Name: How to Start a B2B Referral Program
Start: 2016-02-23T18:00:00Z
End: 2016-02-23T18:40:35.000Z
Location: BrightTALK

With increasing pressure on marketing to drive growth, we strive to provide expertise for marketing and sales on how to establish an enterprise referral channel to grow revenue.

Untap high-value, low-cost growth with Amplifinity's referral automation software.

Amplifinity Explained

Referrals are great in concept, but how do you build a consistent pipeline from them? Sales and marketing professionals will want to tune in to this roundtable interview with referral coaching and selling expert Mike Garrison, President of Garrison Sales Consulting and Larry Angeli, CRO for Amplifinity who uses referral selling with his sales team and advises clients on approach.

These experts will be asked:
>How do you identify good referral sources?
>What is the value proposition for them to refer?
>How should you approach and recruit them?
>How can marketing help sales to do this?
>How can you ensure a steady flow of referrals?

How to Identify and recruit referral sources that actually refer

Join Trisha Winter, CMO of Amplifinity, as she shares the data from the analysis of all referral partner programs run on the Amplifinity referral platform and what the data means for those that want to get more high quality leads from their partner network.

Trisha will cover:
> Details behind the data
> Key findings from analysis
> Lessons learned for marketers running referral partner programs

Actionable Insights on Partner Referrals: Takeaways from the benchmark report

Join Trisha Winter, CMO of Amplifinity, as she shares the data from the analysis of all customer referral programs run on the Amplifinity referral platform and what the data means for those that want to get more high quality leads from their customers.

Trisha will cover:
> Details behind the data
> Key findings from analysis
> Lessons learned for marketers running customer referral programs

Actionable Insights on Customer Referrals: Takeaways from the benchmark report

Kathy Contreras, SiriusDecisions Sr. Research Director for Channel Marketing Strategies, will share best practices to building a market-leading referral partner program. A new data report on the performance of B-to-B referral partner programs will be shared by Trisha Winter, CMO of Amplifinity. Together they will provide guidance on enabling referral partners to drive growth and the expected impact to your business.

What you'll learn:
- Key decision points for building a partner referral program
- Best practices from successful programs 
- Performance benchmarks for referral partner programs

Accelerating Channel Success with Referral Partners

Lisa Nakano, SiriusDecisions Service Director for Customer Engagement Strategies, will share research and methodology behind the value that customers can bring to your company if engaged with strategically. A new data report on the performance of B-to-B customer referral programs will be shared by Trisha Winter, CMO of Amplifinity. Together they will prove with data the case for leveraging customers for demand generation and the results seen by companies that are running this as an always on channel.

What you'll learn:
- Why peers are critical to creating demand
- How to engage with customers to help create demand
- Performance benchmarks for customer referral programs
- Case study examples and business impact

Customers: Your Most Important Source of Demand

As presented at Dreamforce 2016: Referral marketing is becoming a standard part of the lead generation mix. For companies with sales teams, this means enabling sales to play a key role and that includes making it easy for them to obtain and track referrals in Salesforce. This session will showcase how 3 companies have successfully integrated referral programs into their sales teams and explains the integration with Salesforce that allows them to drive high quality leads at scale.

Best Practices to Integrate Referrals into Sales

With continuing pressure from sales to produce more high-quality leads, referral programs are being used by B2B marketers to meet demand. TSYS shares their experience in starting a referral program for their customers, employees and partners. They’ll share how they got started in referral marketing and how they changed their program design as referrals became an important part of their marketing mix. 

In this presentation you’ll learn:
• Why and how TSYS got started in referral marketing
• How TSYS architected their referral program and how this changed as it matured
• The future plans for TSYS referral programs to continue to grow demand creation

TSYS Case Study: Constructing a Referral Channel for Organic Growth

Smarketing. It’s the new buzz term for Sales and Marketing alignment that lots of people are talking about, but few are addressing tangible steps to get value from it. In this webinar we bring a software Marketing and Sales Executive together to outline key steps to increase the maturity and corresponding benefit from Smarketing.
What you’ll learn:
•3 levels of Smarketing maturity (3 C’s)
•Actionable steps to take to reach each level 
•Technology that can help you get full value from alignment

Key Steps to Get Revenue from Sales and Marketing Alignment

Referral programs can be a consistent channel for high quality lead generation, but only if marketing does their part to promote it. Cable One Business and Mosquito Squad join Amplifinity to discuss how they promote their referral programs and drive success.

How CableOne and Mosquito Squad promote their referral programs

RaaS is the concept of “Referrals as a Service” as a way to develop and harness referral partners. The phrase was first coined by Randy Fahrbach, Sr. Mgr. of GoTo Channel Development at Citrix. Randy joins Amplifinity CEO, Larry Angeli, on this webcast to discuss why RaaS is working at Citrix and what other Channel Managers can learn from their experience.

What you’ll learn:

·    What RaaS is

·    Why RaaS is key to making Channel partners productive

·    How RaaS works at Citrix

·    What you can do to start developing your RaaS strategy

Why Channels Need to Embrace RaaS (Referrals as a Service)

If you are thinking about starting a referral program, you’ll need to consider how you plan to promote it. Referrals can be an always-on channel for demand generation if you understand the best ways to keep the channel producing. Join Trisha Winter, CMO, and Joel Van Haaften, VP of Client Services at Amplifinity as they discuss all of the ways that Amplifinity’s most successful customers promote their referral programs.

What you’ll learn:

• Key factors to promoting your referral program
• Promotional strategies used by companies to get more advocates
• Promotional strategies used by companies to get more referrals

Promotional strategies for referral success

There is incredible pressure on marketing to show ROI. At the same time, there are some amazing new technologies and initiatives we are being asked to tackle. How do today’s marketing leaders navigate this and obtain budget for these new projects? Join Trisha Winter, CMO of Amplifinity and a panel of executives to discuss how to get executive buy-in for new marketing projects.

Panel:
• Trisha Winter, CMO at Amplifinity (moderator)
• Jeff Day, CEO at Bluewater Technologies
• Mitzi Hunter, VP of Marketing at Compuware
• Ginger Stegmire, VP Global Marketing at Llamasoft

Getting Budget for New Projects: Advice for CMO's

A referral program is a consistent channel for demand generation. Josh Beach, CTO of Amplifinity, walks through what marketers need to think about when planning to launch a referral program. You'll learn the key decision points in designing your program and best practices from the many customers Josh has helped to architect their referral success.

10 Technical Best Practices for Launching a Referral Program

Amplifinity’s referral marketing platform creates a new channel for demand generation and customer acquisition. Enterprise referral automation enables marketing and sales teams to leverage their brand advocates – customers, employees and partners – to refer people they know to your brand. 

Amplifinity integrates with your critical systems to allow for integrations, reward tracking & fulfillment.

Amplifinity Salesforce Connector Overview

You know how to automate campaigns with the best of them. But with the rise in companies turning to referral marketing, are you prepared to execute on this new demand generation channel? Mark Brier, Director of Referral and Upsell Marketing, and Brian Chiosi, Marketing Systems Lead, will walk you through RingCentral’s journey to create and automate referrals to become a key revenue generator for their business.

What you’ll learn:

• Why referral marketing is important for B2B companies

* Challenges of setting up an in-house referral program

• Multiple configurations RingCentral used as they matured with referral marketing 

• What worked and what didn't throughout their referral growth

How RingCentral automated referral marketing

There is a lot of buzz about Advocacy, but should you care? Jonathan Murray, Draper Triangle Managing Director, provides a breakdown of the types of technologies that are being grouped under “Advocacy”. Brian Gladstein, EVP of Technology Marketing at GYK Antler discusses what both brand awareness and demand generation marketers should be considering within Advocacy and will provide an approach to help you figure out how to get started with advocacy technology.

What you’ll learn:
The 4 different technology groups under the Advocacy market
The challenges that are driving technology purchases
The buyers for each group    
Where to start leveraging advocacy for your business

Advocate Marketing: What it is and  why you need to care

Referral programs generate a clear impact on top line revenue and provide leads that convert better and faster than traditional marketing leads. If you are thinking about starting a referral program there are many things to consider and you most likely have a few questions. 

Join Trisha Winter, CMO at Amplifinity to discuss how to start a referral program that will garner success and provide unparalleled ROI.

What you'll learn:

• The benefits of a referral program
• How to take advantage of your current assets
• What referral features spark success

How to Start a B2B Referral Program

Demand Generation

Referrals

Referral Marketing

Demand generation is the process through which a business integrates marketing and sales to move potential buyers down the sales funnel from interest to payment. The BrightTALK demand generation community is made up of thousands of professionals sharing and learning best practices for engagement marketing, demand generation and lead scoring and nurturing through interactive webinars and videos. Register and join the conversation to attend live webinars and have your questions answered by demand generation professionals and thought leaders.

The marketing operations and automation community on BrightTALK is composed of thousands of marketing automation professionals. Learn and share best practices for marketing campaign analysis, outbound marketing and lead creation with hundreds of on-demand webinars and videos. Increase your engagement and fine tune your funnel management strategy by asking questions during live, interactive webinars with marketing automation peers and industry leaders.

Marketing Operations and Automation

The marketing community on BrightTALK is made up of thousands of engaged marketing professionals. Find relevant webinars and videos on marketing strategy, branding and more presented by recognized thought leaders. Join the conversation by participating in live webinars and round table discussions.

Marketing

The channel sales community on BrightTALK is made up of thousands of sales professionals specializing in channel sales strategy, reseller sales and channel opportunities. Find relevant content on demand or engage with peers and industry leaders in live channel sales webinars and round table discussions.

Channel Sales

In this SaaS and subscription economy, the key to success is customer success. This is much easier said than done as client ecosystems are constantly evolving and their needs and aptitudes vary. Join this community to engage with leaders who are prioritizing and pioneering customer success by helping clients maximize ROI, inspiring account growth and strong client retention.

Customer Success

The sales community on BrightTALK brings together thousands of engaged sales professionals. Learn about careers in IT sales and marketing, sales techniques and selling strategies. Join the discussion by participating in on-demand and live sales webinars and summits with leaders in the sales industry.

Sales

Get powerful marketing insights for your business. Connect with experts and colleagues to get the most up-to-date knowledge on which marketing strategies and techniques are driving customer and revenue growth.

In the business management community, commercial experts will be sharing webinars and videos on an array of subjects. From sales and marketing, to finance, productivity and growth, this content will help you stay up-to-date with the current economic environment and provide timely management insight to drive business growth.

How to Start a B2B Referral Program

Presented by

About this talk

More from this channel