New Handbook Provides Businesses the Keys to Success with Customer References


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Free “How to” Guide Helps Improve Sales & Marketing
through Customer References

Boulder, CO & San Jose, CA – October 13, 2009 – Boulder Logic and Big Sky Communications, Inc., two leading customer reference firms, today introduced the Customer Reference Handbook. The free resource, available at, is a guide to starting a reference program. The series of essays is designed to help in the process of establishing and managing a successful customer reference program.

Customer references are considered by many to be the single most powerful and influential sales tool, providing credibility and advancing a company’s revenue goals. But sometimes people don’t know how to secure solid customer references.

“This handbook will help people overcome common challenges with customer references,” said Joshua Horwitz, founder and president of Boulder Logic. “Our goal was to relay tips and techniques that leading companies use to make customer-based selling an important part of their marketing strategies.”

“We designed the Customer Reference Handbook to help people learn best practices in securing customer references,” said Katy Boos, co-founder and partner at Big Sky Communications, Inc. “The site is designed for everyone – whether you are brand new to customer references or you simply want to answer some specific questions. We’ve covered a lot of ground here for those interested in learning more about customer references.”

The Customer Reference Handbook covers such topics as:
• What is a Customer Reference Program?
• Where Do I Find Customers Who Will Be A Reference?
• What Customer Content Should I Create?
• The Customer Interview: What Questions Should I Ask?
• Why Do I Need An Executive Sponsor?
• How Do I Motivate Salespeople to Participate?
• Should I Use a Database Application or a Spreadsheet?
• How Should I Measure & Report the Results of My Program?
• Securing Customer Approvals
• …. and many more.

More essays will be added to the site in the future, and a compilation PDF e-book will be available upon request. For more information visit

Boulder Logic is a software company with a specialized customer reference management system and services for program rollout. Capabilities include: customer recruitment, self-service requests, approval workflows, usage thresholds, incentive tracking, and metrics reporting. A content library allows sharing multimedia with prospects on personalized microsites. Boulder Logic Reference Manager is a web hosted app portal (SaaS) or available integrated within CRM. You can reach Boulder Logic by calling 800.715.1910 or visiting

Since 1994, Big Sky has designed and implemented customer reference programs for technology firms such as Adobe, Apple, Fujitsu, and NetApp, as well as small and mid-sized companies. Unlike many agencies, Big Sky offers a broad range of services for reference programs, including strategy, management, execution and deliverables. Big Sky also offers public relations and speaking program services that complement the reference services. You can reach Big Sky by calling (408) 436-3900 or visiting

For more information:
Christy Kemp
for Boulder Logic
[email protected]

Katy Boos
Big Sky Communications, Inc.
(541) 322-6240
[email protected]

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