Katie Vosbeek & Amanda Gibson, of Code 42 and Relationship One A strong customer advocate is arguably the best resource for any sales or marketing team to leverage. Whether the need is for a sales reference, case study, webinar co-host or event speaker, the right customer reference has the ability to convince an audience of the value of your product in ways that even the best sales representatives could not do alone. Learn how Code42 has leveraged the strength of their advocate program in order to launch a formal reference program, bringing scalable efficiencies to marketing and drive sales revenue.

1. Katie Vosbeek
Customer Engagement & Reference Manager, Code42
Reference Selling with Customer
Advocacy
Amanda Gibson
Influitive Consultant & Program Manager, Relationship One

2. Customer Advocates
Advocates are a big dill

3. Best Practices for Reference Campaigns
• Know and understand your advocates
• Get creative in keeping profiles updated and complete for accurate
targeting
• Foster the relationship and make it fun
• Using snail mail campaigns for added TLC
• Leverage Influitive Tools
• Setup Request a Reference Feature
• Match references to your advocates in Salesforce

4. Code42 Reference Campaigns
Working smarter, not harder

5. Code42 Campaign Targeting
• Sponsor tracking for your best advocates
○ Align challenges to the customer lifecycle when possible
○ University of Rochester > Eagle Investment Systems
• Finding the perfect sales reference
○ > $3 million new customer opportunity
○ True or False: My organization protects Medicare and Medicaid data
• Customer Speaking Engagements
○ Find a customer who shares your vision
○ Take your value proposition beyond points and badges
○ JNUC session and joint customer webinar

6. 3 Key TakeAways
1.Customers are convincing
2.Be strategic with targeting
3.Create a value proposition that
goes beyond points & badges