RecordPoint
Customer success story program.
When I joined RecordPoint, customer stories were scarce — and ones with hard numbers? Practically nonexistent. To grow in North America, we needed proof points, stat.
RecordPoint Customer Story - Delaware Life
RecordPoint Customer Story - PG&E
RecordPoint Customer Story - City of Seattle
The Challenge
Major sales enablement gap
Sales didn’t have compelling, ready-to-use stories to reinforce messaging, handle objections, or close deals faster.
Limited social proof for a new market
Without strong North American case studies, building credibility and trust with enterprise buyers was a major hurdle.
No quantifiable customer evidence
There were few (if any) customer stories with measurable outcomes, making it hard to prove value to new prospects.
The Solution
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Partnered with Customer Success to identify high-NPS customers across North America and APAC — those most likely to share strong, authentic stories.
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Led customer conversations using a 1–2–3 punch:
1) What challenge were you facing?
2) How did RecordPoint solve it?
3) What outcomes did you achieve? -
Mapped anecdotal stories into measurable, compelling outcomes, even if it meant back-of-the-napkin math to get there.
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Evangelized the format with Sales to ensure it hit the mark. Tweaked based on feedback, then scaled the model across future stories for the Content team to take over.
The Results
7 customer stories
created in the first quarter of program launch.
100% increase
in quantifiable outcomes (vs. baseline of near-zero).
90% of AEs
actively used stories at least once a week as leave-behinds or to reinforce messaging in late-stage deals.
Amanda Laviana, Sr. Content Marketing Manager, RecordPoint
“Mekenna has a distinct ability to cut through the noise and unearth the juiciest, most meaningful bits of value.”
