But our account management side use ReferenceEdge to request Best Practices Calls, or client to client use case discussions. They require reference calls and RFI/RFP contact listings for various opportunities. Our new business sales team are the primary users of the platform. Our stakeholders include the sales team, both on the account management and new business, and our customer experience team.

It took a long time, but we finally got approval to move forward. To that end, I started researching solutions, building a business case, and slowly started getting leadership on board. References are a vital piece of the sales cycle, as anyone who’s in advocacy knows, and it’s important to be able to scale with the sales growth. At the end of the day and at the rate of organizational growth, it was difficult to meet the needs. I was asked to fulfill the global reference needs with this legacy process. As a fast-growing organization the legacy process, created long before I joined, we had to record any requests just barely met our needs. I joined the team in November of 2018 and took over sales reference request as well as a client rewards program through Influitive.

We use ReferenceEdge to standardize and simplify the advocacy reference request process while also providing a means of tracking other advocacy use cases, speaker requests, and documented customer marketing assets. We went live with ReferenceEdge in mid-January of '21 and have about 250 users globally. Our customer reference program sits within the client marketing team, a branch of our marketing department.

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