Question to ask yourself about every customer contact you have:
“Will this person take a reference call for us?”
In #saas, the recurring revenue is great, but a customer who will record a testimonial, talk about you on stage at a conference, take a prospect reference call on your behalf...?
That’s the good stuff.
Which makes reference-ability a great health KPI to capture.
How are you tracking customer reference-ability and incorporating it into account management and customer success efforts?
