Case Study: FireEye scales global customer advocacy and accelerates sales wins with Point of Reference’s ReferenceEdge

FireEye - Customer Case Study

FireEye needed to scale a global customer advocacy and reference program that had outgrown spreadsheets — which were error-prone, hard to share, and offered limited visibility for sales and other stakeholders. Working with Point of Reference, FireEye selected the ReferenceEdge reference-management solution and added a full‑time program manager to replace manual processes and centralize reference data, recruiting, and asset development.

Point of Reference implemented ReferenceEdge as a native Salesforce app, securing all advocacy data while adding self‑service search, detailed reporting, and workflow automation. The result: smoother, faster reference fulfillment, rising adoption among sales reps, and measurable business impact — the Lighthouse Program now supports over 60% of net‑new and cross‑sell deals, improved tracking of promoter NPS and revenue influenced, and more efficient weekly/monthly reporting that reduced spreadsheet risk and expanded deliverables.

FireEye

Abby Atkinson

Senior Manager, Fireeye Lighthouse Program