Stepping Up to the ReferenceEdge

At Referential, we fulfill the needs of our clients by continually seeking out and embracing innovative solutions. Today we’re publishing the second blog in a rapid-fire series delving into the various partner platforms that we work with for our clients. You can find the previous edition of our Partner Platform Overview discussing Upland Software’s RO Innovation here, but today we’d like to take a look at some of our favorite features of Point of Reference’s ReferenceEdge!  

These attributes bring a level of precision and effectiveness to this Salesforce-native customer advocacy tool, so join us as we delve into how ReferenceEdge advancements empower some of our clients to achieve expedited success in their customer advocacy efforts.  

—-Reference Prospector 

To begin, Reference Prospector is designed to scale the recruitment of new references. This feature is configured as a campaign on a one-off basis and enables users to build a list of potential advocates from the entire Salesforce database and subsequently initiate an email campaign to the relevant account owners. We’ve used it to target accounts that fall into specific areas of interest, which include specific industries, products, account segments, locations, etc. 

The workflow is customizable, and the system is configured to notify the relevant owner through email or Slack outreach. Leads are then converted to Reference Nominations, where the owner identifies the products deployed by the customer and their referenceability. Additionally, responses are received via Chatter, ensuring a streamlined and organized approach to managing potential references. 

—-Reference Lead Finder 

Reference Lead Finder is an automated notification system that simplifies the process of finding new references. Given that references are always in high demand, this feature automates the process by flagging recently closed/won opportunities as leads within ReferenceEdge. The owners are then messaged later – at a pre-determined time to encompass implementation and run-time – to determine if the account is referenceable and, if so, the reference information is captured.  

This feature is highly customizable, allowing for tailored search criteria to ensure the most relevant leads are identified and pursued. It can be set up to reflect net new wins, renewals and account expansions 

—-Profile Update Minder 

Profile Update Minder ensures that reference profiles remain current and accurate. References that have not been updated within a configured threshold are flagged for review. A message is sent to the relevant owner(s) on a scheduled basis, containing a link to the profile update page. The owner can review and, if necessary, update any account or contact information. They also have the option to remove any account or contact from the program if they are no longer referenceable, ensuring that the reference database is always up-to-date and reliable. 

—-Calendar Coordinator 

Calendar Coordinator automates the process of connecting a customer reference with a prospect, allowing them to suggest a time and confirm directly with the prospect, thereby removing the seller from managing the process. For a detailed overview, Point of Reference provides an excellent Calendar Coordinator Feature Overview video demo, showcasing the potential benefits and ease of use that this provides to scheduling reference calls. 

—-Closing 

In summary, these ReferenceEdge features provide powerful tools to enhance a program’s customer advocacy efforts, and these are just a few examples of the capabilities we’re excited to see in action with our clients.  

Stay tuned for the next edition of our Partner Platform Overview series, where we dive into Base.ai! 

If your organization is considering investing in a Reference Management Software (RMS) or a Customer Advocacy Platform (CAP), but feels unsure about the specific features, requirements, or the right questions to ask, Referential is here to help! As an agency with extensive experience, we understand the complexities and nuances of these tools because we work with them on a daily basis across a variety of industries and company sizes. Our platform-agnostic approach ensures that we provide unbiased guidance tailored to your unique needs, helping you make informed decisions that best support your customer advocacy initiatives.

Reach out to hello@referentialinc.com, today, for a free 30-minute consultation with industry professionals with expertise navigating the RMS and CAP landscape!

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