed to it: early access to single sign-on.
The prospect signs, the smaller bank gets its early look, and its ledger is back to even.
What it does
- Request a reference via the CSM
- Log a give-back
- Send a thank-you or early-access note
- Record deal outcome
What you see
Reference roster with traffic lights, fatigue counters and a two-way give/owe ledger
What it moves
The win rate on deals that used a reference, with no references burned, meaning the advocate's tone did not sour after the call.
Built for
- Executives & leadership
- Account management & sales
- CX leaders & VoC
