I like the way Brian Gladstein makes his point in this presentation on Advocate Marketing:
It’s interesting that Brian focuses on the customer as advocate and not other groups such as employees or partners. That said, he does make the case why customers are increasingly important for SaaS providers whose customers can switch services at the drop of a credit card.
What struck me as interesting:
- You should think way beyond just social media activation, but consider engaging advocates for product innovation, speaking at conferences, training.
- Buyers get 57% of the way through the buying process before they talk to a sales rep. I’ve seen similar stats for the amount of time purchasers spend off-domain before they visit your website. Bottom line: you need to externalize as much of your marketing as possible.
- The agreement is one that should have mutual benefit. Make sure you are giving as much as you are getting!
If you want to find out more about Brian and this area, check out Explorics.