Aruba Wireless Networks Lets Customers Speak Up With Point of Reference

Innovative New Tools from Point of Reference Enables Aruba to Streamline and Automate its Customer Reference Program

October 18, 2004 -- Point of Reference, a leader in developing and deploying online customer references programs, today announced that Aruba Wireless Networks, Inc. (Aruba) has selected its highly-effective customer reference management services.

A recognized pioneer of next-generation enterprise wireless systems, Aruba is credited with developing the industrys first and only modular wireless LAN (WLAN) security system. The company manufactures and markets centralized 802.11 (Wi-Fi) systems to a wide range of enterprises across almost every vertical market including healthcare, telecommunications, finance, education, technology, services and hospitality.

Aruba selected Point of Reference due to its innovative approach to managing and marketing customer information and reference materials. Creative tools, such as online streaming audio clips, provide real-time access to actual enterprise wireless LAN users who outline and detail their implementation, security and operational experience with Wi-Fi technology. These tools enable Aruba to establish a more efficient and effective customer reference process that respects and leverages customers time while enabling prospects to access references on demand and at their convenience using the Web.

Mark Robards, director of Strategic Sales Operations for Aruba, believes its imperative to have a centralized reference management system to maximize efficiency in the sales cycle, avoid customer burnout and accommodate international organizations across many time zones who are interested in obtaining references.

The power of a customers voice is beyond measure, but you must strike a balance between imposing on current customers and giving prospects high-quality references to support their decision, said Robards. Point of Reference helps us overcome these obstacles while ensuring our sales force has a pool of pre-recorded, candid customer comments that are easily accessible by prospects interested in hearing first-hand how Arubas products perform in real business scenarios.

Point of Reference helps companies like Aruba effectively leverage the value of their customers with streamlined online reference services. Working with clients, Point of Reference conducts interviews and digitally records the audio content storing it securely on the Internet. Organizations can then invite their prospects, via email, to listen to the interviews online at their own convenience, eliminating time zone challenges and the myriad of scheduling conflicts that can slow sales cycles. Potential customers then have instant access to independently conducted, unscripted audio customer reference interviews, which include complete written transcripts. Point of Reference services eliminate the need for the Aruba sales team to continuously bombard current customers with reference requests each time a prospect is interested.

Innovative businesses like Aruba benefit tremendously from Point of Reference services because they understand the damaging effects of overburdening current customers with a cumbersome reference program, said David Sroka president and CEO of Point of Reference. Point of Reference builds goodwill with customers by streamlining the reference process and fast-tracking hot leads to ensure sales cycles are accelerated and sales teams have a self-service model for closing more deals.

About Aruba Wireless Networks, Inc.
Aruba Wireless Networks develops and markets centralized systems that enable corporations to secure their networks from the dual threats of Wi-Fi and mobility. Aruba's solution consists of a full range of programmable security platforms designed to securely connect mobile users and mobile devices to corporate applications. Aruba is privately-held and has operations in the United States, Europe, Asia Pacific and India and employs staff around the world. Aruba has received over $59 million in three rounds of venture funding from top-tier venture firms - Matrix Partners, Sequoia Capital, Trinity Ventures and WK Technology Fund. Visit Aruba Wireless Networks at http://www.arubanetworks.com

About Point of Reference
Point of Reference develops, conducts and digitally records customer interviews for easy, secure access by prospective customers via the Web. With an automated and self-service customer reference system, sales teams increase productivity and organizations can accelerate sales cycles. Point of Reference services allow businesses to share independently conducted, unscripted reference interviews with prospects by inviting them via email to listen to selected interviews at their convenience. For more information please visit: http://www.point-of-reference.com.

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