Need to do a better job of persuading prospects that your solution delivers real business value? Customer Benefits studies give our clients a way to showcase current customer success with your solution so that prospects “get it”. These studies go beyond case studies to synthesize both customer experiences and quantifiable metrics, highlighting real world business problems and how customers solve them with your solutions.
Our methodology can include quantitative customer surveys, one-on-one qualitative customer interviews, or a combination of the two. We work with you to determine what will best suit your needs and budget.
For example:
1. Survey-based Customer Benefits Study: We survey a group of your existing customers to determine to identify quantifiable benefits customers have achieved using your solution. By aggregating and quantifying benefits, your story becomes more compelling.
2. Interview-based Customer Benefits Study: We conduct several one-on-one guided customer discussions to tell your story in the “voice of the customer.” We synthesize these conversations to illustrate the types of issues that customers needed to address, how and why they selected your solution, the business outcomes they achieved, and the lessons they’ve learned that others can benefit from. Customer names can be used in the paper or customers may choose to remain anonymous.
3. Hybrid Customer Benefit Study: This approach blends a survey, to provide aggregated, quantifiable data, with qualitative discussions that add additional depth and commentary.

Deliverables for Customer Benefit Studies include:

• Key findings/analysis of survey/interview results for client internal use (product and market strategy). All raw data collected in the survey made available for vendor use.

• SMB Group authored external studies, written to educate prospects about you’re your solution can effectively address key business problems, for publication on your Web site, distribution at events, use with media, etc. We can provide this in a traditional white paper format, a short series of articles, or other formats that will work best for your target audience.
• SMB Group analyst discusses the survey findings in their blogs.
• Joint press release to highlight survey results, with SMB Group analysts available for additional insights, quotes, etc., amplifying marketing and thought leadership benefits.
• Optional podcasts, webinars, etc. to present and reinforce key findings

Recent Case Study Example - Customer Benefit Study
A major SMB hardware and services vendor wanted to articulate and promote a new managed service solution developed specifically for SMBs. We conducted both qualitative interviews and Web-based surveys with their early adopter customers to uncover drivers pain points, adoption drivers, perceptions, requirements and constraints for this type of solution. We also provided detailed qualitative and quantitative evaluations of how the service filled their needs to provide the client with both marketing assistance and significant new insight into how to improve their offerings.