Needed: Info on Leveraging References from Resellers
Todd Berger from Autodesk is seeking information on how to leverage customer references acquired by resellers/ partners
Hi Bill --
The majority of our sales are closed through resellers who are reluctant to pass on their customers for reference activities. Or at least until they feel that they’ve leveraged them to the fullest. By then, they’re either burnt out or the story has been told so much it’s really no longer buzz worthy. Curious to know if any other companies have a similar situation, and if so, what steps they took to work through it? As a customer reference manager, I wonder if my main customer is the reseller and not necessarily the user of our software. We both want the same thing, a customer that speaks highly of the product and would refer us.
Todd Berger, Autodesk
To respond to this request, please comment below.