This document discusses customer successes with Boulder Logic's Reference Manager software. It profiles several companies, including Avaya, Siemens, Rackspace, Dell Boomi, Trend Micro, Infor, Lithium, and Jive. These companies gained benefits such as centralized reference management, sales time savings, improved customer relationships, and measurable business results from implementing Boulder Logic's solution.

1. Boulder Logic
Reference Manager™
Customer Successes

2. Avaya
 “Avaya is an industry leader in real-time communications and collaboration
and could have built a tool ourselves, but elected to adopt Boulder Logic
due to their integration with Salesforce CRM as well as their dedicated
support and expertise. We have used other customer reference tools in the
past, but Boulder Logic’s integration was a key for us.” - Chris Bergman,
Program Manager for the Avaya Customer Gallery

3. Avaya
 What results has Avaya achieved using Boulder Logic?.
 Successful self-service model
 Accessible, fully mechanized database
 Elimination of human latency for securing and using references

4. Avaya
 How would you describe Avaya’s experience with the Boulder Logic team?
 “Boulder Logic has been a true partner. They have patiently answered questions
and promptly answered our concerns — which are thankfully infrequent. Most
importantly, Boulder Logic listens and responds to change and enhancement
requests as we evolve and improve our reference program.”

5. Siemens
 “We use references in at least 75% of our enterprise deals and can save our
reps at least five hours per sales cycle by having references available for
them. That time gets put back into more productive selling activities. It’s
time and money.” - Karen Newman, Director of Global Customer Advocacy
and Marketing Communications for Siemens

6. Siemens
 Why was it important to have a formal customer reference application?
 “The software application is essential because the data doesn’t reside anywhere
else but within this system. We considered trying to manage this information
using other types of tools, and of course we kept spreadsheets for a while, but we
needed something that would really support our process and information. “

7. Siemens
 Why didn’t Siemens consider building a solution internally?
 Reluctant to create another internal system
 Desire to manage profiles, activities and content in one place
 Need for third party to maintain system

8. Rackspace
 “After researching our options, we selected a Customer Reference
Management solution from Boulder Logic. The software gave us the tools
we needed to facilitate reference requests, live discussions, and encourage
future interactions.” - John Chattaway, Marketing Communications
Specialist, Rackspace Hosting

9. Rackspace
 What benefits has Rackspace gained from using Boulder Logic?
 Single site for managing customer interaction preferences
 Easily recognize customer contributions to business
 Effectively facilitate interactions between customers and prospects
 No longer “overuse” certain customers
 Ability to track activities

10. Dell Boomi
 “To someone just getting a reference program started, I would recommend
they enlist a solution that is easily accessible by both sales and marketing.
Making it friendly for sales is most important because they are typically less
motivated to participate if it’s not convenient to them. That was one of the
big reasons that we picked Boulder Logic because it is integrated with
Salesforce.com which is a tool that our sales team lives in on a daily basis.”
- Celia Brown, Marketing Program Manager and Social Media and Community
Professional at Dell Boomi

11. Dell Boomi
 What benefits has Dell Boomi gained from using Boulder Logic?
 Easily accessible by both sales and marketing
 Centralized source of information
 Simple to customize and configure

12. Trend Micro
 “In general, the benefits for customer references are pretty obvious. I think
the ability to provide a service to sales and have them have access 24/7 to a
global database of the references that we currently have, in addition to
having a service capability to request references that they need that don’t
exist in that database, is a value add that we never had before.” - Tobias
Lee, Director of Corporate Marketing Operations at Trend Micro

13. Trend Micro
 Trend Micro is known throughout the security industry as a technology
leader who continually delivers products and services focused on specific
customer malware problems. With the rapidly growing number of
referenceable customers willing to speak on the company’s behalf, Trend
Micro wanted to evolve its customer reference process to support its active
sales pipeline. Boulder Logic’s Reference Manager provided the technology
tools and service to take Trend Micro’s program to the next level.

14. Trend Micro
 Why did Trend Micro choose Boulder Logic?
 Improves process by which global customer references are managed
 Powerful, user-friendly application
 Customers – new and existing – are top priority
 Brings new customers on board
 Builds stronger relationship with existing customers

15. Infor
 Infor is a global provider of enterprise application software with
approximately 2,000 sales professionals around the world. The company
uses Boulder Logic Reference Manager to drive their enterprise customer
reference program. Armed with metrics showing their program activity and
simple formulas, Infor was able to show dramatic cost savings for the
company through their effective use of references.

16. Infor
 Director, Abby Atkinson, pioneered the Infor Ambassador Reference
Program using Boulder Logic Reference Manager. In the first two years of its
inception, Atkinson said the program:
 has influenced millions in new sales deals
 has saved Infor hundreds of thousands of dollars
 costs only 25% of the cost of sales reps finding their own reference
 When cuts to her program budget were requested at Infor, Abby was able to show
an ROI so compelling that her budget was actually increased by over 60%.

17. Lithium
 “Our customers are at the heart of everything we do at Lithium. We believe
our success is measured by the success of our customers, which makes
customer references critical for Lithium. We selected Boulder Logic’s
customer reference management software based on its strong features and
integration capabilities, specifically with Salesforce.com.”
- Justin Schuster, Vice President of Product Marketing, Lithium

18. Lithium
 What benefits has Lithium gained from using Boulder Logic?
 Infrastructure and tools to manage customer relationships
 Ability to cultivate and protect its most valuable assets
 Achieved measureable business results

19. Jive
 “Boulder Logic’s combination of services and technology was the decisive
factor in our selection. They offered an easy to use, cloud-based tool to
streamline customer reference management. We have so many wonderful
customer stories that were just waiting to be told. We felt the guidance that
Boulder Logic was able to offer was the key in helping us build our customer
reference program.”
- David Greenberg, Senior Director of Marketing at Jive

20. Jive
 What benefits has Jive gained from using Boulder Logic?
 Ability to easily and quickly catalog, search and identify customers for references
 Seamless integration with existing sales and marketing software.
 Power to protect references from overuse
 Capability to deliver reports and share metrics on the success of the reference
program

21. Questions, contact us!
For answers to your questions, contact your
Boulder Logic account manager, or call
800.715.1910
You can also email info@boulderlogic.com