how to cut through competitors' claims with customer references and advocacy
TRANSCRIPT
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HOW TO CUT THROUGH
COMPETITORS' CLAIMS WITH
CUSTOMER REFERENCES
AND ADVOCACY
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TODAY’S SPEAKERS
Chris NewtonVP, Business Development
Tony DeLollisCTO
Jenny BerthiaumeDirector, Customer Culture
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HOUSEKEEPING
• Q&A panel on your right
• Recording for those who couldn’t make it
• All attendees will receive slides
• Twitter hashtags #advocatemktg #salesenablement
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WHAT WE’LL COVER
• Why references matter
• Getting the right references
• Keeping references engaged
• Best practices spotlight – Oracle Marketing Cloud
• Solution overview
• Q&A
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COMPETITOR KRYPTONITE
References help you win;
Advocates get you on the shortlist
- Peter O’Neill
Forrester Research
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MAXIMIZE THE REFERENCE
Leverage Advocates and References
• Right Voice, Right Time
• Track ROI, Track Conversions
“The delivery of the right information to the right person at the right time in the right formatand in the right place to assist in moving a specific sales opportunity forward.”
Source: CSO Insights
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REFERENCES IMPACT REVENUE
First part of 2014:
• $96 Million at Fortune 500 Security Hardware company
• $28.7 Million & 239 deals at rapidly growing Communications company
• $550K & 35 deals at mid-sized Medical Software company
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BEST PRACTICES TO DEVELOP
• Human in the loop
• Protect the Reference
• Don’t ‘waste’ on a mismatch
• Manage your process
• Channel enthusiasm
• Lead into the reference
• Tie references to revenue!
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MATCHING REFERENCES DEAL BY DEAL
• Days or hours?
• Old school reference?
• Real-time advocate?
• Tags and categories: CRM, MA
• Pre-match your references
– Industry, deal size, geo, etc …
– Personality, role, title, status
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BEST ARE THINGS THEY CAN’T BUY
Part of the Team
Access
Recognition
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Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |Oracle Confidential – Internal/Restricted/Highly Restricted 23
Foundation of a Customer Advocate Program
1. Authentic, distinctive, and valuable
2. Thoughtful and proactive in serving customer interests
3. Educate, inspire, and celebrate success
@jennycb
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Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
An Advocate Program fuels advocacy across the entire organization and into the marketplace
Oracle Confidential – Internal/Restricted/Highly Restricted 24
CUSTOMER ADVOCACY
Educator
Sales Reference Lead User Group
CommunityMentor
@jennycb
Connections
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Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Oracle Marketing Cloud Advocate Marketing Toolbox
Influitive (AdvocateHQ)
• External Advocate platform
• Centralized portal to serve, nurture, mobilize, and reward Advocates
RO Innovation (Customer Knowledge Base)
• Internal customer intelligence & reference management tool
• Holistic view on customer engagement, status, collateral & content, and history
Oracle Confidential – Internal/Restricted/Highly Restricted 25
Activate & Mobilize Advocates Identify & Manage Advocates
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INFLUITIVE ADVOCATEHUB RO | INNOVATION
ADVOCATE ENGAGEMENT REFERENCE ASSET MANAGEMENT
Discover
Mobilize
Recognize
Align with Opportunity
Content Sharing
Tracking
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QUESTIONS?
Chris NewtonVP, Business Development
Tony DeLollisCTO
Jenny BerthiaumeDirector, Customer Culture