Why this works
A customer telling their own story closes deals faster than any deck you'll write. Buyers trust peers, and a recorded testimonial puts a real face, a real voice, and a real outcome in front of every prospect who's still on the fence.
Who you'll feature
Your customer champion. The decision-maker or daily user who can speak to the problem, the choice, and the result.
One internal voice from Sales or Customer Success. Adds context the customer can't on their own (timeline, integration details, what changed).
A partner or implementation lead, if a third party shaped the rollout.
How to capture it
Open MarketScale → Requests → New Request and send a short brief to each participant. Three prompts is the sweet spot:
What was the problem?
Why were you the solution?
What's measurably better now?
Use AI Writer to turn those three prompts into a tighter participant-facing brief in 30 seconds.
For a panel cut, set up Remote recording so the customer, a product specialist, and a partner rep can record in one go. Send the link 48 hours ahead.
For cinematic depth, book an Onsite Video Booking at the customer's site. The crew handles audio, lighting, and B-roll while you guide the conversation.
Reuse it (the 1:10 framing)
One 30-minute customer recording becomes:
The full case study video for your website.
A 60-second sizzle clip for sales decks.
Three 15-second social cuts (one quote, one metric, one outcome).
A long-form blog post with embedded video.
A LinkedIn post quoting the metric.
An FAQ entry answering "Will it work for someone like me?"
A sales one-pager with the headline metric and a QR code to the video.
An onboarding asset for similar customers.
A press-ready quote card.
A pinned testimonial on your Channel feed.
Package the bundle as a Collection in Ready to Share so your sales team sends everything in one expiring link. Order any of the cuts above through Request Edit Now.
Common mistake
Letting the recording run 60+ minutes without a tight brief. The customer feels worn out, the sales team gets a video they can't reuse, and the editor cuts around dead air. Give every participant the three prompts in advance, time-box to 30 minutes, and stop when you have what you need. Writing Edit Briefs That Get Your First Draft Right covers the brief discipline in more detail.