- Constant struggle to find customers to be references
- Overusing the same customers several times a month
- Needing customers in the right industry, company size, region, use case, etc.
- Making customers answer the SAME questions on every call
- Taking a risk that the customer may be having a bad day
- Dealing with customers who won’t talk because of a support issue
- Long turnaround times to get the right reference scheduled to talk to the buyer