Debbie Ng runs global customer references at Trend Micro, a global leader in cybersecurity. She joins Pierce to talk about customer marketing, how to get it right, and the importance of building value for the customers she engages with. While customer marketing should never feel like a tit-for-tat relationship, there should be a value exchange where the customer sees the benefits of sharing their authentic perspective of your products with others.

The biggest learning in this episode? There are three foundational elements that need to be in place before you approach a customer about being a reference. Listen to the episode to learn what those are.