Startups Should Ring the Bell For Referenceable Customers, Not Closed Deals
Maria Pergolino · The Secrets of Net Negative Churn: Customer Advocacy · Aug 28, 2017 · at 30:14
Maria Pergolino (SVP Marketing, Apttus) shares lessons on aligning startup incentives with customer retention and advocacy rather than pure sales acquisition.
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“How many of you ring a bell every time you win a deal, right? It's a big thing in a startup, but they were ringing a bell when the customer became referenceable, and their early goal, they were an A-round company was to get to that 60 customers that were not, not ringing the bell when the deal was won, but when that customer said that they would speak on their behalf, and they were gonna get these 60 logos to their website, and I think that's something that, back to metrics, like, you either get them there or you don't and I think that really brings That, the priority to not just selling, but to success.”
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