Mohammad Yunus

And once we did that, we co-created a lot of just social proof with those customers.

So one of our favorite customers is University of Maryland.

They were one of our initial customers.

And what we did was we worked with them to get a case study, a video testimonial, tons of social media posts from them on LinkedIn of how much they like vFairs.

And just by doing that, and just by having them introduce us to a lot of their other colleagues in other universities, it helped us capture almost

40 to 50 of the top 150 universities in the world right now.

So again, I just want you to think of your customers also as your salespeople.

If you're serving them really well, they would go out of the way to become a reference to go ahead and share their work experience with you, with a lot of other colleagues.

So just see if you can always make use of that strategy.

create tons of marketing content in collaboration with them, whether these are case studies, whether these are video testimonials, whether it's requesting them to go ahead and share their experience on third-party review sites.

Some of these case studies have helped us capture an account worth half a million dollars.

So we did a full showing of one of the biggest companies out here in the US, and just that case study, once it was published,

gave us inbound leads from other competitors within the same industry of how this company has achieved their objectives.

So make sure that not only you're producing these case studies, you're producing those video testimonials, but your marketing team and your sales team are actively making use of those in every sales opportunity as well as the outbound opportunity.

I also want you to understand there's a lot of money that can be captured from existing customers.

Once you have served your customers really well, once you have a decent amount of social proof out there, one of the things that has worked really well is just going deep with our customers.

So if I go and look at some of our top accounts,

Some of these customers started with us with literally $4,000 or $5,000 for a point solution.

And just because we have been engaged with them over the last six, seven years, now a lot of those accounts are worth half a million dollars.

They started with a single point solution in a single department in a single country.