What is ReferenceEdge?
ReferenceEdge is a Salesforce add-in. Use it to:
1. Set up a one-to-one reference call between an opportunity in the post evaluation stage and an existing happy account with similar characteristics (e.g., industry, size, data challenge, etc.).
2. Nurture JMP users into JMP advocates by providing them with opportunities to develop their thought leadership via speaking engagements and participation in various Marketing and User Enablement activities.
3. Protect your accounts and contacts from being over-used or over-contacted.
4. Quickly find user quotes, success stories, videos and Discovery Summit papers related to an opportunity.
This 2-minute video will give you a good overview.
What is a reference call, how does it work, and why is it valuable for Sales?
Watch this short excerpt from a recent JMP Pro training in which Nick Vacca and Tony Cesano explain what they call the "State Farm Approach."
How do we know which accounts are "referenceable" (i.e., available to do a reference call)?
Salesforce is now configured to automatically send you an email 6 months after an opportunity of greater than $30,000 in value is marked "Closed - Won." The email will ask you whether the account should be marked as referenceable. This does not mean that you have already discussed reference calls with your contact. It just means that they are a satisfied customer that may -- if and when the occasion arises -- be open to a conversation about it. The email will look like this:
Does this mean people will be contacting my accounts without my knowledge?
No. ReferenceEdge is a purely internal tool. It does not facilitate customer contact. It just helps you to see who your colleagues know so that you can request a connection. Communications in ReferenceEdge are only between JMP employees.
Where can I get training?
ReferenceEdge is really easy to use. The following 2-minute video will show you how to arrange a reference call.
ReferenceEdge also helps to nurture JMP users into JMP advocates.
By creating a reference profile for users you see as advocates or future advocates, you will make them easily discoverable by your colleagues in Marketing and User Enablement. A reference profile can be created at the contact level in a minute or less. It will allow you to flag a contact for future consideration in speaking opportunities, the Early Adopter program, success story interviews, etc.
ReferenceEdge will also allow you to set limits on how frequently a user can be contacted with requests from Marketing and User Enablement.
How to Create a Reference Profile (1:24)
