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Other than a brief explanation of how the customer will benefit from their case study participation, you'll want to be sure to define the following steps in The Success Story Letter: The Acceptance: First, you'll need to receive internal approval from the company's marketing team. Once approved, you'll want them to send over the signed Release Form. This is also a good time to determine a timeline that meets the needs and capabilities of both teams. The Questionnaire: To ensure that you have a productive interview, you'll want to ask the participant to complete a questionnaire prior to their phone interview. This will provide your team with the foundation they need to organize the interview and get the most out of it. The Interview: Once the questionnaire is completed, someone on your team should reach out to the participant to schedule a 3. The interview will cover a series of custom questions related to the customer's experience with your product or service. The Draft Review: After the case study is composed, you'll want to send a draft to the customer to give them with an opportunity to provide feedback and edits. The Final Approval: Once any necessary edits are completed, you should send a revised copy of the case study to the customer for final approval. Don't be afraid to ask them to share the link with their network, as it demonstrates not only your ability to deliver positive result, but their impressive growth as well. Step 3: Ensure You're Asking the Right Questions. When it comes time to execute on the questionnaire and actual interview, you want to be sure that you're setting yourself up for success. In order to end up with a strong use case, it's important that you're prepared to not only ask questions, but also ask the right questions. In terms of the questionnaire, here are a few sample questions to get you started: What are your goals? What challenges were you experiencing prior to purchasing our product or service? What made our product or service stand out against our competitors? What did your decision- making process look like? How have you benefited from using our product or service? As for the phone interview, we recommend that you follow the . If you're looking to craft a compelling story, yes or no answers are going to get you nowhere. It's critical to maintain a focus on questions that invite elaboration such as . These focus areas allow us to gather enough information to put together a rich, comprehensive study. Here's a deeper dive into what these sections look like: The Customer's Business: The goal of this section is to generate a better understanding of the company's current challenges and goals, and how they fit into the landscape of their industry. How many employees do you have? What are some of the objectives of your department at this time? The Need for a Solution: In order to tell a compelling story, you need context. This helps match the customer's need with your solution. What would have happened if you did not identify a solution? Did you explore other solutions prior to this that did not work out? If so, what happened? The Decision Process: Exploring how the customer arrived at their decision to work with you helps to guide the decision- making process of potential customers. Who was involved in the selection process? What was most important to you when evaluating your options? The Implementation: Your focus should be on exploring their experience during the onboarding process. Did that meet your expectations? Who was involved in the process? The Solution in Action: The goal of this section is to better understand how the customer is using your product or service. Who is using the product or service? The Results: This is where you want to uncover impressive measurable outcomes. The more numbers, the better. In what ways does this enhance your competitive advantage? How much have you increased metrics X, Y, and Z? Step 4: Lay Out Your Case Study: Sample Case Study Format When it comes time to take all of the information you've collected and actually turn it into something, it's easy to feel overwhelmed. Where should you start? What should you include? What's the best way to structure it? To help you get a handle on the layout, we recommend focusing on building out the following seven sections: Title: Keep it short. Focus on highlighting the most compelling accomplishment. Executive Summary: This should be a 2- 4 sentence summary of the entire story. You'll want to follow it with 2- 3 bullet points that display metrics showcasing success. About: This serves as an introduction to the person or company and can be pulled from their Linked. In profile or website. Challenges: This section should include 2- 3 paragraphs describing the customer's challenges prior to using your product or service, as well as the goals that they set out to achieve. How You Helped: This section should include 2- 3 paragraphs that focus on describing how your product or service provided a solution to their problem. Their Results: This section should include 2- 3 paragraphs that prove how your product or service specifically impacted the person or company and helped them achieve their goals. Include numbers to quantify your contributions. Supporting Visuals or Quotes: Pick one or two powerful quotes that you would feature at the bottom of sections above, as well as a visual that supports the story you are telling. To help you visualize this case study format, check out the following case study template. When laying out your case study, you should be focused on conveying the information that you've gathered in the most clear and concise way possible. Make it easy to scan and comprehend, and most importantly, be sure to provide an attractive call- to- action at the bottom to provide readers with an opportunity to learn more about your product or service. Business Case Study Examples. You drove the results, made the connect, set the expectations, used the questionnaire to conduct a successful interview, and boiled down your findings into a compelling story. And after all of that, you're left with a little piece of sales enabling gold: a case study. To illustrate what you can expect the final product to look like, take a look at some of these marketing case study examples from Hub. |
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