Post Archive: Managing the Process with Customers
Where Do You Find Customer Successes?»
It can be tough to find customer successes within your customer base. Online customer forums help organizations uncover those stories, says Alexandra Tursi of Kelliher Samets Volk. Her recent blog. . .
Don’t Leave Customers in the Dark»
I’ve had a week filled with customer permission and approval issues. It’s often the toughest part of the case study process. With one client, it became apparent that we needed. . .
Legal Release Form: Going the Way of the Dodo?»
I’ve noticed an interesting trend the past year as I manage customer case studies for my clients. Increasingly, companies are eschewing a legal release form once used to get customers’. . .
The Ever-Important “Saved” Interview Questionnaire»
I was reminded again today just how important it is to have a written set of interview questions saved for each product/service I develop customer stories for. A hospital contact. . .
Turn Case Studies Back to Customers – Quickly!»
In managing customer stories, I’ve noticed an odd phenomenon: Customers often mirror the level of urgency of the vendor company in reviewing and approving their stories. Here’s what I mean:. . .
How About Suggesting ROI to Featured Customers?»
I just wrote a customer story where the interview subject was somewhat reserved. His company hasn’t used the software for all that long, so he spoke conservatively about the benefits. . .
Help Customers Nominate Themselves»
Finding willing customer story candidates is often challenging for companies. What about letting customers nominate themselves? I just read a blog posting by an electronic timesheets company that was basically. . .
When You Need 2 Versions of the Same Case Study»
A sales rep I’m assisting with a case study has two objectives: sell network management software to other U.S. divisions of a major account, and sell to other companies like. . .
PR: Stepping Stone to a Case Study?»
Selling anyone on anything is usually a process. The same goes for convincing customers to be featured in a customer case study. Sometimes you have to baby-step customers toward sharing. . .
Remind Customers of the Benefits of Case Studies»
I hear it all the time…”We have an amazing customer story, but just can’t get them to agree to be a case study…” Many companies name customer participation as the. . .
When You Need that Story Approved- Yesterday»
Patience is a necessary part of the customer story process, especially when you’re waiting for a customer to approve a written draft. Today, one of my clients needed a freshly. . .
