Customer evidence

01 — The process

I employ a systematic process for cultivating customer evidence yielding more quantity and quality of customer success stories.

02 — Building a system

I forge strong relationships with Customer Success Managers and utilize product analytics to understand (a) who are our most sophisticated customers, and (b) what are the transformative results they're getting with our product.

WeatherBug, a "unicorn" app in the mobile space, used Apptentive to prioritize their product roadmap and become more responsive to customer needs.

Every case study starts with a lead. In this case, it came directly from our co-founder and CEO, Robi Ganguly. The SVP of Revenue & Marketing for WeatherBug was so delighted with Apptentive, he had to go on record. Through interviewing their product team members and Mike himself, I was able to tell a powerful story that highlighted Apptentive's unique capabilities and how it contributed to the success of a new lightning detection feature within the WeatherBug app.

One quarter after publication, this success story was utilized by 80% of our sales team in their outreach efforts.

03 — Customer tracking

With a short list of target customers, I begin outreach to their Customer Success or Account Rep with the goal of scheduling an interview and signing testimonial releases.

04 — Documenting results

A testimonial doesn't become a success story until we can attach tangible results. Every great customer story should include two (and ideally more) killer stats.

05 — Writing the story

With interviews completed and results in hand, I document the success story highlighting the customer's transformative results which could only be attained using our product.