Yesterday we published an advisory briefing, "Vendor and Integrator Reference Checks: Ask the Right Questions," which includes a list of 25 potential questions to ask reference customers, and the rationale for each.

To quote from the report:

Technology buyers usually ask for customer references, but actually check them only rarely, missing an opportunity to enrich their understanding and evaluation of potential solutions and suppliers...

In other words, don't check references after you've settled on a candidate supplier; check them as part of your selection process, which is, in the end, really a learning process for you and your team.

RSG subscribers have immediate access to the complete briefing.