How Ziplines Turned Customer Stories Into a 24/7 Sales Engine—Without Adding Headcount
Client: Ziplines (formerly GreenFig)
Industry: Online Education
Engagement: 3+ years
Stories Created: 30+ and counting
Watch the trailer below or click here to see the full customer video interview with Luke Wallace.
Client: Ziplines (formerly GreenFig)
Industry: Online Education
Engagement: 3+ years
Stories Created: 30+ and counting
Watch the trailer to the right or click here to see the full video interview with Luke Wallace.
What’s covered:
- How a lean marketing team turned testimonials into a scalable growth engine
- Why video stories beat sales scripts (and admissions teams) at converting skeptical buyers
- The surprising campaign result that outperformed their control by 40%
A Trust Problem in a High-Stakes Funnel
When your product requires a real commitment of time and money—like enrolling in an intensive online course—every hesitation in your funnel hurts.
Luke Wallace, CMO of then-GreenFig (now Ziplines), knew that better than most. His team had strong courses, a sharp acquisition funnel, and a product students loved—but trust was still the sticking point.
“It’s always challenging to get people to fully understand what the experience is going to be like, what the value proposition is going to be… People need to truly believe what they’re going to get before they sign on the dotted line.”
For a while, Ziplines relied on internal teams and freelance editors to cobble together testimonials. The results were inconsistent—and not scalable.
“The quality was subpar. It was usable, but just not great. And it took way too long to coordinate. It wasn’t sustainable.”
That’s when Luke heard about TeraLeap on a podcast. And everything clicked.
From Painful DIY to Scalable Storytelling
TeraLeap offered something Luke hadn’t seen before: a turnkey, high-quality video testimonial system. One that didn’t just save time—but elevated performance across the funnel.
“It cost us basically the same from a resource and time standpoint to do this ourselves. But the product and outcome wasn’t nearly as good. And we couldn’t make it repeatable.”
Since that first engagement in 2022, TeraLeap has become Ziplines’ go-to partner for video testimonials. We’ve now collaborated on over 30 videos, including persona-targeted stories, program-specific reels, and multi-customer compilations.
And unlike one-off projects, Ziplines runs a rolling cadence—so their social proof evolves as their product and personas do.
A Hands-Off System That Actually Delivers
For Ziplines’ lean team, simplicity mattered just as much as quality.
“My favorite thing about it is that it’s pretty hands off. I can just trust that if I get a customer to schedule an appointment with TeraLeap, I’ll end up with an edited video… I know I’m going to have a consistent quality product.”
That consistency let Luke’s team plug stories into nearly every part of their funnel:
Paid ads: A/B tests using testimonial videos
Landing pages: Build trust without scrolling
Email nurture: Overcome objections mid-funnel
FAQs: Embed video answers from real users
“In one case, the TeraLeap video we used had about a 40% improvement in click-through rate over our control.”
The Strategic Impact
Beyond the metrics, Ziplines’ leadership sees the difference.
“Video testimonials ultimately alleviate doubt… which improves conversion rate and ultimately nets out to improving the bottom line.”
And perhaps more importantly?
“TeraLeap gives me time back that I can focus on the rest of my marketing funnel and driving performance and growth.”
Modern buyers want to self-educate and avoid sales calls. Ziplines’ has found a way to meet that demand—without adding headcount or sacrificing quality.
What’s Next
After partnering with TeraLeap for the past several years, they now have a library of 30+ deal closing video stories. As Zipline continues to grow and expand into new verticals, they’re planning to further segment and personalize their testimonial content—matching stories to personas more precisely.
“Being able to send the right testimonial to the right customer at the right point in the funnel… that’s the next big opportunity.”
Why TeraLeap?
“I’d recommend TeraLeap for anybody looking to find a turnkey, cost-effective way to create video testimonials on an ongoing basis—to improve conversion and ultimately net to the bottom line.”
It takes a lot of work to get a great video testimonial.
Luckily - you don’t
have to do any of it.
Book a short call and get all your questions answered.
Discover how to get the "yes"
Getting your customers to say “yes!” to a video testimonial can be a challenge. In fact, it’s the most common complaint we hear – so we created a helpful guide and video series for you.
Get access to our 3-part video series and guide that includes:
- Best practices for extracting that elusive ‘yes’
- Suggestions on how to systematize the process for instant buy-in
- 5 data-backed email templates that make it easy
- Additional outreach tactics to dramatically increase your odds
