Case Study is a product success story of what one company did for another company in a sales or problem solving activity. For example: “ABC Company just solved a major on-line access problem by installing XYZAccess application from Data Traffic Monitor, Inc. The net results was 90% improvement in on-line productions.”
Case Studies are among the most powerful sales tools because they are the most credible. Rather than presenting marketing hype, they demonstrate how actual customers have succeeded using the company's product(s).
Marketers and copywriters write these like short story articles announcing the success of what the product did for a certain business or company to solve an industry problem they were faced with.
The story includes the companies logo, contact information, and precise numbers and proof of this interaction between the two companies. Often they include endorsements from both companies.
Case Studies generally are written in 8 ½ x 11 handout paper form and may be included on the company's web sites.
Marketing departments of both companies involved should write the Case Study together. Request other groups involved in the study that can contribute to the story. This includes senior management that may provide a quote to use in the story.
Both companies that make up the Case Study will now have separate write ups. However keep the content the same. This will allow "spreading the wealth" around to each company's clients and prospects and provide instant references to backup the story.
Case Studies become sales brochure like collateral for the sales reps to pass on to their clients and prospects. They contain between 1000-3000 words.
Business to Business Marketing and the many items used to produce sales and revenue generation is growing everyday. Let me know what you want to see or need information on about this huge industry market. Comments are welcomed.
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