{"id":2663,"date":"2013-04-07T18:29:46","date_gmt":"2013-04-07T18:29:46","guid":{"rendered":"https:\/\/atwdev.co.uk\/basda\/?post_type=post&p=756"},"modified":"2021-07-02T09:56:53","modified_gmt":"2021-07-02T08:56:53","slug":"customer-reference-programmes-you-gotta-have-goals","status":"publish","type":"post","link":"https:\/\/atwdev.co.uk\/basda\/blog\/customer-reference-programmes-you-gotta-have-goals\/","title":{"rendered":"Customer Reference Programmes – You gotta have goals . . ."},"content":{"rendered":"
Goals. You gotta have goals\u2026.<\/strong><\/h5>\n
Guest blog from Claire Grove, EMEA Customer Reference Manager from Juniper Networks.<\/h5>\n

Although customer reference programs rarely operate to a \u2018one-size fits all\u2019 model, you now know some of the key areas you need to consider to\u00a0gear your reference program for success<\/a>. So what next?<\/p>\n

Presumably (arguably?), your reference program is being built to increase the number of customer proof-points available for use across sales, marketing, and possibly PR and analyst relations. The strategy for any program should be aligned to where you want to take your business; not only supporting sales and marketing\/comms with their current opportunities, but also mapped to future need. Often strategy and tactics get confused or are treated as interchangeable, but it\u2019s incredibly important to get your strategy correct, before setting goals and objectives to deliver against it. Here\u2019s the indomitable\u00a0Jeremiah Owyang\u2019s\u00a0<\/strong>view on the two areas: Difference between\u00a0strategy and tactics<\/a><\/p>\n

Once you\u2019ve determined your overall strategy, you can set clear goals to ensure focus across the business. Here are some pointers to help you develop these:<\/p>\n