53% of customers agree to support Equinix reference programme
Equinix UK had used customer references for years to close new business and quicken the deal flow. However, its reference programme was unstructured and, faced with growing demand for case studies and other references, Equinix needed to formalise its programme. This would involve creating the processes to source and recruit new customers then maximise the value of each reference.
Using a target list of 55 pre-approved customers, in its first 12 months of working with Equinix UK, inEvidence has brought 29 customers into its reference programme. These 29 map against Equinix’s strategic growth areas.
The programme has accelerated the creation of reference content, adding video for the first time, and established a reference process where there was none.