Summary
This case study details the implementation and outcomes of the Sales Customer Reference Program at Sage, a leader in cloud business management solutions. The program, supported by Upland RO Innovation, was designed to enhance the sales team's ability to close deals more efficiently by providing access to a robust database of customer references. Over three years, the program has successfully added over 800 references and is projected to influence 30% of new sales. The initiative aimed to create a scalable customer reference program that not only supports sales but also ensures a positive experience for participating customers. The program includes a self-service system that organizes references based on various criteria, thereby streamlining the process for sales representatives. As a result, Sage has seen significant improvements in productivity, with an 85% reduction in the time required for sales reps to secure customer references. The next phase involves expanding the program to additional sales regions and departments.
