Infor: Building a Strategic, Data Driven Business Model For It's Customer Reference Program

Abby will show how she's raised the profile of Infor's reference program with senior management, by building historical data that's relevant to Infor's strategic goals. She will share critical data Infor uses, and also show how she marshals it to get new reference program resources, such as headcount and budgets. She'll show what information to request from sales, how to perform persuasive gap analyses to get resources, how to use data to align a reference program to strategic goals, as well as measure program performance, and more. Among the things Abby achieved with this data drive approach was a 60% increase in her program's budget the previous year, despite the recession.