Overcome the complexity of B2B Telecom sales with a 1-1 personalized referral program

In the mid-1800s, the avant-garde movement started in an attempt to push the boundaries of the status quo. This concept was taken up by artist, writers, musicians, and in recent years, many businesses, which has fueled new and creative innovation, like a referral program.  Avant-garde is still extremely relevant today and some might say a necessary part of business, especially in the B2B Telecommunication industry.  B2B Telecoms have been forced to take on tremendous change.  With the development of SaaS products, Telecoms have been able to provide a more agile application and offer a wider variety of solutions to SMBs. But because of this, the market has become extremely saturated. And to add onto that, traditional lead generation channels are decreasing in effectiveness which has forced Telecom businesses to change the way they go about customer acquisition.

Along with trying to find new, non-traditional ways to generate leads, Telecoms are also faced with the challenge of having their lead generation tactics reflect their move away from a transactional business model to a relationship-oriented selling approach. But even after a Telecom is able to acquire a high-quality lead, the complexity of the B2B sales process presents its own challenges including:

  • A long sales pipeline
  • Demonstrating value

While these challenges can be daunting, many Telecoms have been able to transcend them by creating an innovative, automated referral program integrated with sales technology.

3 referral program software solutions for Telecoms

1. Find high-quality leads organically

Google has grown into somewhat of a monster. With the recent volatility Google search has been having and the decrease in effectiveness of PPC, it has never been harder to get found digitally. Of course, that doesn’t mean many companies aren’t doing a great job riding the Google waves, but generating greater numbers of quality organic leads requires a greater and more diverse strategy. This is especially true when competing against the climbing number of B2B Telecoms. Referral programs have proven to not only resonate with the relationship-focused selling of Telecoms, but the target customers as well. In fact, after 3 years a very well-known Telecom not only had their referral program accounting for 20% of all new customers, but a 17% higher LTV than non-referred customers. And just in the last year, a relationship-focused B2B Telecom had 43% conversion rate from referrals to customers. These numbers alone are amazing, but factor in that in 2016 the paid search average conversion rate decreased to 2.70% according to a WordStream benchmark report,  and you have referral programs taking lead generation to a whole new level.

Referral programs accomplish this by creating a personalized 1-1 connection between the business and the referral by having the customer advocate facilitate a trusted introduction through attributable, online, offline, and verbal referrals. Referral programs automatically reward customers when a referral is successful to show appreciation for the time and effort a customer puts into making the referral and working with a salesperson to qualify the referral. This way, a customer is more motivated to refer multiple times because they understand that their efforts are appreciated.

On its own, a referral lead is a much higher quality lead since it is brought in by a customer who knows your product, the need of the referral, and the value you can offer. But by adding referral software that enables sales, Telecoms can not only automate the referral process but speed up the sales pipeline.

2. Speed up the long sales pipeline

In a recent eBook, How to Climb to Smarketing Success, Bob Peterson, Senior Research Director, pointed out that, “Customer advocacy can support demand generation by increasing the velocity of identified deals. Referral deals move faster through the pipeline.”

Each step of the sales pipeline in B2B Telecoms is arduous. Between challenges like having other competitors in the buying process, custom configurations and reaching the decision maker, a lead can take much longer to make it down the pipeline. A referral program help surpass the complexity of Telecom sales process as a result of:

  • Leads that come from referrals often drastically reduce competition since they already trust that the solution will fit their needs because it has been recommended by someone they trust, who has experienced its value.
  • Referrals often come in with a higher level of knowledge surrounding the business. This means that they don’t need to be sold as much.
  • Since the customer advocate knows the referral’s pain, when sales talks to the advocate to qualify the referral they will be able to understand if their needs are too custom or unaligned with their product or service offerings.
  • The referral is more often one of the decisionmakers so sales doesn’t take up as much time trying to climb an organizations ladder.

3. Demonstrate value to prospects

When selling complex products or services, communicating the value directly is not enough to drive a lead to buy. Along with B2B customers needing to be completely sure that the product will deliver as advertised, they also have a variety of different priorities that they want you product or service to accommodate.

Referral advocates have already had time with your product and can clearly prove the added value of a service or product. Even if a customer has had a bumpy road integrating your product at first, communicating the ups and downs to referrals can be beneficial. No product or service is perfect all the time, and knowing that a company is willing to go above and beyond to take care of their customers is a plus for decision makers.

But since Telecoms cater to a wide variety of customers that can have substantially different needs, understanding how to go about displaying value can also be a challenge. In an automated referral program, sales has the advocate details and the referral details at their fingertips. When reaching out to the advocate to qualify the referral they can get the details about what the referral is looking for and their business needs in order to focus on the specific needs of the lead from first contact. This way a company can communicate that they have a deep understanding of a customer’s pain and the solution to that pain.

How RingCentral and Cable One Business use referral programs

RingCentral has seen the remarkable value of referral program software for sales. RingCentral had three iterations of a referral program. The first two were manual which gave them insight into the potential for a referral program to become a top lead generation initiative but had too many challenges, including referral to advocate and reward to advocate attribution breakage. Upon implementation of an automated referral program, RingCentral has been able to provide sales the ability to:

  • Enter trackable verbal referrals.
  • Let sales check the status of a referral in their own platform.
  • Qualify referral leads through their advocates.
  • Reallocate resources that were used on their previous manual program to focus on program growth.

As for Cable One Business, they have many different B2B referral programs for each of their different advocate groups. Two specific B2B referral programs that have been highly successful, targets salespeople and customers. Cable One’s salespeople are a large part of their program and the ability for them to submit referrals was necessary for their success. Rewarding was an important functionality to Cable One Business since they reward their salespeople and customers in different ways within the different programs. Cable One offers two rewards to their salespeople:

  1. Points for each successful referral that can be used in a store similar to Amazon.
  2. Money added to their paycheck that is 1X the customer’s first monthly bill.

Both of these reward methods motivate salespeople to continue to nurture advocates and referrals.

For their customers, they offer something similar. Once a referral is successful they assign bill credits equal to the first month’s payment of the new customer.

The technology requirements for each program were different. The ability to integrate these programs with different parts of Cable One Business, including their CRM, is what contributed to the success of these programs.

Do you want to discover how your Telecom could benefit from a referral program like Cable One Business and RingCentral? Try the ROI calculator now!

 

Becoming an established SaaS company: The referral marketing hack

The SaaS industry has seen astronomical growth in the past few years. In fact, recent marketing forecasts from Microsoft and other research agencies have projected that the spend on SaaS offerings will continue to grow at a 19.4% compound annual growth rate, reaching $141 billion in 2019, according to a recent Forbes article. And while that’s great news, the SaaS ecosystem has become extremely crowded with little elbow room to move around or differentiate.

What does this mean? Customer acquisition has not gotten any easier for the SaaS industry even after considering the large amount of interest. And convincing your target buyers that you’re the only one who can solve their problems isn’t a workable strategy anymore. What is needed is a new and authentic customer acquisition and lead generation strategy to break away from the herd. But sometimes, the most persuasive strategies are old concepts modernized for today’s marketing challenges.

Aristotle’s Modes of Persuasion is an old and well known concept concerning the elements that are used to create a persuasive argument. These elements are Ethos (speaker’s credibility), Pathos (emotional influence) and Logos (logical reason). Now, these seem like pretty simple concepts that are commonly used in sales strategies, but it isn’t the inclusion of them that makes an argument about your brand effective, as opposed to how it’s executed. That’s where referral marketing comes.

Referral marketing is a newer concept that turns current customers, partners and employees into advocates that facilitate a warm introduction between you and people in their network who are in the market for your SaaS product. They are the key to making Aristotle’s Modes of Persuasion successful in the SaaS industry’s current state. Their unique position gives Aristotle’s Modes of Persuasion unusual marketing and selling power.

Applying Aristotle’s Modes Of Persuasion To SaaS Customer Acquisition

Ethos (Credibility)

Credibility is a very important part of selling. But credibility takes time and if you’re a startup, it’s not something that is easily obtained. According to Aristotle, there are three characteristics someone must believe you possess in order to appear credible: Good intention, competence and empathy.

But you can’t just tell your target buyers that you are credible and have them believe it. They need proof. Advocates have experienced your product and can give you the credibility you need to keep your selling persuasive by providing a detailed account of:

  • What it was like to work with you (good intention);
  • How your SaaS product works (competence); and
  • How well you empathize with them and are willing to help correct it (empathy).

Through referral marketing, customers and partners give SaaS startups the credibility they need to differentiate.

Pathos (Emotional influence)

It can be very difficult for SaaS companies to have an emotional influence on buyers, especially B2B SaaS companies. The fact is, it’s very hard to have a target buyer connect any positive emotions to a SaaS company directly. But referral marketing has another way. Your customers and partners already have an established positive emotional connection with their peers. When they refer them to you, they expand the trust and positive feelings encompassing that relationship to include you and your product.

That’s one reason why referral marketing is so powerful and can increase a buyer’s likeliness to purchase by 400% when referred by a friend, according to Nielsen.

Logos (Logic)

Logic is something that can be communicated in many forms. So how does referral marketing add anything special to logic? As Aristotle pointed, logos is not just fact, but the appearance of fact. The truth is that fact has become subjective and, therefore, highly tested by your target buyer before they even come close to accepting the so-called fact. Your target buyers know that every company says they are the best and they have logic to back it up, but that doesn’t mean that they trust that a specific SaaS brand is the best fit for them.

Referral marketing adds substance to a SaaS company’s facts and logic by having it validated by someone who has tested it. Your customers and partners have used your product and know if it stands up to what you claim. They are the best source of substantiating what you’re saying and making your target buyer comfortable enough to commit to a purchase.

Referral Marketing Software Differentiates SaaS Companies

These three different modes of persuasion are a large part of the buying process. Referral marketing software creates a direct channel to prospects that infuse these modes into SaaS businesses. That’s why referral marketing has been shown to have a 35% conversion rate from referral to purchase, according to Amplifinity.

SaaS companies are finding referral marketing to be a natural extension of the subscription service mentality by increasing customer engagement and lifetime value compared to non-referred customers by 16%, according to the Harvard Business Review. 

Decide if referral program software is the right for you. Take the quiz, Are referrals a fit?

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Originally published on Demand Gen Report

How referral marketing software keeps you proactively selling to the self-qualified buyer

The second paradigm shift: The self-qualified buyer

I recently went on a trip to the northern part of Michigan’s Lower Peninsula. While there, I happened upon a full service gas station. Being a millennial, this was the first time I had ever seen one. I asked the friends I was with if we should stop there. Unsurprisingly their response enforced exactly what I felt (just like referral marketing software).

No, they’ll just charge more for things we don’t want or need and can do ourselves.

Thinking about this I found it paralleled the shift in power from brands dictating what the buyer needs to the informed buyer taking control and dictating what a business needs to provide them.

We’ve heard time and time again how the informed buyer has changed the selling strategy. But this doesn’t mean that B2B buyers are just doing extra research before interacting with sales teams. Instead, B2B teams in charge of buying are obtaining a high-level of understanding about the service or product to match that of a sales team. Naturally, this has led to an increase in the level of expectation buyers have in order to ensure that they’re financial resources are being spent responsibly, creating a much more competitive B2B ecosystem.

But the evolution of the B2B buyer hasn’t stopped there. Buyers are now not only coming armed with solid information, but starting to self-qualify themselves before they ever reach a salesperson. In other words, buyers are becoming more likely to qualify businesses as opposed to businesses qualifying buyers. This means that even if your PPC ads and prospecting emails reach the right people at the right time, unless you have the resources that qualify you as a high-quality provider that has the potential to fit the organization now and as they grow in the future, you’re disqualified before the buyer ever comes in contact with a salesperson.

This second paradigm shift means that more than ever before B2B buyers are looking for information that doesn’t only inform them on the importance and benefit of a product or service, but the integral benefits and drawbacks on the business itself in order to determine its current and future fit for their organization. However, the type of content used for this qualification isn’t business driven, but customer driven through reviews, and even more powerful, peer opinions, otherwise known as referrals.

It was Laura Ramos, a principal analyst at Forrester that said at INmarket, “The next great stage of business innovation is not coming from back-end business optimization, but from an empowered B2B consumer.”

While it may feel like you’re only losing more and more control over the sales process, that doesn’t have to be the case. Referral marketing software is one strong strategy that keeps you proactively selling to the self-qualified buyer.

How referral marketing software can help you take back the sales cycle

With this second paradigm shift it is more important than ever before to galvanize your current customers and partners to work on your behalf. Referral marketing software allows you to take control of that process. Referral marketing software harnesses the persuasive power of your customers’ peer relationships in addition to partner and employees’ peer relationships to incentivize them to warmly introduce your brand while testifying to your qualifications.

By employing referral marketing software you can make sure you don’t miss out on any referrals. Automatic tracking and attribution allows users to trace referrals to their source in order to contact the customer or partner who referred them and qualify the referral while ensuring that the referral’s qualification of you is positive.  Along with that, referral marketing software gives you the ability to measures each advocate’s individual success to optimize your nurturing strategy and get the most ROI.

And with 83% of customers already willing to refer, but only 29% actually following through, referral software is a highly effective way to capture the full 83%, (Texas Tech), and make referrals your most successful form of demand generation as companies like ADP have.

In fact, with referral marketing software, referral initiatives:

  • Have a 4X higher conversion rate than typical marketing channels (emarketer)
  • Increase LTV by 16% compared to non-referred customers (Harvard Business Review)
  • Decrease churn by 18% compared to non-referred customers (Harvard Business Review)
  • Increase a leads likeliness to buy by 400% (Nielson)
  • Create a 35% conversion rate from referral to purchase (Amplifinity)

To learn more about what goes into automating referrals listen to the webinar, How RingCentral automated referral marketing.

And to discover if referral software is the right way to reach your self-qualified buyers, try taking the quiz, Are referrals a fit?

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Need a hack to break through the marketing noise?

New marketing channels are noise free

In summer, kids scream for ice cream, at Halloween people scream for treats, but marketers shouldn’t have to scream for leads. And let’s be honest, you’ve been screaming a little too much over the years haven’t you?

If you’ve been a marketer for a decent amount of time you know that committing to a new marketing channel or technology isn’t always smooth sailing. You receive the commitment and follow through when the technology is still bright and producing well, but slowly the newness fades and the promised deliverables are no longer met.

For the more seasoned marketers who were working in the late 90’s, you may recall the excitement that email marketing brought to the table. As marketers, we finally had a clear and incredibly effective way to push our message out to our database.

Those of you a bit younger may remember the doors getting blasted open by paid search. We were able to get right in front of a prospect exactly when they were searching for a solution that we could provide.

Still not relating? Well, there is always the up rise of social media. Social media is an inspired concept that  promised to connect us with our prospects at a more personal level and we dove in head first to get them to like our posts and god-willing, click through.

There are many more examples, but the story is the same. It starts with a breakthrough technology that transforms the way we reach our market. If you are lucky enough to be a first mover, you enjoy much more time harvesting the advantages from this new channel. But eventually, whether email marketing, paid search or social media, the channel that once provided such great results fades in its quality.

Why?

Noise.

How advocacy marketing avoids the marketing channel drop off

A new channel starts out sensationally because not everyone is using it, so those that are get the benefit of being clearly seen/heard amongst the crowd. But as this new method gets adopted by the masses, it loses its effectiveness. Your market gets bombarded (with emails or search ads or social posts) and it just becomes an overwhelming noise.

So they switch it off. They stop opening emails from vendors, they avoid paid search ads, use ad blocking technology, and filter out your social posts.

Then how do you break through?

What is the next channel to ride?

What marketing approach will finally make your message a priority?

The answer – advocacy marketing.

Regardless of the channel, there is one thing that will ALWAYS cut through the noise, advocacy marketing. Prospects may be ignoring your brand messages, but they will pay attention if it’s presented to them from someone they know. A former colleague, a friend, or a peer will always break through the noise better than a brand because of their pre-established bond of trust that a brand channel can’t artificially create.

If you want to break through the noise, recruit your customers, partners and employees to be your advocates. Empower them with the tools to reach out to their personal and professional networks and share the benefits of your products or services. I promise that they can cut through the noise and be heard where you can’t. In fact, a Nielsen study reported that customers are 400% more likely to buy a product recommended by a friend.

Bottom line – your advocates can spread your brand message and generate leads for your business. If you aren’t yet looking at advocacy marketing today, I highly suggest you investigate how advocacy marketing can deliver personalization of your brand at scale. It is quickly becoming the only effective way to break through the noise. Learn more about advocacy marketing by exploring the ebook, The Advocacy Market Explained, and discover a channel that won’t quit on you.

 

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Questions? Tweet me @TrishaWinter

Amplifinity Announces Major Enhancements of World’s Leading Referral Automation Platform

Amplifinity, the referral experts, announced they increased the power of their market leading referral tracking platform to further drive sales enablement and demand generation with robust platform capabilities.

Ann Arbor, Mich., November 4, 2015 – Amplifinity today announced that its latest release of its SaaS referral automation platform further improves its customer’s ability to drive high-quality lead generation and ignite revenue growth. Amplifinity turns customer, partner and employee advocates into an “always on” channel for leads and new acquisition. Data from Amplifinity’s platform has shown customers using the platform see an average 34% conversion rate from referral to purchase.

The latest platform enhancements bring sales teams more functionality to recruit advocates, add verbal referrals and follow up quickly on these high-quality leads. As the front line of most organizations Salespeople are often in the best position to engage advocates and ask for referrals.

“With Sales participation, every aspect of referral marketing is accelerated and amplified,” said Larry Angeli, CEO of Amplifinity. “With this release we’ve fully brought the Sales team into the advocacy ecosystem and enabled a new frontier for lead generation.”

Enhancements for Sales Enablement

Amplifinity recently announced a Salesforce approved managed App to increase sales involvement and success with referral marketing. This platform release adds enhancements to Amplifinity Control Room to help sales teams be more engaged in referral success.

  • Recruiter Tools: This release includes powerful new capabilities for customer facing employees to recruit advocates and enter verbal referrals. Recruiter Tools functionality allows sales and field staff to reach out to advocates and invite them to provide referrals. With Amplifinity, these referrals can be entered into the system for easy tracking and attribution. This increases program results and eliminates manual management of this important channel.
  • Referral Lead Assignment Rules: Best in class enterprises have learned that allowing salespeople to benefit from referral leads that fall beyond their territory restrictions improves program performance and Salesperson participation. Amplifinity’s solution now provides a flexible lead assignment feature permitting leads to be assigned  by product, territory or round-robin. Beta customers using this feature have seen a significant increase in customer engagement and satisfaction scores.
  • Sales Nurturing: The new platform increases sales follow-through and advocate engagement by sending automated, personalized emails to sales for new referral leads, dormant referral leads, and successful referrals. These emails help ensure that sales is following up with these high quality leads as well as engaging with advocates to thank them when a referral makes a purchase.
  • Sales Reporting: Sales leaders can increase the success of their referral programs with reporting and dashboards that highlight the efforts of sales teams by region/product and with leaderboards for individual reps. These can be used to motivate the referral performance of customer or partner sales teams.
  • Organization Hierarchy: This new feature manages the platform’s ability to support multiple levels of permissions within an organization. The Hierarchy feature provides administrators with the tools to manage several layers of the sales/partner relationship simultaneously. This gives sales leaders the power to view/manage the referral activity of their branches/regions/segments of the business and to edit and reassign advocates and referrals as needed.

 

Features to Drive Improved Demand Generation

Marketers want strong optimization tools and ways to encourage program participation without the hassle of operational management. The latest enhancements of the Amplifinity platform include features that marketers can use to make their referral programs even more successful.

  • Reward Choice: Reward Choice is an exciting new feature that allows marketers to offer a selection of reward options like gift cards, training, and charitable contributions. Advocates can then select the reward that best fits them or their current needs. Every advocate has different motivations and this feature will help drive increased participation from advocates.
  • Touchpoint Reporting This addition to the reporting capabilities of the platform allows the brand to report on the performance of their promotional touchpoints in the Referral, Participant Activity, and Advocate reports. By adding Touchpoint data to the reporting capabilities of the platform, marketers have yet another piece of data focused on fully understanding the behavior of participants in the referral program to optimize program promotion and extend that learning to other marketing activities.
  • Program Multi-Design: The platform now supports the ability to have multiple designs per program. Program Multi-Design will allow marketers to create a more personalized design based on the type of advocate they are marketing the program to. In addition, it will allow marketers to extend specific design campaigns currently running on their sites and make a seamless transition into their referral campaigns. Running sweepstakes or special promotions has never been easier.
  • Tax Management Enhancement: Tax compliance is an important component in many B2B referral programs where rewards amounts can rise to a level where tax information is required. Amplifinity now provides the ability to prompt an advocate/partner to complete a W-9 tax form. W-9s are required by law for any ‘independent contractor’ that earns $600 or more through company programs such as referral programs.

“We believe that advocacy addresses two important C-suite objectives revenue growth and accelerated buying cycles,” said Larry Angeli, Amplifinity CEO. “Engaging and enabling your best customers to help bring new customers to you simply makes sense. And since these prospects are referred from people that they trust, they come into the buying cycle informed and inclined to buy from you.”

Learn more about how aligning marketing and sales will drive organic growth. Harness the power of referrals at scale and generate new business from customer, employee, or even partner referrals, from the new Demand Gen Report, Blueprint for Investing in Referral Marketing.

 

About Amplifinity

Amplifinity’s referral amplification software turns customer, employee and partner advocacy into revenue. Our platform provides complete referral tracking and management with 100% accuracy so none are missed. Enterprises like ADP and DIRECTV trust Amplifinity to enable high-quality acquisition while providing an engaging, fully-branded experience for their advocates. www.Amplifinity.com

Become disruptively SaaS-y by developing customer referral programs

Challenges that face SaaS companies

By golly, you’ve got it! You’ve created a great SaaS product. But does that mean you’re set up to be disruptively SaaS-y? Not by a long shot.

Software as a Service (SaaS) has caused a great deal of hullabaloo in the past years which has led to some innovative businesses, but also some stiff competition with the marketing technology landscape pointing  to around 2,000 SaaS vendors to compete with and distinguish yourself from. This is double the number of vendors in 2014 and is only projected to continue to rise.

Besides SaaS having reduced onboarding time, low entry costs, and the ability to integrate and scale the technology, the motivation behind the rush toward SaaS are the inspirational success stories of businesses like Uber and Dropbox.

The success of these two SaaS business were based off their ability to bypass the three main challenges SaaS businesses face after launch:

  • Customer Acquisition
  • High Churn Rates
  • Continued Customer Growth

But how were they able to do this you ask? By capitalizing on their customer’s experience, or in other words, by using the power of customer referrals.

Uber’s referral program

To begin with, Uber has a great service that at the time of its launch only had the potential to be a disruptive force. But consumers and businesses alike can be wary of new products. This is why Uber acquired their first customers through sponsorship of events by providing free rides to attendees with the intention of capitalizing on the happy customer’s experience.

After that, a great deal of Uber’s success came by word of mouth from satisfied customers.  With this as the driving force of Uber, they were able to:

  • Obtain high customer acquisitions by capitalizing on the trust of already formed relationships
  • Avoid high churn rates by obtaining quality customers from referrals
  • Spread the word and grow their business quickly and inexpensively

Uber understood that the success of a service or product to not primarily dependent on its superiority, but the amount of market shares you can amass the fastest. Word of mouth referrals allowed Uber to win the race against other SaaS vendors and put their competition in a difficult position to succeed.

Of course, this was even before SaaS companies had the option of developing customer referral programs like Amplifinity.

Now imagine if Uber had referral marketing automation software that allowed them to have optimized their referral process when starting out. With studies now showing that:

  • 83% of happy customers are ready to refer but only 29% actually do

Uber would have had even greater startup results than only using word of mouth. Currently, they have developed their own in-house referral program.

5 referral marketing automation features that will improve on Uber’s Results

Uber is an amazing success story. But word of mouth referrals has its pros and cons.

Pros:

  • Low cost
  • Increase credibility

Cons:

  • Lack of control
  • Extremely difficult to evaluate results

However, Gartner points out that developing customer referral programs that are automated still grants you decreased lead cost but with a, “High volume of excellent low cost leads.” In fact, Amplifinity’s SaaS customers have seen an average conversion of referrals leads to purchase of 37%.

Below are 5 exciting features that highlight the benefits of developing SaaS customer referral programs with automation compared to word of mouth marketing.

  • Automated rewards – Automated reward fulfillment combined with the options of reward choice, and tiered and multi-stage automated reward distribution, allows for easy reward obtainment and seamless advocate nurturing. This increases engagement during a long sales process.
  • Full program transparency – Provide your advocates with their own account that tracks a referral’s progress to completion and allows advocates to have full transparency to keep them up to date and engaged in the process.
  • Attribution If you can’t attribute every referral to an advocate you’ll have leaks in your sales pipeline and unhappy customers. Attribution software allows every referral to be attributed to an advocate to incentivize the advocate and continue to engage them in the referral process for a greater customer lifetime value.
  • Empowerment tools – By offering advocates the opportunity to share referrals with their contacts through engagement options such as, personal URLs, social media, email, and offline you can allow customers to easily advocate for your business in a way that works for them.
  • Sales enablement Sales enablement tools ensure that your sales team is highly productive and successful by allowing them to quickly qualify a lead, engage advocates, track an advocate’s progress, and recruit advocates.

Learn more about how developing customer referral programs can help you become disruptively SaaS-y, and before you know it you’ll be looking at your referral automation program’s ROI and hear yourself saying, “Oh no it didn’t.”

SaaS referral automation

 

Questions? Email me at JEdmondson@amplifinity.com