The document discusses how to write an effective client case study for B2B marketing. It recommends demonstrating a deep understanding of the client's pain points and problems solved. Case studies should show the work done and why prospects need the product or solution, not just talk about the product itself. The case study should be directed to target prospects and appeal to C-suite decision makers. Many companies already have much of the needed content, which just needs to be better organized and leveraged in case studies.

1. WebEnertia > Insights
HOW TO WRITE A CLIENT
CASE STUDY FOR B2B
MARKETING

2. CUSTOMER STORIES ARE
CRITICAL TO YOUR B2B
WEBSITE AND MARKETING
EFFORTS.
Awell written case study can turn prospects into customers.

3. WebEnertia,Inc. 3
Nurture Compatible Prospects
Show Your Work
Expand Your Reach
Direct the Customer
Appeal to the C-Suite
You Have a Lot of The Content Already
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HowtoWriteaClientCaseStudyforB2BMarketing
Table of Contents

4. Website content like customer stories and case studies help cement
compatibility.

5. LEVERAGE YOUR INSIGHT
AND EXPERIENCE TO
SOLVE THEIR PROBLEMS.
Demonstrate deep understanding about your customer’s pain points-

6. HowtoWriteaClientCaseStudyforB2BMarketing
Nurture Compatible Prospects
WebEnertia,Inc. 6

7. DURING THE DECISION-
MAKING PHASE, LOGOS &
JUICY QUOTES ARE
NOT ENOUGH.
What did you do and what problems did you solved?

8. Move beyond talking about your product and show why they need it.

9. HowtoWriteaClientCaseStudyforB2BMarketing
Show Your Work
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10. Reach deeper into an industry and expand your current niche.

11. HowtoWriteaClientCaseStudyforB2BMarketing
Expand Your Reach
WebEnertia,Inc. 11
- Demonstrate how your offering plays across markets
- Showcase how the product could work in another market
Narrative Content
- Show how your product or solution could potentially solve business problems in a certain industry
Use Cases

12. Customer-focused content is an essential tool.

13. HowtoWriteaClientCaseStudyforB2BMarketing
Direct the Customer
WebEnertia,Inc. 13
- Highlight on the homepage
- Feature on product and solution pages
- Cross-link from multiple sections of the site via teasers or pull quotes
- Make into gated content that visitors access in exchange for information that captures leads and feeds your CRM
Make Content Easy to Find

14. Case studies appeal most to top decision-makers, not those who are using
your product.

15. HowtoWriteaClientCaseStudyforB2BMarketing
Appeal to the C-Suite
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16. Here’s the good news: Often, when we consult with a client on a website
redesign, we discover how much content they actually have.

17. HowtoWriteaClientCaseStudyforB2BMarketing
You Have a Lot of The ContentAlready
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- Buried deep on the site or not being leveraged well
- Aren’t cross-linked from other pages, making it difficult to access
Where Is Your Content?
Assess what you already have to work with and identify new content needs. Build a strategy in which all roads lead to a set of compelling case
studies that can convince prospects and close the sale

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