Details
Case Studies and Client “Nuggets” are an integral part of our marketing and sales effectiveness. They exist to help us illustrate our value to prospective dealers and other automotive agencies. Case Studies are used in daily Sales operations, on the company website, and at industry events.
Case Studies are defined as: a story in which a Clarivoy client applies Clarivoy data insights in order to achieve measurable results, and in which they offer quotable comments. Case studies have a uniform format and clear, uniform objectives.
Client “Nuggets” are defined (loosely) as insightful, short client comments or affirmations; or statements that prove we help our customers understand the dynamics of their business (but may or may not lead to a decision on it). “Nuggets”, unlike Case Studies, do not have a solid format, they are simply quotes or statements from clients (approved for our use).
CSL’s are expected to contribute in Case Studies as requested from Marketing and to share any Client “Nuggets” as possible as well. Ongoing focus alongside your clients and an understanding of their application of our tools, are necessary to remain aware of these opportunities.
Case Study Objectives
- Clarivoy client gained deeper insight into their data - SA or TVA
- Clarivoy client was able to eliminate waste from their budget - SA or TVA
- Clarivoy client sold more cars with SA data
Examples of effective case study “themes”
- Client saved money
- Client has more insight
- Enabled client to confidently change vendors
- Clarivoy helped dealer sell more cars
Case Study Format
CSL’s should provide required Case Study work in a Word Document, with the following elements as an outline:
- Challenge - What is being solved? What is the business problem?
- Solution - What insights were used and what actions were taken?
- Results - What is the quantifiable/measurable change? *must include numbers*
- Approved quote from the dealer or group.
For an example of Case Study format, see TEMPLATE: TEMPLATE Clarivoy Case Study - SA - Apple Autos - 04-2017
Expected CSL Case Study & Client “Nuggets” Contribution
Per Marketing, Customer Success will be advised on the needed case studies and input per CSL. Should any CSL be aware of a great client candidate for a case study, they should notify marketing and work collaboratively to develop the concept into a study.
CSLs should keep a running list of ideas that come out of client meetings and share that with marketing. Examples: blog topics, case studies, “nuggets” for social media.