Call a Brightcove customer. Run the full VBRICK framework. Pitch VBrick as the alternative. · ~3 minutes.
Scenario
Stakeholder you're calling
Tired, overworked, guarded. Has been burned by vendors before. Default response is to push calls to email or deflect. Only engages if you quickly prove value.
Your accent profile
VBRICK framework cheat card
1
1. Name confirmation
They answer with "Hello?" (or similar). You say their first and last name in an inquisitive tone ("Dana Whitfield?"). They confirm with "Yeah."
2
2. Help request
"Great, [first name], I was hoping you could help me out for a moment."
3
3. Qualification
"[First name], are you on the team responsible for your company's enterprise video initiatives?"
4
4a. YES path — value prop
"Okay cool. I'm with VBrick. We have a lot of customers coming to us lately due to friction from the Bending Spoons acquisition of Brightcove. Are you experiencing similar friction, or looking at alternatives?"
5
4b. NO path — referral + bridge
"Oh sorry. Would you happen to know who the best person at your company would be?" → "Great, thanks. Can I tell [name] you said hello?"
6
5. Soft close
"Either way, would it be useful if I sent you a 2-minute overview of how we replaced Brightcove at [peer customer], plus one customer reference at your scale? You can decide if it's worth 15 minutes after that."