point of reference

User Adoption of Customer Reference Management Systems
Overcoming the Eight Most Common Hurdles


  • Do you need to establish realistic user adoption goals and steps to achieve them for your reference management system (RMS)?

  • Have you implemented an RMS only to discover, you’ve built it but they haven’t come?

This white paper outlines the eight most common user adoption hurdles for customer reference management systems and some practical actions to effectively overcome them. Regardless of where you are on the customer reference journey; just implementing a system or seeking to increase the success of your existing system, we have written this with you in mind. You will find information in this paper to help you navigate the choppy waters of user adoption.



User Adoption of Customer Reference Management Systems: Overcoming the Eight Most Common Hurdles


The primary audience for an RMS
is the sales team, yet how they
search for information, how they
use the system relative to their
sales cycle, and the
terminology/lexicon they use are
often not taken into consideration
in the design and population of
the system.

Darren Smith and David Sroka
Customer Reference Management
Systems: Overcoming the Eight
Most Common User Adoption
Hurdles


Point of Reference, Inc.
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