Why this works
A customer who switched from a competitor is a credibility multiplier. They've used both. They have specific reasons. They're willing to say what didn't work. The same recording becomes the sales-objection-handling clip, the analyst-briefing voice-of-customer, and the LinkedIn post your competitor's reps will see.
Who you'll feature
The switching customer. Comfortable being specific about why.
Your account lead. Frames the trade-offs without bashing the prior vendor.
An optional implementation lead who can speak to the migration itself.
How to capture it
Open MarketScale → Requests → New Request to the customer. Three prompts:
What was breaking with the previous solution?
Why this, and what was the deciding factor?
What does the team do differently now?
Use AI Writer to refine the brief while keeping the customer's specific language.
Run the recording in Remote recording. Keep it 25 minutes max.
For top accounts, book an Onsite Video Booking with the customer at their workspace.
Reuse it (the 1:10 framing)
One switch story becomes:
A 2-minute migration story.
A 30-second sales-objection-handling clip per top objection.
A LinkedIn post quoting the deciding factor.
A battle-card asset for sales reps.
A G2 / Gartner Peer Insights review prompt.
An analyst-briefing voice-of-customer slide.
A migration-playbook asset for similar prospects.
A blog post on the switching journey.
A customer-marketing reference-program clip.
A pinned switch-stories playlist on your Channel feed.
Bundle the cuts into a Collection in Ready to Share sales reps can drop into competitive deals in real time.
Common mistake
Letting the customer trash-talk the competitor. It feels satisfying and it backfires. The piece lands when the customer is specific about what was breaking, not insulting about the prior team. Specifics persuade; insults read as a hatchet job.