If you’ve not seen the latest CarFax commercials, they’re pretty funny. Essentially, the buyer wants to see the CarFax report and the seller doesn’t want to give it to them. Here’s my favorite:
Yet, as enterprise software buyers asking for references, this is essentially what we’re accepting from the vendor – a note from the prior owner.
Several years ago, I started to put together a list of folks I’d rather talk with and I’d love to hear your suggestions as well. These include:
- customers who never finished implementation (for any reason)
- customers who discontinued maintenance in the last 12-24 months (I want to know the number as a percentage of total customers and I want names/contact details)
- customers who are similar in size of implementation to me, but who had exceeded planned implementation time
As a customer myself, I would never hesitate to serve as a reference under these circumstances. Would you?