Choose an individual who has an established relationship with the customer—like a sales or account rep, or reseller partner—to contact that customer.
Make it Simple for Prospects: Keep Case Studies with Product and Services Information on Your Corporate Site»
When a prospect visits your Web site to research a product or service, they should find all the necessary materials and links right on the main product page.
The case study process shouldn’t stop with approval. Establish a formal method of thanking customers for their time and willingness to share their success stories.
If you’re reaching out to small and mid-size organizations, using big-name case studies in your marketing and sales may not always be the best approach.