Compare the use case, organisation size, deployment complexity, buyer role and outcomes. A customer in another industry with the same technical requirements may be more useful than an industry peer using a different part of the product.
Work with the customer relationship owner to confirm satisfaction, experience and willingness. Respect reference fatigue and any company restrictions. Do not publish a customer name, quote or result merely because someone agreed to a private call.
Tell the customer who the prospect is, which questions they want to explore and the expected time commitment. Provide factual context without scripting an endorsement. Let the reference describe strengths and limitations honestly.
Record reference requests, participation and issues resolved. Keep this distinct from new customer referrals: a reference supporting an existing evaluation is not necessarily the source of the opportunity.
Orbb can support finding relevant professional connections and coordinating introductions. Your customer team should retain control over reference permissions and ongoing customer experience.