Customer Success Stories and Case Studies
In many cases, a more comprehensive story about end customers' positive experiences and results are necessary to drive home the full, positive impact of doing business with your company. Typically one to three pages when completed, customer success stories and case studies provide detailed information about the featured customer's business and challenges, their specific need for a solution like yours, options considered, why your organization was selected, how the solution was applied in their environment and detailed end results or ROI. The customer, as well as key players from your company that were involved in the provision of your product or service, may be included in the story to highlight the depth of your approach to satisfying customer needs.
Compelling Cases is uniquely qualified to capture the most relevant details about your customers' experiences in engaging, effective customer success stories:
- Develop a thorough understanding of your sales and marketing goals and objectives in order to identify the best candidates. This includes interviews with key sales and marketing execs and a comprehensive review of current marketing collateral.
- Strategically create an interview questionnaire that effectively elicits details about end customers' experiences.
- Conduct extensive phone interviews with all relevant end customer contacts as well as professionals in your company involved with the provision of your product or service.
- Create and present stories to a point person at your organization for review.
- Deliver stories to featured end customers for review and secure final approval for use.
- Coordinate with your preferred graphic designer and/or advise on the design and presentation of your Customer Success Story.
Best for: Organizations in highly competitive markets where value distinction and differentiation are essential, and/or those that offer a product or service that's difficult to explain or requires a substantial investment on the end customer's part. In these cases, prospects need more education, more usage details and more results details to help support their buying decisions.
Marketing and sales applications: Published on your Web site, usually as PDF's, linked with relevant product or service pages. Customer Success Stories are also powerful as email attachments used in the sales process or as printed collateral for distribution to prospects or to hand out at trade shows. Many companies also leverage Customer Success Stories and Case Studies as pitching pieces to gain media interest in a story and as features in internal or external newsletters.