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References and the proof library

How the library is organised, what belongs in a reference, and how to keep it trustworthy.

The library is the source of truth for customer proof. Each reference should be something a seller can stand behind on a call: a real customer, a real outcome, and a clear permission to use it.

What a strong reference includes

  • Who the customer is, in terms a prospect would recognise (industry, size, region).
  • The problem you solved and the outcome, without rounding the numbers up.
  • Assets you are allowed to reuse: quote, metric, logo, one-pager, or longer story.
  • An advocate, or a clear note that this proof is content-only (no live call).

Keep it current

  1. Review references that have not been used in a while. Stale proof gets sellers ignored.
  2. Update outcomes when the customer renews or expands — with consent if the story changes.
  3. Archive references you would no longer put in a deal. Archiving is better than deleting history.

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