How to Launch and Manage Your Sales Reference Program as a Team of One with Liv Schichtel

“At the end of the day, the biggest, [most] important thing in this role is that customer relationship. You don’t want to lose that customer relationship just to get another customer.” – Liv Schichtel

Liv Schichtel is the Customer Marketing Manager at AvidXchangeA popularly requested topic for this show is around setting up sales reference programs, and Liv came highly recommended as a marvelous example of a team of one who has been able to increase her pool of references by 4X in a year by implementing thoughtful processes and partnering with other teams. She’s incredibly data-driven and I love how she’s constantly thinking about how she can improve the program over time. You can connect with Liv on LinkedIn.

On this episode, we cover:

  • How Liv measured success when she first launched the program compared to one year later
  • Her plan of attack when it came to increasing the pool of references
  • How she partnered with customer success leadership and incentivized their team to add customers to the program
  • The importance of finding internal advocates to help spread the word about the reference program
  • How she tries to make the reference process as self-serve as possible (tool mentioned: ReferenceEdge)

You can find the full transcript of the episode here.

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