reference-ops
Use to manage workflows, compliance, and measurement for customer references.
What this skill does
# Reference Operations Skill ## When to Use - Running reference matching, scheduling, and follow-up processes. - Auditing reference utilization, fatigue, and consent records. - Reporting on advocacy impact for sales leadership. ## Framework 1. **Request Intake** – standardize forms, qualification criteria, and SLA expectations per deal stage. 2. **Matching Logic** – map requests to advocates by persona, industry, use case, language, and availability. 3. **Logistics & Compliance** – schedule calls, provide briefing docs, capture approvals, and log NDAs. 4. **Post-call Workflow** – collect feedback from both parties, update CRM entries, and issue rewards. 5. **Analytics & Governance** – monitor utilization, fatigue thresholds, and gaps by segment. ## Templates - Reference request form template. - Matching matrix (request attributes → advocate tags). - Follow-up checklist and feedback survey. ## Tips - Integrate with CRM to auto-create tasks and close the loop with reps. - Flag overused advocates and rotate in new voices regularly. - Share monthly scorecards with GTM teams to highlight wins and needs. ---
Related in Sales & CRM
process-mapper
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customer-success-manager
IncludedMonitors customer health, predicts churn risk, and identifies expansion opportunities using weighted scoring models for SaaS customer success
sales-engineer
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