Summary/Goal
Generate revenue and grow customer base by incenting customers to refer leads in other departments, divisions, etc. within their own (or other) companies. Incentives are credits based on a percentage of new license revenue and applicable to maintenance or new license fees.
Advantages
Low cost to implement
Relatively quick / easy to launch
Potential for nominal to moderate recurring revenue with little investment
Challenges
Program announcement and drip communications must be delivered to person who cares and will act. That is, has budget responsibility or other ambitions.
Potential for abuse
Customer conspires and registers lead for a purchase that would have happened anyway
Lead registration page/form must exclude existing departments and others in close organizational proximity (See Program Guidelines and Eligibility 4b)
Implementation Resource Estimates (TBD)
Cost: Web development, customer notification
Effort: Web Site lead registration form, downloadable PDF, Email/letters announcing program
Lead capture, approval, and tracking mechanism/process
Drip communications
Program Deployment Components
Lead Registration Form (web/PDF download) design: see below