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Today’s key quote: The person who interfaces with the customers MUST be able to get things done, and show that it’s a real relationship, not just one based on getting references and marketing quotes. This is the first of several posts  from time to time over the next few weeks, recounting... read more →

We're working with the Business Marketing Association (BMA), ITSMA and Forrester Research to develop new insights into B2B customer engagement. To learn more, and participate, click here: http://bit.ly/2svfmk 

- Microsoft Dynamics estimates that 85-95% of new sales opportunities require some form of customer reference before the deal can be closed.(source: Boulder Logic interview with Microsoft Dynamics). Ask three respected sales people what the number is for your firm.   - If a sales person lacks access to reference... read more →

Based on a "flash" survey of 42 reference program managers that we conducted earlier this summer: 1. Top reasons why customer reference programs may be falling short, in order (most cited reason first): - Our program is under funding pressure. - Customer participation in the program is low. - We're... read more →

Listen to my interview with Asim Zaheer, VP Global Product and Competitive Marketing, Hitachi Data Systems;  Laura Ramos, VP and Principal Analyst, Forrester Research; and the Geehan Group's Sean Geehan, author of C-Level Guide to Transforming Your B2B Business. We look at the importance of customer reference programs, communities and social... read more →

Today's Wall Street Journal headline is just one of many recent positive signs in the last several weeks. That's not to say we're completely out of the economic woods, or that there won't be some more bumps along the way. But recovery is coming.  Are you prepared?  Here's a checklist:  ... read more →

Want to know how to build a high-level council of some 40 CIOs, CTOs and architects from leading corporations and governments around the world? Perhaps you've thought of doing so -- starting with some of the marquee names from your own customer reference program, or advisory boards. If so, take... read more →

Tim is President of Harris Broadcast Communications, and Sean is founder of the Geehan Group and author of the forthcoming book: C-Level Guide to Transforming Your B2B Organization. They'll be keynoting at the 2009 Summit on Customer Engagement. Sean will tee things up with results from his firm's research, showing that B2B... read more →

How do you engage a senior executive to reference for you? How do you persuade her to buy? Following are some tips from one of the most dynamic CIOs in our industry, Patty Morrison, former CIO at Motorola, GE Industrial Systems, Office Depot and other marquee firms.  We’re putting final... read more →

At the request of many of their clients, Point of Reference has just published a guide for launching a customer reference program. As usual with founders David Sroka and Darren Smith, it's thoughtful, thorough, and based on actual experiences -- those of their clients over the last 6 years. Highly... read more →