Jeff, a product marketing manager at Act-On, used Influitive's advocate marketing platform to engage customers and generate more sales referrals. He created challenges and surveys through Influitive that increased customer responses from 2 to 103. Act-On rewarded advocates with points and badges for their referrals. This resulted in 209 sales leads worth $175,000 in pipeline and $60,000 in closed business. Act-On's referral leads now close at a rate of 5%, over 500% higher than industry standard, thanks to Influitive helping Jeff better engage their existing customer base.

1. How Act-On Got Its Fans to Refer
200+ Awesome Sales Leads

2. Meet Jeff

3. (He‟s this guy)
Meet Jeff

4. Jeff‟s the product marketing manager at Act-On
“I‟m a pretty easygoing guy. Married to a great wife with 2 girls.
Love the outdoors, mountain biking, cooking and traveling.”

5. Act-On is the marketing platform for fast
growing businesses of all sizes

6. Act-On's success and growth is tied to how customers
share their positive experiences with its products. The
best sales leads are the ones that existing customers
proactively refer to the company. Jeff needed MORE
of those leads.

7. Jeff was concerned he was relying on
the same customers too often

8. The last thing he wanted was to burn out
his most loyal customers.

9. Jeff needed a more fun and natural way to
build relationships with Act-On‟s customers.

10. Jeff discovered Influitive, the leader in
advocate marketing solutions.

11. With Influitive, Act-On could now…
Organize advocates
Deploy fun challenges around social campaigns,
surveys, reviews, and referrals
Give back to their top advocates
Integrate with salesforce.com and other products

12. Jeff set out to create an army of Act-On
fans and advocates

13. Act-On rewarded sales and customer success team
members for inviting customers to join Influitive.

14. Jeff started a dialog with his customers to see if they
were listening. He created a survey and sent it through
Influitive and his e-newsletter.
Without Influitive: 2 responses
With Influitive: 103 responses in 48 hrs.

15. Jeff recognized and thanked
his advocates with…
Superstar
Points for completing challenges
“Everybody is busy today.
But if you make things fun,
engaging, and challenging,
it makes advocating more
exciting.”
Redeemable rewards
Badges (there are more than 75!)

16. Then Jeff had a stellar idea – generate more sales
opportunities through Influitive.
Advocates can easily
refer a friend at any
time with Influitive

17. He launched a referral challenge asking advocates
for a warm email or phone introduction.

18. With Influitive‟s Linkedin integration, Jeff can
see who his advocates are connected to, which
makes asking for referrals a much less
awkward experience.
LinkedIn
Connections

19. The results?

20. 209
high quality leads
“The most untapped resource is your
existing customer base.”

21. $175,000 in pipeline ($60,000 closed business)
This made for one happy sales team!
“We wanted to knock the ball out of the park, so we
tapped into our existing customers. It‟s the true
power of advocacy.”

22. Act-On‟s referral leads close at nearly 5%. More
than 500% higher than the industry standard
“What Influitive is doing is the new world of
advocacy in an electronic form.”

23. Jeff’s best practices for a successful referral program:
1.
First, find your advocates – the fans
that love your company
2.
Start with small „asks‟ (like the
survey) before jumping into the
referral request
3.
Make it fun with challenges, points
and rewards!
4.
Make it easy – the Linkedin
integration helps advocates find
referrals in their network
5.
Set expectations and always followup with advocates to let them know
the outcome

24. How Act-On‟s marketing department thinks
today: “I have a marketing initiative, how
can our advocates help?”
“When you think of customer marketing and
customer advocacy - think Influitive.”

25. Jeff knew his customers loved Act-On.
Influitive helped him tap into it.
What can Influitive do for you? Visit influitive.com to get started.