Case Study: Epicor achieves streamlined reference management and $2M in influenced revenue with Point of Reference (ReferenceEdge)

Epicor - Customer Case Study

Epicor, a global provider of business software, needed to reinvigorate its customer reference program for the ERP Americas unit after sales teams found it difficult to locate and use referenceable customers—the data was scattered in spreadsheets and people’s heads. Seeking a tightly integrated Salesforce solution, Epicor selected Point of Reference and its ReferenceEdge application to automate and centralize reference search, tracking and workflows.

Point of Reference implemented ReferenceEdge as a native Salesforce app with customizations, consultative support and dashboard reporting, enabling peer-to-peer requests via Chatter/email and quick, self-service searches. The solution produced measurable results: 2,000 referenceable accounts, 100 processed reference requests in Q1 influencing $2 million in revenue, routine matchmaking automated by ~80–90%, and most requests resolved within 48 hours—freeing Epicor’s reference manager to focus on strategic initiatives.

Epicor

Jim Maher

Director of Sales Enablement