In the B2B world, customer testimonials are growing in power and influence. Just look at the rapid growth of B2B peer-to-peer review sites like G2 Crowd, Capterra and TrustRadius. That said, customer review sites alone will not drive growth. B2B sales and marketing professionals must get much more proactive and disciplined in defining their customer success story strategies. The days of producing a dozen case studies and placing them on your website are over. You need a much more comprehensive, sustained strategy to elevate and leverage the voice of your customer in the buying process.
Powerful customer testimonials can go a long way in helping you establish credibility and trust with prospects. Especially if they are omnipresent in the buying journey. At OnMessage, we leverage testimonials to ensure our prospective buyers understand the impact that we are having on the clients we serve. Below is an example of just one of our client testimonials. This is an endorsement from a senior executive at a high-growth software company based in the UK. The testimonial brings to life not only why this company chose OnMessage, but also the value we delivered:
“We evaluated many partners and leaders in the communications space globally and chose OnMessage because they had the right balance of experience, flex and willingness to learn our business and industry. OnMessage understood our opportunity quicker, better … and they were able to articulate it more clearly than any other firm we looked at. And — when you play in a crowded space like we do — it is critical that you clearly define and communicate the value you bring to customers. Their team helped us crystallize our positioning, clarify the value we deliver and develop a clearly differentiated story. OnMessage definitely has the expertise, methodology and tools high-growth companies need to rapidly align leadership, sales and marketing around a consistent message. Never has a partner made such a big impact on our business, in such a short time, in the decade I’ve worked at the company.”
Alex Timlin
Senior Vice President, Verticals
EMARSYS
We leverage powerful and informative client endorsements like this in a number of ways and across a broad set of communication channels. Everything from our sales presentations to social media posts, thought leadership content, email, podcasts, video and more.
What is your B2B customer success story strategy? Is it comprehensive and sustained? Or is it simply opportunistic? If it’s the latter, it is time to make a change so you can leverage the power and influence of customer endorsements to truly accelerate business growth.
At OnMessage and StoryDimensions, we help sales and marketing leaders define and execute intentional B2B success story strategies that work. If you are interested in learning how we can help you in this area, request a briefing with our experts today.
