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28 Case Study Examples Every Marketer Should See

• May 12, 2024
• by Steven Austin

30+ Compelling Case Study Examples to Inspire Your Own (2023)

Case studies are one of the most powerful weapons in a marketer‘s arsenal. By providing real-world examples of how your product or service has been successfully implemented by satisfied customers, case studies can help new customers feel more confident in your brand, demonstrate your value, and close more sales.

In fact, a 2021 Content Marketing Institute report found that 69% of B2B marketers use case studies as part of their marketing mix. And according to Social Fresh, customer testimonials and case studies are considered the most effective content marketing tactics by 89% and 88% of marketers respectively.

But not all case studies are created equal. In order to truly leverage the power of social proof through case studies, you need to create them strategically, to tell a compelling story that resonates with your target audience.

To help inspire you, let‘s take a look at over 30 exceptional case study examples from companies across all different industries and explore what makes them so persuasive. We‘ll cover best practices for creating powerful case studies of your own, look at different case study formats, and provide helpful templates and resources you can use to get started.

What is a case study?

First off, let‘s clarify what we mean by a "case study." A case study is basically a success story that highlights how your product or service solved a real problem for a satisfied customer. It usually takes the form of a 800-2000 word article that includes things like:

• A summary of the customer‘s challenge and goals
• The process and solution provided by your company
• Key results and benefits experienced by the customer
• Engaging elements like photos, videos, and quotes to bring the story to life

The purpose is to educate potential buyers on how they can achieve similar positive outcomes by choosing to work with you. You‘re essentially making the case for why your solution is the ideal choice, by showing its real-world impact.

Here are a few fascinating statistics that demonstrate the impact case studies can have:

• B2B marketers who use case studies see 73% higher conversion rates compared to those who don‘t. (Content Marketing Institute)
• Including a case study on your website can increase conversions by 20-50%. (Bidsketch)
• 63% of marketers believe case studies are an effective tactic for building credibility and trust with prospects. (Curata)
• 78% of buyers seek out case studies when researching purchase decisions. (Demand Gen Report)

As you can see, case studies hold a lot of sway with buyers. Now let‘s look at some real-world examples for inspiration on creating your own.

30+ case study examples to learn from

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

What‘s great about it:

• Puts the spotlight on the customer first and makes them the hero
• Weaves in compelling data points that quantify the impact
• Uses mixed media like video to engage the reader
• Includes a clear mention and link to the product used (HubSpot‘s CRM)
• "Rovio: How Rovio Grew Into a Gaming Superpower," by App Annie
• Opens with a powerful quote from the client that captures the value proposition
• Closes with another strong client quote to bookend the piece
• Highlights the specific product used (App Annie Intelligence) right at the top
• Ends with a clear CTA to book a demo
• "The Whole Package," by IDEO
• Uses a simple and conversational headline that still conveys the key outcome
• Breaks up the story into clear challenge, impact and progress sections
• Incorporates photos and engaging visuals to complement the copy
• Keeps paragraphs short and easy to scan
• "Rozum Robotics intensifies its PR game with Awario," by Awario
• Kicks off with a quick summary that encapsulates the key points
• Incorporates a clickable table of contents to enhance navigation
• Closes with a bulleted list of concrete results experienced by the client
• Maintains an informal yet informative tone
• "Biobot Customer Success Story: Rollins College, Winter Park, Florida," by Biobot
• Structures the piece like a narrative news article
• Provides extensive detail and context around the customer‘s challenge
• Mentions the COVID-19 pandemic to demonstrate relevance
• Uses clear headings and callouts to make the content easily digestible
• "Ensuring quality of service during a pandemic," by Ericsson
• Leverages diverse media like photos, graphs, videos and quotes to engage the reader
• Weaves in relevant links to related product/service pages throughout
• Closes with a clear CTA to explore more information
• Strikes a journalistic and educational tone that puts the customer first
• "The Met," by Fantasy
• Leads with a powerful and eye-catching headline image
• Allows the visuals to do much of the talking
• Keeps the copy concise and minimal to avoid overwhelming the reader
• Ends with a bold results section that quantifies the impact
• "Copernicus Land Monitoring – CLC+ Core," by Cloudflight
• Doesn‘t shy away from covering technical details and specs
• Incorporates a contact snapshot for the assigned sales rep at the bottom
• Focuses heavily on the client‘s unique needs and goals
• Uses white space and simple formatting to enhance readability
• "Valvoline Increases Coupon Send Rate by 76% with Textel‘s MMS Picture Texting," by Textel
• Immediately mentions the key result directly in the headline
• Includes a helpful "at a glance" sidebar to provide a quick summary
• Visually highlights key quotes and stats in a different color
• Makes effective use of white space and keeps the design clean
• "Capital One on AWS," by Amazon
• Creates an ongoing series of case studies focused on a single client
• Uses both internal and external content to round out the story
• Demonstrates the long-term impact and continued partnership
• Keeps each "chapter" of the series focused and digestible

Key best practices for writing compelling case studies

Based on these examples and industry knowledge, here are some best practices to follow when crafting your own powerful case studies:

Focus on telling an authentic story, not just rattling off facts. Use engaging elements like quotes, photos, videos.

Structure it with a clear beginning, middle and end. Set up the challenge, describe the solution, and share the results.

Make the client the hero of the story. Use their voice and perspective as much as possible.

Include real numbers and data points to illustrate the concrete impact your solution provided.

Keep the content concise and bite-sized. Use short paragraphs, bullet points, headings, and visuals to break it up.

Put the most important information up front. Share the key results in the headline or executive summary.

Include a clear CTA and links to additional relevant content so readers know what to do next.

Consider creating a series of case studies focused on a single client to demonstrate an ongoing relationship.

Experiment with different styles and formats to see what resonates best with your audience.

Illuminating case study formats and styles to consider

There is no one-size-fits-all template for a case study – the format and style you choose will depend on factors like your industry, audience, and resources. Here are a few different formats to consider:

The classic written case study: An 800-2000 word article formatted with elements like headings, images, quotes, and data points. This is the most common type.

The case study video: A 2-5 minute video featuring the client telling their story, intercut with footage of the product/service and explanatory animations.

The case study infographic: A long-form visual design that uses engaging data visualizations, icons, and short text blurbs to illustrate the key points of the story.

The case study slide deck: A 10-20 slide presentation that sales reps can walk prospects through, combining visuals and text.

The live case study webinar: A webinar featuring a real client sharing their story and results, with live Q&A from the audience.

You can also play with different stylistic approaches, such as using a journalistic news article format, a casual conversational Q&A, or an interactive scrolling design. Don‘t be afraid to get creative!

How to use case studies in your marketing and sales efforts

Once you‘ve created your case studies, it‘s time to put them to work as part of your marketing and sales strategy. Here are a few key ways to use them:

Feature case studies prominently on your website, especially on your homepage and product/service pages.

Include links to relevant case studies in your lead nurturing emails and email newsletters.

Share snippets and quotes from case studies on your social media channels and in social ads.

Equip your sales team with case studies to share with prospects throughout the sales process.

Gate your case studies behind a lead capture form to generate leads and get contact info from interested prospects.

Submit your case studies to industry awards and recognition programs to build credibility.

Incorporate case studies into your paid ad campaigns as part of your social proof.

Best of all, once you create a solid case study, you can get a lot of mileage out of it over a long period of time. It‘s the gift that keeps on giving!

Boost conversions with case studies

There you have it – over 30 inspiring case study examples and best practices to help you create your own powerful success stories. To recap, case studies are so effective as a marketing asset because they:

• Provide social proof and build trust with real customer stories
• Educate prospects on how your solution works and the outcomes it provides
• Demonstrate the value of your offering with concrete examples
• Generate leads when gated behind a lead capture form
• Move prospects through the sales funnel by overcoming objections
• Improve SEO by creating opportunities to rank for relevant keywords

If you want to boost conversions, establish credibility, and ultimately drive more sales, case studies should be a central part of your content marketing strategy. Follow these examples and best practices and start putting the power of case studies to work for your business today.

Looking for more help getting started? Check out these helpful case study templates and resources:

• [link to template 1]
• [link to template 2]
• [link to resource 1]
• [link to resource 2]

Happy case study creating!

10 Marketing Case Study Examples: Learn How to Master Them in Your Campaigns

There are millions of blog posts, articles, and videos across the internet that try to give you advice about marketing. According to Google, at least 7,050,000 unique content pieces include the phrase “marketing tips.”

But with plenty of outdated and filler content creation to just build out a website, it’s hard to find applicable advice that actually works online.

In this article, you’ll learn from marketing case study examples that demonstrate what it takes to master channels like social media, email marketing , and PPC, as well as how to use case studies in your own campaigns.

Don’t rely on empty words. Learn powerful marketing best practices that are backed up with examples and data.

What is a marketing case study?

In marketing, a case study is an in-depth study of the effectiveness of a certain tool, tactic, or strategy. It focuses on measurable outcomes, like an increase in sales, visitors, or production hours.

Typically, it includes a few key elements:

• Introduction to the customer/client
• The problem the client needed to solve (should align with problems prospective clients also need to solve)
• The solution (and context of why your company/software was the right fit)
• Data from before and after implementing the solution

In a sense, a case study documents the journey of working with your company. And it gives potential future customers a reason to trust your company.

What are the different types of case studies in marketing?

In marketing, three main types of case studies are commonly used:

1. Third-person or client case studies: These highlight the experience of a specific client working with your company or using your product.

2. Explanatory case studies: These case studies explore the impact of a phenomenon or tactic, such as the company’s marketing strategy, and how it impacted its growth. In this case, it’s not based on first-hand experience, but rather observation and inference.

3. Implementation case studies: An implementation case study takes the average client case study a bit further, focusing on the actual implementation and covering it in detail.

You can also divide the case studies further by the type of medium they use — video or text.

And in 2024, video case studies are becoming more and more popular. Many companies even use them as remarketing ads to address potential objections.

Why should you use case studies?

Case studies are a powerful way to prove that your products or services work, showcase your expertise, and build trust with potential customers.

It’s a way to transition away from just “telling” your customers and instead start “showing” them through examples. There’s a reason the old copywriting maxim goes, “Show, don’t tell.”

Consumers’ trust in companies to tell the truth in advertising materials is lower than ever. In 2020, only 14% of consumers said they trust advertising to be honest about a product or service.

But that doesn’t mean you can’t generate trust with your company’s website.

Consumers trust third-party reviews, testimonials, and data. In fact, 91% of 18–34-year-olds trust online reviews as much as personal recommendations.

So you need social proof. And client case studies — especially those that interview the current clients — are the best of both worlds. You get to highlight data while getting powerful social proof that shows that your product works.

When just adding a simple customer testimonial to your website can increase conversion rates by up to 34% , imagine what a detailed, compelling case study can do.

1. Email marketing case study: Your Therapy Source

If you think that email is a marketing medium of the past, think again. At ActiveCampaign, we have hundreds of recent case studies that prove the opposite.

For example, Your Therapy Source receives a 2000% return on investment (ROI) from our campaigns simply by taking advantage of basic marketing automation .

In particular, a basic abandoned cart email represents around 30% of all revenue generated by automations.

With ActiveCampaign, that’s incredibly easy to set up. You can take advantage of our integrations with key e-commerce platforms like WooCommerce , Shopify , and more.

Because the case study goes into detail about exactly how the company achieved the results, it’s a combination of an implementation case study and a regular third-person case study.

2. Instagram marketing case study: Converse

If you look at all the top Instagram accounts in clothing, Converse has a much higher engagement rate than its competitors.

At 1.79%, their social media posts have an organic engagement rate over 15 times higher than Nike.

Why is that?

Let’s take a closer look at how they achieve these numbers:

When looking at Converse’s top Instagram posts, you quickly notice a trend. Collaborations with influential creators and artists — lately Tyler, the Creator — get a different level of engagement.

The post promoting their new collaboration shoe got over 183,000 likes in a few weeks. Converse even took it a step further and produced a short film with Tyler.

If you want to reach a wider number of people, combining audiences is a great strategy.

This is an example of an explanatory case study.

First, we worked backward from Converse’s powerful Instagram results. Then, we identified tactics that contribute to their high levels of engagement.

Because we didn’t work directly with Converse, and we’re only observing as an outsider, this is an explanatory case study.

3. Content marketing case study: porch.com

Fractl is a content marketing agency that worked with porch.com for over a year to earn 931 unique domain links, 23,000 monthly organic visits, and more.

The case study focuses on results over method — that means it’s a typical third-person case study.

They’re showcasing the results the company generated for a specific outside client without getting into the how-to.

These types of case studies are most useful for persuading hesitant potential customers to get on board. Showing that you’ve generated results for similar companies or people in the past is the best way to prove your skill set.

Depending on your target audience, going into detail with an implementation case study may be a better option.

4. SEO case study: Zapier study by Ryan Berg

This in-depth case study by Ryan Berg is a perfect example of how you can use explanatory case studies in your marketing.

It breaks down Zapier’s SEO strategy and how they created over 25,000 unique landing pages to improve their search rankings for different search terms.

Zapier’s main strategy revolves around targeting relevant long-tail keywords like “app A + app B integration.” That’s the key they used to generate serious organic traffic over the long term.

By breaking down industry leaders and how they rose to success, you can borrow some of their brand power and credibility.

You can use these kinds of case studies if your current clients don’t allow you to go into detail about the tactics you use to grow their online presence.

These case studies demonstrate to potential clients that you know what you’re talking about and have the expertise needed to help them succeed in their industry.

5. PPC case study: Google Ads and Saraf Furniture

When it comes to pay-per-click (PPC) advertising, Google was one of the earliest innovators. And in 2021, it’s still the largest digital advertiser globally, with $146.92 billion in ad revenue in 2020.

You might not think they need any more credibility, but Google still uses case studies, especially in emerging markets like India.

This case study shows how Google Ads helped Saraf Furniture generate 10 times more inbound leads each month and hire 1,500 new carpenters as a result.

Without going into details about the methods, it’s another typical third-person case study designed to build trust.

6. Video marketing case study: L’Oréal and YouTube

In this case study, various members of L’Oréal’s global marketing team break down exactly how they used YouTube ads to launch a new product.

As a result of the campaign, they were able to establish their new product as the No. 2 in its category and earn 34% of all mass sales across a network of online retailers.

The case study breaks down how they used YouTube for different stages — from awareness to loyalty. It’s another example of a third-person implementation case study.

7. Remarketing case study: AdRoll and Yoga Democracy

AdRoll is a remarketing platform that tracks your visitors and lets you show them targeted ads across the internet.

Their case study with Yoga Democracy perfectly showcases the power of the platform.

Look at these highlights:

• 200% increase in conversions
• 50% reduction in CPA
• 19% of total revenue attributed to AdRoll

These are metrics you’d love to show any potential customer. The case study goes into detail about how they built an effective remarketing campaign, including cart recovery emails and ads.

Because of the detail, you can classify this as an implementation case study.

8. Influencer marketing case study: Trend and WarbyParker

This influencer marketing case study from Warby Parker and Trend showcases how you can use influencer marketing even with a limited budget.

The “Wearing Warby” campaign was centered around showcasing influencers wearing Warby Parker glasses in their everyday life.

From mundane tasks like eating breakfast to artists creating a new masterpiece — it showcased Warby Parker’s products in use and made the brand more approachable for influencers’ followers.

This is another third-person case study, as it doesn’t go into much detail beyond the results.

9. Customer experience case study: App Annie and Coca-Cola

In this case study, Greg Chambers, the director of innovation for Coca-Cola, explains what App Annie brings to the table.

Instead of specific numbers and metrics, it focuses on the big-picture benefits that App Annie has on Coca-Cola’s customer experience.

The video interview format is also perfect for driving trust with potential customers.

Again, this is a typical third-person case study that you see a lot in the marketing world.

10. SaaS case study: Asana and Carta

Of course, it’s not just agencies and advertising platforms that need to master the use of case studies in digital marketing.

Let’s explore an example of a case study outside the marketing industry, in this case specifically for B2B marketers.

Asana is a project management platform that helps companies make their workflows more efficient.

It’s a good example of a case study that focuses more on the lived experience and less on the metrics.

This is a third-person case study that is closer to a client interview or testimonial, which is a good option if it’s hard to quantify improvements with metrics.

Best practices: How to use case studies in your own marketing campaigns

In this section, you’ll learn best practices to help you maximize the value of case studies in your own marketing campaigns.

Let’s look at four steps you can take to effectively use case studies.

Include a dedicated case study/customer stories page on your website

Most companies with a successful online presence have one of these pages. Emulate the top competitors in your industry by creating an improved version of their pages.

You can also add a case studies section to your resources page or blog.

Build CTAs into your case study pages

The chances are low that a random Googler will make it to your case studies. Most likely, it’s someone who thinks they might need your product.

So don’t be afraid to include calls to action throughout your case study pages.

Share case studies as part of your email marketing campaigns

Email marketing is hands-down the best channel for nurturing potential needs . That means you should always use case studies and customer success stories in your campaigns.

But it’s important that it doesn’t feel too promotional. Instead, share the unique steps they took to ensure success to deliver value, not just pitch.

Use case study video ads to overcome objections

When you’re thinking about buying a product, it’s easy to talk yourself out of it.

“It’s too expensive.” “It won’t work for me.” There are a lot of excuses and objections out there.

A case study video can be a powerful tool to overcome these objections in potential buyers.

Don’t overlook case studies when you’re planning your next marketing campaign. Towards the bottom end of the funnel, in stages like decision and action, they’re a powerful marketing tool.

When used right, case studies will help you fill your sales pipeline and provide your sales team with qualified leads.

Hopefully, the examples in this article taught you how you can use case studies in social media, email, and content marketing strategy to further your business goals.

You should also have learned how to use case studies to sell your company’s expertise.

If you want to grow your business, it’s crucial to learn from the people who have gone before you. In marketing, trying to learn all principles from scratch through trial and error would be a costly mistake.

If you’re ready to take advantage of marketing automation and email marketing tools that help similar businesses generate ROIs of 20x or higher, start your ActiveCampaign trial today .

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Marketing Results

22 Marketing Case Study Examples (With Template)

February 17, 2016 by Will Swayne

Prospects who aren’t ready to buy – or who are “sitting on the fence” – tend to be resistant to even well-crafted marketing messages.  But a bunch of well aimed marketing case studies can often tip the scales in your favour.

“Sell benefits, not features” is good advice, but benefit-rich copy can actually deter prospects who haven’t reached the decision stage yet.

And too many benefits in the absence of marketing proof elements  can ring hollow in today’s increasingly sceptical marketplace.

We published our first marketing case study back in 2005 and I quickly realised the power of case studies as a versatile and effective marketing tactic.

Why are marketing case studies so effective?

Here are three reasons:

• Case studies show, they don’t tell. Telling you I can get you more qualified leads is one thing. Showing you how a similar company to yours got 145% more leads with 24% lower marketing costs is another.
• Prospects are typically curious to understand how others have achieved the results they desire. They will eagerly devour a well-constructed case study.
• Case studies are also a great tool for closing fence-sitting prospects. For many years I’ve asked prospects why they chose to work with us, and the most common response seems to be, “I was impressed by your case studies” , or “I saw you helped someone in my industry so I figure you can help us too” .

Now let’s look at how to structure and effectively promote a case study, and then some marketing case study examples for you to replicate.

Our Recommended Case Study Template

Here’s the case study structure we’ve adopted which has proven effective:

• Start with a major headline that summarises the key result achieved: e.g. “Investment Property Strategist Triples Leads In 6 Months” . This gets the prospect excited about reading on.
• Then introduce the background . In other words, the “Before” scenario.Don’t bore the reader with too many details about the history of the client. But DO provide an insight into the “trigger” that led to them seeking your assistance. e.g. “The client noticed smaller competitors starting to appear ahead of them on Google”. And,   DO talk about the negative effects of the “Before” state. E.g. “New customer acquisition that had previously been growing by 10% every quarter had flatlined for the last 12 months.”
• Now talk about the solution . Here’s where you explain what you did to achieve the outcomes. I like to list different services or solutions in the form of bullet points. Also, include significant details and facts and figures to add “richness” to the story. Where possible, demonstrate with images, screenshots or other proof elements. Emphasise anything you did differently to the standard approach, or anything that highlights your point-of-difference benefits.
• Now talk about your results . Results are the crux of any good case study.I like to go with a number of punchy bullet points, populated with specific numbers. E.g . “Lead volume up 75%… New customer volume from online sources up 145%… 1,540 more organic search engine visitors per month.”
• Include a testimonial from the client. What was their reaction to your work? The “Before-During-After” approach is a good structure for testimonials. A strong testimonial adds texture and credibility to the data in your core case study.
• End with a call-to-action . This can be relatively low-key. For example, “Contact us to explore how you can enjoy similar breakthrough results.”

You can see more examples of different implementations of this concept on our online marketing case studies page.

How To Promote Your Case Study

A case study that never gets read won’t help you.

Here are some of our favourite promotional methods:

• Optimise each case study for search engines . A good start is using a <title> tag on your case study pages in the format: “<INDUSTRY> <SERVICE> case study”. For example, “Accountant online marketing case study” or “Car sales lead generation case study” .   This will tend to rank you well for anyone searching for case studies about your industry.
• Send case studies to your email subscribers . These emails achieve high engagement both as broadcasts, and as “drip emails” within an automation sequence .
• Create a print booklet of case studies to send to prospects and clients via snail mail or distribute at trade shows.
• Case studies make great social media updates and can be recycled every few months using different headlines.

22 Marketing Case Study Examples

1. fuji xerox australia business equipment, tripled leads for 60% less marketing spend.

In 90 days, we doubled web lead flow with lower marketing costs.

Read the full case study here.

Paul Strahl , National e-Business Manager

2. Surf Live Saving Foundation

Surf lottery grows online revenue 47%.

Marketing Results delivered tangible business improvements, including 47% higher revenue from digital, year-on-year.

Yin Tang , Surf Live Saving Foundation

3. ABC Reading Eggs

Integrated search and conversion management for abc reading eggs.

Marketing Results have been instrumental in profitably expanding our ad spend, while removing waste.

Matthew Sandblom , Managing Director ABC Reading Eggs

4. MAP Home Loans

From 70 hour weeks to 40 hour weeks with 100% annual growth.

I now make twice as much money, have less stress and fewer hours.

Craig Vaunghan , Principal MAP Home Loans

5. Inkjet Wholesale

Online advertising roi doubles – in just three months.

We couldn’t be happier – conversion rates are up, costs are down, ROI has doubled.

Glenn Taylor , National Marketing Manager Inkjet Wholesale

6. Breaking Into Wall Street

Info-marketing business achieves 300% revenue growth with 7-figure profits.

Marketing Results provided the marketing support to grow my annual revenue 300%+. They don’t just advise – they implement.

Brian DeChesare , Founder Breaking Into Wall Street

7. LatestBuy

Brw fast 100 online retailer latestbuy.com.au boosts sales by 45.3%.

Revenue had flatlined… Now it is up by 45%, with over 80% of that due to conversion rate optimisation.

Shaun Campbell , Co-Owner LatestBuy.com.au

8. directSMS

More traffic, less cost, lead volume doubles.

More than doubled the number of qualified enquiries via our website for the same ad spend.

Ramez Zaki , Co-Founder directSMS

9. Business Coach and Author, Pure Bookkeeping

Successful marketing automation and 100.95% year on year growth.

50%+ of business comes directly through online channels and none of this would have happened without Marketing Results.

Peter Cook , Business Coach & Author Pure Bookkeeping

10. Positive Training Solutions

Higher rankings plus more, higher-quality leads.

Marketing Results excels in strategic and online marketing.

James Grima , Managing Director Positive Training Solutions

11. Geelong’s Gym

From 5-6 leads a month to 60-70. 10x increase.

We’ve gone from 5 – 6 leads per month to 60 – 70!

Gerard Spriet , Owner Geelong’s Gym

12. Super Finance – SMSF Property

A new pipeline delivering a steady flow of web leads.

Outstanding quality of web generated leads!

Yannick Ieko , Director Super Finance

13. College For Adult Learning – Training Organisation

300%+ more sales with 60% lower cost per sale.

I expect at least another 60% more leads and 80-90% more revenue by continuing to work with Marketing Results.

Rob Golding , Director College For Adult Learning

14. The Gourmet Guardian – Food Safety Programs

4 times more leads and a 269% revenue increase.

Your AdWords strategies have quadrupled leads, almost tripled revenue and reduced my dependence on contract work to zero.

Gavin Buckett , Managing Director The Gourmet Guardian

15. Quick Coach – Life Coaching Courses

More qualified sales plus a facebook roi of 1285%.

The results have been fantastic… I have had over 500 potential students opt in via Google wanting to change their lives and those of their clients.

Glen Murdoch , Founder & CEO Quick Coach

16. Investment House – Property Development

Clients lined up for everything we can find.

We have clients lined up for everything we can find.

Colin Ferguson , Managing Director Investment House

17. Cosmetic Surgery Lead Generation

257% increase in qualified lead volume.

In less than a year, our enquiry volume increased by over 257% while increasing the quality and conversion rate of those leads.

Dee Tozer , Managing Director Medici Clinics

18. All Suburbs Catering

61% roi gain in less than 5 months….

20% more enquiries for 34% less cost – a compounded gain of 61% in only 5 months.

Jeff Veale , Managing Director All Suburbs Catering

19. Trilogy Funding

549 qualified sales leads in 3 months.

549 qualified sales leads in 3 months.

Ed Nixon , Principal Trilogy Funding

20. Customized Stickers

Online revenue rockets by 800%.

With Marketing Result on our side, our website revenue has increased by over 800% in only 18 months.

Anthony Khoury , Managing Director Customized Stickers

21. Technoledge

Engaging ceos of ideal target companies.

We’re routinely seeing CEOs of Australian hi techs with turnover of $5 million to $50 million (our target audience) opting in and proceeding to self-qualify before they contact us for a meeting. This is what digital marketing is supposed to do.

Tracey James , Director Technoledge

22. First Aid Training

Specialist first aid training company doubles revenue in 6 months.

We’ve streamlined customer acquisition, increased customer lifetime value, and doubled our revenue in 6 months!

Dave Hundt , Director Kids First Aid

I encourage you to put these tips into action and see how they work for you.

What other ways have you used case studies effectively in your business?

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16 Important Ways to Use Case Studies in Your Marketing

Updated: September 08, 2020

Published: July 30, 2020

When you're thinking about investing in a product or service, what's the first thing you do?

Usually, it’s one or both of the following: You'll likely ask your friends whether they've tried the product or service, and if they have, whether they would recommend it. You'll also probably do some online research to see what others are saying about said product or service. Nowadays, 90% of consumers used the internet to find a local business in the last year , and 82% of consumers read online reviews. This shows that the majority of people are looking to peers to make a purchasing decision. Most customers know that a little online research could spare them from a bad experience and poor investment of your budget.

What Is a Marketing Case Study?

A case study is the analysis of a particular instance (or "case") of something to demonstrate quantifiable results as a result of the application of something. In marketing, case studies are used as social proof — to provide buyers with the context to determine whether they're making a good choice.

A marketing case study aims to persuade that a process, product, or service can solve a problem. Why? Because it has done so in the past. By including the quantitative and qualitative outcomes of the study, it appeals to logic while painting a picture of what success looks like for the buyer. Both of which can be powerful motivators and objection removers.

Why Use Case Studies?

In essence, case studies are an invaluable asset when it comes to establishing proof that what you're offering is valuable and of good quality.

According to HubSpot's State of Marketing Report 2020 , 13% of marketers name case studies as one of the primary forms of media used within their content strategy. This makes them the fifth most popular type of content, outshined only by visual content, blogs, and ebooks.

Okay, so you know case studies work. The question is, how  do they work? And how can you squeeze the most value out of them? 

When to Use a Case Study

Here are the ways you can market your case studies to get the most out of them.

As a Marketing or Sales Asset

1. use a case study template to create pdfs for email or downloads . .

Do not underestimate the value of providing social proof at just the right time in order to add value and earn their business. Case studies are extremely effective in the consideration stage of the buyer's journey when they are actively comparing solutions and providers to solve a problem they're experiencing. 

For this reason, case studies in an independent PDF format can be helpful in both marketing and sales. Marketers can use these PDFs as downloads in web content or email campaigns. Sales reps can utilize these assets in demonstrations, in a follow-up, or to overcome objections. 

The easiest way to create PDF case studies is by using a case study template . Doing so can decrease the amount of time you spend creating and designing your case study without sacrificing aesthetics. In addition, you can ensure that all your case studies follow a similar branded format. 

We've created a great case study template (and kit!) that's already locked and loaded for you to use. All you have to do is input your own text and change the fonts and colors to fit your brand. You can download it here .

On Your Website

2. have a dedicated case studies page..

You should have a webpage exclusively for housing your case studies. Whether you call this page "Case Studies, "Success Studies," or "Examples of Our Work," be sure it's easy for visitors to find.

Structure on that page is key: Initial challenges are clear for each case, as well as the goals, process, and results.

Get Inspired:  Google’s Think With Google is an example of a really well structured case study page. The copy is engaging, as are the goals, approach, and results.

3. Put case studies on your home page.

Give website visitors every chance you can to stumble upon evidence of happy customers. Your home page is the perfect place to do this.

There are a number of ways you can include case studies on your homepage. Here are a few examples:

• Customer quotes/testimonials
• A call-to-action (CTA) to view specific case studies
• A slide-in CTA that links to a case study
• A CTA leading to your case studies page

Get Inspired: Theresumator.com incorporates testimonials onto their homepage to strengthen their value proposition.

Bonus Tip: Get personal.

Marketing gurus across the world agree that personalised marketing is the future . You can make your case studies more powerful if you find ways to make them “match” the website visitors that are important to you.

People react to familiarity -- for instance, presenting someone from London with a case study from New York may not resonate as well as if you displayed a case study from the U.K. Or you could choose to tailor case studies by industry or company size to the visitor. At HubSpot, we call this "smart content."

Get Inspired: To help explain smart content, have a look at the example below. Here, we wanted to test whether including testimonials on landing pages influenced conversion rates in the U.K. The landing page on the left is the default landing page shown to visitors from non-U.K. IP addresses. For the landing page on the right, we used smart content to show testimonials to visitors coming from U.K. IP addresses.

4. Implement slide-in CTAs.

Pop-ups have a reputation for being annoying, but there are ways to implement that that won't irk your website visitors. These CTAs don't have to be huge, glaring pop-ups -- instead, relevant but discreet slide-in CTAs can work really well.

For example, why not test out a slide-in CTA on one of your product pages, with a link to a case study that profiles a customer who's seen great results using that product?

Get Inspired:  If you need some help on creating sliders for your website, check out this tutorial on creating slide-in CTAs .

5. Write blog posts about your case studies.

Once you publish a case study, the next logical step would be to write a blog post about it to expose your audience to it. The trick is to write about the case study in a way that identifies with your audience’s needs. So rather than titling your post “Company X: A Case Study," you might write about a specific hurdle, issue, or challenge the company overcame, and then use that company's case study to illustrate how the issues were addressed. It's important not  to center the blog post around your company, product, or service -- instead, the customer’s challenges and how they were overcome should take centre stage.

For example, if we had a case study that showed how one customer generated twice as many leads as a result of our marketing automation tool, our blog post might be something along the lines of: "How to Double Lead Flow With Marketing Automation [Case Study]." The blog post would then comprise of a mix of stats, practical tips, as well as some illustrative examples from our case study.

Get Inspired:   Check out this great example of a blog post from Moz , titled "How to Build Links to Your Blog – A Case Study."

6. Create videos from case studies.

Internet services are improving all the time, and as a result, people are consuming more and more video content. Prospects could be more likely to watch a video than they are to read a lengthy case study. If you have the budget, creating videos of your case studies is a really powerful way to communicate your value proposition.

Get Inspired: Check out one of our many video testimonials for some ideas on how to approach your own videos.

7. Use case studies on relevant landing pages.

Once you complete a case study, you'll have a bank of quotes and results you can pull from. Including quotes on product pages is especially interesting. If website visitors are reading your product pages, they are in a "consideration" mindset, meaning they are actively researching your products, perhaps with an intent to buy. Having customer quotes placed strategically on these pages is a great way to push them over the line and further down the funnel.

These quotes should be measured, results-based snippets, such as, “XX resulted in a 70% increase in blog subscribers in less an 6 months” rather than, “We are proud to be customers of XX, they really look after us."

Get Inspired: I really like the way HR Software company Workday incorporates video and testimonials into its solutions pages.

Off Your Website

8. post about case studies on social media..

Case studies make for perfect social sharing material. Here are a few examples of how you can leverage them on social:

• Share a link to a case study and tag the customer in the post. The trick here is to post your case studies in a way that attracts the right people to click through, rather than just a generic message like, “New Case Study ->> LINK." Make sure your status communicates clearly the challenge that was overcome or the goal that was achieved. It's also wise to include the main stats associated with the case study; for example, "2x lead flow," "125% increase in X," and so on.
• Update your cover image on Twitter/Facebook showing a happy customer. Our social media cover photo templates should help you with this!
• Add your case study to your list of publications on LinkedIn.
• Share your case studies in relevant LinkedIn Groups.
• Target your new case studies to relevant people on Facebook using dark posts. ( Learn about dark posts here. )

Get Inspired: MaRS Discovery District posts case studies on Twitter to push people towards a desired action.

9. Use case studies in your email marketing.

Case studies are particularly suited to email marketing when you have an industry-segmentable list. For example, if you have a case study from a client in the insurance industry, emailing your case study to your base of insurance-related contacts can be a really relevant addition to a lead nurturing campaign.

Case studies can also be very effective when used in product-specific lead nurture workflows in reactivating opportunities that have gone cold. They can be useful for re-engaging leads that have gone quiet and who were looking at specific areas of your product that the case study relates to.

Get Inspired: It's important that your lead nurture workflow content includes the appropriate content for where prospects are in the sales cycle. If you need help on how to do this, check out our post on how to map lead nurturing content to each stage in sales cycle .

Pro tip: When sending emails, don't forget about the impact a good email signature can make. Create your own using our free Email Signature Generator .

10. Incorporate case studies into your newsletters.

This idea is as good for your client relations as it is for gaining the attention of your prospects. Customers and clients love feeling as though they're part of a community. It’s human nature. Prospects warm to companies that look after their customers; companies whose customers are happy and proud to be part of something. Also, whether we are willing to admit it or not, people love to show off!

Get Inspired: Newsletters become stale over time. Give your newsletters a new lease of life with our guide on how to create newsletters that don't suck .

11. Equip your sales team with case studies.

Tailored content has become increasingly important to sales reps as they look to provide value on the sales call. It's estimated that consumers go through 70-90% of the buyer's journey before contacting a vendor. This means that the consumer is more knowledgeable than ever before. Sales reps no longer need to spend an entire call talking about the features and benefits. Sales has become more complex, and reps now need to be armed with content that addresses each stage of the buyer’s process. Case studies can be really useful when it comes to showing prospects how successful other people within a similar industry has benefited from your product or service.

Get Inspired: Case studies are just one type of content that helps your sales team sell. They don't always work by themselves, though. Check out our list of content types that help sales close more deals .

12. Sneak a case study into your email signature.

Include a link to a recent case study in your email signature. This is particularly useful for salespeople. Here's what my email signature looks like:

Get Inspired: Did you know that there are lots more ways you can use your email signature to support your marketing? Here are 10 clever suggestions for how you can do this.

13. Use case studies in training.

Having customer case studies is an invaluable asset to have when onboarding new employees. It aids developing their buy-in, belief in, and understanding of your offering.

Get Inspired: Have you completed our Inbound Certification course yet? During our classes, we use case studies to show how inbound marketing is applied in real life.

In Lead-Gen Content

14. include case studies in your lead gen efforts..

There are a number of offers you can create based off of your case studies, in the form of ebooks, templates, and more. For example you could put together an ebook titled “A step-by-step guide to reaching 10,000 blog subscribers in 3 months…just like XX did.” You could create a more in-depth version of the case study with access to detailed statistics as an offer. (And don’t forget, you can also u se quotes and statistics from case studies on the landing page promoting the ebook, which adds credibility and could increase your conversion rates.) Or, you could create a template based on your customer's approach to success.

Get Inspired:   If you think you need to be an awesome designer put together beautiful ebooks, think again. Create ebooks easily using these customisable ebook templates .

You can also use case studies to frame webinars that document how to be successful with X. Using case studies in webinars is great middle-of-the-funnel content and can really help move your leads further down the funnel towards becoming sales qualified leads.

Get Inspired: Webinars are really effective as part of a lead nurturing workflow. Make sure your next webinar is spot on by following these simple webinar tips.

15. Create a bank of evergreen presentations.

It’s important to build up a bank of evergreen content that employees across your organisation can use during presentations or demos. Case studies are perfect for this.

Put together a few slides on the highlights of the case study to stir people’s interest, and then make them available to your sales and customer-facing teams. It's helpful if the marketer who created the presentation is the one who presents it to anyone who might use them in the future. This ensures they can explain the presentation clearly and answer any questions that might arise.

Get Inspired: What to create presentations people want to use? Here's a list of tools to make your presentations great.

16. Create SlideShares based on case studies.

Following on from a few short slides, you could also put together a more detailed presentation of the case study and upload it to SlideShare. After all, not only is SlideShare SEO-friendly (because Google indexes each presentation), but there is a huge pre-existing audience on SlideShare of over 60 million users you can tap into. SlideShare presentations are also easy to embed and share, and allow you to capture leads directly from the slides via a lead capture form.

Get Inspired:   Want to generate more leads with SlideShare, but not sure how to get started? Check out this blog post .

Now that you understand the value of a marketing case study and the different ways that they can be used in your content marketing (and even sales) strategy, your next step is to think about what would convince your target audience to do business with you. 

Have you recently accomplished something big for a client? Do you have a process or product with demonstrable results? What do your potential clients hope that you'll do for them? 

The answers to those questions will help you craft compelling content for your case study. Then, all that's left is putting it into your audience's hands in formats they want to consume.

Editor's note: This post was originally published in January 2015 and has been updated for comprehensiveness.

Don't forget to share this post!

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5 mini case studies about understanding and serving the customer

This article was originally published in the MarketingSherpa email newsletter .

Mini Case Study #1: 34% increase in conversion for powdered health drink company by helping customers come to their own conclusions

A single-product company that sells high-quality, all-natural, powdered health drinks engaged MECLABS Institute to help better understand their potential customers and increase the conversion rate of prospects reaching the homepage.

The original homepage took a claims-driven approach – it provided several bold statements about what the product would do for a customer with no information about the product to help the customer understand why it would work for them. Here is a look at the upper left of the original homepage.

Creative Sample #1: Upper left of original homepage for health drink company

The MECLABS team created a version of the homepage that took a conclusion-driven approach – instead only trying to convince potential customers with only bold claims about the product, the homepage copy included information about the product to help customers understand why the product would help them.

Creative Sample #2: Upper left of treatment homepage for health drink company

The team tested this version as the treatment against the original homepage (the control) to help better understand what communication style customers would respond to.

The treatment generated a 34% increase in conversion rate.

This experiment highlights a classic disconnect between customers and marketers. If you work in a company or with a client, you have intimate knowledge of the product and believe in its effectiveness. You spend all day thinking about it. You personally know some of the people who designed it. Your paycheck depends on the success of the product.

A customer does not have this same understanding or belief in the product. They have a significant gap in their knowledge about your product. Bold claims alone are not enough to close that gap. They have to understand why the product will work and come to their own conclusions about the company’s ability to deliver on its promises.

You can learn more about this experiment in The Conversion Heuristic Analysis: Overcoming the prospect’s perception gap from MarketingExperiments (MarketingSherpa’s sister publication).

Mini Case Study #2: Bags company increases conversion 191% by adding clarity to homepage

“I'm the CEO of Doubletake , a tennis and pickleball bag company, but I spent the majority of my career focused on messaging and research, consulting as a strategist for top brands for the last 10 plus years, and in-house prior to that. I'm almost embarrassed that I have this example to share, but I thankfully came to my senses!,” Shawna Gwin Krasts told me.

“It is interesting that crafting messaging/copy for products that aren't ‘your baby’ is so much easier – there is just more distance to see it for what it is. If this wasn't so near and dear to my heart, I would have caught it in a second.”

The team launched its homepage with only the headline “Sports Meets Style” over a photo of a bag. The headline was meant to differentiate the brand from competitors that were either only sporty or fashionable. Below the headline was a call-to-action (CTA) button with the word “shop.”

Creative Sample #3: Previous homepage copy for bag company

Internally it seemed obvious that the company sells tennis and pickleball bags since a bag was in the photo.

But they came to realize that it might not be as clear to website visitors. So the team added the subhead “Gorgeous Yet Functional Tennis and Pickleball Bags.” They also added the word “bags” to the CTA so it read “shop bags.”

Creative Sample #4: New homepage copy for bag company

These simple changes increased the website's conversion rate by 191%.

“It is so important for marketers to get out of their own heads,” Krasts said. “I suppose this is why I struggle with messaging so much for Doubletake. I am the target customer – I have the answers in my head and I suppose my natural curiosity isn't as strong. But clearly, I also have to remember that I've seen my homepage 10,000 more times than my customers, which means things that seem obvious to me, like the fact that Doubletake is a tennis brand not a reseller, might not be obvious.”

Mini Case Study #3: Online motorcycle gear retailer doubles conversion with personalized emails

There are ways to better tap into what customers perceive as valuable built into certain marketing channels. Email marketing is a great example. Marketers can build off information they have on the customer to send more relevant emails with information and products the customer is more likely to value.

"Very early in my marketing career I was taught, 'You are not the target audience' and told to try to see things from my customer's perspective. Empathizing with customers is a good start towards seeing products from the customers' perspective, but marketers really need to focus on quantifiable actions that can help identify customers' needs. That means continuous testing across messaging, price points, packaging, and every other aspect of a product. This is where personalization can really shine. Every time a marketer personalizes a message, it brings them closer to their customer and closes that gap," said Gretchen Scheiman, VP of Marketing, Sailthru.

For example, 80% of the email messages RevZilla sent were generic. But the website sells motorcycle parts and gear to a wide range of riders, each with their own preference in brand and riding style. The online motorcycle gear retailer partnered with Sailthru to better connect with customer motivations. The team started by upgrading the welcome series for new customers by personalizing the email messages based on the customers’ purchases and preferences.

The company has tested and added many new triggers to the site, and now has 177 different automation journeys that include triggers for browse and cart abandonment as well as automations for different product preferences, riding styles and manufacturer preferences.

The conversion rate from personalized email is double what RevZilla was getting for generic batch-and-blast sends. Automated experiences now account for 40% of email revenue. Triggered revenue is up 22% year-over-year and site traffic from triggers has increased 128% year-over-year.

"Customizing the buyer journey isn't about one long flow, but about lots of little trigger points and tests along the way. For any marketer that is intimidated about getting started with personalization, it's important to realize that it's more like a lot of small building blocks that create a whole experience. We started with a custom welcome series using testing and built from there. We're still adding new tests and new trigger points, but it's with the same concept that we started with,” said Andrew Lim, Director of Retention Marketing, RevZilla.

Mini Case Study #4: Pet protection network increases revenue 53% thanks to survey feedback

Huan makes smart tags for pets to help owners find their pets if they go missing. Initially, the company focused on the technical features in its homepage copy. For example, the tags don’t emit harmful radiation, are water-resistant and have a replaceable one-year battery.

From customer feedback surveys, the team discovered that customers purchased the product because they were worried they wouldn’t be able to find their pet if the pet went missing. This discovery prompted the team to change its messaging.

The new messaging on the homepage read, “Keep your pet safe and prevent heartbreak. Huan Smart Tags help you find your missing pet automatically.”

Revenue increased 53% increase following the change in messaging. “We immediately saw an increase in engagement on our website, with a lower bounce rate, higher click-through rate and a higher conversion rate. There were also a few people who messaged us on social media saying how our new message resonated with them,” said Gilad Rom, Founder, Huan.

Mini Case Study #5: Talking to new customers leads SaaS to change strategy, increase sales 18%

When Chanty launched, the marketing messages focused on pricing since the Saas company is 50% less expensive than the best-known competitor. However, when the team started talking to customers, they discovered most people had switched from the competitor for different reasons – ease of use, better functionalities in the free plan, better experience with the customer support team, and a better mobile app.

The team changed its marketing to focus around these product attributes and only listed pricing in the end as an additional benefit.

“It turned out that this was the way to go because we attracted people who wanted a better experience, rather than just customers who wanted to save money. After six months of implementing this new marketing and sales strategy, our sales grew by 18%,” said Jane Kovalkova, Chief Marketing Officer, Chanty.

Related resources

The Prospect’s Perception Gap: How to bridge the dangerous gap between the results we want and the results we have

Customer-First Marketing: Understanding customer pain and responding with action

Marketing Research Chart: How customer understanding impacts satisfaction

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Mastering the Marketing Case Study: 7 Best Practices

Conversion takes more than demonstrated product quality or expertise, or even quantifiable results. You need a compelling story to tie it all together, and your target audience needs to hear it from trusted sources – their peers. 

Your prospects want to work with a partner that will educate them, help them choose the right services and provide dependable support after the sale. Marketing case studies bring your unique benefits and services to life through real customer experiences that help prospects know, like and trust  your business.

Why Invest in Case Studies?

The best way to share your customers’ successes is to let your prospects hear from them in their own words. Marketing case studies make a memorable impression on your target audience by highlighting how your product or service helped other companies. 

Marketing case studies or success stories should provide detailed examinations of real-life scenarios where your products or services solved a problem or met a specific need. They go beyond mere testimonials and provide a comprehensive narrative that highlights challenges, solutions and measurable results – and serve as a powerful driver to your marketing strategy .

Here’s what to keep in mind to develop an effective marketing case study.

Simply the Best (Practices)

• Start Strong

Engage your audience with a compelling title and introduction. Don’t be afraid of using an emotional message that helps your readers empathize with your customers’ situation.

• Identify the Challenge

Clearly articulate your customer’s problem or challenge. Go beyond statements like, “Norm’s Logistics Company wanted to grow.” What obstacles were in Norm’s path? Equipment breakdowns, outdated software, high turnover? 

Provide sufficient context to position the problem as a recognizable pain your prospects share. This sets the foundation for demonstrating how your solution will address their specific needs.

• Make Your Solution the Star

Describe how you addressed your customer’s challenge. Use a mix of visuals, data and storytelling techniques to make the solution relatable. Don’t get caught up in industry jargon – break down complex concepts into digestible components. 

• Incorporate Real Results and Metrics

Quantify your solution’s impact with measurable results whenever possible. Use data, charts and graphs to illustrate positive outcomes. Be transparent about the metrics, showcasing the tangible benefits your product or service delivered.

• Give Your Customer a Voice

Include quotes from your customer to add a human touch to the case study. Authentic, relatable voices build trust and credibility, so try to use their full name and job title as well as their picture. Ask them to share their experience, both before they found your solution and after implementation, to emphasize how your company helped.

• Remember the Format

Have you seen video trailers that present films as if they’re a different genre?  The shift in framing usually obscures the movie’s original plot and themes, which makes them jarring to watch.

The same goes for your case study. Remember, this isn’t a whitepaper or services overview with a specific client example thrown in. It’s a story that your prospects can connect with to understand how you’re well positioned to solve their needs. Craft your case study as a narrative that presents the journey from pain to solution to partnership.  

• Highlight Your Differentiators

Emphasize what makes your product or service unique. Showcase the aspects that set you apart from competitors. This approach connects your marketing case study to your overall strategy as well as your Big Story – the message that defines your company’s vision and presents how your solutions set you apart.

Connect to Convert

Crafting an impactful marketing case study requires a strategic blend of storytelling, data-driven insights and a focus on solving real-world challenges that matter to your prospects. By adopting these best practices, you can create compelling narratives that resonate with your audience, establish credibility and ultimately drive business growth. 

As you create your case study library, remember that a well-crafted marketing case study is more than a testimonial. It’s a powerful tool to inspire confidence in your company and illustrate the remarkable experience you deliver to your customers.

Looking for inspiration? We’ve got you covered! Check out the Square 2 case study portfolio  f or examples of how to present client success stories and highlight your innovative, effective solutions.

Heather Bowlan, Copywriter

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What Is a Case Study in Marketing and How to Build One (Examples)

A marketing case study allows you to illustrate and explain how you achieved enormous success in a specific situation.

For instance, last year, Jacob McMillen wrote about how Pronto used Crazy Egg to increase leads by 24 percent .

That’s a big number.

It’s not a full case study , but it demonstrates the goal of a marketing case study. You want to shock your audience, then explain exactly how you achieved your results — preferably with proof.

You might have read lots of case studies over the years without realizing your business could benefit from them. Lots of entrepreneurs are put off by the hard work and long hours required to build a marketing case study.

However, think about how many leads you might convert by proving your track record, establishing trust, and attracting traffic through SEO .

Let’s look at how marketing case studies can impact your business, discuss how to write one, and check out a few examples.

What Is a Case Study in Marketing?

A case study in marketing is a document or web page that includes several basic parts:

• Description of the subject : Explain your customer’s or client’s history and pain points.
• Subject’s goal : Identify your customer’s or client’s goal for the project so readers understand what to expect.
• Hypothesis for strategy : Tell your audience what you expected to happen after you implemented your strategy for the customer or client.
• Implementation of strategy : Take the reader through the step-by-step process you used to help your customer or client.
• Results of strategy : Deliver the results in as much detail as possible, preferably with a quote from the client or customer.
• Concluding findings : Explain what this case study has taught your specifically and how it can help other people.

You don’t have to include every category, but the more detail you add, the more effective your marketing case study becomes.

Most of the time, you’re conducting a case study for your own business. You want to show the world how your product or service has helped a customer in a huge way.

For that reason, it helps to know you’ll perform a case study from the beginning. In other words, try not to reverse-engineer a case study from a great result. Instead, track your arrangement with your customer throughout the process.

The Importance of Creating Case Studies to Convert Leads into Customers

Think of a marketing case study as a lure. It’s a way to dangle amazing results in front of your leads so they’ll decide to convert .

Imagine that you’re a customer who’s trying to decide between two businesses, each of which offers time management software. One company has a marketing case study that illustrates how it helped a customer save four hours per week. The other company has no case study.

Which company would you trust most?

You can use that consumer logic to inform your business decisions. Thinking like a customer can help you achieve new insights into marketing.

Creating a marketing case study gives you an edge that your competitors might have. It can also help your leads make more informed decisions.

Too many businesses copy their competitors or other businesses. Instead, you should spend time being more creative and innovative. Below is a video by Neil Patel that illustrates why you need to quit copying digital marketing strategies.

If you’re bold enough to be different, you can convert more leads. A marketing case study gives you that opportunity because nobody else can duplicate it.

Why is it so important to build trust?

Anybody can throw testimonials on their site by Ron R. and Jennifer K. Anyone can also make them up.

Trust is tenuous in the digital marketing world. If you can’t create it, you likely won’t convert leads into customers.

Think about all the companies that have experienced data hacks. Their stocks plummeted, consumer sentiment turned ugly, and profits dwindled. That’s because consumers lost trust.

Similarly, any company can make bold claims about its products or services. Consumers have become numb to superlative-littered copy and hyped-up videos. They want to see evidence.

If you can prove that your product or service delivers powerful results, you’ll gain your leads’ trust.

Marketing case studies show how you tackled a problem and overcame it on behalf of your customer or client. It’s that simple. The more detail you give, the more authority you create for your company — and the more your leads will trust your expertise.

4 Case Study Examples

Before we tell you how to build a case study, let’s look at a few examples to get you warmed up. Each of these marketing case studies illustrates the power behind the medium.

They’ll also show you how different case studies can look depending on design, detail, results, and goals.

The Shopify case study by HubSpot demonstrates how a narrative can be woven from a company’s journey. When Loren Padelford became head of sales, he immediately identified weak spots in Shopify’s sales cycle, so he decided to adopt HubSpot.

This case study highlights the ways in which Shopify used HubSpot’s email plugin to save time and improve communication flow. There’s a quote from Padelford in the case study, which can add even more impact in terms of building trust among leads.

Here, we have a fairly vague result. The company — specifically Padelford — claims to have achieved great success with HubSpot’s tools, but there aren’t any concrete numbers to back that up.

There’s nothing wrong with this approach, though, as long as your customer or client can offer a raving quote.

Ecommerce marketing case studies can become extremely valuable. In this case, Bit.ly used a more traditional template for a marketing case study. The PDF document includes several sections that take you through the process of how Vissla improved its omnichannel marketing with Bit.ly.

The results were that Vissla was able to visualize and centralize data in one place. They gained greater control over their social media marketing, which resulted in faster and better improvements in the content they shared.

There’s also a quote from Vissla’s media marketing manager, Keegan Fong: “Bitly Campaigns offers us a whole new way to look at our marketing channels. By giving us an easy-to-use dashboard that instantly displays the results of our multichannel promotions, we can see what kinds of content work on what channel, which channels we should be investing in the most, and what we need to do to optimize our content.” [ For Social: @vissla ]

3. Viperchill

There’s a great marketing case study from Viperchill that you’ll want to check out. It’s a quick, fun read that explains how the author created a squeeze page that generated more than 700 leads and results in a conversion rate of 64 percent.

Notice that he used hard numbers. Sometimes, it’s impossible to boil results down to a figure or percentage, but if you can, do so. People comprehend real numbers faster than lengthy text explanations.

4. MarketingSherpa

This MarketingSherpa case study is super detailed and describes the process by which MarketingSherpa helped a natural foods company boost revenue by 18 percent with a site redesign. You see the entire project from start to finish.

You’ll notice that there are lots of visuals. Since this marketing case study focused on design, visuals were imperative. Let your business and its niche guide the way in which you construct your case study.

How to Create a Case Study Marketing Strategy That Converts

Now that you’ve looked through a few case studies, how do you create a marketing case study of your own?

It starts with a case study marketing strategy that’s designed to convert leads. You don’t want to choose just any project. It should be geared toward other businesses or customers who might benefit from your business.

Let’s take it step by step.

1. Choose a success story that is closely related to your potential customer

You might notice that many companies publish numerous marketing case studies. There’s a reason for that.

Each case study targets a different segment of the company’s target audience. Let’s say that you sell shoes, purses, and hats. A case study about shoes won’t interest someone who’s shopping for hats.

You can either choose a project that has already concluded or one that is starting or underway. It’s always best to start at the beginning, but if you’re anxious, you can take the reverse-engineering route.

Decide which segment of your target audience you want to appeal to first. Next, select a case study subject closely related to that segment. You want your marketing case study to resonate with the leads you most want to convert.

2. Identify the key points of the case study and use storytelling

Decide what parts of the case study you want to highlight. These details will likely appear in the marketing case study’s headline as well as throughout the rest of the text.

For instance, if you helped a customer boost revenue by 200 percent, that’s a highly relevant detail. You’ll want to spotlight it in the headline and several times in the content so you keep it fresh in readers’ minds.

You might have several key points. Think about the struggles your customer was facing before you stepped in, how you approached the solution, and why alternatives weren’t working. When you can provide numbers, do so.

Once you’ve identified those key points, start weaving them into a narrative. Make it exciting! Add sensory details, frustration points, and colorful anecdotes.

A marketing case study shouldn’t sound dry. It needs to engage the reader so he or she keeps going until the end.

If possible, intersperse the copy with images. Make them relevant and easy to see on the screen. Let the images help supplement the story you’ve woven.

3. Highlight the great results

As mentioned above, results are paramount. If you can express them in numeric form, so much the better.

Consider creating a custom graphic to serve as the featured image on your post. That way, people can share the image on social. Add the amazing result to the text on the image to entice people to click.

The point here is to capture attention. If people are willing to pay attention to you, then you’ve won the first part of the battle. As long as you maintain that attention, you have a good chance of converting the lead.

4. Explore different types of design

Design can prove fundamental to a marketing case study’s success. If you’re publishing it as a blog post, break it up with H2s, H3s, and H4s to guide the reader through the story. Add images and leading lines to keep the visitor engaged.

Remember that color matters. Consider using colors for text and images that correlate with your customers’ color scheme or with your own site’s palette.

5. Ask for feedback! What does your potential customer want to learn?

Don’t let the conversation stop at the end of your marketing case study. Open up the forum for more insights.

Invite readers to ask you direct questions about your business, products, services, or methods. Not only that, but respond to those comments. Take each one as a gift.

These comments might tell you what type of case study you should create next or allow you to cement a conversion by answering objections or questions.

Marketing case studies can improve your conversion rate , but you have to put in the time and effort. Yes, a polished case study requires work, but if you can secure sales from its publication, why wouldn’t you give it your full attention?

Remember that trust matters when it comes to converting leads into customers . If you don’t have trust, you’ll lose your leads to your competitors.

A great marketing case study demonstrates your track record. It builds a case for leads to use your products or services over someone else’s.

What are you waiting for? Start creating your first marketing case study now.

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9 Powerful Ways to Use Case Studies in Your Marketing

Case studies are an invaluable marketing tool for educating your audience and increasing conversions. When making a purchase decision about 78% of buyers turn to case studies, compared to other traditional sales materials. Why? Because marketing case studies provide credible customer success proof.

A case study is essentially a detailed story about a problem that a client was able to solve thanks to the company’s expertise and the quality of its products and services. It explores a customer’s journey in its entirety – from when they start looking for a solution to their problem until the issue is resolved. The plot is usually presented as a challenge that both the company and the client have to overcome together, then it describes how the situation was approached and what was the outcome.

Creating an engaging marketing case study that prospects want to read is a multifaceted process. You have to be diligent and focused with your analysis while showcasing your professionalism and dedication to solving the customer’s problems. Done right, this works wonderfully. It successfully gives curious prospects context and helps them determine if they are making the right choice by choosing your products and services.

In this article, we will be sharing nine powerful ways to use case studies in your marketing. We will give you practical tips on how to incorporate them into your marketing materials for maximum conversion success.

What Is a Marketing Case Study?

In marketing, a case study investigates a customer’s problem. It analyses the issues, examines potential solutions, and proposes the most effective one by using supporting evidence. It also shares the outcome – on a web page, document, or video – with others.

Case studies are one of the best instruments to show off your business expertise and convince customers to work with you. They act as customer success stories by leveraging customer reviews and testimonials and showing different perspectives of how a problem has been successfully resolved in the past.

The main objective of marketing case studies is to help potential clients make an informed decision, while also letting them know that your company is capable and trustworthy.

Related : How to Write a Case Study for a WordPress Company

Now that we’ve defined what case studies are and what they are used for, let’s move on to how they can support your marketing strategy.

9 Ways to Use Case Studies in Your Marketing

In their Not Another State of Marketing Report 2021 , Hubspot discovered that case studies are among the top five most important forms of media that companies use in their content strategy. They come in fourth place right after videos, blogs, and infographics.

So how do case studies get the job done? And where can you position them to maximize their value?

Read on to find out.

1. As Part of Your Sales Materials

Case studies play a crucial role in the consideration stage of the customer journey . They act as valuable customer success proof and as such they are extremely effective when buyers are actively comparing available solutions and providers.

Because of this, case studies can be helpful to both marketing and sales teams. Marketers can include them on a dedicated page on their website or on a landing page, and sales reps can leverage them to overcome customer objections.

To make things easier you can use a case study template. However, we recommend you create your own. This way you can ensure that the design is consistent with your branding materials, that it showcases your professionalism, and will ultimately give your business an edge.

TIP : You can even include a link to a recent case study in your email signature.

2. In Your Email Marketing

One of the benefits of case studies is that they are targeted to a particular niche. This makes them very suitable for email marketing, especially when your email list is segmented by industry.

For instance, if you have a case study about migrating a static website to WordPress , emailing it to your contacts interested in learning more about website migration can help strengthen your lead nurturing campaign.

Additionally, case studies can be really effective in rekindling opportunities that have gone cold. They can provide a great way to reopen an old conversation with someone who was interested in your product/service.

TIP : Choose wisely when selecting which case study to include. Make sure that the content is relevant to the sales cycle stage your prospects are in.

3. In Your Newsletters

Newsletters are a superb and cost-effective way to maintain regular contact with your audience. They include relevant updates and news about your brand that your audience should be aware of. This makes them a great place to include a link to your latest marketing case study, especially if you have an industry segmented email list.

This will ensure that your subscribers are always getting the most relevant content, while also keeping them in the loop about what your company is doing to improve their experience with your brand.

Additionally, newsletters are great for grabbing your clients’ attention and building a sense of belonging. Customers are happy and proud when they feel like they are part of something.

If you want to help your prospects warm up to you, add a case study in your newsletter, showing them proof that you really look after your clients.

4. On Your Website

Case studies support both the customer journey in your sales cycle , and the user journey on your website. They help build brand trust and credibility and are powerful tools for increasing conversions and click-through rates.

According to TrustPulse , using case studies and customer success stories in your marketing is beneficial, because:

• About 58% of users will be more likely to convert.
• Your website can generate up to 62% more revenue per visitor.
• Visitors will be likely to buy 3% more per order.

That’s an impressive conversion power, isn’t it? Here is how you can leverage it.

On Your Homepage

The homepage is usually the first page visitors see when they land on your website. So, if you want to you can encourage users to stay and ultimately convert, profiling customer success stories is key.

You can use a quote from your marketing case study to grab their attention and provide a link to the piece so they can learn more. Add a clear CTA and make sure it’s not distracting.

On a Dedicated Case Study Page

A designated case study page is a well-organized place where you can showcase your experience. As you’re building a library of customer stories, it’s essential to present it in a meaningful way. So, by creating a separate page for this you’ll be able to provide a richer experience for your customers.

To Support Your Blog Content

Writing a blog post about your recent marketing case study enables you to expose your audience to it. However, this doesn’t mean just giving a recap of what the case study is about. Instead, it’s about showing your audience that you understand their needs.

For example, you can explain how your company overcame a recent challenge and use the case study to present how you approached it.

TIP : When writing such a blog post, focus the topic on the customer’s problem and needs and how these were addressed.

5. On a Relevant Landing Page

A good marketing case study can go a long way. You will not only have a plethora of data to pull from, but you’ll also have a wide range of quotes to include on your landing page .

When prospects are in the consideration stage , they are actively reviewing their options. So, strategically placing customer quotes from your case study, is an excellent way to help prospects move further down the funnel.

TIP : When you can, use quotes with quantitative data, such as “(What the company did) resulted in an XX% increase in sales over the past 6 months.”

6. In a Video

Video has become a preferred form of content for both marketers and users. According to a study done by Biteable , 60% of businesses use video in their marketing strategy and 62% of marketers consider it as a very important or extremely important marketing tool. So why not use it to promote your marketing case study?

Over 87% of consumers want to see more video from their favorite brands while 50% of both Millennials and Gen Z can’t live without video. This trend shows us that prospects are more likely to watch a video than read a long case study. So, leveraging this format is a really effective way to convey your value proposition.

Your video case studies can be on the shorter side (up to 15 min long) or you can have longer videos (up to 60 min long) covering the whole process, like we at DevriX did here .

7. On Social Media

Social media is a perfect place to share snippets and customer success stories from your case studies. You can use quotes from your feed and tag clients in the post or story. When you do, make sure to create engaging and relevant content to the right audience.

Furthermore, refrain from generic messages like New Case Study. Instead, clearly communicate the topic and the goals that were reached.

Alternatively, you can share your case studies with relevant online networks and communities, add them to your list of publications (perfect for LinkedIn), or point them out by updating your cover photo (work on Facebook and LinkedIn).

Related : Voice of the Customer: The Key Factor in Product Development

8. As Part of Training Materials

Customer success stories are a valuable resource when training and onboarding new employees. Through storytelling and data, they can help new team members to develop their understanding of your business, products, and services.

You can also use your case studies to create training materials for internal use. For instance, you can create presentations and demos that highlight the main points of a particular marketing case study. Then add the slides to your company’s internal database so they are available for any team member who wants to use them in the future.

9. At a Live Event

Marketing case studies are a powerful tool for any occasion, including speaking at or hosting an event. You can use it as supporting evidence, for example, to showcase the customer satisfaction from your service. Or, you can choose one of two case studies as the focus on the entire event. You can, later on, use the data and quotes you shared across channels to increase your engagement and conversion levels.

Final Thoughts

Case studies are a valuable marketing tool and there are so many ways you can use them to support your content and sales strategies. To craft a compelling marketing case study, think about what your prospects’ needs and challenges are. Consider how your products and services can help them overcome those challenges. Then demonstrate the results.

If you have recently finished a big project for a client successfully and it relates to the pain points your customers have, then you have great material to work with. All that is left to do is to present this information in a format your prospects will be interested in engaging with.

Marketing Assistance for Your Business

One of our core specialties as a part of our full-service suite of services is the Inbound Marketing package. If you need expert assistance in keyword generation and SEO, you should get in touch with us. We are a professional WordPress development company profiling in business growth for your next big challenge.

Team DevriX

This article is crafted by DevriX's seasoned marketing team, boasting over four decades of collective expertise in crafting sophisticated marketing funnels, devising comprehensive content frameworks and pillars, implementing engaging email campaigns, and creating impactful social media content designed for scalability.

Our marketing experts specialize in the complete spectrum of inbound marketing strategies. As an accredited HubSpot Agency Partner and a Semrush Partner, we engage in meticulous research, blending our extensive experience with the unique insights of our highly skilled team.

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Services Marketing Cases in Emerging Markets

An Asian Perspective

• © 2017
• Sanjit Kumar Roy 0 ,
• Dilip S. Mutum 1 ,
• Bang Nguyen 2

Department of Marketing (M263), The University of Western Australia, Perth, Australia

You can also search for this editor in PubMed   Google Scholar

Department of Marketing and Advertising, Coventry University Business School, Coventry, United Kingdom

Department of marketing, east china university of science and technology, shanghai, china.

• Presents unique case studies from the services sector in emerging markets with up to date and relevant marketing issues
• Develops an in-depth understanding of the service management and marketing principles in the context of emerging economies
• Each case study is accompanied by discussion questions and assignments to be used in the classroom discussions

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About this book

This casebook provides students and academics in business management and marketing with a collection of case studies on services marketing and service operations in emerging economies. It explores current issues and practices in Asia, across different areas, countries, commercial and non-commercial sectors. This book is important and timely in providing a framework for instructors, researchers, and students to understand the service dynamics occurring in these countries. It serves as an invaluable resource for marketing and business management students requiring insights into the operationalization of services across different geographical areas in Asia. Students will find it interesting to compare and contrast different markets covering important aspects related to services.

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• International services marketing
• Service branding
• Service management
• Services marketing

Table of contents (18 chapters)

Front matter, service experience and co-creation, introduction to service experience and co-creation.

Sanjit Kumar Roy

Case Study 1: Co-creating Value with Online Banking Services: The Case of Maybank

• Nurul Shahnaz Mahdzan, Amrul Asraf Mohd-Any, Zalfa Laili Hamzah

Case Study 2: Starbucks Philippines: Brewing a Filipino-American Experience

• Monali Hota, David Newlands

Case Study 3: Co-create a Smart Phone Brand with Consumers via Social Media: A Case Study of Xiaomi in China

• Sophie Yang, Anna Wos

Case Study 4: Managing Customer Complaints: The Case of Imperial Orchid Hotels in Thailand

• Jaywant Singh, Benedetta Crisafulli

Case Study 5: Amazon.in: Surviving in a Jungle

• Sanjit Kumar Roy, Rajdeep Charaborti

Service Branding and Servicescapes

Introduction to service branding and servicescapes.

Dilip S. Mutum

Case Study 6: Malaysian Airlines Versus AirAsia: Customer Satisfaction, Service Quality and Service Branding

• Sujana Adapa, Sanjit Kumar Roy

Case Study 7: Häagen-Dazs China: The Luxury Icing on the Cream

• David Newlands, Monali Hota

Case Study 8: iGaranti: Expanding the Frontiers of Mobile Banking Innovation

• Selcen Ozturkcan, Deniz Tuncalp

Case Study 9: Happy Textile: Is Store Atmosphere Still A Priority?

• Tjong Budisantoso, Johnny Jermias, Adrian Bradshaw

Case Study 10: Social Media and Customer Engagement at Makemytrip.com

• Bidyanand Jha, Anita Kshetri

Transformative Services

Introduction to transformative services, case study 11: prince court medical centre (pcmc): the hospital with a 5-star hotel-like experience and beyond.

• Amrul Asraf Mohd-Any, Nurul Shahnaz Mahdzan

Case Study 12: Indian Armed Forces Disaster Management Services in Kashmir Floods 2014: “Operation Megh Rahat”—A Case of Transformative Service

• Dipanjan Kumar Dey

Case Study 13: Wellbeing Through Travel: High Value-Low Impact Tourism in the Developing Country, Bhutan

• Raechel Johns, Thinley Namgyal

“Services are the foundation of human civilizations. Every market has different needs that must be met with different service solutions. This case book provides an invaluable collection of service cases on emerging markets in Asia. These cases cover the very established topics of service experience, co-creation, branding and servicescapes, and add the very forward-thinking topic of transformative services. Services faculty and service students will be well served by this book.” (Professor Raymond P. Fisk, Department of Marketing, McCoy College of Business Administration, Texas State University, San Marcos, Texas, USA)

“Asia has experienced tremendous growth of the service sector. This case book is timely to help educate tomorrow’s leaders in Asia on service marketing and management.  If offers valuable insights and case examples on the management of three contemporary themes - service experience and co-creation, branding and servicescapes, and transformative services. Students, academics, and practitioners alike will find this book highly insightful.” (Professor Jochen Wirtz, Department of Marketing, NUS Business School, National University of Singapore, Singapore)

“This is a timely book. We need real world cases that make new concepts and theory come alive. Ideas and conceptual models are often difficult to grasp as they go against the mainstream. Service-Dominant (S-D) Logic and IBM's Service Science service are leading the way but I see them constantly being misinterpreted. More cases can cure this.” (Dr. Evert Gummesson, Emeritus Professor, Stockholm Business School, Stockholm University, Sweden)

“This book is a direct response to the emerging need for a quality case book on services marketing in Asia which has been witnessing tremendous growth in services arena in recent times. The cases have addressed the contemporary issues of services marketing, are relevant and well written. I am sure students and academics interested in services marketing will find the book to be useful.” (Professor Ali Quazi, School of Management, University of Canberra, ACT, Australia)

“Good, relevant and timely case studies are always in demand from business and management educators. And it is increasingly important that students are exposed to a diversity of business experiences when undertaking case work. Despite the rapid growth in in the service sector across much of Asia, good case studies have been in short supply. Until now! The authors are to be congratulated for bringing together an excellent collection of cases that are diverse in terms of sectors and countries but which together provide invaluable insights into contemporary service marketing practice.” (Professor Christine Ennew, Provost, Faculty of Social Siences, University of Nottingham Malaysia Campus, Nottingham University Business School, Selangor Darul Ehsan, Malaysia)

“This book on services marketing is timely as businesses are grapplingwith the “what” and “how” of an effective strategy to win the competition in service industries. Lessons from case studies would provide the much needed learning for a richer class room experience for final year undergraduates and MBA students, giving them an early start on dealing with the complexities of managing service businesses.” (Professor Fon Sim Ong, Faculty of Arts and Social Sciences, The University of Nottingham Malaysia Campus, Nottingham University Business School, Selangor Darul Ehsan, Malaysia)

Editors and Affiliations

Bang Nguyen

About the editors

Sanjit Kumar Roy is Assistant Professor, at the University of Western Australia, Australia. His research interests include Services Marketing and Consumer-Brand Relationships. He co-edited Marketing Cases for Emerging Markets. He has published in  European Journal of Marketing, Journal of Business Research, Journal of Marketing Management, Internet Research and Journal of Services Marketing among others.

Dilip S. Mutum is Associate Professor of Marketing at the Nottingham University Business School (NUBS). Before deciding on an academic career, Dilip has worked with various organisations in different capacities. This includes a short stint as a sub-editor with The South Review magazine and as the Communications Officer for Consumers International - Asia Pacific office. An avid blogger, Dilip's research interests include digital consumption, social networking, customer relationship management, and social marketing. His primary expertise lies insearch engine optimisation and social media marketing.

Bibliographic Information

Book Title : Services Marketing Cases in Emerging Markets

Book Subtitle : An Asian Perspective

Editors : Sanjit Kumar Roy, Dilip S. Mutum, Bang Nguyen

DOI : https://doi.org/10.1007/978-3-319-32970-3

Publisher : Springer Cham

eBook Packages : Business and Management , Business and Management (R0)

Copyright Information : Springer International Publishing Switzerland 2017

Hardcover ISBN : 978-3-319-32968-0 Published: 15 September 2016

Softcover ISBN : 978-3-319-81412-4 Published: 22 April 2018

eBook ISBN : 978-3-319-32970-3 Published: 08 September 2016

Edition Number : 1

Number of Pages : X, 184

Number of Illustrations : 4 b/w illustrations, 24 illustrations in colour

Topics : Marketing , Services , Emerging Markets/Globalization

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Top 5 Marketing Case Studies from Fortune 500 Companies to Inspire Your Marketing Initiatives

Introduction .

The era of the consumer is here—and it's here to stay. It has somehow made brands worldwide revisit their roots and adjust to the changing marketing ecosystem. Product-centric strategies have a limited scope; brands today go the extra mile to reach their target audience innovatively. Let's find out how.

Case Study 1: Intel

Intel, one of the most popular technology brands worldwide, ranks 7th on the Fortune 500 list . With their marketing strategies, it's no wonder that the organization enjoys massive customer loyalty.

Intel was already a trusted technology partner for many computer manufacturers. However, they wished to establish a positive brand image in the business world and the public eye.

They began by strategically leveraging co-op advertisement campaigns targeted toward OEMs (Original Equipment Manufacturers). It helped them put their products into mass-produced PCs, ultimately meant for the public.

The arrangement was simple: Intel agreed to pay for their OEM partners’ advertising as long as they got to stick their logo on OEM products. Do you remember your first PC with an “Intel Inside” sticker on the CPU?

This “Intel Inside” campaign was a stellar success, not just figuratively. There are numbers to prove it. In 1991, before the campaign began, Intel stood at a market capitalization value of about $1 billion. After implementing this strategy, their market cap rose to $5 billion by 2003.

Since then, the phrase “Intel Inside” has been associated with reliability and is proving to be a tough climb for Intel’s competitors like AMD. 1 .

The Takeaway : Partnerships can be fashioned into marketing for brand awareness and trust.

Case Study 2: IBM

IBM—the “Big Blue”—is ranked 5th on the Fortune 500 today, and very understandably so. IBM adopts a long-term, defensive marketing strategy that focuses on self-improvement and has its customers waiting for new launches eagerly.

IBM’s defensive marketing tactic is “Self-attack.” Whenever the brand is about to develop a new product, its advertising campaigns attack its products and call them obsolete. It helps showcase IBM as a constant, consistent innovator that launches improved technologies and services that are cheaper and better than its previous versions. However, that's not all.

IBM also leverages a second key marketing strategy focusing on product differentiation and value delivery. It advertises its specific products based on target consumers’ needs by leveraging a user-benefit-based positioning through its value distribution chain. It achieves this by investing millions in acquiring a high-performing, world-leading sales team to run the show 2 .

The Takeaway : Marketing should showcase the innovative value of a product to the customers who need it and use it.

Case Study 3: Microsoft

Microsoft ranks 14th on the Fortune 500 list. This brand’s marketing strategies are unique and resonate well with its vision, making them more effective.

Microsoft positions itself as a business enabler by constantly providing functionality and variety in its products and services; all targeted toward making business easy. Its marketing strategies draw heavily from corporate cultures and are dynamic according to trends.

Microsoft leverages the GD&I (Global Diversity and Inclusion) to inform its marketing strategies to advertise its products in a community and business-friendly light.

This marketing strategy stands on three core pillars:

• Representation

Microsoft embodies 'representation' by bringing into its employ the best talents from around the globe, regardless of the societal constructs they hail from. Furthering this marketing strategy, the brand focuses on 'addition' by upskilling and training its workforce to innovate and lead.

Microsoft, as a technology brand, showcases the third pillar, 'invention,' by constantly striving to produce products that improve a business by recognizing the needs of both the business and society 3 .

The Takeaway : Marketing strategies must evolve with time and communities—there must be a resonation between a brand and the people.

Case Study 4: Apple

Apple ranks 1st on the Fortune 500 list, and the way it markets itself has an immense bearing on making it the most successful company in the world.

Apple keeps it simple: create a revolution of people who believe in something, and deliver products that ride that wave. This strategy has stood the test of time and helped Apple rise to the top.

Think of it like this: which gadgets do people line up for overnight before the morning of its launch? The iPad, the latest iPhone, and Air Pods are the names that come to mind—all Apple.

By focusing its marketing campaigns on integrating its products into people’s daily lives, Apple simplifies how the public views these products. To enhance the inherent value—the “You-can’t-live-with-out-this-iPhone” factor—Apple leverages the power of forming communities.

You may have noticed how Apple has created a “tribe” of Apple users. The brand has achieved this by packing high-quality standards under the hood with each device it launches and advertising how this quality factor brings people together.

Of late, and in line with the renouncement of third-party cookies, Apple has leveraged the privacy revolution for marketing and further solidified its position in people’s hearts 4 .

The Takeaway: Build your strategies and products on what the people want to believe in.

Case Study 5: Dell

Dell ranks 31 on the Fortune 500 list of technology companies. The marketing strategy Dell adopt derives keenly from its founding father—Michael Dell’s—reasons for establishing the business.

Dell started with $1,000 in capital, aiming to eliminate the intermediaries involved in selling custom computers to the public. It then extended this vision into its brand ethos that focused on eliminating unnecessary steps, which it also adopted for its marketing strategies. 

Under this 'direct model' of business and marketing, Dell exclusively paid attention to its consumers and fostered an uninterrupted relationship with them over the years. They removed retailers and resellers from the equation, giving them a first-hand understanding of consumer needs. Thus, they could act on this consumer insight and deliver relevant products directly to the buyers.

By building the company on the direct model alone, Michael Dell was able to grow his company five times faster than the industry average 5 .

The Takeaway: There is no guesswork in marketing: you either know what your consumers need or don't know.

Lessons Learned

• Partnerships can be fashioned into marketing for brand awareness and trust. The case study showcases how Intel leveraged partnerships with computer manufacturers to promote its microprocessors, which helped create brand recognition and consumer trust.
• Marketing should showcase the innovative value of a product to the customers who need it and use it: IBM’s defensive marketing strategy of self-attack and focus on product differentiation, and value delivery helped position the brand as a consistent innovator that launches improved technologies and services.
• Marketing strategies must evolve with time and communities. There must be a resonation between a brand and the people: Microsoft’s focus on Global Diversity and Inclusion (GD&I) and its three core pillars of representation, addition, and invention helped the brand resonate with its target audience.
• Build your strategies and products on what the people want to believe in: Apple’s focus on creating a revolution of people who believe in something and delivering products that ride that wave has helped the brand stay on top.
• There is no guesswork in marketing: you either know what your consumers need or don't know: Dell’s direct model of business and marketing, which eliminated intermediaries and gave the brand a first-hand understanding of consumer needs, helped the company grow five times faster than the industry average.

Personalization is one approach to tackle the problem of product-centric marketing and leverage the power of customer customer-centric marketing. The website personalized messaging system we have can help you create a unique personalized experience on your website. You can read more about it on our martech personalization blog .

Wrapping Up

Marketing strategies aren't complex—surprisingly, they draw from the simplest concepts. What do your consumers want? Can your brand reach them where they are?

These technology companies have become leaders in their respective industries by adopting innovative marketing strategies. From direct-to-consumer models to community-building campaigns, their approaches have allowed them to connect with customers and build lasting relationships based on trust and value.

Attempt to understand your ideal consumer and fashion a simple campaign that strikes the right chord. You can take inspiration from the five fortune 500 companies listed above. Ready to create your successful marketing campaign? Let our team of experts guide you! Contact us today, and let's work together to achieve your marketing goals. If you are a Small and Medium Business (SMB) looking for examples from the Fortune 500 companies marketing strategies, checkout 7 Marketing Strategies SMBs Can Borrow from Fortune 500 Companies

• 1 Author unspecified, MBAKnol (online), “ Case Study: “Intel Inside” Campaign by Intel, ” Dateline not provided, Link retrieved 2023 January 18. https://www.mbaknol.com/management-case-studies/case-study-intel-inside-campaign-by-intel/
• 2 Author unspecified, MBAKnol (online), “ Case Study: “Marketing Strategies of IBM ” Dateline not provided, Link retrieved 2023 January 31. https://www.mbaknol.com/management-case-studies/case-study-marketing-strategies-of-ibm/
• 3 Aditya Shastri, IIDE (online), “ Detailed Marketing Strategy of Microsoft ” Published on 2021 September 2,   Link retrieved 2023 January 31. https://iide.co/case-studies/marketing-strategy-of-microsoft/
• 4 Gabriele, EOS Marketing (online), “ Case study: Apple's Marketing Strategy ” Published on 2022 January 13,   Link retrieved 2023 January 31. https://eosmarketing.it/en/apple-case-study-marketing-communication-strategy/
• 5 Author unspecified, MBAKnol (online), “ Case Study: “Case Study of Dell: Simple but Effective Marketing Strategy ” Dateline not provided,   Link retrieved 2023 January 31. https://www.mbaknol.com/management-concepts/case-study-of-dell-simple-but-effective-marketing-strategy/
• Fortune 500

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