“Imagine what it would look like if…” is a phrase commonly used to cause a decision maker to consider a new path forward. When it comes to systems sales, the same phrase can be used in a meeting just as easily. In written form, the means to this end could be a white paper, case study, or use case. These documents enable a decision maker to understand how a solution worked for someone else and to imagine how it could work for her.
In this three-part series, we’ll look at case studies, use cases, and white papers, explaining the differences and benefits to your sales team.
Let’s Take a Look at Case Studies
A case study, also commonly referred to as a success story, highlights a problem that a system user was facing and the solution that addressed the challenge.
For example, if a business owner was trying to determine as early as possible when a vehicle pulled up to the front entrance gate, a systems integrator may use a cloud-based virtual guard service to solve the challenge. The integrator would then seek permission from the business owner to outline the need for a solution, the system design and installation process, and the results enjoyed by the business as a result of the system implementation. This could be increased security or even improved customer service.
The primary sections of a case study often include the executive summary, outline of client challenges, overview of results, and a summary of the benefits of working with the integrator.
The completed case study has a variety of potential uses. It can be used by the sales team in meetings as a handout when discussing a similar solution with a client. It can be used by the marketing team as content on the blog, website, or as a downloadable resource.
The case study is part of the decision-making process for prospective clients or current clients seeking new solutions. It is a piece of content that fits into the buyer’s journey at just the right time in their discovery, due diligence, and procurement processes. It may cement into their mind that the solution has been implemented successfully in the past. It provides a third-party reference source for the client to contact to verify the application details and realized safety, security, and operational benefits.
Professional Assistance
Hire Vector Firm to identify, research, and write your next case study. Our team will highlight all the key aspects of the project in the case study in a manner that resonates with your target prospects.
