Match Talosix reference customers to prospect profiles based on therapeutic area, study phase, company size, and geography, with talking points and usage tracking.
Strategically match the most relevant Talosix reference customers to each prospect's profile to maximize the impact of reference calls and case studies during the sales process. A well-matched reference accelerates trust-building and reduces perceived risk.
Collect these attributes for matching:
| Attribute | Description | Priority |
|---|
| Therapeutic Area | Primary indication(s) under study | High |
| Study Phase | Phase I, II, III, IV, or observational | High |
| Company Type | Large pharma, mid-size biotech, CRO, academic | High |
| Company Size | Revenue range or employee count | Medium |
| Geography | HQ location and clinical operations regions | Medium |
| Previous EDC | Incumbent EDC vendor being replaced | Medium |
| Key Concern | Primary objection or hesitation to address | High |
| Use Case | Specific capability to validate (e.g., ePRO, integrations, RBM) | Medium |
Maintain a reference database with these fields for each reference customer:
- Customer Name
- Company Type (pharma, biotech, CRO, academic)
- Company Size (small/mid/large, employee count, revenue range)
- Headquarters / Regions
- Therapeutic Areas (list all)
- Study Phases Using Talosix
- Number of Studies on Talosix
- Number of Sites / Subjects
- Previous EDC Vendor (what they switched from)
- Go-Live Date (how long they've been a customer)
- Key Use Cases (standard EDC, ePRO, integrations, RBM, CDISC, etc.)
- Satisfaction Score (NPS or CSAT if available)
- Reference Contact Name and Role
- Reference Contact Willingness (enthusiastic / willing / reluctant)
- Last Used as Reference (date)
- Times Used as Reference (count, trailing 12 months)
- Topics Comfortable Discussing
- Topics to Avoid
- Notable Success Metrics (quantified outcomes)
Score each potential reference match on a 0-3 scale per attribute:
| Score | Meaning |
|---|---|
| 3 | Exact match (same therapeutic area, same phase, same company type) |
| 2 | Close match (related therapeutic area, adjacent phase, similar company type) |
| 1 | Partial relevance (different area but similar complexity, different but complementary experience) |
| 0 | No match on this dimension |
| Dimension | Weight | Rationale |
|---|---|---|
| Therapeutic Area | 30% | Prospects trust peers in their disease area most |
| Company Type | 20% | Operational context must be similar |
| Study Phase | 15% | Complexity and regulatory context alignment |
| Previous EDC Vendor | 15% | Migration stories from the same incumbent are very powerful |
| Geography | 10% | Regional regulatory and operational similarity |
| Key Concern | 10% | Reference should directly address the prospect's primary objection |
Match Score = Sum of (dimension score x weight) for all dimensions
Maximum possible: 3.0
| Score Range | Match Quality |
|---|---|
| 2.5 - 3.0 | Excellent match - prioritize this reference |
| 2.0 - 2.4 | Strong match - good option |
| 1.5 - 1.9 | Moderate match - use if better options unavailable |
| Below 1.5 | Weak match - avoid unless no alternatives |
After scoring, apply these filters:
Generate talking points for each matched reference, tailored to what the prospect needs to hear:
Reference: [Customer Name]
Contact: [Name, Title]
Match Reason: [Why this reference was selected]
Relationship Note: [Any context on the relationship, preferences]
Suggested Topics for Prospect to Ask:
1. [Topic aligned with prospect's key concern]
2. [Topic related to therapeutic area experience]
3. [Topic about migration from previous EDC]
4. [Topic about measurable outcomes]
Topics to Steer Toward:
- [Specific success metric the reference can share]
- [Feature the reference is enthusiastic about]
Topics to Avoid:
- [Any known issue or sensitive area]
- [Feature the reference hasn't used]
Prepare a brief for the reference customer:
Thank you for agreeing to be a reference for Talosix.
Prospect Overview:
- Company: [Name], a [type] focused on [therapeutic area]
- They are evaluating Talosix for [use case]
- They are currently using [competitor] and are looking to [migrate/add/replace]
What They'll Likely Ask About:
1. Your experience with [specific feature or workflow]
2. How the migration from [previous EDC] went
3. Measurable outcomes you've seen
4. What you wish you'd known before starting
We Suggest Highlighting:
- [Specific success metric]
- [Specific positive experience]
Estimated Call Duration: 30 minutes
Track reference usage to prevent burnout and maintain reference willingness:
| Reference Willingness | Max Uses per Quarter | Cool-Down After Use |
|---|---|---|
| Enthusiastic | 4 | 2 weeks |
| Willing | 2 | 4 weeks |
| Reluctant | 1 (only if critical) | 8 weeks |
After each reference engagement, record:
Maintain reference willingness through:
When a reference engagement leads to a strong story, propose creating a formal case study:
Case Study Structure: