Adam Honig says, “If you’re creating and selling a product to businesses, having a high profile reference customer can make or break your go-to-market efforts.

My first company, middleware software company Open Environment, grew from zero to $30M in annual sales in four years, went public and was ultimately sold to a larger software company with expansion plans.

So how did we convince key decision makers at so many companies to purchase mission-critical, middleware software from a new start up? It’s surprisingly simple: We had a great customer reference in Freddie Mac, the Federal Home Loan Mortgage Company.

We talked about Freddie Mac’s success with Open Environment at tradeshows and included them as a customer case study in all of our presentations. One of their key employees led our customer advisory board and we made sure the support they received was top notch. There’s no doubt they were a key reason for our success“.

How To Get The Customer Reference That Drives Big Deals

ReadWrite

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