Compelling Cases Success Stories
FrontRange Solutions Finds Compelling Cases an Indispensable Case Study Resource
Summary
Client
FrontRange Solutions
Type of Business
Software
Location
Colorado Springs, CO
Web site
www.frontrange.com
FrontRange Solutions Inc. develops software and solutions that allow organizations to deliver extraordinary customer relationships and service. An international market leader in customer-centric software for almost 15 years, the company is headquartered in Colorado Springs, Colorado, with offices worldwide. The company's solutions include: industry-leading GoldMine® software family for customer relationship management (CRM), team-based contact management and sales force automation; and the award-winning HEAT® software line for world-class customer service and support.
The Challenge
FrontRange Solutions aims to produce dozens of customer case studies a year featuring its two software products and covering its many targeted vertical markets. The company considers case studies an essential component in supporting its marketing and sales collateral, and in helping it place stories in the trade media.
"When a customer is evaluating our products, the best testimonial for the product is a customer who is already successfully using it," explained Lynne Dolan, Communications Manager at FrontRange. "If it's in a similar industry, it provides a 'like me' quality."
The busy in-house marketing and PR teams at FrontRange wanted to outsource the company's case study development. However, the top priority was finding a case study provider that could understand the ins and outs of their products, professionally interface with end customers and, at times, deliver completed case studies on a quick turnaround for a press tour or trade show. Ideally, FrontRange needed a case study resource that could manage the entire process, from initial contact with the satisfied end customer to writing to the customer approval phase.
The Compelling Cases Difference
All I had to do was provide Compelling Cases with a name and contact information and two weeks later, there was a case study. It just made my job so easy. I knew I was getting expert attention from a person I could trust with our valued customers.
Lynne Dolan
Communications Manager
FrontRange Solutions
Having worked with Casey Hibbard of Compelling Cases in the past, Lynne Dolan felt confident that the case study firm could produce the volume and quality of case studies that FrontRange required.
"I was always pleased with their work," Dolan said. "They turn things out in a timely manner; they have a knack for establishing a good rapport with case study subjects, which cascades into a really compelling story; and they have a good rapport with everyone on our staff."
Compelling Cases handled all case study development for both the HEAT and GoldMine products, managing up to 15 in-progress case studies at a time. The firm helped create targeted interview questionnaires, independently interviewed end customers, wrote strong cases that illustrated both the customers' needs and how the software specifically addressed those needs, then coordinated approval from the end customer.
According to Dolan, Compelling Cases' approach to case study development resulted in high-quality stories. Specifically, the firm did its homework on end customers ahead of time to understand their businesses and how they were using and benefiting from the software. Dolan also noted that Compelling Cases knew the most relevant points to highlight in the case study, pull quotes and headlines.
The engaging, clearly written case studies simplified the jobs of the PR and sales teams. "The stories were of such a high quality that they piqued the interest of many and diverse editors. And, the stories were the case studies of choice by the sales folks," Dolan said. "We ended up in key publications such as E-Week and... which was phenomenal exposure for both FrontRange and our customers."
Most importantly to Dolan, who was formally responsible for the FrontRange case study program, working with Compelling Cases brought peace of mind that projects were being handled quickly and professionally. Dolan appreciated having a solid working relationship and strong communication with her case study provider.
"Whenever I reached out my hand, there was a new case study," Dolan said. "I never had to worry whether projects were getting done. All I had to do was provide Compelling Cases with a name and contact information and two weeks later, there was a case study. It just made my job so easy. I knew I was getting expert attention from a person I could trust with our valued customers."
"Compelling Cases doesn't look at themselves as a contractor. They look at themselves as part of your team," she added.