From the course: Program Management for IT Professionals

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Early customer and reference accounts

Early customer and reference accounts - Microsoft Project Tutorial

From the course: Program Management for IT Professionals

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Early customer and reference accounts

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- [Instructor] As part of the duties of program management, you're going to deal with reference accounts. Reference accounts are used to attract new customers and to prime the pump, to get those early sales going. Reference accounts are typically manifested as end user case studies either as white papers or videos, to help spread the news that your product can be successfully used. Often, reference accounts will be accessed via phone call by prospects. So it's great to seek early permission to do that or use that sparingly. But at the end of the day, reference accounts are the ideal shortcut. And that similarity between the prospect and the reference account makes that business stick. Early customer reference accounts gives us that story for prospects. To paint that picture in the prospect's mind of them using your product. A great example was, I had been involved in selling some hardware into a large email operation. Soon after that, I found myself in front of the CEO for a similar…

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