FastTrak Program Spotlight
Customer Success Stories: Highlighting Solutions and Results that Sell
Customer Success Stories (also called Case Studies) are a tried and true method for demonstrating your company’s ability to evaluate a client’s technology need and provide a successful plan to fulfill it. They are particularly powerful when you can showcase a current client that is in the same vertical market as a potential one, or when the technology need (i.e., virtualization, managed print services, etc.) is the same.
Think about it. Most verticals, such as healthcare, education, or professional services firms, put a lot of weight in your experience within their industry. After all, there are common denominators when it comes to deploying an IT solution within a given vertical, such as understanding of compliance issues, procurement processes, and of course, industry-specific applications.
TSRI has developed case studies or success stories for various resellers, including California Surveying and Drafting Solutions (CSDS), a leading provider of surveying, mapping, construction and wide-format printing and imaging solutions to the architectural, construction and engineering sector. “We decided to develop two case studies to assist us in demonstrating the sales and service capabilities we can provide large, multi-location firms with strict service requirements,” explained Lori Gandleman, marketing coordinator for CSDS. “We had a great relationship with a local architecture firm with offices in three states as well as with Pacific Gas & Electric, which we consider to be a “marquee” account. So those were the clients we decided to showcase.”
The end product (shown below) has become an integral part of CSDS’s sales and marketing strategy. “They are extremely beneficial to share in customer meetings and include with equipment proposals,” explains Lori. “They say there is no better referral than word of mouth and in our experience this is true.”
Bottom line results? CSDS has said that the case studies have “been instrumental in helping us land several large new accounts.” And those results speak for themselves.