Reference Program Collateral - Customer Success Examples

One of your most important responsibilities as a customer reference manager is to share your customer successes. A few years ago I came up with a internal collateral piece that has been very successful. It's a customer success examples document. This document contains the following information: Industry, Company Name, Pain, Solutions, and Benefits. This success example document is used primary for your sales teams but also for employees, executives and even partners.

Tips to create a powerful customer success example document:

• First and foremost when possible your benefits should always be in metrics for example, dollars saved, productivity increased by x%, headcount reduced by x%
• Second, makes sure the information in the pain and benefits columns are in short concise bullet items. These should be succinct points not wordy sentences.
• Third, take the time to develop this document. It would be easy to throw something together but if you take your time to gather the information, this document could become the most valuable tool the sales team uses.
• Fourth, depending on how many customer successes you have, this document could be huge! If you need to narrow it down then narrow it down by industry and make sure to include the most powerful metrics and numbers you have!
• Fifth, share this document with everyone! It is helpful for all employees to be able to share customer successes and this document is concise enough that it's easy for employees to memorize a few successes.