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Customer Reviews: User-Generated Content and its

Increasing Importance to B2B Buyers

Adrienne Weissman G2 Crowd

Clark Newby Intacct

Bernie Kassar Xactly

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G2 Crowd: Embrace Transparency

•  Customers will find you

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G2 Crowd: Develop a Review Strategy

•  Expose your brand

Encourage Reviews Implement Advocate Programs

Share on Social Media

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G2 Crowd: Close Deals With Review Data

•  Leverage your customer’s voice

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Intacct Customer Review Program

•  Hundreds of 4-star and 5-star reviews

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Intacct Customer Review Program

•  Leveraging customer reviews across Sales & Marketing

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Intacct Customer Review Program

•  Leveraging customer reviews to build the Brand

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Xactly: Brand Engagement

•  Engagement Ecosystem

Reviews - AppExchange - G2Crowd - Gartner

Advocacy - Press Releases - Quotes for Sales - Case Studies - Referrals - Reference Calls - Webinars

Share of Voice Across key channels

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Xactly: Customer Advocacy

•  Friends of Xactly – FOX Advocate Hub driven by Influitive Technology

•  We started with a few hundred advocates in 2011, now we have thousands •  The FOX program has grown 428% in 5 years! •  These advocates drive our reviews, referrals, references and market presence

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Xactly: Customer Reviews – External Validation

•  Reviews from every size customer across multiple sites

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Xactly: Share of Voice

•  Share of Voice – Total Coverage, Media Impressions, Social Mentions

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What were your steps to start an advocacy program and review strategy?

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Tell me about a situation where you turned an unhappy customer into an

advocate.

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How is your review strategy influencing your sales and marketing efforts? (ie: branding, leads, advertising,

collateral)

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Audience Q&A

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1.   Customer feedback keeps you engaged and provides insight into your product

2.   Encourage reviews and create customer advocate programs

3.   Share your success with your prospects and customers

Key Takeaways