Make Your Customers Your Marketers

I’ve previously posted my own summary of “The Ultimate Question,” but I just ran across this excellent follow-up article on MarketingProfs.

What it does is offer a great case study on how SAP made changes based on what they learned about Promoters. For example, SAP realized that the customers in their reference program weren’t Promoters. They weren’t even that enthusiastic about SAP!

Now 90% of promoters are in SAP’s reference program, and that program has gone from being a neutral factor in sales to one of the biggest positives.

Are you doing all you can to identify and support your biggest boosters?