Project: Customer reference programme
The power of customer testimony
There’s no more powerful an item of sales support than the reference of a satisfied customer. Tapping into that mother lode of advocacy and converting it into stories that serve the selling process takes sensitivity, tenacity and a nose for news — exactly what the HN teams brings to the CSC customer reference programme.
We qualify the initial stories making sure they meet an agreed set of guidelines as to what makes a worthy case study; we interview sales teams, solution owners and customers to hear their views and opinions and then craft this commentary into compelling stories that give voice to the success that’s been achieved.
As well as supporting proposals and conversations with prospects, the reference programme has generated several successful award entries.