Case Study: Fleetmatics achieves 4x referral growth and 50% more customer advocates with Extole

Fleetmatics Tackles Tracking Referrals Like it Tracks Trucks

Fleetmatics, a SaaS fleet-tracking company serving small-to-medium businesses and enterprises, relied heavily on customer word-of-mouth but had no consistent way to manage or measure referrals. Referrals were ad hoc, reward fulfillment was slow, and the company couldn’t reliably link referring customers to new accounts—despite knowing referrers were far more likely to expand and renew.

Partnering with Extole, Fleetmatics launched an automated, testable referral program with international support and mobile-app integration, and enabled sales reps to submit referrals at high-engagement moments. The program drove a fourfold increase in referrals, about 50% more customer advocates week-over-week (advocate sharing grew ~120% and referral click rates ~146% weekly), and gave Fleetmatics robust tracking of referral-driven customer acquisition.

Fleetmatics

Debbie Bain

Director of Customer Marketing