Customer Reference Management

Tools and services to help you do more with less.

Point of Reference provides solutions that address the core reference management challenges allowing you to be proactive and control the chaos. Our solution offerings ReferenceStor™, a comprehensive reference management system, and TruPoints™, candid, unscripted recorded due diligence interviews, offer quantifiable and intuitive benefits that will enhance your Return on References.

The Solution that Fits Your Needs and Your Budget
Point of Reference provides a robust solution designed specifically to meet varied customer reference management needs. Although it is a comprehensive solution set, CRPs can start small with a core group of users using what makes sense, then scale adding licenses and taking advantage of its full capabilities when it makes sense.

Do More With the Time and Resources You Have
Your sales team and those that support the customer reference program lose countless hours tracking down references, juggling the requests that come to them, and coordinating and managing the use of your reference customers. This translates into 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 customer “TLC” or find new ways to leverage customer “assets.” We provide ways to expand the bandwidth and capabilities of this team, without the headcount.

Prove Your Program Impact
ReferenceStor tracks the metrics that are essential to measuring your success. SLAs related to sales team adoption, total growth of the reference program membership, growth in the reference content library, or reduction in time from reference request to fulfillment are all captured and available for real-time analysis. And most importantly, the executive team will be able to see how the customer reference program brings value to closing new business in terms of revenue influenced.

Increase Utilization of Your Customer Reference Assets
If your “reference system” is a collection of worksheets containing questionable information your sales team is being deprived of access to the company’s most valuable assets. If content is hard to find it may just as well not exist. Having reference information centralized and web-accessible means sales is able to quickly and easily provide prospects with the customer evidence they need to select 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 financial impact to your organization if timely access to firsthand reference experiences can bring one or two more deals in each quarter, or each month?

Utilize All References, All the Time Without Burnout
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, but you can be certain it doesn’t have a positive impact on the business results.

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.

The Ultimate Measures
At the end of the day the measure of your success is the measure of our success: Time saved and deals closed. We’re in a highly competitive global economy. The winners will be those who find ways to get more done in less time; pure and simple.

ReferenceStor is built to reduce time looking for content and references that will advance a sale, to reduce time lost through uncoordinated reference management activities and get the right information into the right hands without delay.

TruPoints extend customer experiences beyond the boundaries of geographies and time zones with no impact on valued customers. Our innovative approach saves customers and future customers time and effort.

During the past year, our customer reference program has grown and the demand for references has increased significantly. Point of Reference not only gave us the tools and expertise to make that happen, but they were with us every step of the way to ensure seamless implementation. To date, the vast majority of our sales and marketing team uses the Point of Reference solution during the sales process.

Corrie Callenbach
Customer Reference Program Manager at Aspect.