# Written references

URL: /workflows/sales/plays/written-references · Id: `play:written-references`

> Written references answer a reference request within days with a written reference from an opted-in Customer, paid in credit.

Written references answer a reference request within days with a written reference from an opted-in [Customer](/business/nouns/customer), paid in credit.

## Ratings
None.

## Budget
None.

## How it runs
The [Studio](/business/nouns/studio) rolls it out to one cohort at a time: startups with at least five opted-in [Customers](/business/nouns/customer) who share the buyer’s [ICP](/business/nouns/icp).

## Processes
Runs as [Quoting](/workflows/processes/quoting), accountable to the [Sales Team](/agents/sales).

## Fits
| Fits | Value |
| --- | --- |
| Shelf | Compound: builds an engine that keeps growing (Grow) |
| States | [Repeatable](/business/lifecycle/states/repeatable), [Scale](/business/lifecycle/states/scale) |

## Loop
| Step | Value |
| --- | --- |
| Hypothesis | A written reference within days closes more enterprise Deals than a scheduled reference call. |
| Measure | [Outside paid Orders](/agents/sales#outside-paid-orders) over 90d, at least 10 observations |
| Learn | The learn step reads the Readout, records Evidence and a Decision, and drafts the next Variant. |

## Example
A hospital system asks a clinic-scheduling [SaaS](/products/templates/saas) for a reference. Within two days, an opted-in clinic of the same size sends a written one and earns $200 in credit.