How Campfire turned praise into pipeline with Verbatim

Challenge

Strong customer validation with no scalable way to activate it

Campfire helps high-growth software companies replace legacy accounting tools. Their AI-native ERP is the system of record for core accounting, revenue, and financial reporting, making buyer confidence critical.

As Growth Lead, Fiona Lewis knew their best proof already existed: their customers. Campfire users were reducing time to close from 15 to 3 days, saving up to 180 days a year — and actively sharing their results with the Campfire team.

Most of those insights, however, lived in call recordings, email threads, and Slack — out of view for the teams who needed them. “Our customers were sharing impressive results,” Fiona says, “but we weren’t capturing their sentiments in any actionable way.”

The most impactful way to leverage that enthusiasm was through case studies. By making customer wins visible and usable for the GTM team, Campfire could clearly communicate the value delivered and how finance teams are scaling operations without increasing headcount.

The problem? The lean, five-person marketing team was already covering demand gen, ads, the website, and video, leaving little bandwidth to build and maintain a high-velocity content engine. And because case studies rely on customer participation, the process also needed to feel thoughtful and respectful of their time.

So, Campfire went looking for a partner who could own the process end-to-end, write at a high level, and understand both a highly technical product and the space Campfire operates in. When looking at which companies in their orbit had particularly strong case studies, the same name kept coming up: Verbatim.

“Creating a content engine is a lot to manage over time. We needed someone who could do the project management and also deliver thoughtful writing and framing.” 

Solution

Campfire turns success stories into sales funnel assets with Verbatim

Onboarding with Verbatim was highly intentional. The team invested time upfront, starting with a full product demo, to develop the technical fluency needed to represent the company accurately. 

For Fiona, that set the tone for the entire partnership. “Taking the time to build that level of understanding was reassuring,“ she notes. “It made me confident that Verbatim was invested in representing our product well.”

Verbatim now takes ownership over every step, giving Campfire a structured case study workflow with almost no internal lift. Verbatim handles customer outreach, interview scheduling, running the calls, writing, revising, and approvals — Fiona and her team are only responsible for the initial customer introduction and feedback during revisions.

The result is clear, compelling narratives that the sales team uses to demonstrate how Campfire’s product supports critical financial operations.

One unexpected benefit is the quality of the interviews themselves. Verbatim’s interview approach is focused on helping users feel comfortable while sharing detailed, meaningful insights. “We’re always mindful of the time we’re asking customers to give,” Fiona explains. “So seeing those conversations handled in a thoughtful way is great.”

Beyond the deliverables, Verbatim has become a trusted extension of the Campfire team. Thanks to clear communication and a shared understanding of product positioning, Fiona and her team can focus on demand generation, campaigns, and other core marketing initiatives, knowing their customer stories are being handled with care.

"Our sales team loves having case studies. We also get prospects on discovery calls telling us they’ve seen what our other clients are doing, which tells us the content Verbatim creates is working.”

Results

Campfire boosts win rate by 8% with credible customer proof

With Verbatim, Campfire demonstrates what more efficient financial operations look like in practice — the proof they need to go toe-to-toe with established competitors.

• 4 strategic case studies delivered per quarter
• 100% of prospects engage with Verbatim case studies
• 8 hours saved per month
• 8% win rate boost

As Campfire scales into new verticals and geographies, Fiona sees case studies serving as the key to building credibility and authority with new buyers.

“As we expand, having trusted customers vouch for us is huge. Verbatim helps us build that authority in new spaces.”