discover: it's about you.
We’ve created a process flexible enough to deliver tailored
communications, yet simple enough to expedite the case studies
your sales team needed yesterday.
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first step:
We begin the discovery phase by working with your dedicated account executive, who gathers background information on your company’s structure, target markets, communication goals and marketing strategies. Although the questions we ask are simple, they yield a wealth of information that tunes us in to your organization and objectives.
Some sample questions you’ll be asked:
- How many of your employees are dedicated to sales and marketing functions?
- What industry does your firm serve?
- What does your product or service cost on average?
- How long is a typical sales cycle for your product or service?
- What is the typical job title of the target customer’s you are contacting?
- Describe the value proposition behind your products or services.
We analyze your responses to determine any additional data needs and begin strategizing how you can best use case studies to add value to your sales and marketing process.
second step:
Next, your account executive schedules a meeting in which we review any materials you might have developed previously and clarify remaining questions. We also supply you with a set of interview questions designed to elicit relevant and interesting feedback; these are the questions our team will administer to your key decision makers, sales staff and the customers you believe will provide great success stories.
third step:
We conduct conveniently scheduled phone interviews that are limited to the specific parameters of the case study. You receive regular communications throughout the process to keep you informed, while we continue to gather relevant testimonials and advise you if new questions arise.