Customer references sell! In a 2010 survey by Gartner
, references from an IT provider were the number one influencer of purchase preference for one provider over another (see page 7 of the hyperlinked presentation for more information). In today's competitive environment, you can gain an advantage over your competition and influence the purchase process in your favor by working with IBM to create client references for your company.
If you hadn't considered it before, here's five great reasons why you should submit a client reference with IBM:
1 - Earn PartnerWorld Points
For each verified and published reference, you will earn one point towards your PartnerWorld membership level.
2 - Support Your Sales Staff
As Gartner's study has shown, client references are a
great way to demonstrate the business impact of your solutions to potential
customers. Show that you understand their pain points with examples of how you have solved them for others. When you publish your client reference with IBM, you can
provide your sales staff with a professional, polished account of your wins, which can be leverage to secure future sales.
3 - Highlight Your Company's Successes
Client references can be used to support more than just your sales staff. Once published, you can also feature the customer reference on your company's own website. So, with only one submission, your unique capabilities and offerings gain visibility in a variety of places.
4 - Become Part of the IBM Customer Reference Database
The IBM Customer Reference Database is searched by existing and potential clients worldwide. Gain additional exposure for your company by adding your client references to the mix!
5 - It's Easy!
IBM has provided everything you'll need to submit a client reference
on the PartnerWorld Web site, including a submission form, sample reference, and guidelines for submission. Submit your client reference today!