The importance of customer storytelling in demonstrating the value of Oracle NetSuite through referencable customers—clients who have permitted sharing their success stories externally. Properly delivered customer stories can effectively overcome objections, build credibility, and address customer pain points uniquely.
Key Points
Referenceable Customers
- These are clients who have agreed to publicize their successful use of Oracle NetSuite.
- They play a crucial role in overcoming objections and demonstrating credibility.
Challenges in Finding Referenceable Customers
- Not all customers are willing to share their stories.
- Some may be new users or have had negative experiences.
- Customers might prefer to keep their relationship with Oracle NetSuite private.
Finding Customer Stories
- Visit the customer section on NetSuite’s website.
- Search for success stories on YouTube.
Components of a Customer Success Story
Business Description
- Provide an overview of the customer’s business.
Business Challenge
- Explain the specific challenges faced before using NetSuite.
Customer Success Metrics
- Highlight measurable successes and improvements post-implementation.
Importance
Including these elements ensures that the story is comprehensive, relatable, and impactful, thereby making it a powerful tool for sales and marketing efforts.