In 2015 and 2016, I was Prophix Software’s Customer Stories Manager. (I love that title, and I’m pretty sure I haven’t heard it since.) Long story short, that means I served as Prophix's signature storyteller, working with Finance leaders to tell their stories and build storytelling programs to influence sales and increase retention.

I produced more than 40 customer video stories during this time, to brand Prophix and increase prospect interest. Most of these videos explain how innovative Finance teams automated their budgeting, forecasting, financial reporting, and operational planning. Our work helped to expand accounts like Mattress Firm, Atlantic Methanol Production Company, Myriad Genetics, and Neogen Corporation.

In 2015, Prophix’s Marketing leadership recognized the opportunity to partner more closely with the Sales team and take our show on the road. Shake Shack was a new customer at the time, so we decided to host events at Shack Shack locations in big cities around America. We advertised these events as “Burgers, Beer & Budgeting.”

Our audiences were comprised of existing customers and prospects—principally Chief Financial Officers and their Finance or Accounting teams. I would play videos that spotlighted industries relevant to our customer prospects in the audience; a Sales Engineer would demo the software; and then a sales rep or I would interview a customer. We also ate burgers. We would often follow these events with visits to customer prospects in the area, and the events were successful in helping move late stage prospects to becoming customers. ROI!

After we phased out the events in 2016, we used a virtual format called Coffee Talks to deliver similar messaging online.

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