Customer Advisory Board Best Practices and Resources Newsletter, Spring 2018
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Contents
In the News Events - Webinar & Training CAB Best Practices Blog Ask Eyal CAB Resources About Ignite
Did you know?
According to a Gallup poll, “A typical B2B company has an optimal relationship with fewer than one in seven of its customers… and only 13% of B2B customers are fully engaged” in the first place. However, “fully engaged customers deliver a 23% premium over average customers in share of wallet, profitability, revenue, and relationship growth.”
“While I consider myself an expert in executing and facilitating CAB meetings, there is always something to be learned from Ignite and the other participants. I garnered many great facilitation techniques that will allow my programs to run more smoothly.”
Congratulations to our 2017-2018 scholarship award winner, Shermila Pia! She is pursuing a medical degree at California Northstate University.We are thrilled to support students to achieve their educational goals.
Ignite Advisory Group is the world’s leading consultancy focused exclusively on customer and partner advisory board programs for global B2B companies.Ignite’s proven methodology for managing and evolving Customer Advisory Boards (CABs) includes a 4-stage process, encompassing 48 deliverables and measured by 20 metrics to deliver a clear ROI.Learn more>>
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CAB Connection is a quarterly resource newsletter from Ignite Advisory Group for Customer Advisory Board (CAB) Managers, Facilitators and Executive Sponsors.
In the News
Five Proven Tips for Recruiting for Your Client Advisory Council
Recruiting for client advisory councils is often challenging for companies. We’ve learned what it takes to successfully recruit customers for client advisory councils – and get them eager to participate.
5 Things You Must Do To Prepare For Next Your Customer Advisory Council Meeting
If you’re planning on using canned presentations, demos or sales pitches at your next customer advisory council meeting: STOP and read this article first.
5 Steps to Creating a Robust Customer Advisory Council Program
While the benefits of Customer Advisory Council programs are many, establishing and managing a robust CAC program requires adequate planning, resources and training.
Each year, Ignite hosts comprehensive training events for customer advisory board managers and facilitators to learn proven best practices, develop their program management skills, and apply these lessons to their own CAB initiatives.
Customer Advisory Board Facilitation Strategies: Preparing for Effective Facilitation and Deeper Dive on Techniques
Date: Thursday, May 24th
Time: 1:00-2:00 PM ET
Due to high demand, we’re offering an in-depth discussion on the critical skills required for CAB facilitators, and how to use techniques and session design to achieve better insights and results.
Eyal Danon is the President and Founder of Ignite Advisory Group, and a world-renowned expert on customer and partner advisory boards.
Question: Dear Eyal, We are experiencing challenges in getting our sales and relationship management teams to follow through with recruiting members for our planned customer advisory council. Any advice on how to motivate them to help?
Answer: We’ve sometimes heard CAB managers suggest offering a financial incentive to sales people to submit their CAB nominees or conduct recruiting activities, but we think this approach sends the wrong message. As sales professionals are, understandably, busy with generating revenue for their companies, CAB executive sponsors should take the time to educate their sales teams on the strategic importance of their programs, and what’s “in it” for the sales team – studies show CAB members purchase more than non-CAB customers. In addition, we recommend the executive sponsor collect buy-in from executive sales leadership, and both should communicate the strategic value of your CAB program to your account teams; that the program is not a marketing experiment but instead a company-endorsed initiative in which sales participation is needed (and expected) for program success.
Got a CAB management question for Eyal? eMail him at eyal.danon@igniteag.com. Your question could be included in the next CAB Connection.
Customer Engagement Survey
Take the Customer Engagement Survey: While there are many ways to engage with customers… which programs generate the most value? A new survey is measuring the most successful methods used to generate customer feedback. The results offer an excellent opportunity for marketers to benchmark against their peers, and learn where others are succeeding with their engagement programs.
Eyal Danon is the President and Founder of 