Our Value Proposition

Point of Reference offers both quantifiable benefits and intuitive benefits that will enhance your Return on References (ROR). ROR is all about leveraging your current customers’ advocacy to attract new customers while strengthening existing relationships.

Quantitative Benefits

• Productivity - Your sales team and those that support the reference management program lose countless hours tracking down references, and coordinating conversations.

  For the sales team it's more than just the hours spent each month directly supporting this part of the sale, it's the selling time lost to distraction waiting for a list of available references, to hear if or how a call went, etc. The people responsible for assisting salespeople also lose time that could be used to develop new references, provide "TLC" or develop the reference program further. We provide a way to scale the capabilities of this team, without the headcount.

• Metrics - Further, our systems track the metrics that are essential to measuring your success. SLAs related to total growth of the reference program membership, growth in the library of reference content, or reduction in time from reference request to fulfillment are all captured and available for real-time analysis.

Intuitive Benefits

• Asset Utilization – If your “reference system” is a collection of worksheets containing questionable information your sales team loses some of its most valuable assets. If content is hard to find it may just as well not exist. Having reference information centralized and web-accessible means prospects get the evidence they need to buy from you.
• Reduce Sales Cycles - Time zones, meetings, vacations, and travel. The list of factors that can prevent a timely prospect/reference interaction are endless. What is the dollar impact to your organization if timely access to firsthand reference experiences enabled one or two more closed deals each quarter, or each month?
• Preserve Goodwill - The more you impose on your references, the less likely they'll be to take time out of their already-full schedule to help you in the future. The more you respect and protect their time, the more willing they'll be to assist when it really matters. The cost of losing access privileges to a favorite reference is incalculable.
• Mitigate Risk - Quickly producing references makes a powerful, positive statement about your organization. Further, knowing exactly what your references are saying to your prospects (online references never have bad days) means no surprises that could stall a sale.
• Leverage All References, All the Time - In the ideal world, there is no compromise. The most appropriate reference contact is available for everyone to use all the time. Point of Reference welcomes you to the ideal world.