case study about sale

100+ Case Study Examples for Sales and Marketing

Browse through a wide range of case study templates from various industries.

Imagine you come home after a long, tiring week of work, and you decide to satiate your taste buds by ordering a delicious, exotic dish. What would be your further course of action? Let us guess - you pull out your phone, log in to your favourite on-demand food delivery platform, search for the dish you're looking for, and hit the order button. Oh, wait! We missed out a crucial action that most of us perform while ordering a palate from a new food outlet – Rating & reviews!  

The first instinct that each one of us has when we subscribe to a new product or service is to get validation or proof from others.

In this post, we talk about one such crucial marketing collateral that provides  proof  to your prospects – Case Studies.

What is a Case Study?

Case studies are an indispensable tool for providing proof of quality and utility. They help demonstrate exactly what you have done to help other customers or clients attain their goals. They're sure to draw potential clients because they establish the factor of faith in the ability of your products or services.

To some, case studies may seem dull and boring, but it remains an integral part of a content marketing strategy for almost every B2B company. A content marketing report states that 70% of B2B marketers believe case studies are an effective tool for the content marketing mix.

How long should your case study be? 

If you type this query into the Google search bar, the answer that pops up on your screen is 500 to 1500 words. Although this is fairly ideal, it is important to note that there is no hard and fast rule for the word limit of a case study. Like everything else in Marketing, the answer is - it depends. 

Depends on various factors like the industry you’re writing the case study for, the narrative you’re building, the audience you’ll cater to and the like. 

Case studies are primarily built to generate an in-depth understanding of why exactly prospects should choose your product. In today’s world, where all content consumers have an attention span of roughly 7 seconds (if not lesser) - getting them to read a case study that’s nothing less than 500 words requires skill, to say the least. 

The length of a case study depends on the following factors :

Target audience

Identifying the target audience for your case study is the first and foremost step of the writing process. Who will be reading this case study and how do you tailor it to fit their flow of reading? It’s no big secret that everyone’s attention span varies. (We hear you. Do people even have an attention span these days?) 

Thanks to the myriad of visual content available in abundance, going through a 50-word post, let alone a 500-word case study, might be an arduous task for most people. However, this massively depends on the target audience and the industry your client belongs to. 

Case studies provide deep insight into your product/service and give potential customers one, if not more, solid reasons to get onboard. 

Formulating your case study based on these parameters will result in the best outcomes. 

For example, if your product caters directly to the general public (B2C) , then your case studies have to be short, precise and to the point. It has to provide just the right amount of information to put forth about your company, the services you offer, its features and benefits. Hence, these case studies can be anywhere between 100-300 words. 

On the other hand, formulating a case study for a B2B audience will require more detailed insights, examples, solution-oriented steps, and overall contain highly compelling research. This is solely because the individuals reading our case studies will be established business professionals looking to invest a good amount in your product . These case studies can extend up to 1500 words . 

Purpose of the case study 

The second factor/question to keep in mind is, “Why are we writing this case study?”. Here we cannot help but think of the famous quote - “You can’t understand someone until you’ve walked a mile in their shoes.” 

It’s safe to say that this quote is applicable to almost every situation in life. Especially while selling a product. Or, attempting to do so. In this stage, you need to take into consideration 3 very important factors :  

At which point of the sales process are we sending out this case study?

For starters, case study content changes according to the various points of the sales process it is being sent out during. The content required for a case study at the beginning of the sales process differs from the content required for a case study when the deal is about to be closed. 

Case studies sent out at the beginning of the sales process focus on the following :

• Recognition of your company/brand  
• An insight into your company & what you do 
• A generic overview of what your product offers 

Hence, these case studies can range anywhere from 300-500 words.

Case studies sent out at the end of the sales process focus on the following :

• Presenting a precise problem faced by a client
• Presenting how your company provided a solution for the same 
• The process
• Use-case specific insights

Hence, the sky’s the (word) limit with these case studies. The length that narrates to your prospect that your company is the best solution is the length you stop at. 

What do we want our readers to take away from this case study?

The length of your case study also majorly depends on the point you want to put forth in your case study. Are you trying to simply establish brand identity? Are you talking about a new campaign run by your company? Or is it a case study showcasing the work you did for a specific client? 

What medium are we sending the case study via? 

The medium through which your case study is being sent is a key point while determining the length of your case study. 

Let us throw in a quick example here. We are in the midst of our relentless online shopping phase and our package has finally arrived. Obviously, we can’t wait to go through the contents of the package (Because which order even is this?) - Doesn’t it make the unpacking process much easier when the packaging is precise and easy to open? Who wants loads of duct tape and clunky wrapping? It instantly puts us off, and we might even decide to open it later.  Similarly, the medium via which you send your case study and the presentation of it matters a lot. 

Here are some of the methods through which you can send your case study :

A good ol’ fashioned e-mail

“I’ll send across an email” is a phrase most of us have probably used more than our names. And, that’s fine. 

Sending your case studies and other documents through email has unmistakably been the go-to method for the longest time. Even so, sending your documents and case studies via email have its pros and cons. 

If you include a number of attachments, your prospects might have a hard time going back and forth between the document and email to open it up. The best option, in this case, is to include a single case study and make it crisp & concise in order to avoid shuffling between tabs. So, we’d say a single case study, about 500 words. 

A personalized storyboard

Personalized. Pretty. Extremely easy to go through. Nothing against emails, but imagine sending your case studies in a personalized collection that is exclusive to your reader, gives them a binge-worthy experience with your case studies, enables them to pick up exactly where they left off and much more. 

With a presentation like this, we’re sure the length of your case study isn’t going to stop readers from going through the contents of your case study.

Types of Case Studies

Case studies can be broadly classified into the following categories:

1. Third-Person Case Studies

An external agency primarily publishes this type of case study. This external research & consulting firm validates the solution provided by your company to your customers and publishes the same on its website.

2. Explanatory Case Studies

Explanatory case studies are primarily descriptive studies. They typically use one or two instances of a phenomenon or event to show the existing solution. Explanatory case studies primarily exist to familiarize the unfamiliar situation to prospects and give them a brief overview of the subject.

3. Instrumental Case Study

To gain insight into a phenomenon, an instrumental case study is deployed. The focus of this type of case study is not on the results but on the phenomenon. It tries to make the prospects discern the relationship between the phenomenon and its solution.

4. Implementation Case Study

This is perhaps the most important type of case study for a content marketer. It encompasses how your business went about executing the solution of a customer's challenge.

Case studies are the best example of marketing collateral used during the consideration stage and are used to showcase the success stories of your company. They can be written as single-page or multi-page documents.

Steps to writing a case study solution

Crafting the headline.

Headlines are the hellos in the world of writing. Just as a simple hello can help gain surface-level insight into a person, a headline establishes just that about a piece of written content. 

The first step to drafting a case study is also to pick a suitable headline. 

The headline of a case study has to include the following elements :

• The name of the company
• The use case
• The results
• Quantitative data (all about the numbers)

Let’s go with a fictional take on this - 

Let’s say you have a company, “Mattleberg Associates."

Mattleberg Associates offer consultative tools and guidance to understand, buy and adopt marketing technology tools for an enterprise. If Mattleberg Associates is to write a case study on how their product benefited a client of theirs, Acme Corporation , and upped their sales turnover by 70% , 

This is how the case study should ideally be titled : 

Acme Corp’s Sales Turnover Increased by 70% - Meet the Mattleberg MarTech Tool that made it possible. 

By glancing at this case study title, the reader gets an insight into the company (Mattleberg), the client (Acme Corp), the use case (Increasing sales turnover), the industry (Sales and Marketing) and the outcome (A 70% increase). 

Highlighting the challenge/situation 

In this part of the case study, the problem is made aware to the reader. This is where we let the reader know that “Hey, there was a grave situation taking place, and this is how it played out.”. 

In this part, you have to mention : 

• The challenge that was present
• The root cause of the problem 
• Statistics about the same 

Arriving at the solution

This part of your case study has to be your company’s stellar introduction.

In this part of the case study, you will include :

• How the client arrived at your company 
• The process of how the client fixed on your company (yay!)
• The executives involved in the process 

Behold! The results

Quantitative results .

This indicates the end of the case study. This is the part you indicate that Happily Ever After was made possible. Here is where you include all of the magical numbers that were a result of your company’s product/service, the remarkable results of the process and the outcome. 

Qualitative results

Remember when Spotify allowed 6500 of their employees to work from anywhere in the world? 

Now, fast forward to a year later; Spotify has released a statement saying their turnover rate dropped and they’re doing great! 

Here’s another example of how a qualitative result approach can be included in your case studies. This is the tie between quantitative and qualitative results. They go hand in hand. 

Tying this back to the topic, while writing a case study and mentioning the end results, it is important to also mention how the process eased the lives of the team, resulting in joy in the workplace and so on. This, in return, can directly result in quantitative results. :)

Best Practices to implement while writing a Case Study

More often than not, content marketers find it a herculean task to create a case study that is intriguing for their prospects. Here are 5 easy tips to make your case studies less boring, and more engaging.

1. Incorporate visuals in your case study

Multimedia can make your case studies more engaging and provide you with a means to connect with auditory and visual learners. Here are two ways in which you can incorporate multimedia in your case study:

• Include pictures, charts, and infographics to interpret a story out of the content-heavy data.
• Incorporate videos in your case studies and use them throughout your integrated marketing communication.

2. Prioritize firsthand knowledge over second-hand evidence

Case studies are stories. And stories can be narrated aptly only when you get real firsthand insights from the customer. Hence, to write a good case study, all you need is an excellent customer interview. Refrain from writing case studies based on resources such as testimonial quotes, videos, email, and so on.

It will only make your case studies time-consuming and difficult (or dare we say boring?).

3. Use slide-in call-to-action in lieu of pop-ups

Huge pop-ups can be annoying to the readers. Hence, marketers should try to use slide-in call-to-action that does the same job without distracting your prospects.

4. Don't be keen on listing the problem statement/challenge

Get into the shoes of your prospects while writing the challenge section. Most businesses often commit the mistake of writing the problem of a case study that caters to a narrow audience. To effectively hook a broader target audience , you should address the problem by considering the perspective of different prospects and write a detailed and compelling challenge . Your case study's first sentence should always address a broad business issue, and provide the reader with context.

5. Improve the tone of the customer quotes

Being a case study writer, you should not be transfixed on strictly reproducing all the customer quotes as it is - that is what a reporter does. As a case study writer, you should embellish the customer quotes in a way that makes their point effective. However, the altered quote should not drift away from the actual customer quote and should live up to the spirit of the customer's statement.

Examples of Case Studies

Here is a list of the finest examples of case studies across each sector with our commentary on a handpicked few to further ease your process of writing a case study.

To give you a holistic understanding of different types of case studies, we have collated the best templates from each industry.

• Aviation and Defense 
• Banking, Financial Services and Insurance (BFSI)
• Energy & Utility
• Healthcare and Life Sciences
• Manufacturing
• Technology and Services
• Telecommunications

Best Case Study Examples for Aviation, Aerospace & Defense Sector

While there are over 10+ example case studies that have been handpicked for the Aviation, Aerospace and Defence sector, we are highlighting only about 2 of them for a quick reference on why it works and most importantly, we like them.

1. Electromagnetic Solutions | Leonardo

Type of case study : Explanatory

Leonardo, first, defined their electromagnetic solutions and then furnished an explanatory case study to further enlighten their target audience to the solution they offer. They provided their prospects with a lucid explanation of the phenomenon with their solution in this case study.

2. Indira Gandhi International Airport | Collins Aerospace

Type of case study: Implementation

This case study is one of the best templates you will find in the aviation & defence sector. Two reasons make it exceptional. First, Collins has tailored the case study in a way that it can collaborate with direct marketing efforts . The case study is brief, yet gives a clear explanation of how it went about executing the solution. Also, the testimonial Collins took from Delhi International Airport Ltd., explained in a nutshell, the outstanding results they produced.

Best Case Study Examples for BFSI Sector

While there are over 10+ example case studies that have been handpicked for the BFSI sector, we are highlighting only about 2 of them for a quick reference on why it works and most importantly, we like them.

1. Implementing a Complete Target-Date Fund Solution |  JPMorgan Chase

Type of case study: Explanatory

Writing a case study in the sector of financial services is tricky, to say the least. If you are looking to benchmark a case study, this should undoubtedly be the one. JPMorgan deep-dived to explain the needs of the client and listed out the top investment priorities. After that, the cast study introduced the unique solution offered to give their prospects a gist of the same. 

2. Global Inventory Management | Broadridge

Broadridge created a stellar case study by incorporating a testimonial, visuals, and an elaborate solution together. The cast study went one step ahead by talking about how it will utilize this opportunity to build Broadridge's future solutions.

Best Case Study Examples for Energy & utilites Sector

While there are over 10+ example case studies that have been handpicked for the Energy & Utilities sector, we are highlighting only about 2 of them for a quick reference on why it works and most importantly, we like them.

1. Creating Value through Technology and Innovation | Canadian Natural Resources Limited (CNRL)

Type of case study: Instrumental

This case study focuses more on the different technologies offered by CNRL. What makes this case study unique is that the brand has included various collaborations for each technology and clearly demarcated the status of each technique. The usage of visuals and quantifiable results is spot on!

2. City of Monterey Park | Engie

Engie has produced a phenomenal template for a case study in the energy sector. Prospects could better relate to this kind of a case study because it includes multiple testimonials alongside the images of the solution which can serve as the best catalyst for prospects in the consideration stage of the buyer journey.

Best Case Study Examples for Healthcare & Life Sciences Sector

While there are over 10+ example case studies that have been handpicked for the Healthcare and Life-sciences sector, we are highlighting only about 2 of them for a quick reference on why it works and most importantly, we like them.

1. BD Vacutainer | Becton Dickinson and Company

BD did a fantastic job of quantifying its success in solid numbers. They have incorporated the same in their headline to make it a worthy read for a prospect. Furthermore, they included a separate "results" section which listed out the benefits and illustrated the same using a bar graph. These best practices help a prospect digest text-heavy content easily.

2. Helping Biopharma Companies Unravel the Many Facets of the Oncology Market | McKesson Corporation

This template is an excellent example of an instrumental case study in the healthcare sector. McKesson takes the onus on them to educate the healthcare industry on the oncology market. It provides vital insights into how the biopharma industry can leverage McKesson's resources and excel in oncology.

Best Case Study Examples for Logistics Sector

While there are over 10+ example case studies that have been handpicked for the Logistics sector, we are highlighting only about 2 of them for a quick reference on why it works and most importantly, we like them.

1. Inventory Optimization Case Study | Neovia Logistics

Type of case study: Third-Person

This case study serves as a great template of collaboration with other organizations to deliver a customized solution for your customer. Neovia Logistics and SAP Service Parts Planning worked in unison to provide a top-notch solution for inventory management. This template makes a brilliant usage of coloured theme and an engaging dashboard to display the results lucidly.

2. Building a better distribution model to accommodate rapid growth | FedEx Corporation

FedEx adopts a customer-centric approach in this case study and explains the challenges faced by the customer in detail. It elaborately explains how the problems of temperature-sensitive products of the clients were dealt with. This type of case study can prove to be very useful as a marketing communication  for a client dealing in a similar sector.

Best Case Study Examples for Manufacturing Sector

While there are over 10+ example case studies that have been handpicked for the Manufacturing sector, we are highlighting only about 2 of them for a quick reference on why it works and most importantly, we like them.

1. Twilight River Cruises | Mitsubishi Electric

The testimonial and the embedded hyperlinks (that redirects to their product range) make this case study stand apart from others. Mitsubishi Electric has ensured that the client furnishes a well-crafted testimonial that makes the prospects acquire faith in their prowess.

2. Danfoss' Digital Journey and Strategic Approach to MES | Siemens

This is, by far, the best template we have discovered in the manufacturing sector. It ticks all the boxes for writing a stellar case study – slide-in CTAs (call-to-action), integration with social media, an excellent testimonial, captivating visuals, and a consistent theme. You do not want to miss this out!

Best Case Study Examples for Technology & Services Sector

While there are over 10+ example case studies that have been handpicked for the Technology & Services sector, we are highlighting only about 2 of them for a quick reference on why it works and most importantly, we like them.

1. FreshDesk - Case Study | Chargebee

The best thing about this case study is that Chargebee incorporated testimonials from different departments and individuals. The case study uses crisp headlines and explains the challenge in detail before jumping the gun to mention the results.

2. Aspire Systems Provides Data Integration Services  | Aspire Systems

For a technical product/software, it is important to know where to use technical keywords and where to use plain, simple language. Aspire Systems did a fantastic job of creating different sections for a summary (in plain language) and a tech snapshot (where they mention the suite of data management products). It also included an image of the system architecture to educate their prospects on the process and solutions.

Best Case Study Examples for Telecommunications Sector

While there are over 10+ example case studies that have been handpicked for the Telecommunications sector, we are highlighting only about 2 of them for a quick reference on why it works and most importantly, we like them.

1. Managed Network Services | Telkomtelstra

Incorporating video testimonials in the case study is one of the best practices to be followed to create a compelling case study; and, Telkomtelstra has done that precisely. The practice of integrating social media in your overall content marketing strategy never fails to fetch you brownie points!

2. Supporting the community with a mobilized workforce | Rogers Communications Inc.

Rogers Communications has adopted the strategy of assigning a dedicated page for case studies. It has also integrated social media and slide-in CTAs buttons, in this case study, for enhanced engagement. A unique practice that Rogers embraced in this case study was to mention the details of the current services with that particular client. You may want to consider this strategy while writing your upcoming case study!

Strategies to leverage the power of Case Studies 

On the same lines, let us now deep-dive into how content marketers can leverage the power of case studies to their full potential. Mentioned below are some of the strategies you can use to incorporate case studies into your organization's overall integrated marketing communications strategy.

1. Highlight the case studies on a dedicated page

When B2B customers search online for your goods and services, they will search for your company's websites as well as your rivals' websites. So make sure the case studies on your website are easy to find. Refrain from categorizing them in the section of "downloads" or "resources" list, or hiding them so profoundly that visitors need to find them on your search facility.

Offer multiple paths that will lead them directly to the stories of customers that most interest them. Feature your homepage with a recent case study. Ask your webmaster to set up a display that will generate a different case study each time the visitor clicks on a new page or returns to a given page.

Be sure to provide a link where more case studies can be found by the visitor, in case the story does not match the interests of the visitor.

2. Include case studies in white papers

Do you have a case study showing how a client used your product or service to solve a widespread problem in the industry? If so, you have the building blocks for an effective white paper . Case studies and effective white papers share the same basic structure: challenge/solution.

You will need to develop the problem section further, examine previous solutions and why they are not working, and present your solution as part of a generic class.

However, once you have described your solution, you can introduce your particular product by means of an abbreviated version of your case study.

3. Include case studies in press releases

The company press releases are the perfect platform to share customer stories with prospects, customers, partners, and employees. The case studies in your prospect press releases allow you to highlight your solutions and the different verticals that you represent.

This helps to develop trust over time. In addition, case studies are great for keeping partners informed about how customers use your solutions. You'll support their sales efforts by providing customers with new ideas that they can present. You'll also keep them excited about your partnership, as well as about your products and services.

4. Collaborate your direct marketing efforts with case studies

Many of the most popular all-time direct mail promotions start with a story. Stories are enthralling. They promise entertainment and news. Of course, they gain our attention. Hence, a well-written case study for a newsletter or a direct mail campaign can be an excellent lead material.

Moreover, with a lead drawn from a recent case study, you'll not only get the attention of your prospects right away but also establish credibility with a real-world illustration of what your company has done for others already.

5. Consolidate your SEO strategy with case studies

Case studies can be among the best content types to attract attention from search engines. Phrases of keywords are the SEO currency . And if well-written, it is most likely that your case studies will include several instances of keywords and phrases relevant to the product or service they feature.

Make sure you incorporate the links and meta tags to boost the search engine rankings. Google attaches great importance to links, so be sure to link back to your case studies from press releases, blog posts, and discussion forums that refer to them. Encourage your clients to link your website to their success stories.

Even meta tags can improve your search rankings. Ensure that the title and description tags are used well by including your target keywords in them.

6. Collaborate your case studies with your social media marketing strategy

Social media provides a range of platforms to distribute case studies to your target audience. You can post a link to your latest case studies on Twitter, LinkedIn, and other platforms. Forums are another excellent platform way to promote your customer success.

Trade associations and LinkedIn Groups provide thousands of tightly focused discussions across the entire spectrum of interests in the industry. And most of these forums will let you post links, making it easy to reach specific audiences.

Case studies are vital building blocks for your brand’s social currency. With the right balance between data and a compelling narrative, case studies go a long way in positioning your brand as the ideal choice in the minds of your prospects.

So before you rule out this collateral as mundane and boring, ask yourself again - would you order from a restaurant that is not backed by good reviews and ratings?

Other interesting blogs that might help bolster your content marketing strategy:

100+ Best Examples of Press Release Templates

100+ Brochure Examples for Sales and Marketing

100+ Testimonial Examples for Sales and Marketing

The Best White Paper Examples for B2B Marketers      

• Case Study Templates
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• Content Marketing

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The 22 Best Case Study Examples That Boost Sales (+ Templates and Tips)

Jackie Jacobson | June 29, 2023 | Case Studies | 20 min read

Quick Links

• 1.   What Is It?
• 2.   Why They're Important
• 3.   Case Study Length
• 4.   Where Do I Put Them?
• 5.   Case Study Format
• 6.   How to Write One
• 7.   Examples
• a.   PDF
• b.   Online

The Best Case Study Examples

• 1.  Adobe: Royal Bank of Scotland
• 2.  BrightEdge: Stanley
• 3.  LeadGnome: Host Analytics
• 4.  Bitly: Vissla
• 5.  Taboola: The Line
• 6.  OutBrain: Lane Bryant
• 7.  Google Analytics: Optimizely
• 8.  LinkedIn: HubSpot
• 9.  LevelEleven: Staples
• 10.  Life Size: Rackspace
• 11.  Five9: Weed Man
• 12.  LogMeIn: Extent Technologies
• 13.  Red Hat: North Carolina State Websites
• 14.  VMWare: CenturyLink
• 15.  HPE: Mendix
• 16.  Gravitate: Global Expeditions Group
• 17.  IDEO: INFARM
• 18.  Forge and Smith: Happy Planet
• 19.  CoSchedule: English Heritage
• 20.  Slack: OpenAI
• 21.  Square: The Epicurean Trader
• 22.  Bluleadz: BandGrip

Building an effective content marketing strategy that can take your prospects through every stage of the buyer's journey means creating a variety of content.

From relevant, informative blog content to engaging webpages, landing pages, whitepapers, and emails, a comprehensive content marketing strategy should run deep.

One powerful, but often underused, piece of content is the case study .

What Is a Case Study?

A case study acts a narrative, featuring real-world situations where certain products or services are used in a way that demonstrates their value. They are a special type of thought leadership content that brands can use in marketing and sales to guide their target audience to the decision stage of their buyer's journey . Engaging case studies walk prospects through how a real life customer identified a specific pain point , started using your product or service, and overcame that pain point while reaping additional benefits.

A case study is a unique type of thought leadership content that tells a story.

Case studies are narratives that feature real world situations or uses of products or services to demonstrate their value. A well written case study will follow a customer as they define a problem, determine a solution, implement it, and reap the benefits.

Case studies offer readers the ability to see a situation from the customer's perspective from beginning to end. 

Need an example of a case study? Check out some of our case studies here !

Why case studies are important.

A marketing case study is one of the most compelling content items in your sales funnel .

It’s the perfect way to guide people into and through the decision phase, when they have the best options laid out on the table and they’re ready to puzzle through that final selection.

Because of this, case studies are uniquely useful as bottom of the funnel content .

By the time prospects are ready to read case studies, they have a nuanced grasp of the problem in front of them. They also have a good selection of potential solutions and vendors to choose from.

There may be more than one option that’s suitable for a given situation. In fact, there usually is. But there’s just one option that fits the prospect best. The challenge is figuring out which one.

Since B2B decision makers aren’t mind readers, they need content to bridge the gap between “what they know about your solution” and “what they know about their own business.” The case study does that by showing how a similar customer succeeded.

The more similar the prospect is to the customer in the case study, the more striking it will be.

For that reason, you might want to have a case study for every buyer persona you serve. And naturally, case studies pertain to specific products or services, not your whole brand.

So, you could find yourself with multiple case studies for each buyer type.

However, the effort is worth it, since case studies have a direct impact on sales figures.

How Long Should a Case Study Be?

Honestly, the more to-the-point you can be in a case study, the better.

Great case studies should pack a lot of meaning into a small space. In the best examples, your reader can grasp the single main idea of each page in a short paragraph or two.

Each detail should build on the next, so they’ll keep moving forward until the end without getting distracted.

Sure, it’s no Dan Brown novel, but if you do it right, it’ll still be a real page-turner.

Note: Some businesses will have a brief case study in PDF form to use as sales collateral then a longer form, more in-depth version of the same case study on their website. In this case, it can be normal to write a lengthier case study.

Where Should I Put My Case Studies?

Anywhere you want, really!

Ideally, you should upload case studies somewhere on your website so new leads coming to your site have the opportunity to see just how kickass your business is at driving revenue and results for your current customers.

Whether it's an online case study or a PDF version, making your successes available to the public can prove just how valuable your efforts are.

Plus, make sure every member of your sales team has access to your case studies so they can use them as sales collateral to send to prospects and opportunities! A quick PDF attachment to a sales email can be very convincing.

It can also help to sprinkle links and CTAs to your case studies throughout your content:

The Best Case Study Format

• Introduction: Provide context for the story.
• Challenge: Describe the primary issue being faced.
• Solution: Identify the product or service being used.
• Benefit: Emphasize the most impactful advantages.
• Result: Detail the specific outcomes the customer earned.

Like press releases, case studies often fall into a certain specific format.

While it’s not required that you have all of the possible topics in a particular order, picking a consistent format will help you accelerate production down the road. It also makes your content easier to read.

Many B2B businesses use the following approach:

• Introduction: sets the stage by providing context for the situation.
• Challenge: discusses the key problem that the customer was facing.
• Solution: a basic overview of the product or service the customer used.
• Benefit: recaps the solution’s top advantages – why it was the right choice.
• Result: the positive business outcome arising from the solution and benefits.

This formula gives you enough flexibility to highlight what’s most important about your enterprise, solution, and the customer you’re showcasing.

At the same time, it ensures that your team will know exactly what information they need to compile to design case studies in the future.

It also serves as an intuitive trail of breadcrumbs for your intended reader.

How to Write a Case Study

1. Ask Your Client/Customer for Approval.

This first step is crucial because it sets the layout for your entire case study. 

If your client or customer gives the ok to use their name and information, then you can add as much detail as you want to highlight who they are, what you helped them do, and the results it had.

But, if they would rather remain anonymous or want you to leave out any specific details, you’ll have to find a way to keep your information more generalized while still explaining the impact of your efforts.

2. Gather Your Information.

Like any good story, a marketing case study has a beginning, middle, and end. Or, you could think of it as “before, during, and after.”

Before: The Problem

Your case study will always open by presenting a problem suffered by one of your clients.

This part of the study establishes what’s at stake and introduces the characters – your company, the client company, and whichever individual decision makers speak for each side.

During: The Solution

Once you define the problem, the next step presents your offering, which serves as the answer to the dilemma.

Your product or service is, in a very real sense, the hero of the story. It catalyzes the change, which you describe in terms of your features, advantages, and other differentiators.

After: The Result

In the final step, you discuss the “happy ending” brought about by your solution.

Returning to the “stakes” you established at the very start, you expand on how much better things are thanks to your intervention. You want prospects to imagine themselves enjoying that level of success.

3. Get a Quote.

Of course, a study about two corporations isn’t very interesting on its own. The best case studies personify the protagonists, including the vendor and the client company, by having plenty of quotes peppered throughout the entire story.

Naturally, the business problem to be solved is the big, bad villain here, so you want the client (and preferably, your own team as well) to weigh in on that problem: How complex it is, what solving it would mean, and what not solving it would cost.

Then, as the situation turns around, testimonials become essential.

Naturally, the longest, most emphatic testimonial should come from the top decision maker. But you should aim to include a glowing quote from many different stakeholders – representing the full cast of “characters” who might be making consensus buying decisions around your solution.

Note: Don’t use a testimonial or quote if your case study is anonymous. 

4. Find Some Compelling Graphics.

A case study isn’t a whitepaper: You shouldn’t be trudging through page after page of text.

In fact, some of the most powerful case studies establish their own vivid, graphics-heavy style – looking a lot more like an infographic, or even a magazine, than traditional B2B marketing collateral.

Color blocks , strong contrasts, skyscraper photography, and hero shots are all on the table when it comes to case studies. The more data you have to convey, the more creative you should be in presenting it so it can be understood at a glance. 

15 Great Examples of Offline Case Studies

1. adobe: royal bank of scotland.

This study focuses on the solutions Adobe provided for the Royal Bank of Scotland. Their top challenges included fostering a culture of data driven decision making, eliminating disjointed systems, and delivering digital experiences that are relevant and easy to use.

Adobe's approach resulted in a 20 percent increase in conversion, as well as improved internal communications, faster optimization, and a reduction of their content management footprint. 

2. BrightEdge: Stanley

In 2015, Stanley consolidated two separate brand web properties into one site. The process needed to mitigate traffic disruption, improve traffic, and increase organic search results.

The results? Almost 40 percent of keywords Stanley ranked for were on the first page of organic results, and the company generated a 100 percent lift in revenue, thanks to support from the BrightEdge platform.

3. LeadGnome: Host Analytics

Host Analytics moved to an account based marketing strategy in 2015. They noticed that the marketing efforts were limited by a large number of low quality needs.

Their problem was solved when they used an automated email marketing approach from LeadGnome to nurture and qualify leads via email marketing.

4. Bitly: Vissla

Vissla is an online ecommerce company with a need to understand big data across multiple marketing platforms.

Bitly provided a a way to consolidate data and literally link channels together to display all information on a single dashboard.

5. Taboola: The Line

The Line is an online boutique that offers shoppers a unique experience and showcases products that can be found at their brick and mortar store in NYC's Soho neighborhood. Their goal was to increase first time visitors to their site.

Taboola offers a product that drives first time users. The result? Over 72 million impressions within three months, and email subscriber growth of 12 percent.

6. OutBrain: Lane Bryant

Lane Bryant, the leading retailer for women sized 14 – 28, launched a campaign designed to celebrate all women and redefine the traditional notion of sexy with a simple message – ALL women are sexy.

The goal was to amplify the campaign and drive traffic and engagement.

The result? OutBrain used media amplification to take the campaign viral, resulting in over 48,500,000 impressions in just two weeks!

7. Google Analytics: Optimizely

Optimizely is a leading online A/B testing and user experience optimization platform that offers innovative data-driven marketing solutions to maximize user experience and keep them coming back for more. 

The challenge they faced was better identifying page views to determine where customers are in the buying cycle.

The solution was provided by using data from Google Analytics Premium to successfully move leads through the sales funnel.

8. LinkedIn Marketing Solutions: HubSpot

HubSpot, in search of quality leads, turned to LinkedIn Marketing Solutions to engage with marketing professionals in small to medium sized businesses, targeting them with ebooks, webinars, and how-to guides. Sponsored organic content appeared in members' LinkedIn feeds.

The result: 400 percent more leads within their target audience than efforts on other platforms.

9. LevelEleven: Staples

LevelEleven helped Staples focus their teams on the critical sales activities that matter.

The end result? Their team developed a better understanding of the KPIs that matter and experienced a 182 percent increase in key selling activities.

10. LifeSize: Rackspace

Rackspace is a world leader in hybrid cloud computing with offices throughout the world. The challenge was collaborating and communicating across offices.

The approach? LifeSize created a video solution to build stronger relationships across international offices.

11. Five9: Weed Man

Five years ago, the lawn care company Weed Man had an idea -- If their phone-based reps could connect with more prospects, more decisions would result, without adding sales reps.

The solution? Five9 assisted Weed Man with migrating their data to the cloud. This case study shows why SMBs like Weed Man should store business data on the cloud for CRM.

12. LogMeIn: Extent Technologies

One of the better, more concise case study examples, this one page synopsis clearly defines the challenges and goals of Extent.

It explores how LogMeIn provided effective solutions and produced stellar results, including a boost in staff productivity, an increase in first contact resolution rate, and an improvement in overall service. 

13. Red Hat: North Carolina State Websites

Under mandate from the governor, the North Carolina Department of Information Technology needed to update state websites to overcome complex processes and limited technical resources.

The resulting solutions from Red Hat reduced maintenance times and lowered staffing costs.

14. VMWare: CenturyLink

This study addresses the complexities of cloud hosted infrastructure. One element of all case study examples is to educate perspective clients about the services and products offered.

This study takes a complex subject and makes it easy to understand, while clearly outlining the solutions VMWare can provide.

15. Hewlett Packard Enterprise: Mendix

This study breaks down another complex subject: rapid hosted cloud app development.

HPE links to additional content so readers can gain even more knowledge about the subject and the solutions HPE offers.

7 of the Best Online Case Studies

1. gravitate: global expeditions group.

This case study is a great example of how to break up a detailed case study for an easier read.

Gravitate starts off by introducing their client, Global Expeditions Group (GXG), to give visitors a little background into what they do. They then dive straight into what their role was in helping GXG with a robust content marketing strategy.

What catches your eye at the beginning of this case study is the results. Rather than forcing readers to find out the impact of their efforts at the very end, they call out some major statistics and improvements that they helped GXG achieve. It's a great way to entice readers to keep them wanting to learn just how they did it.

Gravitate did a great job breaking up their rather long case study. Since it focuses on an entire content marketing strategy, they put various parts of their case study into separate sections, from their rebranding efforts to their website design and copywriting.

2. IDEO: INFARM

What we like so much about IDEO's case study about INFARM is that it reads just like a simple blog post – there's no sections and no busy graphics. While this doesn't work for everyone, it really matches the vibe of IDEO's brand.

This case study is short, sweet, and to the point, with the largest elements on the page being the images and a quote. At the very top, they outline the entire case study in two small sections – the challenge and the outcome.

What we like about this particular case study is how IDEO talks about what's next for INFARM. Beyond the typical problem-solution-result structure, they took it one step further to talk about the future and what INFARM plans on doing next. 

3. Forge and Smith: Happy Planet

Forge and Smith effectively uses real mockups and examples from the work they did for Happy Planet to showcase their work in action.

This case study is perfectly designed into multiple modules to break up chunks of text into three phases. They start off with the objectives they set in place for their website design and development work for Happy Planet, which is pretty unique for a case study.

What's great about this case study is the opportunity to view the finished website. A hyperlink isn't just hidden within the text forcing you to dig around looking for it; it's called out right then and there to let you view their finished work on the Happy Planet website.

Another great feature is the option to view a previous case study or all the case studies if you're interested. No need to locate the main page, you have direct access! 

4. CoSchedule: English Heritage

CoSchedule treats their case studies as customer stories, highlighting who their customers are and how their platform was able to help them. Their case study on English Heritage is simple to view and comprehend.

On the left, there is a customer spotlight on English Heritage, complete with a company logo, brief description, industry, company size, size of the marketing team, and more. These little details help give you a better idea of who the company is.

Then, on the right side of the screen, is a blog-like case study.

Rather than breaking up their message into the standard format, CoSchedule calls out the results that English Heritage has seen since switching to CoSchedule. Within each result, they touch on the challenge they had before CoSchedule then the lasting impact it created.

Throughout the case study, CoSchedule includes relevant screenshots and impactful quotes from English Heritage employees. This helps readers visualize what they are talking about.

5. Slack: OpenAI

Artificial Intelligence (AI) tools have quickly claimed center stage in the digital world. Slack is one business that hopped on the bandwagon and incorporated AI generated assistance into their platform, and this case study tells a story of success using modern technology.

In this case study , Slack relies heavily on testimonials to share the impact that OpenAI has made on their product. The story of Slack and OpenAI is told directly to readers by the people who experienced the partnership and how it can improve user experience for all kinds of businesses. Sharing a success story in this way makes the whole case study feel much more personal than just providing a list of statistics. 

When customers read through the case study, they'll get to know perspectives from multiple people, hopefully coming across one that really resonates with them. 

6. Square: The Epicurean Trader

The Epicurean Trader case study featured on the Square website follows the tried and true structure for a closer look into a success story. First, this case study introduces The Epicurean Trader and what problems they were facing as a retail business. 

The next section of the case study discusses the solution proposed by Square and the implementation of their products as The Epicurean Trader expanded their business. Finally, this case study concludes with notable impacts as a result of using Square's software, including revenue growth and comparisons to standards set within the industry. 

Reading through this case study, you'll join The Epicurean Trade on their journey to enhance their retail practices. Thanks to testimonials from the owner of the business, you'll also get an inside look at how this brand was able to grow with some help from Square. 

Overall, this case study example is clear, concise, and easy to follow. Readers will get to know a highlighted business and how Square stepped in to resolve a problem they were facing. 

7. Bluleadz: BandGrip

We couldn't  not pat our own backs for recently publishing a case studies page on our website.

Bluleadz often uses case study PDFs as sales collateral to send to qualified prospects. While we used these PDF designs internally, we wanted to make sure our client success stories were available to everyone coming to our site.

Thus, our case study page was born.

Our BandGrip case study really sticks out to us. We start off by introducing who BandGrip is, who they serve, and what they do.

Then, we highlight the struggles they were having with getting demo sign-ups on their page. We included relevant quotes from the CEO to show their need for a solution.

We then begin to outline all the pre-show and post-show tactics that we implemented to help them tackle their challenge and earn them more demo sign ups. Landing page screenshots and other various graphics help readers visualize what we were able to do.

Toward the end of the case study, we highlight the impact of our efforts, calling out some of the major statistics. 

Highlight Your Past Successes to Attract Future Business

Each of these case study examples does an excellent job of outlining the challenges, solutions, and results provided. If you are building a portfolio of case studies, use these excellent examples for inspiration and format.

Once you master the art of the case study, you’ll find it’s packed with marketing power, giving you a huge ROI for the time you put into creating it.

If your leads have been falling off in the decision phase, a marketing case study may be just what you need.

Case studies are a powerful tool in your content marketing arsenal, so why not create one today? Click below to create your very own case study!

General FAQ

What is a case study.

Case studies are narratives that feature real-world situations or uses of products or services to demonstrate their value. A well-written case study will follow a customer as they define a problem, determine a solution, implement it, and reap the benefits.

The more to-the-point you can be in a case study, the better. Case Studies typically range from 500 words to 1,500 words depending on what's getting highlighted.

What Format Should My Case Study Be In?

Typically, a case study contains an introduction, a challenge, a solution, a benefit, and a result.

Why are Case Studies Important?

Case studies allow businesses to showcase how their product or service has been implemented successfully by their customers. It allows businesses to show how their product/service is actually used and the impact that it can have.

Jackie Jacobson

Jackie is a Copywriter at Bluleadz. She graduated from Elon University with a degree in Creative Writing and is currently living in Charlotte, NC. If you need her, you can find her exploring the city or relaxing with a good book.

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28 Case Study Examples Every Marketer Should See

Published: March 08, 2023

Putting together a compelling case study is one of the most powerful strategies for showcasing your product and attracting future customers. But it's not easy to create case studies that your audience can’t wait to read.

In this post, we’ll go over the definition of a case study and the best examples to inspire you.

What is a case study?

A case study is a detailed story of something your company did. It includes a beginning — often discussing a conflict, an explanation of what happened next, and a resolution that explains how the company solved or improved on something.

A case study proves how your product has helped other companies by demonstrating real-life results. Not only that, but marketing case studies with solutions typically contain quotes from the customer. This means that they’re not just ads where you praise your own product. Rather, other companies are praising your company — and there’s no stronger marketing material than a verbal recommendation or testimonial. A great case study is also filled with research and stats to back up points made about a project's results.

There are myriad ways to use case studies in your marketing strategy . From featuring them on your website to including them in a sales presentation, a case study is a strong, persuasive tool that shows customers why they should work with you — straight from another customer. Writing one from scratch is hard, though, which is why we’ve created a collection of case study templates for you to get started.

Fill out the form below to access the free case study templates.

Free Case Study Templates

Showcase your company's success using these three free case study templates.

• Data-Driven Case Study Template
• Product-Specific Case Study Template
• General Case Study Template

You're all set!

Click this link to access this resource at any time.

There’s no better way to generate more leads than by writing case studies . But without case study examples to draw inspiration from, it can be difficult to write impactful studies that convince visitors to submit a form.

Marketing Case Study Examples

To help you create an attractive and high-converting case study, we've put together a list of some of our favorites. This list includes famous case studies in marketing, technology, and business.

These studies can show you how to frame your company offers in a way that is both meaningful and useful to your audience. So, take a look, and let these examples inspire your next brilliant case study design.

These marketing case studies with solutions show the value proposition of each product. They also show how each company benefited in both the short and long term using quantitative data. In other words, you don’t get just nice statements, like "This company helped us a lot." You see actual change within the firm through numbers and figures.

You can put your learnings into action with HubSpot's Free Case Study Templates . Available as custom designs and text-based documents, you can upload these templates to your CMS or send them to prospects as you see fit.

1. " How Handled Scaled from Zero to 121 Locations with the Help of HubSpot ," by HubSpot

What's interesting about this case study is the way it leads with the customer. That reflects a major HubSpot cornerstone, which is to always solve for the customer first. The copy leads with a brief description of why the CEO of Handled founded the company and why he thought Handled could benefit from adopting a CRM. The case study also opens up with one key data point about Handled’s success using HubSpot, namely that it grew to 121 locations.

Notice that this case study uses mixed media. Yes, there is a short video, but it's elaborated upon in the other text on the page. So while your case studies can use one or the other, don't be afraid to combine written copy with visuals to emphasize the project's success.

Key Learnings from the HubSpot Case Study Example

• Give the case study a personal touch by focusing on the CEO rather than the company itself.
• Use multimedia to engage website visitors as they read the case study.

2. " The Whole Package ," by IDEO

Here's a design company that knows how to lead with simplicity in its case studies. As soon as the visitor arrives at the page, they’re greeted with a big, bold photo and the title of the case study — which just so happens to summarize how IDEO helped its client. It summarizes the case study in three snippets: The challenge, the impact, and the outcome.

Immediately, IDEO communicates its impact — the company partnered with H&M to remove plastic from its packaging — but it doesn't stop there. As the user scrolls down, the challenge, impact, and progress are elaborated upon with comprehensive (but not overwhelming) copy that outlines what that process looked like, replete with quotes and intriguing visuals.

Key Learnings from the IDEO Case Study Example

• Split up the takeaways of your case studies into bite-sized sections.
• Always use visuals and images to enrich the case study experience, especially if it’s a comprehensive case study.

3. " Rozum Robotics intensifies its PR game with Awario ," by Awario

In this case study, Awario greets the user with a summary straight away — so if you’re feeling up to reading the entire case study, you can scan the snapshot and understand how the company serves its customers. The case study then includes jump links to several sections, such as "Company Profile," "Rozum Robotics' Pains," "Challenge," "Solution," and "Results and Improvements."

The sparse copy and prominent headings show that you don’t need a lot of elaborate information to show the value of your products and services. Like the other case study examples on this list, it includes visuals and quotes to demonstrate the effectiveness of the company’s efforts. The case study ends with a bulleted list that shows the results.

Key Learnings from the Awario Robotics Case Study Example

• Create a table of contents to make your case study easier to navigate.
• Include a bulleted list of the results you achieved for your client.

4. " Chevrolet DTU ," by Carol H. Williams

If you’ve worked with a company that’s well-known, use only the name in the title — like Carol H. Williams, one of the nation’s top advertising agencies, does here. The "DTU," stands for "Discover the Unexpected." It generates interest because you want to find out what the initials mean.

They keep your interest in this case study by using a mixture of headings, images, and videos to describe the challenges, objectives, and solutions of the project. The case study closes with a summary of the key achievements that Chevrolet’s DTU Journalism Fellows reached during the project.

Key Learnings from the Carol H. Williams Case Study Example

• If you’ve worked with a big brand before, consider only using the name in the title — just enough to pique interest.
• Use a mixture of headings and subheadings to guide users through the case study.

5. " How Fractl Earned Links from 931 Unique Domains for Porch.com in a Single Year ," by Fractl

Fractl uses both text and graphic design in their Porch.com case study to immerse the viewer in a more interesting user experience. For instance, as you scroll, you'll see the results are illustrated in an infographic-design form as well as the text itself.

Further down the page, they use icons like a heart and a circle to illustrate their pitch angles, and graphs to showcase their results. Rather than writing which publications have mentioned Porch.com during Fractl’s campaign, they incorporated the media outlets’ icons for further visual diversity.

Key Learnings from the Fractl Case Study Example

• Let pictures speak for you by incorporating graphs, logos, and icons all throughout the case study.
• Start the case study by right away stating the key results, like Fractl does, instead of putting the results all the way at the bottom.

6. " The Met ," by Fantasy

What's the best way to showcase the responsiveness and user interface of a website? Probably by diving right into it with a series of simple showcases— which is exactly what Fantasy does on their case study page for the Metropolitan Museum of Art. They keep the page simple and clean, inviting you to review their redesign of the Met’s website feature-by-feature.

Each section is simple, showing a single piece of the new website's interface so that users aren’t overwhelmed with information and can focus on what matters most.

If you're more interested in text, you can read the objective for each feature. Fantasy understands that, as a potential customer, this is all you need to know. Scrolling further, you're greeted with a simple "Contact Us" CTA.

Key Learnings from the Fantasy Case Study Example

• You don’t have to write a ton of text to create a great case study. Focus on the solution you delivered itself.
• Include a CTA at the bottom inviting visitors to contact you.

7. " Rovio: How Rovio Grew Into a Gaming Superpower ," by App Annie

If your client had a lot of positive things to say about you, take a note from App Annie’s Rovio case study and open up with a quote from your client. The case study also closes with a quote, so that the case study doesn’t seem like a promotion written by your marketing team but a story that’s taken straight from your client’s mouth. It includes a photo of a Rovio employee, too.

Another thing this example does well? It immediately includes a link to the product that Rovio used (namely, App Annie Intelligence) at the top of the case study. The case study closes with a call-to-action button prompting users to book a demo.

Key Learnings from the App Annie Case Study Example

• Feature quotes from your client at the beginning and end of the case study.
• Include a mention of the product right at the beginning and prompt users to learn more about the product.

8. " Embracing first-party data: 3 success stories from HubSpot ," by Think with Google

Google takes a different approach to text-focused case studies by choosing three different companies to highlight.

The case study is clean and easily scannable. It has sections for each company, with quotes and headers that clarify the way these three distinct stories connect. The simple format also uses colors and text that align with the Google brand.

Another differentiator is the focus on data. This case study is less than a thousand words, but it's packed with useful data points. Data-driven insights quickly and clearly show how the value of leveraging first-party data while prioritizing consumer privacy.

Key Learnings from the Think with Google Case Study Example

• A case study doesn’t need to be long or complex to be powerful.
• Clear data points are a quick and effective way to prove value.

9. " In-Depth Performance Marketing Case Study ," by Switch

Switch is an international marketing agency based in Malta that knocks it out of the park with this case study. Its biggest challenge is effectively communicating what it did for its client without ever revealing the client’s name. It also effectively keeps non-marketers in the loop by including a glossary of terms on page 4.

The PDF case study reads like a compelling research article, including titles like "In-Depth Performance Marketing Case Study," "Scenario," and "Approach," so that readers get a high-level overview of what the client needed and why they approached Switch. It also includes a different page for each strategy. For instance, if you’d only be interested in hiring Switch for optimizing your Facebook ads, you can skip to page 10 to see how they did it.

The PDF is fourteen pages long but features big fonts and plenty of white space, so viewers can easily skim it in only a few minutes.

Key Learnings from the Switch Case Study Example

• If you want to go into specialized information, include a glossary of terms so that non-specialists can easily understand.
• Close with a CTA page in your case study PDF and include contact information for prospective clients.

10. " Gila River ," by OH Partners

Let pictures speak for you, like OH Partners did in this case study. While you’ll quickly come across a heading and some text when you land on this case study page, you’ll get the bulk of the case study through examples of actual work OH Partners did for its client. You will see OH Partners’ work in a billboard, magazine, and video. This communicates to website visitors that if they work with OH Partners, their business will be visible everywhere.

And like the other case studies here, it closes with a summary of what the firm achieved for its client in an eye-catching way.

Key Learnings from the OH Partners Case Study Example

• Let the visuals speak by including examples of the actual work you did for your client — which is especially useful for branding and marketing agencies.
• Always close out with your achievements and how they impacted your client.

11. " Facing a Hater ," by Digitas

Digitas' case study page for Sprite’s #ILOVEYOUHATER campaign keeps it brief while communicating the key facts of Digitas’ work for the popular soda brand. The page opens with an impactful image of a hundred people facing a single man. It turns out, that man is the biggest "bully" in Argentina, and the people facing him are those whom he’s bullied before.

Scrolling down, it's obvious that Digitas kept Sprite at the forefront of their strategy, but more than that, they used real people as their focal point. They leveraged the Twitter API to pull data from Tweets that people had actually tweeted to find the identity of the biggest "hater" in the country. That turned out to be @AguanteElCofler, a Twitter user who has since been suspended.

Key Learnings from the Digitas Case Study Example

• If a video was part of your work for your client, be sure to include the most impactful screenshot as the heading.
• Don’t be afraid to provide details on how you helped your client achieve their goals, including the tools you leveraged.

12. " Better Experiences for All ," by HermanMiller

HermanMiller sells sleek, utilitarian furniture with no frills and extreme functionality, and that ethos extends to its case study page for a hospital in Dubai.

What first attracted me to this case study was the beautiful video at the top and the clean user experience. User experience matters a lot in a case study. It determines whether users will keep reading or leave. Another notable aspect of this case study is that the video includes closed-captioning for greater accessibility, and users have the option of expanding the CC and searching through the text.

HermanMiller’s case study also offers an impressive amount of information packed in just a few short paragraphs for those wanting to understand the nuances of their strategy. It closes out with a quote from their client and, most importantly, the list of furniture products that the hospital purchased from the brand.

Key Learnings from the HermanMiller Case Study Example

• Close out with a list of products that users can buy after reading the case study.
• Include accessibility features such as closed captioning and night mode to make your case study more user-friendly.

13. " Capital One on AWS ," by Amazon

Do you work continuously with your clients? Consider structuring your case study page like Amazon did in this stellar case study example. Instead of just featuring one article about Capital One and how it benefited from using AWS, Amazon features a series of articles that you can then access if you’re interested in reading more. It goes all the way back to 2016, all with different stories that feature Capital One’s achievements using AWS.

This may look unattainable for a small firm, but you don’t have to go to extreme measures and do it for every single one of your clients. You could choose the one you most wish to focus on and establish a contact both on your side and your client’s for coming up with the content. Check in every year and write a new piece. These don’t have to be long, either — five hundred to eight hundred words will do.

Key Learnings from the Amazon AWS Case Study Example

• Write a new article each year featuring one of your clients, then include links to those articles in one big case study page.
• Consider including external articles as well that emphasize your client’s success in their industry.

14. " HackReactor teaches the world to code #withAsana ," by Asana

While Asana's case study design looks text-heavy, there's a good reason. It reads like a creative story, told entirely from the customer's perspective.

For instance, Asana knows you won't trust its word alone on why this product is useful. So, they let Tony Phillips, HackReactor CEO, tell you instead: "We take in a lot of information. Our brains are awful at storage but very good at thinking; you really start to want some third party to store your information so you can do something with it."

Asana features frequent quotes from Phillips to break up the wall of text and humanize the case study. It reads like an in-depth interview and captivates the reader through creative storytelling. Even more, Asana includes in-depth detail about how HackReactor uses Asana. This includes how they build templates and workflows:

"There's a huge differentiator between Asana and other tools, and that’s the very easy API access. Even if Asana isn’t the perfect fit for a workflow, someone like me— a relatively mediocre software engineer—can add functionality via the API to build a custom solution that helps a team get more done."

Key Learnings from the Asana Example

• Include quotes from your client throughout the case study.
• Provide extensive detail on how your client worked with you or used your product.

15. " Rips Sewed, Brand Love Reaped ," by Amp Agency

Amp Agency's Patagonia marketing strategy aimed to appeal to a new audience through guerrilla marketing efforts and a coast-to-coast road trip. Their case study page effectively conveys a voyager theme, complete with real photos of Patagonia customers from across the U.S., and a map of the expedition. I liked Amp Agency's storytelling approach best. It captures viewers' attention from start to finish simply because it's an intriguing and unique approach to marketing.

Key Learnings from the Amp Agency Example

• Open up with a summary that communicates who your client is and why they reached out to you.
• Like in the other case study examples, you’ll want to close out with a quantitative list of your achievements.

16. " NetApp ," by Evisort

Evisort opens up its NetApp case study with an at-a-glance overview of the client. It’s imperative to always focus on the client in your case study — not on your amazing product and equally amazing team. By opening up with a snapshot of the client’s company, Evisort places the focus on the client.

This case study example checks all the boxes for a great case study that’s informative, thorough, and compelling. It includes quotes from the client and details about the challenges NetApp faced during the COVID pandemic. It closes out with a quote from the client and with a link to download the case study in PDF format, which is incredibly important if you want your case study to be accessible in a wider variety of formats.

Key Learnings from the Evisort Example

• Place the focus immediately on your client by including a snapshot of their company.
• Mention challenging eras, such as a pandemic or recession, to show how your company can help your client succeed even during difficult times.

17. " Copernicus Land Monitoring – CLC+ Core ," by Cloudflight

Including highly specialized information in your case study is an effective way to show prospects that you’re not just trying to get their business. You’re deep within their industry, too, and willing to learn everything you need to learn to create a solution that works specifically for them.

Cloudflight does a splendid job at that in its Copernicus Land Monitoring case study. While the information may be difficult to read at first glance, it will capture the interest of prospects who are in the environmental industry. It thus shows Cloudflight’s value as a partner much more effectively than a general case study would.

The page is comprehensive and ends with a compelling call-to-action — "Looking for a solution that automates, and enhances your Big Data system? Are you struggling with large datasets and accessibility? We would be happy to advise and support you!" The clean, whitespace-heavy page is an effective example of using a case study to capture future leads.

Key Learnings from the Cloudflight Case Study Example

• Don’t be afraid to get technical in your explanation of what you did for your client.
• Include a snapshot of the sales representative prospects should contact, especially if you have different sales reps for different industries, like Cloudflight does.

18. " Valvoline Increases Coupon Send Rate by 76% with Textel’s MMS Picture Texting ," by Textel

If you’re targeting large enterprises with a long purchasing cycle, you’ll want to include a wealth of information in an easily transferable format. That’s what Textel does here in its PDF case study for Valvoline. It greets the user with an eye-catching headline that shows the value of using Textel. Valvoline saw a significant return on investment from using the platform.

Another smart decision in this case study is highlighting the client’s quote by putting it in green font and doing the same thing for the client’s results because it helps the reader quickly connect the two pieces of information. If you’re in a hurry, you can also take a look at the "At a Glance" column to get the key facts of the case study, starting with information about Valvoline.

Key Learnings from the Textel Case Study Example

• Include your client’s ROI right in the title of the case study.
• Add an "At a Glance" column to your case study PDF to make it easy to get insights without needing to read all the text.

19. " Hunt Club and Happeo — a tech-enabled love story ," by Happeo

In this blog-post-like case study, Happeo opens with a quote from the client, then dives into a compelling heading: "Technology at the forefront of Hunt Club's strategy." Say you’re investigating Happeo as a solution and consider your firm to be technology-driven. This approach would spark your curiosity about why the client chose to work with Happeo. It also effectively communicates the software’s value proposition without sounding like it’s coming from an in-house marketing team.

Every paragraph is a quote written from the customer’s perspective. Later down the page, the case study also dives into "the features that changed the game for Hunt Club," giving Happeo a chance to highlight some of the platform’s most salient features.

Key Learnings from the Happeo Case Study Example

• Consider writing the entirety of the case study from the perspective of the customer.
• Include a list of the features that convinced your client to go with you.

20. " Red Sox Season Campaign ," by CTP Boston

What's great about CTP's case study page for their Red Sox Season Campaign is their combination of video, images, and text. A video automatically begins playing when you visit the page, and as you scroll, you'll see more embedded videos of Red Sox players, a compilation of print ads, and social media images you can click to enlarge.

At the bottom, it says "Find out how we can do something similar for your brand." The page is clean, cohesive, and aesthetically pleasing. It invites viewers to appreciate the well-roundedness of CTP's campaign for Boston's beloved baseball team.

Key Learnings from the CTP Case Study Example

• Include a video in the heading of the case study.
• Close with a call-to-action that makes leads want to turn into prospects.

21. " Acoustic ," by Genuine

Sometimes, simple is key. Genuine's case study for Acoustic is straightforward and minimal, with just a few short paragraphs, including "Reimagining the B2B website experience," "Speaking to marketers 1:1," and "Inventing Together." After the core of the case study, we then see a quote from Acoustic’s CMO and the results Genuine achieved for the company.

The simplicity of the page allows the reader to focus on both the visual aspects and the copy. The page displays Genuine's brand personality while offering the viewer all the necessary information they need.

• You don’t need to write a lot to create a great case study. Keep it simple.
• Always include quantifiable data to illustrate the results you achieved for your client.

22. " Using Apptio Targetprocess Automated Rules in Wargaming ," by Apptio

Apptio’s case study for Wargaming summarizes three key pieces of information right at the beginning: The goals, the obstacles, and the results.

Readers then have the opportunity to continue reading — or they can walk away right then with the information they need. This case study also excels in keeping the human interest factor by formatting the information like an interview.

The piece is well-organized and uses compelling headers to keep the reader engaged. Despite its length, Apptio's case study is appealing enough to keep the viewer's attention. Every Apptio case study ends with a "recommendation for other companies" section, where the client can give advice for other companies that are looking for a similar solution but aren’t sure how to get started.

Key Learnings from the Apptio Case Study Example

• Put your client in an advisory role by giving them the opportunity to give recommendations to other companies that are reading the case study.
• Include the takeaways from the case study right at the beginning so prospects quickly get what they need.

23. " Airbnb + Zendesk: building a powerful solution together ," by Zendesk

Zendesk's Airbnb case study reads like a blog post, and focuses equally on Zendesk and Airbnb, highlighting a true partnership between the companies. To captivate readers, it begins like this: "Halfway around the globe is a place to stay with your name on it. At least for a weekend."

The piece focuses on telling a good story and provides photographs of beautiful Airbnb locations. In a case study meant to highlight Zendesk's helpfulness, nothing could be more authentic than their decision to focus on Airbnb's service in such great detail.

Key Learnings from the Zendesk Case Study Example

• Include images of your client’s offerings — not necessarily of the service or product you provided. Notice how Zendesk doesn’t include screenshots of its product.
• Include a call-to-action right at the beginning of the case study. Zendesk gives you two options: to find a solution or start a trial.

24. " Biobot Customer Success Story: Rollins College, Winter Park, Florida ," by Biobot

Like some of the other top examples in this list, Biobot opens its case study with a quote from its client, which captures the value proposition of working with Biobot. It mentions the COVID pandemic and goes into detail about the challenges the client faced during this time.

This case study is structured more like a news article than a traditional case study. This format can work in more formal industries where decision-makers need to see in-depth information about the case. Be sure to test different methods and measure engagement .

Key Learnings from the Biobot Case Study Example

• Mention environmental, public health, or economic emergencies and how you helped your client get past such difficult times.
• Feel free to write the case study like a normal blog post, but be sure to test different methods to find the one that best works for you.

25. " Discovering Cost Savings With Efficient Decision Making ," by Gartner

You don't always need a ton of text or a video to convey your message — sometimes, you just need a few paragraphs and bullet points. Gartner does a fantastic job of quickly providing the fundamental statistics a potential customer would need to know, without boggling down their readers with dense paragraphs. The case study closes with a shaded box that summarizes the impact that Gartner had on its client. It includes a quote and a call-to-action to "Learn More."

Key Learnings from the Gartner Case Study Example

• Feel free to keep the case study short.
• Include a call-to-action at the bottom that takes the reader to a page that most relates to them.

26. " Bringing an Operator to the Game ," by Redapt

This case study example by Redapt is another great demonstration of the power of summarizing your case study’s takeaways right at the start of the study. Redapt includes three easy-to-scan columns: "The problem," "the solution," and "the outcome." But its most notable feature is a section titled "Moment of clarity," which shows why this particular project was difficult or challenging.

The section is shaded in green, making it impossible to miss. Redapt does the same thing for each case study. In the same way, you should highlight the "turning point" for both you and your client when you were working toward a solution.

Key Learnings from the Redapt Case Study Example

• Highlight the turning point for both you and your client during the solution-seeking process.
• Use the same structure (including the same headings) for your case studies to make them easy to scan and read.

27. " Virtual Call Center Sees 300% Boost In Contact Rate ," by Convoso

Convoso’s PDF case study for Digital Market Media immediately mentions the results that the client achieved and takes advantage of white space. On the second page, the case study presents more influential results. It’s colorful and engaging and closes with a spread that prompts readers to request a demo.

Key Learnings from the Convoso Case Study Example

• List the results of your work right at the beginning of the case study.
• Use color to differentiate your case study from others. Convoso’s example is one of the most colorful ones on this list.

28. " Ensuring quality of service during a pandemic ," by Ericsson

Ericsson’s case study page for Orange Spain is an excellent example of using diverse written and visual media — such as videos, graphs, and quotes — to showcase the success a client experienced. Throughout the case study, Ericsson provides links to product and service pages users might find relevant as they’re reading the study.

For instance, under the heading "Preloaded with the power of automation," Ericsson mentions its Ericsson Operations Engine product, then links to that product page. It closes the case study with a link to another product page.

Key Learnings from the Ericsson Case Study Example

• Link to product pages throughout the case study so that readers can learn more about the solution you offer.
• Use multimedia to engage users as they read the case study.

Start creating your case study.

Now that you've got a great list of examples of case studies, think about a topic you'd like to write about that highlights your company or work you did with a customer.

A customer’s success story is the most persuasive marketing material you could ever create. With a strong portfolio of case studies, you can ensure prospects know why they should give you their business.

Editor's note: This post was originally published in August 2018 and has been updated for comprehensiveness.

Don't forget to share this post!

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Business Advisor

Cracking the Sales Code: Lessons from 8 Sales Case Studies

While HubSpot’s sales report shows a decent close rate of 29%, the lower win rate of 21% suggests inefficiencies. This gap indicates that unqualified leads are likely slipping through the cracks, requiring a closer look at lead qualification and potentially a sales process refinement to improve conversion rates.

Challenges in selling may have many reasons:

• Selling has become more challenging with the changes in consumer behavior.
• Salespeople’s selling techniques are not as effective anymore as they were years ago.
• The supply of products and/or services offered has saturated the market
• The sales distribution has spread thinly among individual salespeople.

The journey from prospect to conversion is a maze of challenges, and within these challenges lie the keys to mastering the art of sales. 

To address these challenges and others, sales case studies offer valuable insights. Let’s delve into eight specific sales scenarios—selling something readily available for free, navigating crowded markets, approaching small and medium businesses with high-value solutions, tackling overseas sales, engaging with informed consumers, navigating long sales cycles, introducing emerging technologies, and overcoming price objections.

Each case study offers valuable lessons to be learned and applied to improve your sales strategy. The book, “ Built to Sell: Creating a Business That Can Thrive Without You ” provides essential guidance on transforming a business into a sellable asset by focusing on scalability and systematization. Integrating insights from this book into sales case studies offers valuable perspectives on how strategic planning and operational efficiency can lead to sustainable growth and increased valuation for businesses.

Now, in this exploration of sales case studies, let us delve into the dynamic process of sales and let us discuss challenging sales case studies and how to deal with them.

1. Selling Freemium Solutions

Some products that are being sold have some free alternatives that people can get to. Examples include paid content and their free content alternative, CRMs, project management tools, and others. However, some businesses can sell these products and make good business out of it.

Charging for something that could be obtained for free is feasible.

That’s why services and products vary immensely – from smartphones to finding a carpenter or looking for apartments in the same area.

So, how do you sell something that people could get for free?

Let’s take the case of selling a Bottled Water. In a world where water is freely available, selling bottled water faced the challenge of convincing consumers to pay for something they could obtain at no cost.

First, you need to identify the alternative options and how it presents an opportunity for your product.

Let’s review what the options are if you want to gather water for free. Roughly speaking, you can either drink tap water or go to the nearest mountain or lake with seemingly good water.

Tap water is known to contain certain chemicals like chlorine and aluminum sulfate. Pesticides and herbicides can also be found in some tests of tap water. This could cause asthma or different forms of skin damage, along with weakening the cells and a number of known and unknown problems (that add up with time).

It’s dependent on the region, your neighborhood, the building, and the pipe installation in your home. Filtering is not a top priority for many since tap water wasn’t meant to be consumed orally in the first place. Some safety mechanisms are in place, but that’s not nearly enough. Plus, if you visit relatives or friends, there’s no way you can test the water upfront (every time).

Spring water is somewhat clean as it’s being filtered through rocks. That said, you can’t rely on the structure of the water in different pools or rivers as it depends on different factors – like the flora or fauna living there, how far the stream is from the source, and the like (there are studies out there that explain everything more scientifically).

You also need to determine what makes your product better. This will help convince people to pay a premium.

Showcase the unique value proposition, emphasizing standards, safety, and convenience. The Bottled Water Case Study unveils the mastery of transforming a freely available resource into a premium, standardized product.

• Standards and Safety: Bottled water positioned itself as a safer, standardized alternative to tap water. Compliance with government regulations and quality standards reassured consumers about the purity and safety of the product.
• Convenience: The convenience of having access to clean water on the go became a significant selling point. Bottled water addressed the inconvenience and potential health risks associated with alternative sources, emphasizing the ease of carrying, accessibility, and reliability.
• Environmental Factors: Some brands further elevated value by promoting eco-friendly practices, contributing to the sustainability narrative. This additional layer of value appealed to environmentally conscious consumers.

The Bottled Water Case Study demonstrates that by strategically emphasizing standards, safety, and convenience, a product can be transformed from a freely available resource into a premium solution with perceived value.

All things considered, there are good reasons why bottled water is priced when people can obtain it for free. The filtering process is different and is standardized across brands. It’s more widely available than public sources (except for tap water), and it’s easier to carry small bottles whenever needed.

Other goods, resources, tools, or services follow a similar process. Professional vendors invest in different activities to improve the quality of a product or a service – leading to higher demand and an actual business model. Free products and services always come with limitations – a premium provider can invest in customer support, the convenience of delivery, or anything else that is of value to the buyer.

To sum it up, identify pressing problems that free alternatives face (in this case, lack of standardization and possible health risks) and turn the narrative in your favor.

2. Selling Products With Too Many Competitors

Is your business one of the many vendors selling different flavors of the same product (or in a niche with many competitors)?

This is where storytelling comes into play. People need solutions to problems in their specific industries.

Storytelling allows for putting those features to work by defining practical scenarios. Each business is unique in a way – there is a company mission, and there are business goals. And the company culture.

There’s a backstory to starting the business and an ideal subset of problems that are uniquely solved by a solution.

Stand out through storytelling. Examine the strategies of iconic brands like Nike and McDonald’s. Learn how they leveraged storytelling to create a unique identity and connect with their audience.

What Makes You Different?

If you are entering a saturated market, the question is: what makes you different?

There are tons of supermarkets, design agencies, and dentist offices. Yet, each one of them profiles in something unique or has some vibe attuned to the energy of their ideal audience.

• Nike sells sports equipment. But aside from the notorious “Just do it”, they’ve positioned themselves with multiple influencer-baked stories through athletes like Michael Jordan, Roger Federer, Tiger Woods, and lots of football players.
• McDonald’s spent $2.3 million in 1967 for a national advertising campaign, building a solid brand, pioneering outstanding customer service, and innovating in the “Happy Meals” department. Since then, they’ve created hundreds of incredible campaigns, including “love story” journeys with marriage proposals in their stores, responses to international events, and pivots in takeaway products (among others).

Businesses operate in different manners and follow various business processes . Some focus on quality, others – on price.

Each market has value for a specific audience. To build the bond between your business and your market, you need a story that serves as the bridge between you and your customers.

The mastery of storytelling by Nike and McDonald’s highlights the power of creating a unique brand narrative. By going beyond features and connecting emotionally with consumers, these brands established themselves as leaders in saturated markets.

3. Selling High-Value Solutions to SMEs

Selling high-value solutions to SMEs involves addressing specific challenges faced by smaller businesses that may not have the resources of larger enterprises.

The thing is, most small and medium business owners provide services or products that are not completely digital. Those that sell online goods and services would do fine through on-site and online sales and marketing .

Most “outstanding” solutions fall into one of the following categories:

• Those that would bring a ton of new customers to a business.
• Solutions that depend on someone who will manage the process, configure parameters, and talk to support staff to leverage the solution (after the onboarding/training process).
• Automation tools that will simplify the process (and possibly grow the traffic or bring new leads).
• Software that promises everything but won’t commit to a “money-back guarantee” if something goes wrong.

If I receive a hard offer for something that would yield a good multiplier on an annual basis and I’m 100% confident that this would work, I’ll pay the right amount. But that’s never the case.

For instance, if your software truly promises 3x growth of the business in a year, a company may not be able to cope with hiring and training in order to accommodate that growth.

And some businesses do prefer to stay small. Not every company aims to be the next Facebook or Airbnb.

Other tools depend on team members who are heavily involved in operations, maintenance, and adherence to a process. A business may be unable to allocate the resources required for the job. A small team only employs so many decision-makers and managers capable of allocating a good chunk of their time to something new that may or may not work.

Categorize solutions and tailor offerings to bring new customers, simplify processes, or promise growth. Understand the nuances of guaranteeing ROI and the importance of building a convincing case.

• Customer Acquisition Solutions: Tailor solutions that attract new customers to help SMEs expand their client base.
• Process Simplification Tools: Develop solutions that streamline processes, ensuring efficiency and ease of operation for SMEs.
• Growth-Promising Software: Offer tools that promise growth, providing SMEs with the means to scale their operations.
• Building a Convincing Case: Understand that SMEs often need reassurance about the return on investment. Build a compelling case by showcasing success stories, emphasizing long-term benefits, and offering flexible payment plans.

Successfully delivering high-value solutions to SMEs requires a nuanced understanding of their needs. By categorizing solutions and addressing specific pain points, businesses can establish trust and demonstrate the tangible benefits of their offerings.

All in all, if you build the right case and warm up a lead enough, you may be able to close a (new) client with the right proposition. 

4. Selling Overseas

Expanding sales overseas involves navigating diverse markets, understanding cultural nuances, and overcoming logistical challenges inherent in international business.

Navigate international waters through a mix of digital marketing, local hires, social media, and strategic partnerships.

• Digital Marketing Abroad: Leverage digital marketing strategies tailored to specific international markets. This includes localized content, targeted advertising, and SEO optimized for regional preferences.
• Local Hires for Market Insight: Employ local sales representatives who understand the cultural, economic, and business landscapes. Their insights can guide effective market penetration and relationship building.
• Social Media Engagement: Utilize social media platforms to engage with international audiences. Create content that resonates with diverse cultures and encourages dialogue with potential clients.
• Strategic Partnerships: Form strategic partnerships with local businesses. Collaborations can provide access to established networks, facilitate smoother operations, and enhance credibility in the target market.

There are plenty of ways – some traditional, others – creative.

Are you selling services or products, digital or physical, B2B or B2C?

Do you target a single country or worldwide?

What are the demographics of your target audience?

What techniques do competitors use for selling?

For B2C sales (less expensive digital products/services), digital marketing and advertising work well. 

Here’s what else you need to consider as a set of strategies for multinational sales penetration.

• Influencer marketing is a good investment, albeit long-term (it takes a while to work with multiple influencers on targeted campaigns).
• Hiring a local salesperson in each area is also a great idea. Selling more expensive products in a specific country (say, the US) may justify hiring a local salesperson there. Attending conferences, trade shows, meetups – and meeting prospects locally.
• Social media works in all cases, along with a well-maintained blog. The latter takes a while and is contingent on your content strategy and keyword research.
• Personal branding online could help you land podcast appearances and other interviews. Being able to position yourself in the right media outlets (that your prospects read) may yield good results.
• Consider partnerships, too. This is extremely valuable if you team up with a business managing a portfolio of “ideal” clients providing other services (complementing yours).

Triumph in international sales requires a multifaceted approach. By combining digital marketing, local expertise, social media engagement, and strategic partnerships, businesses can overcome the complexities of global markets and achieve success beyond borders.

5. Selling to “Informed” Consumers

In the age of information, consumers are more informed than ever before. They research products, read reviews, and compare options before purchasing. This shift in consumer behavior poses a unique challenge for sales professionals—how to engage and persuade individuals who already possess a wealth of information about the products or services they seek.

Adapt to the evolving consumer landscape by focusing on informed selling. Understand the preferences, knowledge, and expectations of modern consumers to tailor your approach.

Selling electric vehicles (EVs) in a market where consumers are becoming more informed about environmental issues and sustainable living was no easy feat for Tesla. But, Tesla strategically positioned its electric vehicles as not just cars but as a sustainable lifestyle choice. The company leveraged the increasing environmental awareness among consumers, emphasizing the benefits of EVs for reducing carbon footprints. 

Elon Musk’s transparent communication and updates on Tesla’s advancements in battery technology and autonomous driving also contributed to winning over the informed consumer. 

Acknowledge and respect the knowledge consumers bring to the table. Here’s how you can do it:

• Embrace Transparency and Honesty: Be transparent about your product or service, providing comprehensive information that complements the consumer’s understanding. Consequently, you build trust by being honest about your offerings. If a product has limitations or certain conditions, communicate them openly. Consumers appreciate authenticity.
• Tailor Your Pitch: Recognize that informed consumers seek personalized experiences. Tailor your sales pitch to address their specific needs and concerns. Showcase how your offering aligns with their individual preferences.
• Become an Advisor: Position yourself as an advisor rather than just a seller. Offer valuable insights, additional information, and industry knowledge. By adding value, you position your brand as a trusted resource.
• Leverage Digital Platforms: Meet informed consumers where they are – online. Utilize digital platforms, social media, and informative content to engage with your audience. Share educational content that goes beyond the basic product features.
• Understand Their Requirements: Practice active listening. Understand the specific requirements of the consumer, and align your pitch with what matters most to them. This demonstrates that you value their individual needs.
• Incorporate Consumer Feedback: Showcase that you value consumer opinions. Integrate feedback into your sales approach. Highlight improvements made based on customer input, demonstrating a commitment to continuous enhancement.
• Stay Up To Date: The consumer landscape evolves rapidly. Stay current with industry trends, consumer preferences, and emerging technologies. An adaptable sales approach ensures you resonate with the ever-changing informed consumer.

Adapting to the informed consumer landscape is not about circumventing their knowledge but aligning your strategies to complement it. 

Understanding their preferences, acknowledging their expertise, and offering a personalized and value-driven approach can help you navigate the challenges of selling to a well-informed audience with finesse.

6. Selling Over Long Sales Cycles

Extended sales cycles can test the endurance of sales professionals. Today, the B2B purchasing process involves an average of seven decision-makers. Navigating through intricate decision-making processes, especially in industries with long buying cycles, requires a strategic and patient approach.

Cultivate patience and resilience. Learn effective strategies to nurture leads, build relationships, and stay top-of-mind during extended decision-making processes.

Here’s how you can go about it:

• Long-Term Relationship Focus : Shift the focus from immediate transactions to long-term relationships. Understand that building trust and rapport takes time, especially in industries where decisions are intricate and involve multiple stakeholders.
• Segmented Lead Nurturing : Divide your leads into segments based on their position in the sales funnel. Tailor your communication and engagement strategies according to each segment’s needs. Provide targeted content that addresses specific concerns at each stage.
• Continuous Education : During prolonged sales cycles, prospects may seek deeper insights. Provide educational content that addresses industry challenges, emerging trends, and potential solutions. Position your brand as an authoritative source of valuable information.
• Stay Top-of-Mind : Stay relevant in your niche . Regular, non-intrusive communication is key. Utilize newsletters, informative emails, and personalized updates to stay top-of-mind. Consistency in communication reinforces your commitment and interest in the prospect’s journey.
• Adaptive Approach : Be adaptable in your sales strategies. Understand that client needs and priorities may shift during extended sales cycles. Stay informed about any changes in their organizational goals or challenges, and adjust your approach accordingly.
• CRM Integration : Implement a robust Customer Relationship Management (CRM) system to track and manage interactions. Leverage automation to streamline communication and ensure that no prospect falls through the cracks during a lengthy sales cycle.
• Timely and Relevant Follow-Ups : Timely follow-ups are crucial. However, ensure that your follow-ups are not perceived as intrusive. Instead, provide value with each interaction, offering additional insights, case studies, or information that aligns with the prospect’s needs.
• Internal Resilience Training : Equip your sales team with resilience training. Extended sales cycles can be emotionally draining; having a resilient mindset is crucial. Train your team to bounce back from setbacks and remain focused on the long-term goal.
• Proactive Relationship Management : Anticipate potential concerns that may arise during a prolonged sales cycle. Proactively address these concerns, demonstrating your commitment to understanding and overcoming obstacles.

IBM often deals with complex B2B sales cycles, especially in the technology and enterprise solutions sector. The good thing is that IBM understands the need for patience in enterprise-level sales so well that IBM is the seventh largest technology company by revenue and the 49th largest overall as of 2022 and is also one of the world’s largest employers, with over 297,900 employees worldwide in the same year.

The company focuses on relationship-building through continuous communication, providing valuable insights, and showcasing the long-term benefits of their solutions. IBM invests in educational content to guide prospects through the decision-making process, recognizing that major IT decisions take time and careful consideration.

Patience is not just a virtue; it’s a strategic advantage in navigating extended sales cycles. Staying adaptive to changing dynamics positions you for success in industries where patience truly pays off.

7. Selling Emerging Technologies

Challenge: Introducing and selling emerging technologies.

Navigating the uncharted waters of selling emerging technologies presents unique challenges. The market for these products is often undefined, and potential customers may be unfamiliar with the benefits or hesitant to adopt new, unproven solutions.

Embrace the unique challenges of selling cutting-edge products. Explore ways to position your offerings as solutions to emerging needs, targeting early adopters.

When Amazon introduced its voice-controlled virtual assistant, Alexa, it was a relatively new concept in the consumer market.

Amazon strategically targeted early adopters by emphasizing the convenience and futuristic aspects of voice-activated technology. They rolled out frequent updates, continually expanding Alexa’s capabilities, and integrated it with a variety of smart home devices. By positioning Alexa as an innovative solution for smart homes, Amazon effectively captured the early adopter market and set the stage for widespread adoption.

How can you do the same?

• Identify Innovators and Early Adopters: Recognize that early adopters are key players in the technology adoption lifecycle. Understand their characteristics, motivations, and risk tolerance. Tailor your marketing and sales strategies to appeal to this audience.
• Employ Informative Content Marketing: Develop comprehensive content that educates potential customers about the benefits and applications of the emerging technology. Use webinars, case studies, and whitepapers to showcase real-world scenarios and success stories.
• Collaborate with Industry Influencers: Partner with influencers, thought leaders, or industry experts who can vouch for the credibility and potential of your emerging technology. Their endorsement can significantly impact early adopter confidence.
• Offer Pilot Programs: Mitigate the risk for early adopters by offering pilot programs. Allow them to test the technology in a controlled environment, gathering feedback and addressing concerns before a full-scale launch.
• Personalize Messaging: Craft messaging that speaks directly to the pain points and challenges early adopters face. Showcase how your technology provides innovative solutions and addresses their specific needs.
• Iterate Product Development: Adopt an agile approach to product development. Leverage customer feedback to make continuous improvements and updates. Early adopters appreciate the opportunity to influence the direction of a product.
• Establish Thought Leadership: Position your company as a thought leader in the emerging technology space. Publish insights, research, and predictions about industry trends. Build trust by demonstrating your commitment to staying at the forefront of technological advancements.
• Participate in Industry Events: Attend and actively participate in industry events, conferences, and meetups focused on emerging technologies. Networking with potential early adopters provides valuable insights and establishes your presence in the community.
• Highlight Early Success Stories: Showcase success stories of early adopters who have experienced positive outcomes with your technology. Peer testimonials and success narratives can be powerful motivators for others considering adoption.

Effectively selling emerging technologies requires a balance of innovation, education, and strategic partnerships. Remember this to successfully navigate the challenges associated with introducing cutting-edge products to the market

8. Selling Over Price Objections

Price objections are a common hurdle in the sales process. Customers may perceive your product or service as expensive, leading to hesitancy or the exploration of more budget-friendly alternatives.

Entering a market dominated by established razor brands, Dollar Shave Club needed to justify its subscription-based model. Dollar Shave Club addressed price objections by focusing on the convenience and cost-effectiveness of its subscription service. 

The company highlighted the quality of its razors, the simplicity of doorstep delivery, and the overall savings compared to traditional razor purchasing. By providing additional value through a hassle-free experience and high-quality products, Dollar Shave Club successfully attracted customers despite initial price objections.

Highlight the value proposition beyond price. Showcase the long-term benefits, unique features, and additional value your product or service brings to overcome objections.

• Emphasize Comprehensive Value: Clearly communicate the holistic value your product or service provides. Highlight not only the immediate benefits but also the long-term advantages, cost savings, and positive impact on the customer’s business or life.
• Highlight Unique Selling Points: Identify and emphasize the unique features or attributes that differentiate your offering from competitors. Showcase how these distinctive elements contribute to a superior customer experience or enhanced outcomes.
• Provide ROI Demonstrations: Offer concrete demonstrations of the return on investment (ROI) that customers can expect. Use case studies, data analytics, or testimonials to illustrate how your product delivers tangible value that surpasses its cost.
• Create Value-Added Bundles: Package your product or service with complementary offerings to create additional value. Bundling allows you to present a more attractive overall proposition, making the price seem reasonable in comparison to the bundled benefits.
• Introduce Flexible Pricing Models: Explore flexible pricing options, such as tiered plans or subscription models. This allows customers to choose a pricing structure that aligns with their budget while still accessing essential features or services.
• Share Customer Success Stories: Leverage the power of customer testimonials and success stories. Showcase how other customers have overcome initial price concerns and achieved significant value and satisfaction over time.
• Offer Free Trials or Samples: Provide customers with the opportunity to experience your product or service through free trials or samples. Allowing them to test the offering firsthand can alleviate concerns and demonstrate its worth.
• Educational Materials on Value: Develop educational content that specifically focuses on the value derived from your product or service. Highlight the unique attributes that contribute to a positive customer experience or solve critical problems.
• Transparent Pricing Discussions: Be transparent in pricing discussions. Clearly articulate the value proposition and explain how the pricing structure aligns with the benefits and features offered. Open communication builds trust and addresses concerns.

Overcoming price objections involves showcasing the true worth of your product or service. 

Effectively communicating comprehensive value, emphasizing unique selling points, and providing tangible evidence of ROI position your offering as a valuable investment rather than a mere expense.

Without a doubt, the sales industry is a dynamic one that requires adaptability, ingenuity, and strategic thinking. Exploring the various sales case studies brings to light the contemporary sales process and have gleaned priceless insights from major players in the field. 

I hope these insights help you as you start your sales journey and provide you the confidence to confidently navigate the difficult sales landscape. With these lessons in hand, you’re well-positioned to succeed in the constantly changing field of salesmanship. Cracking the sales code is a quest that never ends.

Do you struggle with sales and other business challenges ? Head to this sales guide and learn more practical tips and strategies.

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Sales Case Study: How to Make a Sale in 7 Steps

Sales case studies are a great way to learn how to make a sale. I remember when I was first starting in sales, I would read as many sales case studies as I could get my hands on. They were a huge help in learning the ropes and understanding the different steps involved in making a sale. This sales case study will show you how to make a sale in 7 steps. By following these simple steps, you’ll be well on your way to becoming a top-performing sales rep!

Sales Case Study: Successful Sales Techniques

A sales case study is an important tool for sales teams. It can provide insight into how other companies have been able to successfully sell products and services and can help sales teams learn new strategies and techniques.

Additionally, sales case studies can help to identify potential customers and target markets.

What are Sales Case Studies and How Do They Help You?

A case study analyzes a specific instance –– or case if you will –– that shows how your product has been effective in solving a problem.

When you market with customer success stories, you allow your prospective customers to get to know your existing customers on a more personal level. This can help them see how your product has benefited other people, which can in turn make it easier for them to purchase.

Would you hire a company to produce video content for you if they just said, “We produce high quality, high return-on-investment (ROI) generating videos”?

Wouldn’t it be more beneficial for you to see the quality of their work first and read a personal recommendation from someone who has worked with them before through case studies? This way, you can make a more informed decision about whether or not this is the right company for your needs.

Most customers read reviews before making a purchase. This is because 81% of people do their research before buying anything.

B2B sales are just like any other kind of sale – the prospect does their research before committing to a purchase. To get an idea of what a company is like, it can be helpful to read reviews from past customers. This way, you can learn about a company’s reputation before making a decision.

Case studies are an excellent way to show your potential customers the benefits of your product or service. By reading about how other companies have benefited from using your product, they can see the logic behind your claims and also get a sense of what a satisfied customer looks like. This can help to remove any objections they may have about purchasing from you.

How to Write a Sales Case Study

The customer is a small business owner who needs help with bookkeeping and accounting. They have a goal of being able to track their finances and make better decisions for their business. We helped them by providing bookkeeping and accounting services. The result was that they were able to track their finances and make better decisions for their business.

B2B Case Study

88% of customers trust online reviews, so having testimonials and reviews on your site is a great way to establish credibility.

When you’re marketing to other businesses, case studies can be extremely impactful. Why? Because when your target audience reads about success stories within their industry, they’ll assume that the same approach will work for them.

Marketing Case Study

Case studies are an excellent way to show that you are comfortable in a specific field and familiar with industry-specific needs. By using case studies, you can demonstrate that you have the expertise to provide targeted results to that industry.

Sales Case Study Examples

Customer case studies are a particularly effective way of selling.

A sales case study is an in-depth look at how your service or product helped a client. It not only shows their opinion of your brand but highlights the results they achieved with you.

Make Impactful Statistics Pop in Your Sales Case Study

Case studies don’t have to be limited to just written words. You can include images, videos, and more.

To make your statistics pop in your sales case study, use icons to highlight areas that are particularly interesting or relevant. This will help your readers quickly identify the most important information in your study.

Icons are visual images that help to summarize important information quickly.

The use of icons in the business case study examples above helps to quickly represent areas of impressive growth and act as visual cues to help draw the reader’s attention to certain parts of the page.

Use High Contrast Shapes and Colors in Your Sales Case Study

Use contrasting colors and shapes to help your key info pop.

Use a different or complementary color scheme, or add a graphic such as a square or a circle.

This visual design uses blue boxes to separate the information to make it more readable.

This information is easily digestible and retainable for a potential customer, thanks to the use of icons and strong statistics.

8. Tips For Creating a More Effective Sales Case Study

Case studies are a powerful way to increase conversions and revenue.

They show how your product/service helps customers achieve their own goals.

An extensive, detailed, and specific case study that outlines your achievements and shows potential customers how you helped them achieve their goals.

Writing a compelling and action-oriented case study can be a real challenge. Most out there are boring, uninspiring, and fail to deliver all the information they should.

It’s time to change that. Here are 8 tips to help you create a more effective case study.

1. Write About Someone Your Customer Can Relate

If your target audience is in the education industry, then make a case study about one of your university clients .

If it’s related to the automotive industry, then make a case study about car parts and car accessories.

The purpose of your case study is to show that you are comfortable in their industry, you understand their specific needs, and you know how to deliver results.

Think about writing a how-to post for a blog. The content is geared toward average readers. But when you read a case study that deals with your industry and needs, you are much more likely to understand and apply the information presented.

The same can be said for case studies – people reading them will think that the same methods worked for the company.

This means you’ll need to write multiple case studies, each tailored to a different customer type.

2. Narrate a Story From Start to Finish

Storytelling is a powerful marketing tool. They allow readers to get to know your customers on a deeper level.

Who is the customer? What do they do? What are their needs and goals? How do you satisfy those needs so they can meet those goals?

Continue following up with your customer in your case studies and show how your solutions provide ongoing value.

In your case studies, be sure to include both the emotional benefits of your solutions as well as more concrete, measurable results.

Did your software help boost productivity, reduce turnover, or free up employees’ time? By including these metrics, you’ll provide your readers with a complete picture of how your services have helped your customers.

3. Make Your Case Study Easier to Read

No one likes reading large blocks of texts, regardless of how informative or entertaining they might be. Like a blog post, a case study should be easily scanned and readable.

Use the same elements of content and writing that you would for an article, blog post, or website copy.

When you’re writing a case study, use effective design elements like bold or italic fonts, bullet points, and header tags to help readers easily digest the information.

By including these simple, yet effective, techniques in your case studies, you’ll help readers find the information they’re looking for and better understand your value proposition.

In addition to writing blog posts, consider including videos and other types of media to spice things up.

Including images of your actual customers, screenshots of your results, or even videos of you explaining your process will help make your case studies more engaging.

4. Highlight Real Numbers

Have you ever wondered if doubled traffic in a case study meant going from 100 to 200 visitors or 10,000 to 20,000?

To strengthen your case studies, share exact figures. Show how much your increase in website traffic, sales, or whatever else matters to your clients.

This adds credibility to your case studies and builds trust with your audience.

Your case studies should be as detailed and as factual as humanly possible. Don’t just say you increased their website traffic by 50%, say you boosted their web traffic by 50%, and back it up with hard numbers.

It’s important to provide context when sharing these statistics. Explain why they’re important to you and your company.

By showing your customers’ journeys, you can show readers how you’ve helped customers get to where they are now.

Including before and after photos in your case studies helps your readers visualize the results you achieved for your clients. Seeing these before and after shots lets your prospects know that you are capable of achieving similar results for them.

5. Talk About Specific Strategies

So, you managed to improve your client’s web traffic? How did you do it?

This is where you tell the prospect which products or services you used to achieve your goal.

“Thanks to our digital marketing strategies, we increased website traffic from 2,000 to 15,000 visitors a month in just three months. Our social media marketing campaigns on Facebook and Youtube helped increase our brand awareness, and our link-building campaigns helped us rank higher on search engines.”

Don’t worry about giving away your secrets — your goal here is to establish yourself as a thought leader and showing that you know your stuff is key to that.

6. Test Different Content Formats

You don’t have to always write case studies in story format.

Try interviewing your clients and asking them the same questions, such as how they started their business, what their goals are, and what you did to help them.

Be sure to include quotes from your customers in your case studies. This will make your stories more believable and relevant to your prospects than if you were to tell your story yourself.

If you’re looking for ways to make your case studies more engaging, consider using infographics, webinars, or podcasts. These formats can help you capture your audience’s attention and communicate your key points more effectively. Experiment with different content types to see what works best for your business and your customers.

When Vortex switched to a brochure style, they noticed a significant boost in conversion rates. Their case studies highlight exactly how they achieved those results and can help convince customers that the same techniques will work for them.

7. Repurpose Your Case Study for Different Audiences

While some people are happy reading your text-based case studies, other people may like to listen to them, watch them, or see them in a visual format. So, take your written content and repurpose it as a podcast, a YouTube video, or an engaging infographic.

The main benefit of video marketing is that videos are easily sharable. This means that your case study could reach more potential customers.

You can embed case studies in ebooks, blog posts, and resource guides. You can also link your case study to posts that prove your value and mention them in webinars.

8. Make Your Case Study Easily Accessible

What’s the point of creating a great case study if no one ever reads them? Be sure to organize your case studies in a way that makes them easy to locate.

List them on your website, optimize them for search engines, and promote them on your social media accounts.

Here are a few examples of easy-to-find case studies.

Amazon Web Services

If you’re in an industry like manufacturing, finance, or fitness and are looking for a case study, check out what Amazon Web Services has to offer. With AWS Digital Asset Management , industries like manufacturing, finance, or fitness can leverage a centralized, secure, and easily accessible platform to manage their extensive digital assets, simplifying the workflow while ensuring data integrity and accessibility.

The case study section on the landing page for drupal.org features several success stories from major brands, making it simple to see how Drupal can help your business.

How to Use Case Studies in Marketing

Follow up your case studies with blog posts that highlight a challenge or obstacle that your customer or company faced. Then, show the steps you took to overcome that issue.

In your post, show the steps you took to solve these issues.

Let’s say we had a client case study that detailed how a company used videos to build their trust. We might write a blog post that was called “Using Videos To Build Your Brand’s Credibility”.

A customer success blog post should focus on how your customers overcame their challenges and used your product or service to do so.

Most customers don’t want to spend a long time reading through a long explanation when they’re buying something. It’s much easier for them to watch the video that explains the service or product quickly. Our research shows that 96% of buyers would prefer watching a short video over having to read long explanations.

It’s easier for them and saves time if they view a video that gives them all the information they’re looking for.

Including statistics, and data, and ending with a call to action, video case studies are a great way to show your prospect how your product/service has benefited someone else.

If you can demonstrate to your prospects how your product or service is helping them solve their problem, you will be in an excellent spot.

Through videos, you can establish an emotional connection between your brand, product, and customers. Having satisfied customers explain the benefits of your product will help build a stronger relationship with your prospects.

This leads to more sales and more loyal clients.

You can display your testimonials or customer success stories directly on your home page. This will show web visitors that other people have had success with your product or service.

How to Present Your Case Studies

Here are a few suggestions for how to display your success stories:

• Feature a quote from your case study on your homepage
• Create a dedicated page featuring your testimonial or video case study
• Include a graphic or image of your case study

Email Marketing

Case studies are a great way to connect with those already-cold, disengaged contacts and re-ignite their interest.

Our preferred method is product-specific segments.

Do you have case studies from a specific product or service? Look at your analytics to see who was at one time interested in it.

Then, send an email to your subscriber list with your case study.

Social Media

Case studies are an easy way to promote your business on social.

Share a link to your customer’s success story and mention them.

To get the most out of a case study, post the case study in a way where readers are inspired to action. Focus on the benefits, be direct, and link to the page.

What other creative ways can you think of to use social media to promote your case study?

There are many ways to use a case study on social media.

You can show your happy, smiling face with a testimonial on your Facebook page, your Twitter account, and your LinkedIn profile.

You can also share your case study on LinkedIn, or add it to your company’s page.

Finally, you can post your case studies in related Facebook groups, or tweet about them. By doing all of these things, you will increase your engagement, and reach more potential clients.

According to Accenture, 41% of customers switched to a different business due to a lack of personalized communication.

When quoting your case studies, choose quotes that are specific to how your company helped the customer or quote metrics that demonstrate what the results were.

“We were able to increase the number of our email list by 80% in only a year. Their professionalism, dedication, and results speak for themselves.”

These quotes are a great way to boost your social media presence and website views.

Newsletters

Case studies can be included in your newsletter to both attract new potential clients and solidify your relationship with existing ones.

When companies focus on their customers, they not only improve relationships with current clients but can also attract more business. It’s natural to want to be part of a group, and when customers see that a business cares about them, they’re more inclined to support that company.

Case Studies for sales teams

Did you know that 70% of B2B customers do their research before even speaking to a sales rep? And 44% of those same people are looking for a specific solution before reaching out to a salesperson.

As customers become more and more educated, sales reps need content that speaks to each stage of a buyer’s journey. This ensures that reps are providing customers with information that’s relevant to their stage in the buying process.

Case studies are an excellent way to showcase your successes.

Have you heard of the saying “right place right time”?

Case studies are a great way to build credibility and trust with potential buyers. By showing past successes, you can demonstrate to potential clients that your product works.

What is a Sales Case Study?

To recap, a sales case study is a written document that describes a sales process from start to finish. It details the challenges faced by the salesperson and how they were overcome. A sales case study can be used to teach best practices, highlight successes, and identify areas for improvement.

A good example of a case study is a research paper that analyzes a particular subject in depth. Case studies are usually conducted on people, businesses, or organizations, and they often involve interviews and observation in addition to secondary research.

A sales case study is a great way to learn how to make a sale. This sales case study has shown you how to make a sale in 7 steps. By following these simple steps, you’ll be well on your way to becoming a top-performing salesman or woman!

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How to Use Sales Case Studies Effectively (With Examples and Mistakes to Avoid)

• February 10, 2021

Used right, sales case studies can boost your deal closing ratio, making them a valuable addition to your sales enablement library.

But here’s the thing…

There are hundreds of tutorials on how to create them. Not so much on how to use them in your sales process.

So that’s what we’re going to cover here. Keep reading for practical tips on how you can use your case studies to attract new prospects and convert existing prospects into paying customers.

• The value of a case study
• How to use case studies in the sales process
• Types and examples of sales case studies
• Making case studies easy to use
• What not to do

What Is a Case Study?

Let’s make sure we’re all on the same page here.

A case study in sales is any story, data, or evidence of your product or service benefitting a customer.

Case studies aren’t really about your company though. This is an easy mistake to make. The focus should always be on the benefits your customers and clients experience because of your company.

They should be data-focused, and should include the problem the customer went through and how your product helped the customer overcome it.

Case studies give you the ability to frame your product in the way you want.

They allow you to build one of the most valuable and hard-to-find things in sales — trust .

This makes the case study one of your most powerful sales tools.

The Value of a Case Study

A tool is only as good as its craftsman, and it’s the same with case studies. They aren’t the smoking gun that will immediately close the deal, but in the hands of a skilled SDR or AE, they can help you control the narrative and bat away objections .

Richard Harris of Harris Consulting had this to say,

“Case studies don’t actually make the sale. What they do is provide real-world validation.

The real value of a case study only applies once a conversation around the prospect use case has occurred. In most cases, the case study just verifies your legitimacy and allows the prospect to ‘check the box.’

You must have case studies, though. That’s for sure.”

That real-world validation is key. Hearing a convincing pitch is one thing, but seeing how a product or service works in the real world goes a long way to stripping objections and building trust in your brand.

A case study may not make someone buy, but not having a case study will almost certainly make it harder to close the deal.

How to Use Case Studies in the Sales Process

That’s all well and good, but how do you actually use a case study in your sales process?

Sales expert and VP of Sales at Vector Solutions, Phil Gerbyshak , shared with us the different ways his team utilizes case studies.

“My sales team uses case studies extensively for social proof.

We use them in first contact with customers as an opening attention grabber, to overcome an objection, and lastly, to ask for references.”

The concept of social proof is important. It builds trust in your brand’s ability to follow through with your promises and to solve your customer’s problems.

Here are some practical tips for using case studies to do that at every stage of the buyer’s journey.

Attracting and engaging new leads

As an online lead generation tool , case studies make an attractive offer. They have the added bonus of attracting your ideal customer at the precise moment they’re actively looking for solutions.

For this, rather than a one-page write-up, think in terms of a free guide detailing the challenges company X was facing, how their problem was solved, and what their experience has been with your product.

But free downloads aren’t the only way to use case studies to generate leads. They’re also a great format for webinars .

Of course, the key is to get the topic right. You want to focus on your customer and the success they’ve enjoyed, not on your company and product.

Good: How Company X Doubled Their Revenue in Y Weeks

Bad: How [Product Name] Helped Company X Overcome Y

RELATED: The Power of Social Selling (+ 7 Rules for Storytelling in Sales)

Don’t forget cold outreach . Case studies are the perfect excuse to reach out to a new lead. They ensure your first touch is value-add and selfless.

Building confidence during discovery and demos

Case studies can be used to answer questions, show use-cases, and prove that your product does what you say it does.

During any call , you can use them to keep things from stalling out or taking a negative turn.

And it’s easy to make the offer a natural part of your conversation. Phil told us that his team broaches the subject directly. They’ll ask something like,

“Here are some relevant results a company like yours got with us. Is this of interest to you?”

During a demo , case studies can turn a boring features-review into an engaging presentation.

And it’s as simple as telling stories about previous customers who struggled with specific problems, then showing how one of your features solves that problem.

You don’t need to trick the prospect into seeing a case study. This is information they likely want to see so they can make an informed purchase.

Often the best way to bring up a case study with a prospect is to simply ask if they want to see it.

Overcoming objections

One of the most valuable (and most obvious) benefits of a case study is using it to overcome objections .

Alex Greer , Founder & CEO, SIGNAL HQ, says,

“They are a great way to alleviate fear that an investment in a new solution may not work, or generate enthusiasm about the new capabilities a solution unlocks for an organization. Ultimately, they demonstrate your business has experience working with similar customers, and that your solution drives results.”

Fear is the enemy of every sale.

Your customers have to make a very important decision. They have to decide to invest a large amount of money and time into trying your solution to their problem. There will always be fear initially that your solution will be a poor investment.

Case studies allow you to address your customers’ pain points directly, with real-world data .

Phil again shared with us how his company brings this up to the customer. Once they find their customers’ main concern they’ll say something like,

“A client in a similar situation to you had that concern, and here’s what they did…”

Similar is the key here.

Your case study needs to be as similar to your current customer as possible. Richard Harris says that your,

“Potential customers want to know the case study, but they’ll rarely believe the case study will be equal to them.”

Many prospects think that their company and its problems are so unique that no case study will truly capture the depth of their problem. Sometimes this is true, sometimes not. That’s not important.

What is important is that you realize you’ll always be fighting an uphill battle to prove your case study applies to your prospect.

The less similar the case, the harder that fight will be. Which is why choosing a case study that’s too dissimilar can end up creating more objections instead of removing them.

So make life easier for yourself. Take the time to pick as similar a case study as you can.

What Are the Three Types of Case Studies?

There are a few types of sales case studies:

• Explanatory
• Instrumental
• Implementation

We’ll cover these types in more detail below, along with case study examples for each.

1. Explanatory Case Study

It is essential to remember that a case study incorporates an oral discussion of your findings with the potential client before they commit to anything, as it can make or break a sale.

Explanatory case studies are primarily descriptive studies that do well with complex solutions common in  enterprise technology   and healthcare. They typically use a few instances of a phenomenon to show how the existing solution works. Explanatory case studies only use one or two occurrences to familiarize prospects with how to solve an unfamiliar problem.

Sales Case Study Example: Chargebee

Chargebee  has a great  explanatory case study  of how their customer, Freshdesk, was able to scale their helpdesk services from 500 to 8,000 customers by introducing a single source of truth onto a single dashboard.

2. Instrumental Case Study

One way to help your prospects gain insight into the solution you are selling is through an instrumental case study.

This type of case study does not focus on the results, but instead on understanding the relationship between the problem and its solution. This works best for technical products or software programs. When things get technical, however, it can be hard to know when to use technical terms or plain language.

Sales Case Study Example: Aspire Systems

Aspire Systems  created an  instrumental case study  where they developed a data integration platform for a leading vendor of data integration solutions. With this case study, they did a fantastic job of creating summary sections using layperson terms while using images of their system architecture that clearly shows their processes even when using technical language.

3. Implementation Case Study

The implementation case study is a quick way to showcase your previous customer’s success stories. This type of case study shows what problem needed to be solved, what solution was used, and how it was implemented.

It’s important for sales reps to quickly showcase the problem-solution-result, and a great way to do so is through a brief case study that focuses on the implementation part. Implementation case studies can be just one page or several, but it should always include the problem being solved, how the solution was executed, and why this particular solution stands out as an example for other companies in similar industries.

Sales Case Study Example: Mitsubishi Electric

Mitsubishi Electric  created a  one-pager  case study for sales teams about how their solution helped Twilight Cruises address passenger complaints about comfort. This implementation case study stands out because Mitsubishi ensured that Twilight furnished a well-crafted testimonial about the new air conditioning units in a way that it builds faith and trust among readers.

Making Case Studies Easy to Use

For your case studies to be relevant, you need to be able to choose the perfect case study for the perfect moment.

You likely have been given a large pile of resources to help you sell — from random specs and data to full-on case studies.

It can often be overwhelming, and finding the gold in that pile can often be difficult.

Alex Greer had some more tips for us here,

“It’s important for everyone in your sales organization to know exactly where to access an index or database of all your referenceable customers and collateral. You can organize this with something as simple as an Excel or Google Sheet, or a more robust asset management system in Salesforce, Highspot, Showpad, or similar.

This customer reference index should have (at least) the following types of tags, since each customer will give their own set of permissions:

– Publicly Referencable by Name? (Yes/No)

– Publicly Referencable in Written Communication? (Yes/No)

– Permission to display logo? (Yes/No)

– Links to Testimonial Webpages

– Links to Testimonial Videos

– Links to Written Case Studies

– Links to Webinars

– Links to Slides”

Having an index like this is perfect for keeping track of your case studies, so you’re not jumping from email to email, or wasting time searching through your hard drive to find the one case study that’s a perfect fit.

RELATED: The Complete Guide To Auditing Your Sales Content Library

Even with an index like this, though, it’s important to know your case studies well. You need to know what to look for when you start dealing with a client.

Another excellent way to utilize an index like this is to put it on your website and let it do much of your work for you.

Create a case studies page

One of the most valuable resources you can provide on your website is an easy-to-find page on your website filled with all of your best case studies. Your sales teams can even use them to nudge prospects closer to their buying decision!

This does two things for you.

• It works passively to attract new customers who are impressed with what you’ve done for other companies.
• It works as a valuable resource when you’re selling.

When you’re talking to a prospect, it acts as a database, where you can easily search the exact study you need. It also allows you to direct customers to it, or show them directly if you’re talking to them in-person.

Outreach does a great job with this. They have a Customer Stories page that’s easy to find and chock full of great case studies.

Today’s buyers are used to having a huge amount of data available to them. When buying anything, their first instinct is to look at user reviews.

Deloitte’s consumer review says that “customers are very used to having a huge amount of data available to them.” What’s more, ”81% of customers read reviews and check ratings.”

So make the data available.

Give your customers the tools to sell themselves on you.

If you don’t have a page like this, then you need one. Your website is free real estate to show people how great your company and product is. Use it.

Use case studies to get case studies

All of these benefits require that you have applicable case studies to use. So an important way to utilize your case studies is to use them to actually to get more case studies and reviews.

Phil Gerbyshak says that his team does this by, again, being very straightforward and simply saying,

“We have a review/case study from a client like you, would you be open to sharing one as well?”

This will help keep your case studies page and index full and make sure you and your sales team have the ammunition to keep every deal moving forward.

What NOT to Do

There are a few pitfalls to avoid when using case studies.

Don’t lie or stretch the truth.

This should be pretty obvious. These days it is easier than ever to fact check. If you’re caught in a lie, any trust you’ve built up — and likely the sale itself — is gone.

Don’t forget who you’re talking to.

Like I mentioned before, the case study should be a similar case to the customer you’re speaking to. They shouldn’t need to stretch their imagination to see how this applies to them.

Don’t focus on how great your company is.

The case study’s focus should be on the customer’s benefit .

If it sounds too much like propaganda or a promo, you’ll lose your customer focus.

Once people think they’re being sold to, they’ll often either stop listening or stop trusting you. They’ll start looking much more critically at everything you’re saying, wondering if you’re telling them the truth or not.

If you do a case study right, they’ll still walk away thinking your company is great, even though you never told them that directly.

Don’t forget about the data.

The more data-focused, the better. A good case study should be backed by facts, even if you’re telling it in story form. This has the added bonus of lending itself to visually engaging elements such as graphs and charts.

Final Words

Case studies can be a very powerful tool to have in your sales toolbelt. So, equip yourself.

Gather your case studies, and use them to convert potential sales into very real revenue.

Scott Barker

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Blog Graphic Design 15+ Professional Case Study Examples [Design Tips + Templates]

15+ Professional Case Study Examples [Design Tips + Templates]

Written by: Alice Corner Jan 12, 2023

Have you ever bought something — within the last 10 years or so — without reading its reviews or without a recommendation or prior experience of using it?

If the answer is no — or at least, rarely — you get my point.

Positive reviews matter for selling to regular customers, and for B2B or SaaS businesses, detailed case studies are important too.

Wondering how to craft a compelling case study ? No worries—I’ve got you covered with 15 marketing case study templates , helpful tips, and examples to ensure your case study converts effectively.

Click to jump ahead:

• What is a Case Study?

Business Case Study Examples

Simple case study examples.

• Marketing Case Study Examples

Sales Case Study Examples

• Case Study FAQs

What is a case study?

A case study is an in-depth, detailed analysis of a specific real-world situation. For example, a case study can be about an individual, group, event, organization, or phenomenon. The purpose of a case study is to understand its complexities and gain insights into a particular instance or situation.

In the context of a business, however, case studies take customer success stories and explore how they use your product to help them achieve their business goals.

As well as being valuable marketing tools , case studies are a good way to evaluate your product as it allows you to objectively examine how others are using it.

It’s also a good way to interview your customers about why they work with you.

Related: What is a Case Study? [+6 Types of Case Studies]

Marketing Case Study Template

A marketing case study showcases how your product or services helped potential clients achieve their business goals. You can also create case studies of internal, successful marketing projects. A marketing case study typically includes:

• Company background and history
• The challenge
• How you helped
• Specific actions taken
• Visuals or Data
• Client testimonials

Here’s an example of a marketing case study template:

Whether you’re a B2B or B2C company, business case studies can be a powerful resource to help with your sales, marketing, and even internal departmental awareness.

Business and business management case studies should encompass strategic insights alongside anecdotal and qualitative findings, like in the business case study examples below.

Conduct a B2B case study by researching the company holistically

When it comes to writing a case study, make sure you approach the company holistically and analyze everything from their social media to their sales.

Think about every avenue your product or service has been of use to your case study company, and ask them about the impact this has had on their wider company goals.

In business case study examples like the one above, we can see that the company has been thought about holistically simply by the use of icons.

By combining social media icons with icons that show in-person communication we know that this is a well-researched and thorough case study.

This case study report example could also be used within an annual or end-of-year report.

Highlight the key takeaway from your marketing case study

To create a compelling case study, identify the key takeaways from your research. Use catchy language to sum up this information in a sentence, and present this sentence at the top of your page.

This is “at a glance” information and it allows people to gain a top-level understanding of the content immediately. 

You can use a large, bold, contrasting font to help this information stand out from the page and provide interest.

Learn  how to choose fonts  effectively with our Venngage guide and once you’ve done that.

Upload your fonts and  brand colors  to Venngage using the  My Brand Kit  tool and see them automatically applied to your designs.

The heading is the ideal place to put the most impactful information, as this is the first thing that people will read.

In this example, the stat of “Increase[d] lead quality by 90%” is used as the header. It makes customers want to read more to find out how exactly lead quality was increased by such a massive amount.

If you’re conducting an in-person interview, you could highlight a direct quote or insight provided by your interview subject.

Pick out a catchy sentence or phrase, or the key piece of information your interview subject provided and use that as a way to draw a potential customer in.

Use charts to visualize data in your business case studies

Charts are an excellent way to visualize data and to bring statistics and information to life. Charts make information easier to understand and to illustrate trends or patterns.

Making charts is even easier with Venngage.

In this consulting case study example, we can see that a chart has been used to demonstrate the difference in lead value within the Lead Elves case study.

Adding a chart here helps break up the information and add visual value to the case study. 

Using charts in your case study can also be useful if you’re creating a project management case study.

You could use a Gantt chart or a project timeline to show how you have managed the project successfully.

Use direct quotes to build trust in your marketing case study

To add an extra layer of authenticity you can include a direct quote from your customer within your case study.

According to research from Nielsen , 92% of people will trust a recommendation from a peer and 70% trust recommendations even if they’re from somebody they don’t know.

So if you have a customer or client who can’t stop singing your praises, make sure you get a direct quote from them and include it in your case study.

You can either lift part of the conversation or interview, or you can specifically request a quote. Make sure to ask for permission before using the quote.

This design uses a bright contrasting speech bubble to show that it includes a direct quote, and helps the quote stand out from the rest of the text.

This will help draw the customer’s attention directly to the quote, in turn influencing them to use your product or service.

Less is often more, and this is especially true when it comes to creating designs. Whilst you want to create a professional-looking, well-written and design case study – there’s no need to overcomplicate things.

These simple case study examples show that smart clean designs and informative content can be an effective way to showcase your successes.

Use colors and fonts to create a professional-looking case study

Business case studies shouldn’t be boring. In fact, they should be beautifully and professionally designed.

This means the normal rules of design apply. Use fonts, colors, and icons to create an interesting and visually appealing case study.

In this case study example, we can see how multiple fonts have been used to help differentiate between the headers and content, as well as complementary colors and eye-catching icons.

Marketing case study examples

Marketing case studies are incredibly useful for showing your marketing successes. Every successful marketing campaign relies on influencing a consumer’s behavior, and a great case study can be a great way to spotlight your biggest wins.

In the marketing case study examples below, a variety of designs and techniques to create impactful and effective case studies.

Show off impressive results with a bold marketing case study

Case studies are meant to show off your successes, so make sure you feature your positive results prominently. Using bold and bright colors as well as contrasting shapes, large bold fonts, and simple icons is a great way to highlight your wins.

In well-written case study examples like the one below, the big wins are highlighted on the second page with a bright orange color and are highlighted in circles.

Making the important data stand out is especially important when attracting a prospective customer with marketing case studies.

Use a simple but clear layout in your case study

Using a simple layout in your case study can be incredibly effective, like in the example of a case study below.

Keeping a clean white background, and using slim lines to help separate the sections is an easy way to format your case study.

Making the information clear helps draw attention to the important results, and it helps improve the  accessibility of the design .

Business case study examples like this would sit nicely within a larger report, with a consistent layout throughout.

Use visuals and icons to create an engaging and branded business case study

Nobody wants to read pages and pages of text — and that’s why Venngage wants to help you communicate your ideas visually.

Using icons, graphics, photos, or patterns helps create a much more engaging design. 

With this Blue Cap case study icons, colors, and impactful pattern designs have been used to create an engaging design that catches your eye.

Use a monochromatic color palette to create a professional and clean case study

Let your research shine by using a monochromatic and minimalistic color palette.

By sticking to one color, and leaving lots of blank space you can ensure your design doesn’t distract a potential customer from your case study content.

In this case study on Polygon Media, the design is simple and professional, and the layout allows the prospective customer to follow the flow of information.

The gradient effect on the left-hand column helps break up the white background and adds an interesting visual effect.

Did you know you can generate an accessible color palette with Venngage? Try our free accessible color palette generator today and create a case study that delivers and looks pleasant to the eye:

Add long term goals in your case study

When creating a case study it’s a great idea to look at both the short term and the long term goals of the company to gain the best understanding possible of the insights they provide.

Short-term goals will be what the company or person hopes to achieve in the next few months, and long-term goals are what the company hopes to achieve in the next few years.

Check out this modern pattern design example of a case study below:

In this case study example, the short and long-term goals are clearly distinguished by light blue boxes and placed side by side so that they are easy to compare.

Use a strong introductory paragraph to outline the overall strategy and goals before outlining the specific short-term and long-term goals to help with clarity.

This strategy can also be handy when creating a consulting case study.

Use data to make concrete points about your sales and successes

When conducting any sort of research stats, facts, and figures are like gold dust (aka, really valuable).

Being able to quantify your findings is important to help understand the information fully. Saying sales increased 10% is much more effective than saying sales increased.

While sales dashboards generally tend it make it all about the numbers and charts, in sales case study examples, like this one, the key data and findings can be presented with icons. This contributes to the potential customer’s better understanding of the report.

They can clearly comprehend the information and it shows that the case study has been well researched.

Use emotive, persuasive, or action based language in your marketing case study

Create a compelling case study by using emotive, persuasive and action-based language when customizing your case study template.

In this well-written case study example, we can see that phrases such as “Results that Speak Volumes” and “Drive Sales” have been used.

Using persuasive language like you would in a blog post. It helps inspire potential customers to take action now.

Keep your potential customers in mind when creating a customer case study for marketing

82% of marketers use case studies in their marketing  because it’s such an effective tool to help quickly gain customers’ trust and to showcase the potential of your product.

Why are case studies such an important tool in content marketing?

By writing a case study you’re telling potential customers that they can trust you because you’re showing them that other people do.

Not only that, but if you have a SaaS product, business case studies are a great way to show how other people are effectively using your product in their company.

In this case study, Network is demonstrating how their product has been used by Vortex Co. with great success; instantly showing other potential customers that their tool works and is worth using.

Related: 10+ Case Study Infographic Templates That Convert

Case studies are particularly effective as a sales technique.

A sales case study is like an extended customer testimonial, not only sharing opinions of your product – but showcasing the results you helped your customer achieve.

Make impactful statistics pop in your sales case study

Writing a case study doesn’t mean using text as the only medium for sharing results.

You should use icons to highlight areas of your research that are particularly interesting or relevant, like in this example of a case study:

Icons are a great way to help summarize information quickly and can act as visual cues to help draw the customer’s attention to certain areas of the page.

In some of the business case study examples above, icons are used to represent the impressive areas of growth and are presented in a way that grabs your attention.

Use high contrast shapes and colors to draw attention to key information in your sales case study

Help the key information stand out within your case study by using high contrast shapes and colors.

Use a complementary or contrasting color, or use a shape such as a rectangle or a circle for maximum impact.

This design has used dark blue rectangles to help separate the information and make it easier to read.

Coupled with icons and strong statistics, this information stands out on the page and is easily digestible and retainable for a potential customer.

Case Study Examples Summary

Once you have created your case study, it’s best practice to update your examples on a regular basis to include up-to-date statistics, data, and information.

You should update your business case study examples often if you are sharing them on your website .

It’s also important that your case study sits within your brand guidelines – find out how Venngage’s My Brand Kit tool can help you create consistently branded case study templates.

Case studies are important marketing tools – but they shouldn’t be the only tool in your toolbox. Content marketing is also a valuable way to earn consumer trust.

Case Study FAQ

Why should you write a case study.

Case studies are an effective marketing technique to engage potential customers and help build trust.

By producing case studies featuring your current clients or customers, you are showcasing how your tool or product can be used. You’re also showing that other people endorse your product.

In addition to being a good way to gather positive testimonials from existing customers , business case studies are good educational resources and can be shared amongst your company or team, and used as a reference for future projects.

How should you write a case study?

To create a great case study, you should think strategically. The first step, before starting your case study research, is to think about what you aim to learn or what you aim to prove.

You might be aiming to learn how a company makes sales or develops a new product. If this is the case, base your questions around this.

You can learn more about writing a case study  from our extensive guide.

Related: How to Present a Case Study like a Pro (With Examples)

Some good questions you could ask would be:

• Why do you use our tool or service?
• How often do you use our tool or service?
• What does the process of using our product look like to you?
• If our product didn’t exist, what would you be doing instead?
• What is the number one benefit you’ve found from using our tool?

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13 Sales Promotion Techniques To Boost Your Sales + Case Studies

With  Black Friday just around the corner, you may be looking for some amazing sales promotion techniques to create buzz and boost your sales. Fortunately, we’ve compiled a list of 13 sales promotion ideas and illustrated each one of them with a case study to inspire you in the process of crafting a successful promotion.

Scroll down to read more about them, but first, I’d like to tell you a few words on the things you need to include in your promotion campaign.

What are the elements of a skyrocketing sales promotion?

Generally, these are the elements you need to incorporate in your sales promotion:

• A great sales technique – pick one from the list below.
• A BIG discount/giveaway/prize – depending on your business type and audience, you could cut your prices or give away goods.
• An original creative concept – this is an essential part of the process, that can either boost sales or make you waste your money.
• Beautiful graphics – professional posters, banners, email headers, Social Media posts, and website banners. Try creating your graphic materials with Creatopy.
• A bold  call to action  
• A limited time period – from 24 hours to 30 days.
• Free shipping (if possible).

Sales promotions ideas & examples

1. big discounts.

Sales promotion examples are all around us. Big discounts may be as old as the trade industry, but it’s an evergreen method of increasing sales volume. We all wait for the summer/winter clearance sale to finally buy items we’ve spotted but couldn’t afford to buy during the season. There are sales promotion ideas you could apply when creating retail ads . 

Price cuts are convenient for both customers and retailers. It offers the possibility to buy more for less and it allows retailers to clear their stocks and sell huge volumes while keeping the money flowing and the business going.

Now, let’s see a creative sales campaign from Haband , a clothes and homeware online shop.

Remember that feeling when you walk down a street and you suddenly see a shop window covered in discount labels and you wonder how much will you get? How much will you save? And wish you’ll find something nice that’s at least 50% OFF the normal price? Well, this e-commerce website is no stranger to these psychology insights. Haband sent this eye-rolling GIF email ad to their customers to promote their fall sales and motivate them to engage and crave big price cuts.

Their call to action invites one to click the wheel of savings and reveal what discount they got.

So here it is, take your time and marvel:

Source: Haband

By clicking on the wheel, the website automatically redirects you and displays a pop-up banner that reveals the discount you will receive. In my case, I was fortunate enough to click on the 40% OFF option. If you’re in need of a straightforward and professional banner maker tool, you’ve come to the right place. We have the perfect solution for you.

Impressive (mesmerizing) ad, isn’t it? 

2. Special prices

Special prices are basically price cuts, but psychologically they weight heavier, especially when you sell everything for a tremendously small price. Add a limited period and free shipping, and you’ll get yourself a massive boost in sales. And a few thousand clients that will come to you for the rest of their lives. That sounds like a big deal, right?

Let’s take a look at this promotion from Ruelala, an online fashion shop .

Known for their membership only sales system, offering access to a wide range of coveted designers, Ruelala sent their members this incredible deal offer: every clothing item for only $29.99.

This price might not have arisen chills of excitement had it been rolled out by another online fashion shop. But in this particular case, $29.99 is a total bargain, because Ruelala sells clothes created by highly reputed designers.

Source: Ruelala

3. Free gifts & giveaways

Sweepstakes are still in fashion, you know. People still hunt for prizes, rewards and free gifts. This technique can be applied to local business advertising as well as to global scale advertising and it suits all types of businesses. 

Here’s an anniversary promotion from BJS Travel that offers not one but two grand and amazing prizes. Plus two first prizes consisting of a 7-day car rental service and an extra pocket money gift card. Is there anyone who wouldn’t like to go to the Caribbeans?

Source: BJS Travel

4.   Buy one, get one FREE

Women are notorious for being addicted to shopping. The more, the merrier. The cheaper, the better. This type of sales deal will arouse any woman’s desire. Paying one item and getting 2 for the same price is just pure ecstasy. 2 leggings for the price of one? Another free bra (of a different color) when you buy one? After all, is there a sane woman who doesn’t need to match her lingerie with her blouse and leggings and shoes and bag?

Rotating your business’ sales strategies is a great idea, so you could pin-post this method and use it when you feel necessary.

Here’s what Aerie has done to increase their sales: a buy 1, get 1 free pair of leggings promotion. Now, their promotion ran during September, the first month of fall. September is not the end of the fall, so they couldn’t have had clearance sales. But instead, they thought of something else. They bet on the people’s need for new autumn clothing items. So they chose the leggings as their star sale item which would hook people into the promotion. Isn’t this a great strategy?

Source: Aerie

5.  Reward points

Reward points may not be as exciting as big discounts, but this strategy still appeals to a large number of people, especially to loyal customers, who buy from your stores on a regular basis.

The reward points promotion from Boots , UK, here below, is a great loyalty builder for two reasons: first, it encourages customers to buy with the promise that a £5 reward will follow their purchase; second, it re-affirms the statement that Boots is a store worth buying from because you can add-up your reward credit with every purchase you make, which translates to free on-choice products.

Their deal is attractive and straightforward: you get £5 of points when you buy No. 7 products worth £30. The promotion is available both online and in store, but it is on a tight time limit. Imagine what you could buy with £5: a hair mouse, a shampoo, and a conditioner; or a face scrub and a moisturizing cream; or a deodorant, a soap, and a face wash lotion. £5 may seem like a small amount, but when you count the products in your basket, it’s actually a lot.

Source: Boots   

6. Limited time promotion – Flash sales

Having a big discounts promotion is great, but when you spice it up with a very limited time duration, people will get even more interested.

Flash sales appeal to our sense of urgency and to our fear of missing out on amazing things. In a world of instant gratification, make your promotion urgently instant with a limited time period. You can limit your offer to a duration spanning between 30 days to 24 hours.

Let’s analyze this Neiman Marcus flash sale promotion . In September 2018, they sent this email to their customers letting them know about their 24-hour only sale discounts. Their creative concept emphasizes the marketing idea: a girl in bed, covering herself up with the duvet is advised not to go back to sleep (“Don’t hit the snooze.”) or else she will miss the discounts going as low as 75% off.

Clear, funny, and appealing, if you’d ask me.

Source: Neiman Marcus

7.  Holiday promotions

There’s no time like Christmas time to clear your stocks and skyrocket your revenue. Erase Christmas and replace it with Halloween, Mother’s Day, Easter, or Valentine’s Day and you get the point.

Holiday promotions are a sure bet on huge sales, provided you have a great advertising campaign. From the key message to the graphic layout of your ads, everything must be taken care of. Remember this is a time of the year when everybody is out there shouting and waving their hands at customers, so you must stand out somehow. Sure, cut the prices, but take your time to craft a 21st-century campaign. By 21st-century I mean a digital campaign as part of your 360 degrees advertising efforts. Include email, Social Media, display banners, YouTube videos, website pop-ups.

Source: ReForm skincare

8. Seasonal promotions

There are four seasons of the year and thus four extra opportunities for you to launch sales promotions. This is extremely important when you’re selling seasonal products like clothing and shoes. You need to advertise your spring, summer, fall, and winter collections.  

You can even promote your collections of accessories like Nordstrom did in this campaign. As a woman, you cannot just wear your clothes. You need to complement them with jewelry.

Source: Nordstrom

9.  Special events & promotions

Countless events are happening every year, from football cups to music festivals. Your job is to find an event that matches your target audience and use it as a pretext to sell your products. Or you could initiate a deal with one of the top athletes or celebrities involved in that event and convince him/her to endorse your brand.

Head & Shoulders, one of the world’s best selling shampoo brands , had a deal with FC Barcelona’s stars to endorse its cool menthol shampoo. What’s the link between this shampoo and the football players? Apparently none. But this shampoo prevents and treats (according to their claim) dandruff. And dandruff can come as a consequence of sweating when running or working out. So, it can help these stars have clean scalps (and shoulders) while looking great. It can also help the people watching these football matches fight dandruff, especially if they’re also confronted with this problem after playing football with friends or working out in the gym.

Source: Moat

Here’s another example, from Kellog’s: L’Eggo . They found an excellent opportunity to link this  brand (a flavored frozen waffle) to the back-to-school time of the year. Because it’s frozen and all it needs is a bit of topping, this waffle is perfect for a fast breakfast, before heading to school. That’s why they launched this campaign before the start of the school and made sure children and parents are well aware there’s L’Eggo out there to help them out with breakfast, once the school starts.

10. First order discount

You can run this type of sales discount all year round on your website or in your shops. It motivates people to try your products and ensures a positive experience with your brand.

Have a look at the example below.

ReForm is a skincare brand selling anti-aging and highly moisturizing creams and lotions. Their products are not extremely expensive, but they’re not the cheapest cosmetics you’d find in the supermarket. So they used the “first order discount” sales incentive to entice people to try their products and order online.

Motivating.

11. Free shipping

There’s one thing that people consider when buying from an e-commerce website: the shipping cost.

Although online shopping is more time convenient and even cheaper, sometimes we realize we spent more on a product we ordered online than we would have actually spent if we bought it from a shop in the city center. That’s because shipping can get expensive. Depending on the e-commerce website you order from, (and the country) you can pay an amount ranging from $2 to $50. That’s a lot.

Source: Steve Maden

Steve Maden, a large e-commerce retailer, knows that people place orders from countries all over the world. That’s why they often offer free shipping. As you can see, their free shipping period offer is limited to two days. Which makes their website even more enticing.

12. Coupons

Coupons are women’s most sought sales deals. They used to be present everywhere in women’s magazines, back in the old days of print press. But digital marketing has taken coupons to a whole new level, keeping up with today’s woman and her new devices. There’s no need to cut out the coupons anymore and store them in the kitchen’s drawers. You just have to type in a code and that’s all it takes to receive a significant discount.

If you’ve got a women’s brand, add couponing to your marketing toolkit and analyze JOANN’s case study below.

JOANN is one of the world’s largest fabric and craft supplies retailers and it is thriving on women’s passion for tailoring, quilting, and crafting. By now, they know their target audience psychology by heart and use essential insights to create appealing sales promotions.

Here’s an impressive and long coupon that JOANN sent out via email to their customers. Instead of formulating a standard discount message (Get 60% OFF), they created several categories of discounts for various types of products and invited people to apply for the discount they prefer, using one of the codes available.

Please notice the skillfully crafted email layout. It looks a lot like a scrapping book! This is just a small part of the email. 

Source: JOANN

13. Competitions

One simple and efficient way of increasing sales and long-term commitment is to organize a competition. Prize contests have moved from the store area to the internet a long time ago, which allows us to make use of a wide array of sales promotion tools.

Here is one of Ariel’s contest promotion. The big prize: a washing machine. If you want to use this strategy to create a promotion, be careful though. You need to choose a prize that complements your products. For Ariel, it was plain simple to choose a washing machine as their big prize. But, what happens when you’re an insurance company? Or a chocolate bar? The prize must consist of something other than your product.

Here’s a hint: think of your target audience and where they use your product. For example, if you have a chocolate bar brand, you could offer a summer camp vacation for kids.

In a nutshell

Whatever the type of marketing strategy you choose to boost your sales , take your time to make a choice. See which sales promotion method works best for your brand and your customers. No technique works for everyone, so what was a sales booster for someone else might be a time waster for you.

Analyze your business, audience, choose a sales strategy and come up with a creative campaign that looks great and appeals to humans of the 21st century, that is people bombarded with promotional information.

I read your blog and I found out about this . i need your other information. thank’s

I was looking for information, types of sales promotion techniques and their psychology. U categorized with examples simplifies the understanding. Keep sharing your information

Thanks for sharing these techniques for boosting business. Every entrepreneur should be aware of them and implement if he is interested in taking his business to a higher level

I do believe all of the concepts you have offered on your post.

They are very convincing and can certainly work. Still, the posts are too brief for newbies. May just you please extend them a bit from next time? Thank you for the post.

Thanks for publishing such a useful piece of content. This helps me a lot as a sales rep. My favourite part is about holiday promotions.

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Case study: Building a customer-centric B2B organization

Customer experience (CX) is an increasingly important strategic topic in the boardrooms of B2B companies in China and throughout the world. Despite the rapid development of the previous decades, the “growth first” principle of Chinese enterprises sometimes implies customer experience can be sacrificed. But CX leaders, globally and within China, drive higher growth, lower cost, and superior customer satisfaction. In times of crisis, they achieve three-times-higher shareholder returns 1 Total return to shareholders tracked for publicly traded companies in the top 10 or bottom 10 of Forrester’s Customer Experience Performance Index in 2007–09. than laggards.

Start with a vision

A successful transformation starts from the top. Cases within and outside China confirm that the CEO must be in charge to continuously push and unify the organization.

The Chinese steel industry has taken an upturn amid the country’s overcapacity-reduction program, and companies have been enjoying robust price and volume increases. In this article, we consider one Chinese steel manufacturer whose CEO set a clear vision to build a customer-centric organization in order to gain a competitive edge and to keep the organization healthy through future downturns. The company took a series of steps to systematically and holistically shift the entire organization toward customer-centricity.

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Identify the challenges.

Comprehensive diagnostics revealed that the company faced a series of challenges. In fact, interviews with some customers were alarming: the customer voice, though central to the CEO’s vision, had no conduit within the organization and was never heard by decision makers. One key account was lost well before corporate management heard its complaints. Analysis of the research revealed several serious shortfalls in customer-centricity:

Limited understanding of customers.

The company had not systemically mapped the diverse stakeholders behind each customer, relying instead in most cases on buy-side procurement managers and their associates as the only source of customer feedback. Company representatives rarely knew or approached other customer-decision influencers or the users behind procurement, thereby losing many potential customer insights. The company also lacked access to end customers further down the value chain.

Few channels for customer feedback.

As is true at many B2B organizations, sales was the major channel through which the company gathered customer feedback. But manual relays of messages could take a long time to reach managers, assuming they were not forgotten along the way. To make matters worse, sales representatives sometimes neglected to report feedback, fearing they would be punished if headquarters learned that their customers were unhappy.

Limited analysis of feedback for insights.

What customer feedback and CX data existed within the organization was not centrally managed and synthesized into easy-to-access reports to give top management the full picture. Other stakeholders also found it challenging to access the aggregated customer feedback related to their own roles.

Customer problems not addressed.

Many customers complained that issues they had reported many times had not been dealt with, and the same problems continued to persist.

Transform to a CX-centric organization through a holistic ‘diagnose, design, deliver’ process

A holistic transformation was crafted to move the company toward the CEO’s vision, knowing that no single silver bullet could address all challenges at the same time. The transformation plan consisted of multiple modules based on a “diagnose, design, deliver” process, which takes two to three years to implement fully (Exhibit 1).

The company proceeded through the process in three phases:

Phase 1: Diagnose

The first step was to map the customers and identify stakeholders beyond buy-side procurement. To achieve this, customers were divided into segments based on similar stakeholder dynamics and customer journeys. Then the segments were prioritized based on their value and strategic importance.

Phase 2: Design

After the journey diagnostics, the company built a structured “question library” based on the journey breakdown, with customized questionnaires and feedback forms for different stakeholders. This enabled the company to collect feedback and experience data, and perform a consistent longitudinal analysis across feedback channels. Using these designs, the company was able to systematically analyze experience data, dig into root causes, and identify improvement areas.

Phase 3: Deliver

An IT backbone had to be built to implement all the designs discussed in the previous paragraphs. To achieve this, the company broke down the system design into several modules and assessed how each one should be tackled. Among the three possible development options, “customized third-party solution, locally deployed” was chosen as the best option based on five evaluation criteria: feasibility, customization, data security, timeline, and price.

Survey: Chinese B2B decision maker response to COVID-19 crisis

Key learnings: prioritize segments, and collect feedback on multiple channels.

The company eventually prioritized three segments: (1) section-steel and steel-sheet-piling dealers, (2) section-steel manufacturers, and (3) steel-sheet-piling leasing companies, with the biggest customer in each category selected for deeper analysis. In analyzing the different customers, the company discovered a pattern: three journeys—scheduling inquiry, transport and delivery, and quality discrepancy—were deemed crucial by all customers.

A new, multichannel system was designed to address the company’s various challenges in collecting customer feedback. While customers can still share feedback directly with sales reps, the system incorporates new channels, including periodic on-site interviews and feedback sessions conducted by marketing personnel or the CX team, surveys on mobile devices, and a WeChat portal where customers can submit feedback whenever they want.

This system also allows the company to reach out to previously inaccessible or remote customers, who can simply scan product QR codes to submit feedback on features and quality, or even solicit technical support. A dashboard was designed to create CX transparency across the organization, allowing different stakeholders to analyze the data and generate insights. The multichannel-backed (PC and mobile) dashboard can make customer feedback and experience data visible for stakeholders from different divisions, so they can easily analyze data and generate insights.

Manage the change to maintain success

McKinsey research indicates that 70 percent of change programs fail, mostly because of human factors. Design-phase initiatives don’t stick without procedures for proper change management. McKinsey has a useful framework for change management (Exhibit 2), from which the steel manufacturer adopted key elements.

Real impact to the bottom line

To date, the company has already generated an estimated 4 percent increase in gross profit, or an 8 percent increase in pre-interest and pretax profit—a number matching the CEO’s initial expectations of the project. Moreover, the company believes that its transformation will have a lasting impact, producing better products, more satisfied and loyal customers, and a healthier, more efficient organization overall.

All in all, customer experience is an effective tool that Chinese B2B players can utilize to create long-term competitive advantages. A company should first define its priorities, lay out an implementation path based on its current reality, and use it to work toward a superior customer experience and, ultimately, excellence.

Hai Ye and Will Enger are partners in McKinsey’s Hong Kong office.

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Retail Point of Sale Software: A Case Study 

• Post author: Maryliya M J
• Post published: January 23, 2024
• Reading time: 12 mins read

Retail Point of Sale (POS) Software: A Case Study 

Table of contents.

Retail Point of Sale ( POS ) software has become an integral part of modern retail businesses, revolutionizing the way transactions are processed and managed. This software not only handles sales transactions but also offers a wide range of features, such as inventory management, customer relationship management (CRM), and reporting capabilities, that streamline operations and enhance overall business performance.

Introduction to Retail Point of Sale Software

What is retail pos software.

Retail Point of Sale Software is like a superhero for retail businesses. It’s a software system that helps you manage all aspects of your sales transactions, from ringing up purchases to tracking inventory and everything in between. It’s the brain behind the cash register, making the lives of retail store owners and employees a whole lot easier.

Importance of Retail POS Software in the Modern Retail Industry

In the fast-paced world of retail, time is money. Retail POS software is the secret weapon that empowers businesses to streamline operations, enhance customer service, and boost sales. With features like inventory management, sales tracking, and customer relationship management, retail POS software keeps business owners in control and customers happy. It’s like having a personal assistant who never takes a lunch break.

Key Features and Benefits of Retail POS Software

Inventory management and tracking.

No more guessing games with inventory management! Retail POS software helps you keep track of what’s on your shelves, what’s flying off them, and what’s gathering dust. It sends out automatic alerts when you’re running low on a product, making restocking a breeze. Say goodbye to the days of disappointing customers with out-of-stock items.

Sales and Transaction Management

Gone are the days of manually recording sales and painstakingly tallying up receipts. Retail POS software simplifies the sales process by automating transactions, providing accurate pricing, and keeping a record of every sale. It keeps the chaos in check, making sure your cash register is always in harmony.

Customer Relationship Management (CRM)

Building relationships with customers is the holy grail of retail success, and retail POS software is here to lend a helping hand. It stores customer information, purchase history, and even preferences, allowing you to provide personalized experiences and targeted promotions. It’s like having a memory that never forgets a friendly face or a favorite product.

Reporting and Analytics

Numbers may not be everyone’s cup of tea, but they’re crucial for business growth. Retail POS software comes armed with reporting and analytics tools that crunch the numbers so you don’t have to. It provides valuable insights into sales trends, popular products, and customer behavior. It’s like having your own personal data scientist, just without the white lab coat.

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About the client.

Our client, a small retail business, faced challenges with manual sales processes, inventory tracking, and customer engagement. Recognizing the need for an efficient solution, they sought a Retail Point of Sale (POS) Software, based on .NET, to streamline transactions and enhance overall customer satisfaction. The primary goal was to create a user-friendly POS system that integrates with inventory management, tracks sales in real-time, and provides customer relationship tools for personalized shopping experiences. 

Project Overview

The project aimed to develop a comprehensive .NET-based Retail POS Software to address the client’s challenges. The primary objectives included providing tools for seamless transactions, real-time sales tracking, and customer engagement for a more personalized shopping experience. 

The Challenges

• Manual Sales Processes: Inefficiencies in manual sales processes leading to errors and delays. 
• Inventory Tracking Difficulties: Difficulty in tracking inventory levels and managing stock efficiently. 
• Lack of Customer Engagement: The absence of tools for engaging customers and providing a personalized shopping experience. 

The Solution

Our team of experienced developers and project managers collaborated to design and implement a comprehensive .NET-based Retail POS Software. The solution included features for seamless transactions, real-time sales tracking, and customer relationship tools to enhance overall customer satisfaction. 

Key Features of the Retail POS Software

• Seamless Transactions: Intuitive interface for fast and error-free transactions at the point of sale. 
• Real-time Sales Tracking: Comprehensive tools for tracking sales in real-time, providing insights for decision-making. 
• Inventory Management Integration: Seamless integration with inventory management for efficient stock tracking and management. 
• Customer Relationship Tools: Features for customer engagement, loyalty programs, and personalized shopping experiences. 

Technologies Utilized

Development Stack: .NET, ASP.NET MVC 

Database: SQL Server 

Integration: Web API, REST APIs 

User Interface Design: User-friendly design for a smooth checkout experience. 

The Outcome

The Retail POS Software was successfully deployed, resulting in significant improvements in sales processes, inventory management, and customer engagement. The seamless transaction interface, real-time sales tracking, inventory management integration, and customer relationship tools contributed to a more efficient and customer-centric retail experience. 

Our team’s expertise in developing a tailored Retail POS Software using .NET technologies effectively addressed the client’s challenges. The implementation of seamless transaction features, real-time sales tracking, inventory management integration, and customer engagement tools contributed to a successful transformation of the retail business. 

In conclusion, retail point of sale (POS) software has proven to be a game-changer for businesses in the retail industry. Its advanced features and capabilities have enabled retailers to streamline their operations, improve efficiency, and enhance the overall customer experience. Through this case study, we have seen how the careful selection and implementation of retail POS software can lead to remarkable results, including increased sales, improved accuracy, and enhanced business performance.

However, successful adoption of POS software requires thorough assessment of business needs, collaboration with vendors, and ongoing training and support for staff. As we look to the future, we can expect continued advancements in cloud-based solutions, artificial intelligence, and data security that will further transform the retail POS landscape. With its ability to drive operational excellence and optimize customer interactions, retail POS software remains a vital tool for businesses aiming to thrive in the competitive retail market.

Are you struggling with manual sales processes and inventory management? Contact us today to explore how our expertise in Retail POS Software development can transform your retail operations and enhance overall customer satisfaction. 

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Real-world examples.

At sales-i, we pride ourselves on our determination to create the most advanced sales software for our customers, their goals are our goals and we are motivated by the success of each user.

Therefore, when our customers share their experience with sales-i and how they’ve now improved their performance, increased their margins, generated more sales and gained greater knowledge of customer accounts, it reinforces the true power of our sales solution.

Having thousands of customers who are happy to share their own unique feedback on why sales-i works for them means this page holds opinions from business of all shapes and sizes and from all sectors. Don’t take our word for it – discover for yourself in these case studies how customers have successfully deployed our sales software solution and seen the returns.

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Case Study: Sale of Successful Manufacturing Business

Calder Capital focuses on the sell-side representation of small West Michigan-based manufacturing companies. Wondering how to sell your manufacturing business? Here is a textbook case study describing Calder Capital closed on the sale of a recent manufacturing business-for-sale engagement in less than five months.

Time Line & Story:

April – Max Friar is introduced to the owner. At age 40, the owner of this profitable machine manufacturer was burned out and had a vision for another company he desperately wanted to start. The challenge was that the mental burden of ownership of his current company plus the day-to-day stress of oversight had all but zapped his energy. Although his current company was doing amazingly well (cash flow $500,000+) and his weekly time investment was limited to approximately 20 hours, his inability to fully execute his vision and passion made his business feel like a prison.

He started his company out of a passion to manufacture the highest quality machines ten years prior. The company grew in both sales and profits every year, even through the Great Recession.  At the time the company was doing approximately $1.8MM in sales and cash flowed $500K+.

May – Pre-Sale Planning revealed that the company was highly marketable, largely due to its strong cash flow, growth trend, and niche market. Based on our experience and the conducting of a thorough business valuation we believed that the owner would receive approximately $1.5-2.0MM for the business, the range being largely dependent on transaction structure.

May – July – Marketing, Buyer Identification & Negotiation . Due to the attractive nature of the business, the marketing of the company was not difficult. The Company was marketed using the standard practice for a business of this size and type – targeted email blasts, postings on M&A listing sites, discussions with buyers in our broker network, etc. Typically when  individual buyers see a company with these characteristics they flock to it.

After approximately 10 showings we had enough interest to begin requesting formal letters of intent (LOIs). We set a deadline for receipt and ended up receiving three (3) LOIs. We immediately threw out one low-ball offer. The two remaining LOIs were interestingly very similar in price and structure. We ended up choosing to move forward with an individual buyer due to: a) the owner’s comfort/trust in him; b) his flexibility in a transition; and c) his offer was the strongest in terms of guaranteed payment (no earn-out). Before signing a final LOI, the buyer and seller met 2-3 times to negotiate some of the finer details and build trust. We can’t say enough about having the buyer and seller spend time together prior to the closing. As a firm, we feel it is very important for buyers/sellers to “peel back the onion layers” with each other. This is a small business. It’s not always pretty. Trust and no surprises. That’s how to get a deal to the finish line.

August – Closing the Transaction. During August we assisted the buyer and seller through due diligence. Because this was a stock transaction, the buyer was highly concerned with ensuring that there were no skeletons in the closet. Despite representing the seller, we made sure to help the buyer with due diligence. Oftentimes brokers fail to realize that many buyers have never purchased a company before. If you are going to satisfy your client’s goal of selling their company, you need to make sure that you are able to help the buyers in good faith. Once due diligence ended and the final purchase agreement and schedules had been negotiated we met at the seller’s attorney’s office for a brief, professional closing. Afterward, we all shared a beer at Founders!

We are happy to say that our client received the high end of our valuation assessment in guaranteed funds.

Closing Comments:

I enjoyed this transaction tremendously, particularly getting to know the seller personally and learning about the evolution of the business. This is your classic successful seat-of-your-pants entrepreneur scenario. The seller founded his company out of a passion to produce the highest quality machines in his industry. Despite failed partnerships, lost and changed friendships and other small business challenges, he was determined every day to grow and improve. He hired employees, then a manager. He bought equipment. He learned about eCommerce. He learned about supply chains and negotiating with vendors. The best part is that he treated people right. He created jobs, respected his employees’ personal lives, and made accommodations so that they enjoyed working with him. He took care of them.

But slowly, steadily, “entrepreneurial creep” entered his life. Managing the company was not fun anymore. It was stressful. He couldn’t create, be free, be left alone anymore. Making money hand-over-fist was not worth the emotional and mental burden of ownership. So he decided to sell. And we helped him the right way. And it worked out great for all.

Testimonial

“At all times during the process, I found Max Friar to be honest, dependable, hard-working, genuine, professional, and thoughtful. Max took the time to get to know me, my business, and my goals. What struck me the most about Max was his determinedness, communication skills, and ability to handle stressful situations with ease. He was also always available, usually immediately, to attend to my questions and concerns. Something I view as paramount- feeling like l was a priority. Max prioritized me and my company and that speaks volumes about his integrity.”

– Founder, Machine Manufacturing Company, West Michigan

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DuPont Corporation: Sale of Performance Coatings

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Dupont corporation: sale of performance coatings description.

In January 2012, Ellen Kullman, CEO and chairman of DuPont, must decide whether to retain or sell the company's Performance Coatings (DPC) division. This is an introductory case on valuing a leveraged buyout. The case focuses on a publicly listed corporation's decision to divest a large division and asks students to compare the division's value if it remains under DuPont's control or is sold to an outside party. The transaction size of approximately $4 billion is too large for potential strategic buyers in the industry, making private equity (PE) firms the most likely bidders. The case provides a base-case adjusted present value (APV) model of DPC as a stand-alone company and gives students specific assignments to adjust it to reflect the division's potential value under PE ownership (e.g., EBITDA growth, multiple arbitrage, and increased leverage). The case is designed to illustrate and discuss the differences between a public company's valuation based on unlevered free cash flows and a PE sponsor's valuation based on residual (levered) cash flows. This case has been successfully taught in a second-year elective course covering entrepreneurial finance and private equity and in an advanced undergraduate course on corporate finance. It is appropriate for use in classes on private equity, advanced corporate finance, or deal valuation.

Case Description DuPont Corporation: Sale of Performance Coatings

Strategic managment tools used in case study analysis of dupont corporation: sale of performance coatings, step 1. problem identification in dupont corporation: sale of performance coatings case study, step 2. external environment analysis - pestel / pest / step analysis of dupont corporation: sale of performance coatings case study, step 3. industry specific / porter five forces analysis of dupont corporation: sale of performance coatings case study, step 4. evaluating alternatives / swot analysis of dupont corporation: sale of performance coatings case study, step 5. porter value chain analysis / vrio / vrin analysis dupont corporation: sale of performance coatings case study, step 6. recommendations dupont corporation: sale of performance coatings case study, step 7. basis of recommendations for dupont corporation: sale of performance coatings case study, quality & on time delivery.

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Case Analysis of DuPont Corporation: Sale of Performance Coatings

DuPont Corporation: Sale of Performance Coatings is a Harvard Business (HBR) Case Study on Finance & Accounting , Texas Business School provides HBR case study assignment help for just $9. Texas Business School(TBS) case study solution is based on HBR Case Study Method framework, TBS expertise & global insights. DuPont Corporation: Sale of Performance Coatings is designed and drafted in a manner to allow the HBR case study reader to analyze a real-world problem by putting reader into the position of the decision maker. DuPont Corporation: Sale of Performance Coatings case study will help professionals, MBA, EMBA, and leaders to develop a broad and clear understanding of casecategory challenges. DuPont Corporation: Sale of Performance Coatings will also provide insight into areas such as – wordlist , strategy, leadership, sales and marketing, and negotiations.

Case Study Solutions Background Work

DuPont Corporation: Sale of Performance Coatings case study solution is focused on solving the strategic and operational challenges the protagonist of the case is facing. The challenges involve – evaluation of strategic options, key role of Finance & Accounting, leadership qualities of the protagonist, and dynamics of the external environment. The challenge in front of the protagonist, of DuPont Corporation: Sale of Performance Coatings, is to not only build a competitive position of the organization but also to sustain it over a period of time.

Strategic Management Tools Used in Case Study Solution

The DuPont Corporation: Sale of Performance Coatings case study solution requires the MBA, EMBA, executive, professional to have a deep understanding of various strategic management tools such as SWOT Analysis, PESTEL Analysis / PEST Analysis / STEP Analysis, Porter Five Forces Analysis, Go To Market Strategy, BCG Matrix Analysis, Porter Value Chain Analysis, Ansoff Matrix Analysis, VRIO / VRIN and Marketing Mix Analysis.

Texas Business School Approach to Finance & Accounting Solutions

In the Texas Business School, DuPont Corporation: Sale of Performance Coatings case study solution – following strategic tools are used - SWOT Analysis, PESTEL Analysis / PEST Analysis / STEP Analysis, Porter Five Forces Analysis, Go To Market Strategy, BCG Matrix Analysis, Porter Value Chain Analysis, Ansoff Matrix Analysis, VRIO / VRIN and Marketing Mix Analysis. We have additionally used the concept of supply chain management and leadership framework to build a comprehensive case study solution for the case – DuPont Corporation: Sale of Performance Coatings

Step 1 – Problem Identification of DuPont Corporation: Sale of Performance Coatings - Harvard Business School Case Study

The first step to solve HBR DuPont Corporation: Sale of Performance Coatings case study solution is to identify the problem present in the case. The problem statement of the case is provided in the beginning of the case where the protagonist is contemplating various options in the face of numerous challenges that Pe Dpc is facing right now. Even though the problem statement is essentially – “Finance & Accounting” challenge but it has impacted by others factors such as communication in the organization, uncertainty in the external environment, leadership in Pe Dpc, style of leadership and organization structure, marketing and sales, organizational behavior, strategy, internal politics, stakeholders priorities and more.

Step 2 – External Environment Analysis

Texas Business School approach of case study analysis – Conclusion, Reasons, Evidences - provides a framework to analyze every HBR case study. It requires conducting robust external environmental analysis to decipher evidences for the reasons presented in the DuPont Corporation: Sale of Performance Coatings. The external environment analysis of DuPont Corporation: Sale of Performance Coatings will ensure that we are keeping a tab on the macro-environment factors that are directly and indirectly impacting the business of the firm.

What is PESTEL Analysis? Briefly Explained

PESTEL stands for political, economic, social, technological, environmental and legal factors that impact the external environment of firm in DuPont Corporation: Sale of Performance Coatings case study. PESTEL analysis of " DuPont Corporation: Sale of Performance Coatings" can help us understand why the organization is performing badly, what are the factors in the external environment that are impacting the performance of the organization, and how the organization can either manage or mitigate the impact of these external factors.

How to do PESTEL / PEST / STEP Analysis? What are the components of PESTEL Analysis?

As mentioned above PESTEL Analysis has six elements – political, economic, social, technological, environmental, and legal. All the six elements are explained in context with DuPont Corporation: Sale of Performance Coatings macro-environment and how it impacts the businesses of the firm.

How to do PESTEL Analysis for DuPont Corporation: Sale of Performance Coatings

To do comprehensive PESTEL analysis of case study – DuPont Corporation: Sale of Performance Coatings , we have researched numerous components under the six factors of PESTEL analysis.

Political Factors that Impact DuPont Corporation: Sale of Performance Coatings

Political factors impact seven key decision making areas – economic environment, socio-cultural environment, rate of innovation & investment in research & development, environmental laws, legal requirements, and acceptance of new technologies.

Government policies have significant impact on the business environment of any country. The firm in “ DuPont Corporation: Sale of Performance Coatings ” needs to navigate these policy decisions to create either an edge for itself or reduce the negative impact of the policy as far as possible.

Data safety laws – The countries in which Pe Dpc is operating, firms are required to store customer data within the premises of the country. Pe Dpc needs to restructure its IT policies to accommodate these changes. In the EU countries, firms are required to make special provision for privacy issues and other laws.

Competition Regulations – Numerous countries have strong competition laws both regarding the monopoly conditions and day to day fair business practices. DuPont Corporation: Sale of Performance Coatings has numerous instances where the competition regulations aspects can be scrutinized.

Import restrictions on products – Before entering the new market, Pe Dpc in case study DuPont Corporation: Sale of Performance Coatings" should look into the import restrictions that may be present in the prospective market.

Export restrictions on products – Apart from direct product export restrictions in field of technology and agriculture, a number of countries also have capital controls. Pe Dpc in case study “ DuPont Corporation: Sale of Performance Coatings ” should look into these export restrictions policies.

Foreign Direct Investment Policies – Government policies favors local companies over international policies, Pe Dpc in case study “ DuPont Corporation: Sale of Performance Coatings ” should understand in minute details regarding the Foreign Direct Investment policies of the prospective market.

Corporate Taxes – The rate of taxes is often used by governments to lure foreign direct investments or increase domestic investment in a certain sector. Corporate taxation can be divided into two categories – taxes on profits and taxes on operations. Taxes on profits number is important for companies that already have a sustainable business model, while taxes on operations is far more significant for companies that are looking to set up new plants or operations.

Tariffs – Chekout how much tariffs the firm needs to pay in the “ DuPont Corporation: Sale of Performance Coatings ” case study. The level of tariffs will determine the viability of the business model that the firm is contemplating. If the tariffs are high then it will be extremely difficult to compete with the local competitors. But if the tariffs are between 5-10% then Pe Dpc can compete against other competitors.

Research and Development Subsidies and Policies – Governments often provide tax breaks and other incentives for companies to innovate in various sectors of priority. Managers at DuPont Corporation: Sale of Performance Coatings case study have to assess whether their business can benefit from such government assistance and subsidies.

Consumer protection – Different countries have different consumer protection laws. Managers need to clarify not only the consumer protection laws in advance but also legal implications if the firm fails to meet any of them.

Political System and Its Implications – Different political systems have different approach to free market and entrepreneurship. Managers need to assess these factors even before entering the market.

Freedom of Press is critical for fair trade and transparency. Countries where freedom of press is not prevalent there are high chances of both political and commercial corruption.

Corruption level – Pe Dpc needs to assess the level of corruptions both at the official level and at the market level, even before entering a new market. To tackle the menace of corruption – a firm should have a clear SOP that provides managers at each level what to do when they encounter instances of either systematic corruption or bureaucrats looking to take bribes from the firm.

Independence of judiciary – It is critical for fair business practices. If a country doesn’t have independent judiciary then there is no point entry into such a country for business.

Government attitude towards trade unions – Different political systems and government have different attitude towards trade unions and collective bargaining. The firm needs to assess – its comfort dealing with the unions and regulations regarding unions in a given market or industry. If both are on the same page then it makes sense to enter, otherwise it doesn’t.

Economic Factors that Impact DuPont Corporation: Sale of Performance Coatings

Social factors that impact dupont corporation: sale of performance coatings, technological factors that impact dupont corporation: sale of performance coatings, environmental factors that impact dupont corporation: sale of performance coatings, legal factors that impact dupont corporation: sale of performance coatings, step 3 – industry specific analysis, what is porter five forces analysis, step 4 – swot analysis / internal environment analysis, step 5 – porter value chain / vrio / vrin analysis, step 6 – evaluating alternatives & recommendations, step 7 – basis for recommendations, references :: dupont corporation: sale of performance coatings case study solution.

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Case Analysis: Sujanmal v/s Radhey Shyam Agrawal

• Whether the defendants committed breach of contract and
• If the breach had been committed, what is the date of such breach?
• Reasonable time for performance of contract. Though this issue was not raised by the parties to the contract, the court took Suo Moto to determine the time as to the performance. The court depended upon the facts of the case for this. The distance between the defendant's firm and place of delivery was 12 miles and the stock was already available. So, the reasonable time was found to be 1 month.  Analysis: Although ignored, but it is a very crucial point as when the contract is not performed within a reasonable time, it might frustrate the whole objective of the contract. If the defendant had not asked for payment in advance, the contract might have been performed after that day. As the price of Rasada Vanaspati increased with effect from 14/02/64, the plaintiff would have suffered huge losses. Therefore, the court took justified step in determining the reasonable time.  
• Non-payment- When the buyer denies paying for goods after the delivery.
• Violation of Condition- If the contract is based on certain condition/conditions and that condition is breached, the contract is said to be breached.
• Violation of Warranty- Warranty is a stipulation collateral to the main purpose of contract. If the warranty is breached, the contract is deemed to be breached.
• Installment deliveries- If the delivery is to be made in installment and the buyer refuses to pay for a certain in tustallment or all the installments or the seller makes defective delivery in one or more installments, the contract is breached.
• Non-acceptance of good- When the buyer refuses or neglects the delivery of goods, the contract is breached on his part.
• Non-delivery of good- If the seller does not deliver the goods to the buyer after entering into a contract, the contract is breached on his part.
• Payment and Delivery are concurrent conditions The court referred to Section 32 of the act and held that the plaintiffs did not show readiness and willingness to pay. Analysis: The plaintiffs can argue against this point by saying that they were ready and willing to pay as if not, they would never have been entered into the contract of sale. The point is nevertheless correct but after receiving the letter asking for payment in advance, they were bound to expressly show their readiness and willingness. Had the letter for advance payment not been sent to them, it was not required of them to show express willingness as it was already implied. However, they could still not blame the defendants for breach because they had not applied for delivery which is a necessary condition as per Section 35.  
• The Sale of Goods Act, 1949, � 32, No. 3, Acts of Parliament, 1930 (India).
• Indian Contract Act, 1872 � 3, No. 9, Acts of Parliament, 1872 (India).
• Sujanmal v. Radhey Shyam Agrawal, AIR 1976 Raj 98.
• Firm Birdhi Chand v. Ramdeo, 1970 RLW 148=ILR 1969 19 Raj. 481.
• Jai Mishra, Breach of Contract under Sale of Goods Act,1930, Legal Services India (Mar. 25, 2022, 12:22 PM), https://legalserviceindia.com/legal/article-4303-breach-of-cpntract-under-sale-of-goods-act-1930.html.

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Home should be a place for social activities that satisfy both physical and social needs. Real estate developers in Jeddah currently show little consideration for cultural and social patterns of users in residential interior layouts. Therefore, this study aims to investigate apartments released by real estate developers in Jeddah from users’ perspectives. Qualitative and quantitative approaches are applied through in-depth interviews with 21 participants. The interviews investigate participants’ satisfaction, desire to make changes, reasons for making changes, and reasons for not making changes. This study finds that the majority of participants want to make changes to the layout of their homes owing to social activities. The SPSS analysis shows that most participants are less satisfied with the home layouts of RED than homes that are self-built, with a statistical significance of P = 0.002. This study recommends that RED companies should consider open spaces when designing apartments for sale so as to allow users to divide the interior layouts of reception and living zones according to their needs. In order to achieve this by RED, the study recommends more study by electrical engineer for electricity switches location, architects for window location, and construction engineers for column arrangement.

Article Highlights

This study investigates satisfaction with apartments bought in Jeddah, Saudi Arabia.

The study discusses finding in comparison between self-builder and Real estate- developer.

The study conducts 21 interviews with residents and applies a mixed qualitative– quantitative approach for the analysis.

The study discussed privacy, safety and room size or layout as factors for making changes.

In this study a self-builder refers to an owner who deals with a contractor to build a home on their land.

RED refers to Real estate developers

Avoid common mistakes on your manuscript.

1 Introduction

Home is the most important place for all people, as it is where they perform most of their activities, such as sleeping, eating, relaxing, cooking, and working. In the Middle East, major, economic and social changes have occurred over the last 10 years, with major shifts in the cities of most countries [ 1 ]. As a result, noticeable changes in economy and culture have occurred, reflecting people’s behaviors and lifestyles, including those related to housing [ 2 ]. Based on these changes, the Saudi 2030 vision aims to increase the number of Saudis who own homes, a common dream in Saudi Arabia [ 3 ].

Many studies have discussed the provision of affordable housing design. They have highlighted insufficient housing as a major issue in many countries [ 4 , 5 ]. For instance, Mulliner and Algrnas [ 6 ] investigated whether housing design fulfill residents’ need and results in housing satisfaction. Ali [ 7 ] argued that home design quality requires further investigation. Other studies, stated that professionals do not focus on thermal comfort or sustainability as much as they care about finishing, building quality, internal layout, and design [ 4 , 8 ]. Meanwhile, many studies have asserted that internal layout and residents’ needs at home are not considered in current design in different countries [ 4 , 5 , 9 , 10 , 11 , 12 ]. In Saudi Arabia, public-private partnership is established to increase the involvement of private sector in order to help in financing and providing affordable house [ 13 ].

2 Factors influencing home purchases

Al-Nahdi, Nyakwende [ 11 ] studied the factors that influence the purchase of homes in Saudi Arabia. He asserts that attitude, subjective norms, perceived behavioral control, and finance are the major factors guiding Saudi consumers to purchase real estate. Many studies agree that attitude is a major factor influencing people ’s home [ 11 , 14 , 15 ]. Attitude is defined as a person favoring or disfavoring an action [ 16 ]. It is also defined as the way in which a person reacts to an object [ 17 ]. Therefore, customers compare the available service with what they expect; if they feel that the provided service does not meet their expectations, it would dissatisfy them. However, if customers meet their expectations and feel satisfied, they purchase from a service provider [ 18 ]. This is in line with [ 19 ], who asserted that purchasers’ feelings are a factor affecting those who buy prefabricated houses. This indicates that the psychological mechanisms underpinning human needs must be considered in home design to fulfill essential human needs [ 20 ]. Meanwhile, many studies have discussed how cultural values and changes in social lifestyles affect people’s preferences for home [ 21 , 22 ] as home reflects social changes [ 2 ].

2.1 Society and culture

Some studies have claimed that a residence is an image that shows the connection between the built environment and cultural values. Therefore, the residence is a window that shows the relationship between culture and the built environment according, create community identity[ 23 ].

This does not end as a building face; it also continues to the interior layout as culture can be recognized from the home layout [ 24 ]. The interior Layout of a residence is a major indicator of its culture and lifestyle [ 22 , 25 ]. Shehab and Kandar [ 21 ] found a strong relationship between home layouts and social changes in Jordan. According to Yazdanfar and Naserdoost [ 26 ] homes are places where people perform their social activities, but there is a noticeable ignorance of the behavioral, cultural, and residential patterns of users in the contemporary design construction industry. Many studies have discussed the relationship between the home and sociocultural values that affect user activities. These factors vary from social norms, cultural values, lifestyles, social status, social network, hospitality, gender segregation, safety, and privacy [2, 9, 21, 22, 24, 25].

The governments of some countries, such as Nigeria, have started to encourage optimal housing design to accommodate user preferences, leading to the production of homes that consider the sociocultural attributes of residence [ 27 ]. According to Mnea and Zairul [ 4 ] architectural design that fulfills social needs in Saudi Arabia is called “ socially based design, ” as many studies have confirmed the importance of home, health, and social factors that reflect home design housing [ 4 , 28 ]. Abed, Obeidat [ 12 ] found that sociocultural factors play a major role in residents’ satisfaction and unit layout transformation. The author asserts that sociocultural factors lead people to change their home layouts. The four main reasons for layout transformation are gender segregation, privacy, social networking, and safety. The quantitative and qualitative analyses in this study revealed that privacy is a major social factor in the internal layout.

The issue of privacy has been addressed in many studies, as it plays a major role in spatial design. It is one of the reasons why residents change their interior layout after renting or buying a home [ 2 , 9 ]. Although privacy is important to all humans, it is highly connected to religion and culture in the Middle East [ 29 , 30 , 31 ].

2.2 Layout transformation

Layout transformation differs from rearrangement. rearrangement changes the color of walls or furniture. Meanwhile, structural transformations, such as breaking or adding walls, result in home layout transformation, which can occur over time in a series of processes [ 32 ] . Others have defined residential layout changes as the process of expanding or modifying interior or exterior layout arrangements. These changes can occur in small or large parts of a home, leading to structural changes. This is done for various reasons such as social, growth, and self-expression [ 33 ]. Similarly, Makachia [ 34 ], van Griethuijsen [ 35 ] concurred that this transformation is a result of the physical, behavioral, and cultural needs of residents. Therefore, understanding residents’ social and physical needs helps create relationships between the motivational factors for users and the housing layout. According to Abed, Obeidat [ 12 ] layout transformation is a common phenomenon that require s” identification in terms of cause and effect ”.

Other studies have discussed cultural changes and home layouts in the Western and Eastern regions [ 2 , 12 , 24 , 31 ]. Additionally, Rapoport [ 36 ] states that home layouts can be supportive or disruptive of residents’ social and cultural needs. Therefore, changes in culture

should be considered in housing design, as it is an important determinant of residents’ satisfaction [ 22 ]. Coming along with Farhat and Alaeddine [ 37 ] claimed that respect for users’ needs should be considered in many aspects, including psychological and economic aspects. Privacy is considered a major psychological and physical aspect affecting residents’ comfort. Privacy is either visual or physical and is a major part of cultural and religious beliefs [ 2 , 30 , 31 ]. This is in line with other studies that have found that ignoring cultural needs, such as privacy, leads to residents’ dissatisfaction and making changes in their home layout [ 2 , 12 ]. Privacy requires gender segregation between the same family or between the family and guests [ 2 , 12 , 31 , 38 ]. Tomah, Ismail [ 29 ] assessed home layouts in Amman to discover how new domestic designs affect users’ privacy in their homes. He analyzed different home layouts in terms of privacy and functional zones. This study found that the number of zones and privacy increased in the homes. He asserted that there is a real need to study different space layouts to achieve a high level of privacy, which will result in an increase in the quality of life.

Avogo [ 39 ] highlighted that transforming the layout of public homes is an essential part of human life. In the same context, a study by Obeidat, Abed [ 9 ] highlighted the importance of creating levels of flexibility in public residential layouts. He asserted that if architects consider residents' satisfaction and spatial flexibility in their design, they can help stakeholders understand these points during the planning and design stages. Minami [ 10 ] investigated layout changes in different types of apartments in Japan and found that the room layout changed in most cases to increase the size of living rooms or private rooms. He also found that most layout changes occur after children become older and leave home. They moved the partitioning wall to separate the two rooms to adapt to the changing needs of the residents. Similarly, Agyefi-Mensah S [ 40 ] asserted that most residents modified their home layout after moving home to fulfill their needs.

The concept of flexibility in home design involves creating movable parts or open plans [ 41 ]. For example, in traditional Malay housing, social and religious values are reflected through the application of spatial flexibility. Flexibility refers to an open plan with fewer walls and boundaries to create open spaces [ 42 ]. Flexible domestic practices provide an opportunity for users to participate in their home design, such as arranging their living areas according to their needs and life changes. This indicates that flexible housing helps users develop a sense of belonging to their living space, as they can adapt it according to their different demands [ 41 ].

Studies have investigated the concept of layout transformation from a historical perspective, such as [ 2 ] or from socioeconomic, cost, and price policies [ 3 ]. Other studies in Japan, Jordon investigated the phenomena of home layout transformation according to their culture needs [ 9 , 10 , 24 ]. Despite the importance of such studies, little attention has been paid to home layout transformations in Saudi Arabia. Mohanna [ 43 ]studies housing preferences across Saudi Arabia in Dammam. The study found that of the three types of homes–villas, detached duplexes, and semi-detached duplexes–detached duplexes are most preferred for nuclear families. However, the statistics show that apartments are the most purchased type of residence in Jeddah. Therefore, this study focuses on home layout transformation, particularly in Jeddah City, which is the second most important city in the Kingdom of Saudi Arabia. In addition, the

city has faced a boom in apartments designed by real-estate developers over the last 10 years. The high cost of houses in Jeddah has led people to buy apartments.

2.3 Domestics in Jeddah

Jeddah City is located on the west coast of Saudi Arabia and experiences hot and humid weather [ 44 ]. It is the second largest urban area and an important commercial center in the Kingdom [ 45 ]. The Population in Jeddah has grown rapidly over the last 10 years, reaching an estimated 3,712,917 million. The number of people who owned apartments in Jeddah was 109, 870, and 39,464, respectively. Meanwhile, the number of people who own a house is 65,184 and 24, 426 rent a house [ 46 ]. This shows that Apartment is more preferred by people in Jeddah even if they dream of owning a house due to high cost of living [ 47 ]. This made the release of apartments a trend in Jeddah City, as finance is a major factor affecting customers’ decisions when purchasing housing. Similarly, Paço [ 48 ] claims that finance is sometimes the most influential purchaser decision when buying a home. In Saudi Arabia, most reports assert high demand in the real estate market for real estate units, especially residences, write the number of home needs [ 49 ]. To help Saudis own their homes by providing funds. This fund is called the Real Estate Development Fund (REDF). It reached 500, 000 SR with no interest. The condition for this fund, which takes a maximum of 25 years to return, is to be above 21 years old and did not receive the fund before, so it was once per life. However, people seek homes that fulfill their needs; therefore, it is important to investigate the factors guiding people to buy a home in the Saudi market [ 11 ]. Therefore, this study aims to investigate satisfaction with apartments bought in Jeddah from users’ perception in relation to type of builder either self-builder and Real estate-developer as little studies have been conducted to discuss this subject. In order to fulfill this gap in Knowledge, the study conducted 21 interviews with residents and apply a mixed qualitative– quantitative approach to analyze reasons for making changes in home is such as privacy, safety, and room size or layout, and obstacles for not making changes.

3 Methodology

This study applied a mixed-method qualitative and quantitative approach to investigate participants’ satisfaction with their purchased apartments. It also discusses participants’ desire to make changes and reasons for making changes or for not being able to make them. Face-to-face, in-depth, semi-structured interviews were conducted with space owners (only females). Spatial architecture plans of the participants' apartments were discussed through interviews to help them discuss the issues in the apartment plan; however, most plans could not be displayed here, as most participants requested.

3.1 Interviews

The research explained study objectives, aim, and role of participants in the study. A verbal consent upon starting interview was obtained from all participants. The researcher conducted in- depth semi-structured interviews with 21 residents who owned apartments in Jeddah to collect the data required for the study. The interview questions were presented in Arabic because most

participants spoke Arabic only. All Interviews were conducted face-to-face, and the participants brought a printed copy of the apartment floor plan. The interviews lasted 30–45 min. The aim of these interviews was to understand why residents changed the layout of their apartments either before or after they lived in it. NVivi 12 software was used to analyze the data and identify the main points from the participants’ discussions. Interviews were conducted after obtaining permission from participants. the following axes are addressed:

First axis: Demographic questions, gender, age, family members, and type of home.

Second axes: years living in the apartments, type of builder.

Third axes: satisfaction with the apartments.

Fourth axis: The three major factors for layout transformation are privacy, safety, room size, and flat layout.

Fifth axes: obstacle that stops them from making the change.

A previous study discussed the reasons for layout changes, such as privacy, safety, hospitality, and social values, as shown in Table 1 . The reasons discussed in this study are safety, privacy, room size, and flat layout.

3.2 Study sample

A total of 21 female were interviewed to represent the study sample. Table 2 organizes participants according to their demographic information, age, family members, and type of home.

3.3 Data analysis

Analysis of the interview transcript theme organization was performed using NVivo 12. NVivo helps the researcher to categorize, count, and organize the number of participants who discussed certain themes or gave similar answers. The analysis was performed in five steps as shown in Fig. 1 . First, participants were asked whether they were self-builders or real estate developers. It discussed the participants’ desire to make changes (whether they did or did not). Subsequently, the changes made by the participants and the reasons for these changes were analyzed. Subsequently, we discuss the reasons for these changes. It is important to highlight whether these changes were related to the type of builder used. Also, the author’s observation of current floor plans for RED that is for sale is analyzed.

Source: Author (2024)

Steps of data analysis.

3.4 Statistical analysis

To support the interview findings, a statistical analysis of the 21 participants was performed to determine whether the type of builder or years of living in the flat created any significant differences in terms of the need for layout transformation or participants’ satisfaction. SPSS software was used to perform statistical analysis (version 27). A chi-square test was used to examine the participants’ satisfaction and type of builder or years of living in the flat, which resulted in any significant differences needed for layout transformation. The data presented in the results are frequencies. Statistical significance was set at be statistically significant.

4 Results and discussion

4.1 type of builder.

Table 3 illustrates that the majority of participants (6%) had bought their homes in the last 5 years through a real estate development company. Only 47% of participants had self-built. It is important to note that 28% participant out of 47% owned a home 10 years previously. This indicates that real estate developers were more likely to be major sellers in the last 5 years. It was also found that the most common age for buying a home was 40 years and older. This could be because time was needed to save money, as participants mentioned. It is also found that 13 out of 21 own home in east and south zone of Jeddah. This is because homes in these zones are less expensive than those in the northern or western zones of the city. This is in line with the two most influential factors affecting buyer decisions to own a house: location and price (Nowilaty and Saci [ 50 ]). Finance is a strong factor affecting home purchases in Saudi Arabia [ 11 ].

4.2 Layout transformation

Previous studies have revealed that the lack of sociocultural considerations in designing houses’ internal layouts limits residents’ satisfaction [ 2 , 22 , 30 ]. Users change their residential interior layout in public housing because of a lack of flexibility [ 51 ]. Other studies have revealed that gender segregation and privacy are two major factors for layout transformations in residence [ 9 , 12 ]. Previous studies have discussed reasons for layout changes, including privacy, safety, hospitality, and social values [ 9 , 12 ]. Safety affects housing layout, as it makes residents cover balconies and add new entrances [ 12 ].

In this study, Fig. 2 shows compares the desire to make changes in relation to years of residence and type of builder. The majority of participants (50%) who bought homes from real estate developers wanted to make up to four changes within less than 5 years of living. Meanwhile, only 20% participants who had built their own homes wanted to make changes. Fig. 3 Privacy was the main reason, with 63% citing this as the reason for changes, followed by apartment layout and room size (44%) and safety (40%). Participants discussed that the room size is much larger if it is built by a self-builder, especially before 10 years. Regarding safety, Fig. 4 illustrates that 45% of participants claimed that in real estate developer apartments, windows had no safety iron on the outside to protect children, as in the past for self-built homes. Furthermore, an open kitchen was an issue for 31% of participants, as they found that it was not safe for children. In addition to safety, Fig. 5 shows that,18% of participants found that open kitchens were not private if there were guests.

Reasons for making changes.

Number of changes participants want to make at their home in relation to years of residence and type of builder.

Safety issues in participants home design.

Privacy issues with participants’ home design.

In the last 5 years, flat layout and room size have decreased. This is in line with Minami [ 10 ], who found that in Japan, residents change their home layout to increase the size of living rooms or private rooms. In align with Minami, observation in this study indicates that breaking walls to make one large room from two rooms was a common change among the participants. Participants made this change in the reception and dining rooms. Table 4 shows the observation of architectural and constructional Issues at participants' floor plan. It highlights that distance between two columns is small, which will not help if residence want to open two rooms to become one big room. It also shows that the number of doors can be an issue when arranging furniture. Additionally, big façade window with no safe balcony for cleaning needs more study by architects. One of the most important observations that roof apartments do not have big window for view, which is also recommended by residences. Hence, the internal design does not provide enough space for domestic Worker room, storage spaces for machines such as Vacuum, and laundry room. Bedroom must have enough space for closet to store clothes. Therefore, Specialists in designing interior spaces must intervene in the design, meaning that the plans can be presented as competitions in architecture colleges in the Kingdom of Saudi Arabia to come up with the best design that is compatible with the needs of the Saudi family.

The SPSS analysis in Table 5 shows the main causes of the changes in houses. Among safety, privacy, and number of rooms, only privacy was statistically significant (P=0.02). For individuals who made changes in their houses, privacy scored the lowest at 2.8± 1.6 whereas for individuals who did not apply changes, privacy scored higher at 4.2±1.1.

4.3 Data presented as mean and stander division

Table 6 presents the relationships between satisfaction, years of living, and type of builder. General satisfaction was not related to years of living or the type of builder. A statistical significant correlation was observed between satisfaction with distribution and type of builder, where individuals who bought their homes from real estate developers had a lower satisfaction score of 1.8± 1.2 compared with self-builders, who scored 3.9± 1.3 (P=0.002).

4.4 Reasons for not making changes

As Al-Nahdi, Nyakwende [ 11 ], Paço [ 48 ], Abd Rahman, Sulong [ 52 ] showed, finance is the main reason users buy houses or flats. This study found that financial reasons were a major reason for not making changes in the participants’ homes after purchasing, as shown in Fig. 6 . This indicates that 59% of participants claimed that they could not make changes because of financial reasons. Then, 50% cited building rules for making external changes, such as making a balcony because a window was large and could not be cleaned from the outside, necessitating a small balcony. Time and leaving home were cited least often as the reasons at 27% and 13%, respectively.

Reasons for not making changes.

The SPSS analysis in Table 7 represents the barriers to not making changes to the house. Although there were no statistically significant differences between individuals who made changes and those who did not (P>0.05), the financial barriers for not making changes scored highest at 4.2±1.4, followed by building rules 4±1.6, going out 3±1.6, and time 2.6±1.5.

5 Conclusion

The Saudi 2030 vision aims to increase the number of Saudis who own home, a common dream in Saudi Arabia [ 3 ]. This makes home ownership an important investment for Saudi families, as most people spend a considerable amount of time at home. Thus, home design should consider residents’ needs [ 12 ]. Mulliner and Algrnas [ 6 ] investigated whether housing design fulfills residents’ needs and results in housing satisfaction. Ali [ 7 ] argued that home design quality requires further investigation. Meanwhile, many studies have asserted that internal layout and residents’ needs at home are not considered in the current design of homes in different countries [ 4 , 5 , 9 , 10 , 11 , 12 ]. In aligned with the above studies, this study revealed that participants; needs should be considered by real estate developers in Jeddah. This study discussed participants’ need for layout transformation in their own apartments in Jeddah. A qualitative approach was employed to conduct interviews with 21 female residents. The study found that the majority of participants wanted to make changes to their homes owing to considerations of privacy, safety, and room size or layout. However, this is another expense on top of the high cost of buying a home. The study found that financial reasons were the main reasons constraining the study participants from making changes to their homes. Residents were not fully satisfied with the layout of most apartments designed for sale in Jeddah. The were differences in satisfaction of house distribution between homes bought from real estate developers and self-built homes, where self-builders were more satisfied than those who bought from real estate developers.

In Conclusion, it is important to highlight that this study is only limited to on city, which is Jeddah. Further studies need to be conducted in different cities of Saudi Arabia. Also, the study recommends that real estate development companies should consider open spaces in the design of apartments for sale to allow users to divide the interior layouts of reception and living zones according to their needs.

6 Recommendations

This study also recommends Stakeholders more survey about open space sale apartments.

Further research by construction engineers to study column arrangement, as this is one of the obstacles to making changes.

Study by electrical engineers is recommended as switches location for open space is important.

Availability of data and materials

Data are available upon reasonable request from corresponding author.

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The author would like to thank all participants for their participation in the study.

This study did not receive any source of financial funds.

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Shatwan, A.M. Real estate developments in residential architecture: a case study of Jeddah. J. Umm Al-Qura Univ. Eng.Archit. (2024). https://doi.org/10.1007/s43995-024-00059-z

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The fishy death of Red Lobster

Endless Shrimp didn't sink the seafood chain. Wall Street did.

With the chain on the verge of bankruptcy, it has become abundantly clear that Red Lobster letting customers eat all the shrimp their hearts desire was not a great business idea . It's also not the reason the restaurant is in a deep financial mess .

In mid-April, Bloomberg reported the debt-laden seafood chain and home of beloved cheddar biscuits was considering filing for Chapter 11 bankruptcy protection. Red Lobster is being bogged down by increased labor costs and expensive leases on its restaurants. Some observers were quick to blame the financial woes on its decision last year to make its "Endless Shrimp" promotion, which used to be an occasional, limited-time offering, permanent. The move was not a smart one. While Red Lobster increased traffic somewhat, people coming in to chow down on all-you-can-eat shrimp was a money bleeder. The company blamed Endless Shrimp for its $11 million losses in the third quarter of 2023, and in the fourth quarter, the picture got even worse, with the restaurant chain seeing $12.5 million in operating losses.

But the story about what's gone wrong with Red Lobster is much more complicated than a bunch of stoners pigging out on shrimp (and, later, lobster ) en masse. The brand has been plagued by various problems — waning customer interest, constant leadership turnover, and, as has become a common tale, private equity's meddling in the business.

"If anything, the Endless Shrimp deals are probably as much a symbol of just either desperation or poor management or both," Jonathan Maze, the editor in chief of Restaurant Business Magazine, said.

Red Lobster first opened in Lakeland, Florida, in 1968 and was acquired by the food conglomerate General Mills in 1970. General Mills then spun the chain off in 1995 along with the rest of its restaurant division, which also included Olive Garden, as Darden Restaurants. In 2014, amid flagging sales and pressure from investors, Darden sold Red Lobster for $2.1 billion to Golden Gate Capital, a San Francisco private-equity firm.

If anything, the Endless Shrimp deals are probably as much a symbol of just either desperation or poor management or both.

To raise enough cash to make the deal happen, Golden Gate sold off Red Lobster's real estate to another entity — in this case, a company called American Realty Capital Properties — and then immediately leased the restaurants back. The next year, Red Lobster bought back some sites, but many of its restaurants were suddenly strapped with added rent expenses. Even if Darden had kept Red Lobster, it's not clear it would have taken a different route: A press release from the time says it had contacted buyers to explore such a transaction. But in Maze's view, the sale of the real estate was sort of an original sin for Red Lobster's current troubles. He compared it to throwing out a spare parachute — chances are, you'll be OK, but if the first parachute fails, you're in deep trouble.

"The thing that private equity does is just unload assets and monetize assets. And so they effectively paid for the purchase of Red Lobster by selling the real estate," he said. "It'll probably be fine, generally, but there's going to come a time in which your sales fall, your profitability is challenged, and your debt looks too bad, and then suddenly those leases are going to look awfully ugly."

That time, according to recent reporting, is now. With struggling sales and operational losses, the leases are an added headache that is helping push the company to the brink, though bankruptcy may help Red Lobster get some wiggle room on them.

Eileen Appelbaum, a codirector of the Center for Economic and Policy Research, a progressive think tank, and a longtime private-equity critic, said in 2014 that private equity wouldn't be the solution to Red Lobster's ills. She isn't surprised about how this is all turning out.

"Once they sell the real estate, then the private-equity company is golden, and they've made their money back and probably more than what they paid," she said, noting that this was a common theme in other restaurants and retailers and adding: "The retail apocalypse is all about having your real estate sold out from under you so that you have to pay the rent in good times and in bad."

After the real estate move, Golden Gate sold 25% of the company in 2016 to Thai Union, a Thailand seafood company, for $575 million and unloaded the rest of the company to an investor group called the Seafood Alliance, of which Thai Union was a part, in 2020. Golden Gate likely came out ahead, but the same can't be said for Thai Union, which also controls the Chicken of the Sea brand. It is now looking to get out of its stake in Red Lobster and took a one-time charge of $530 million on its investment in the fourth quarter of last year. In 2021, Red Lobster refinanced its debt, with one of its new lenders being Fortress Investment Group, an investment-management group and private-equity firm. According to Bloomberg, it's one of the "key lenders" involved in debt negotiations now.

Beyond the pandemic-related troubles that hit restaurants across the country , analysts and experts say that Red Lobster's particular problems are attributable to a mix of poor brand positioning and unstable leadership. The seafood-restaurant business is a tough one in the US, and people who are hankering for lobster or fish are increasingly going to steak houses that offer those options, said Darren Tristano, the CEO and founder of Foodservice Results, a food-industry consultancy.

"What's truly happened with Red Lobster is that the consumer base has changed and Red Lobster hasn't," he said. "Red Lobster isn't losing to a competitor in their space — they're losing to competitors outside their space."

John Gordon, a restaurant analyst in San Diego, said Red Lobster had been on the decline for 20 years but that it didn't "fall on the knife" until Thai Union got it. "They were totally unprepared to hold a casual-dining restaurant," he said. Kim Lopdrup, Red Lobster's longtime CEO, retired in 2021, and since then, the restaurant hasn't had much in the way of stable leadership. His successor resigned after only a matter of months, and the role remained vacant for more than a year before someone else was appointed. He's left, too, and now Jonathan Tibus, an expert in restructuring, is at the helm.

"One of the problems is that Thai Union just had no credibility in terms of recruiting a new CEO," Gordon said.

Essentially, Red Lobster finds itself in a landscape where there just aren't a lot of bright spots. Add on the weight of the debt and lease obligations the company's private-equity owners saddled the brand with, and a turnaround becomes a gargantuan task.

"It's hard to blame leadership when you have a problem that is unsolvable — I mean, getting the consumer back in the door, increasing traffic. All-you-can-eat shrimp can only do so much," Tristano said.

Red Lobster did not respond to a request for comment for this story. Golden Gate declined to comment. Thai Union pointed to a press release about its intention to exit its investment and said it didn't wish to comment further.

One bad promotion should not doom a restaurant chain like that.

As to what drove Red Lobster to the edge, it's clear that despite not being a very good idea, the blame doesn't fall on Endless Shrimp. Years of changing tastes, tough industry conditions, and poor brand management all contributed to the chain's difficult position. But plenty of other restaurants have faced similar issues and aren't on the verge of bankruptcy. What separates Red Lobster is a decade of private-equity and investor tampering. Pinging from owner to owner makes it hard to settle on a turnaround vision. The company faces challenges that necessitate a long-term view that requires patience — the kind that the short-term-focused Wall Street often struggles to tackle. Whether Red Lobster can turn it around from here remains to be seen: Even if it files for bankruptcy protection, the chain may not disappear. Plenty of companies go bankrupt and keep on keeping on.

"You've got to at least be able to pay your bills, and what's happened over the last five years is the cost of operating a restaurant has taken off," Maze said. "One bad promotion should not doom a restaurant chain like that."

Emily Stewart is a senior correspondent at Business Insider, writing about business and the economy.

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Climate-Smart Intervention Takes Top 2023 Case Studies in the Environment Prize

Case Studies in the Environment is pleased to announce the winners of the 2023 Case Studies in the Environment Prize Competition .

Eligible submissions are judged for their ability to translate discrete case studies into broad, generalizable findings; for advancing a strong perspective and engaging narrative; for being accessible to their intended audiences; for addressing topics that are important or notable in their novelty, impact, or urgency; and which contribute to the teaching of environmental concepts to students and/or practitioners.

The winning case study from the 2023 competition, “ Building Resilience in Jamaica’s Farming Communities: Insights From a Climate-Smart Intervention ,” from The University of the West Indies’ Donovan Campbell and Shaneica Lester, demonstrates that while climate change poses immense threats to the environment and to human livelihoods, adaptation also provides opportunities to strengthen a community.

“This positivity and sense of agency is critical to the success of climate initiatives,” noted CSE Editor-in-Chief Dr. Jennifer Bernstein. “The editorial team felt that the manuscript exemplifies the journal at its best–identifying and evaluating an important environmental question using robust interdisciplinary methods.”

The honorable mention articles from the 2023 competition are “ Teaching the Complex Dynamics of Clean Energy Subsidies With the Help of a Model-as-Game ,” from Rochester Institute of Technology’s Eric Hittinger, Qing Miao, and Eric Williams; and “ Barriers and Facilitators for Successful Community Forestry: Lessons Learned and Practical Applications From Case Studies in India and Guatemala ,” from Vishal Jamkar (University of Minnesota), Megan Butler (Macalester College), and Dean Current (University of Minnesota).

“‘Teaching the Complex Dynamics of Clean Energy Subsidies’ recognizes the value of subsidies, while at the same time acknowledging contextual constraints. The game itself allows students to work through subsidy design via a number of cases, and provides high quality material for use immediately in the classroom. This is a wildly useful tool, and exemplifies what we want to see with respect to accessible pedagogy using environmental case studies as a focus.”

“Barriers and Facilitators for Successful Community Forestry” is the author team’s second case study contribution to the journal, extending the well-developed framework of their previous article, “ Understanding Facilitators and Barriers to Success: Framework for Developing Community Forestry Case Studies ” and applying it to two unique locations.

Both the winning case study and honorable mentions have been made freely available to the public at online.ucpress.edu/cse .

The Case Studies in the Environment team extends their gratitude to everyone who submitted articles for the 2023 competition. For previous Case Studies in the Environment Prize Competition winners, please see our prize competition landing page .

Case Studies in the Environment is a journal of peer-reviewed case study articles and case study pedagogy articles. The journal informs faculty, students, researchers, educators, professionals, and policymakers on case studies and best practices in the environmental sciences and studies. online.ucpress.edu/cse

TAGS: Case Studies in the Environment , climate change

CATEGORIES: Awards , Case Studies in the Environment , Environmental Studies , Featured , Journals , Sciences , UC Press News

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