Written by Thomas Norris
Navigating References in Subscription-Based Models: Challenges and Solutions
As more businesses move to subscription-based models, sales and marketing teams are presented with a unique challenge in how to effectively navigate references. While leveraging previous customers and their experiences can be a great way to gain traction in the market, subscription-based models require a different approach to ensure success.
The challenge of navigating references for subscription-based models is that it requires a more strategic approach than simply showing a customer list. With most subscription-based models, customers are committing to long-term relationships with their providers, meaning that references need to be more comprehensive. Customers need to understand not only how the product works, but also the quality, reliability, and level of service that they can expect over the course of the subscription.
Fortunately, there are a few strategies that sales and marketing teams can use to successfully navigate references for subscription-based models.
1. Embrace the Long-Term Relationship
One of the most important things to keep in mind when navigating references for subscription-based models is that customers are committing to a long-term relationship. As such, it’s important to ensure that the references are reflective of the long-term commitment that customers are making. This means that references should be from customers who have been with the company for an extended period of time and can speak to the quality and reliability of the product and service over that period.
2. Find the Right Customers
When looking for references for subscription-based models, it’s important to ensure that the customers you are working with are the right customers for your product. This means that they should have a good understanding of your product and the value it provides and be able to articulate that to potential customers.
It’s also important to ensure that the customers you are working with are a good match for your company. This means that they should be customers who are willing to provide honest feedback and have a good relationship with your company.
3. Utilize Different Mediums
When it comes to references for subscription-based models, it’s important to utilize different mediums to get your message across. This means leveraging social media, press releases, webinars, case studies, and other channels to provide customers with a comprehensive look at what they can expect from your product and service.
By utilizing different mediums, you can ensure that customers have a comprehensive understanding of the product and service, as well as the level of commitment that they are making. This can help to ensure that customers are making an informed decision when it comes to their subscription.
4. Leverage Technology
Another way to effectively navigate references for subscription-based models is to leverage technology. With the right technology, sales and marketing teams can easily track and manage customer references, as well as gather feedback in real-time. This allows teams to quickly identify any issues that customers may be having with the product or service and address them in a timely manner.
This also allows teams to easily measure the success of their references and their impact on sales and customer retention. By leveraging technology, teams can quickly identify which references are working and which are not and adjust their strategies accordingly.
Conclusion
Navigating references for subscription-based models can be challenging, but with the right strategies, sales and marketing teams can ensure that their references are comprehensive and effective. By embracing the long-term relationship, finding the right customers, utilizing different mediums, and leveraging technology, teams can ensure that their references provide customers with a comprehensive understanding of the product and service and help drive sales and customer retention.