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White Papers

Customer Reference Impact: Evolving Reference Programs from Volume to Value

Complimentary Research

The Customer Perspectives Study-2004

The Customer Perspectives Study-2004 Overview (.pdf)

CMO Viewpoints

The Customer Hierarchy of Needs (.pdf)

The Risk, The Reward: What Customer References Really Say About You (.pdf)

Your Customers Are Gold in a Down Economy: How to Build an Effective Customer Reference Program (.pdf)

Why Customer Satisfaction and Loyalty Are Not Enough (.pdf)

Best Practice Bulletins

Understanding the IT Buying Cycle (.pdf)

Target Customer Content (.pdf)

Tools

The Roadmap to Customer Leverage for the Enterprise (.pdf)

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