The Brief

ShoreTel approached Famous 4 to create a Customer Advocacy programme to help educate the European market and stimulate lead generation. It used existing customers to tell the ShoreTel story and build awareness amongst key prospects to gain their permission to sell. The company needed Customer Advocacy to be fully-integrated into its sales and marketing process with results measured against an agreed set of metrics.

The Results

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    Nurtured strategic European customer advocates in key vertical sectors from financial services, retail and manufacturing.
  • So is this one?
    Integrated customer advocacy and customer-led content as part of long-term marketing and sales campaigns.
  • Customer advocacy content accurately mapped to the customer journey for increased awareness and lead generation.
  • 40% of leads nurtured with customer advocacy content that is integrated into the sales process and tracked within SalesForce.
  • Created ShoreTel’s Customer Advocates Forum with a bespoke programme of benefits tailored for European customer advocates.
  • Customer advocates provide vital communication channel to ShoreTel that supports future product development and service delivery.

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