B2B Lead Generation | Case Study Worksheet

I’ve been researching a fast-growing software company in Colorado. On their website, they had a few “customer success stories.” But they were atrocious - mainly shilling product. They were product brochures rather than customer case studies.

It was clear to me that the junior marketing person who created their success stories had no idea what she was doing.

To help companies create better case studies - as they are a critical element in B2B lead generation programs, I decided to share a Find New Customers case study worksheet, so B2B sellers like the one in Colorado have the tools to create good case studies on each customer profile. The key is using a systematic approach and collecting the right information.

This is just one of many Free Tools found at Find New Customers.

How to Create a Great Case Study

When desiring to create a customer case study, the best approach is to interview the client using a worksheet like this. By collecting the right information, you’ll make the creation of a compelling case study much easier.

With your submittal, please provide as many images as you can, such as logos, executives, products, etc.

Section 1 – The Challenge
Fundamental Facts
Company Name ______________________________
Location ____________________________________
Industry ____________________________________
Annual Revenue _____________________________
Number of Employees ________________________

What did the client/customer/subject want (the challenge)? (Be specific)
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Why does the challenge matter (the stakes)?
Stakes can be something positive – that you wish to attain, like profits, savings, fame, etc. They can also be negative – a thing you wish to overcome or avoid, such as costs, layoffs, taxes, pain, etc. Ensure you clarify what the challenge means to the client.
______________________________________________________________________
______________________________________________________________________
______________________________________________________________________
______________________________________________________________________
______________________________________________________________________

Section 2 – The Solution
What exactly did our products/services do for/to address the client’s challenge?

The key here is to paint a very clear idea in the reader’s mind of exactly how the client solved their problems using your company’s products or services. This is where you tell the story of what the client did.
______________________________________________________________________
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We hope you found this worksheet helpful. We appreciate comments and those who share.

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“If more companies listened to (Find New Customers) a lot more would be sold.”