The path of the buyer’s journey isn’t direct. They need the right content at the right time.
Content Development Services
Documenting and sharing your customer reference stories has never been more important at every stage of the sales cycle. Sales needs content to open doors and dialogues, to communicate compelling differentiators and provide tangible, quantifiable results to influence decisions and close deals. Point of Reference offers a variety of video, audio and written content products to fit any need, including our exclusive offerings, TruPoints™ and Customer Reference Forums.
Written Industry Composites Convey your industry expertise in the context of your customers’ success.
5-8 page studies profiling 4-6 of your clients with a given industry. Illustrate how your solution solved the most pressing challenges in their industry leaving no doubt about your expertise and understanding of that market.
TruPoints™ Customer reference interviews designed and conducted to replace live reference calls.
One-on-one interviews with a single customer. Covers 8-12 due diligence topic areas. Use any time with no impact to a customer’s calendar. Eliminate over 85% of live calls and related time spent on call logistics.
Designed to be thorough and transparent and replace live reference calls.
Customer Reference Forums Q&A conference calls featuring one client but benefiting many prospects.
Facilitated and recorded conference calls featuring one customer and many prospects, which we plan and facilitate. The live events are particularly effective in meeting the avalanche of month/quarter/year reference demand. We record, group questions by topic and host the recordings for anytime sharing.
Shared as a more efficient approach to providing due diligence opportunities live and as replays.
ROI Case Studies These are deep dive financial analyses that Marketing Operations executives and CFOs love.
These 8-10 page financial analyses fully quantify the benefits of your solution. ROI studies involve both a business analyst and creative writer to produce a numbers-driven, yet engaging story of business impact.