💃 Case Studies - A Salesforce Professional's Netflix Special 🕺

Good morning, Salesforce Nerds! Have you seen Netflix specials like The Tinder Swindler, or How To Change Your Mind?

Great entertainment, right? Insightful, too 🧑‍🏫.

Or Hallmark movies. They are shockingly aligned with today’s topic 😳. We’ll explain later….

How these Netflix specials and Hallmark movies work is by presenting a previous state -

• Before you used Tinder 💔 

• Before you ate mushrooms 🍄 

• Before you met the love of your life ❤️

And then the after, which is typically a success (mushrooms transform your brain stuff 🧠; meeting the love of your life is always good 😀) or transformationally insightful (impossibly devious people abusing Tinder 😮).

The business version of this is Case Studies. Let’s dive in ⬇️

Agenda for today includes

• Case Studies - A Salesforce Professional's Netflix Special

• Daily Principle

• All the Memes

Case Studies - A Salesforce Professional's Netflix Special

Today we will discuss-

💃 What Is It? 🕺

💃 Why Should You Care?🕺

💃 What’s Included?🕺

💃 How Do I Get It?🕺

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WHAT IS IT?

Per Wiki, case studies are a detailed examination of a particular case within a real world context.

👆This is a solid academic description. Here is a lil more real-world color-

• They’re kinda boring.

• Most of them have been “Marketing-ized.” Meaning, they’re fluffy success stories, and lack details. (Props to Salesforce- their case studies have substance 🙌).

• They’re typically strategy-level content, with some execution-level content to strengthen the case.

Here are a few examples-

👍 Good Case Study - Salesforce + Uber Eats

🤷 OK Case Study - Chili Piper + Albacross

👎 Weak Case Study - Capgemini + Entercard

WHY SHOULD YOU CARE?

Quality case studies are like going out into a field of grapevines and coming back with a bottle of wine.

They’re highly distilled products that have a compelling story wrapped around the transformation process.

So, why should you care? Here are 3 reasons-

1) Credibility

Case studies serve as a testament to your expertise and track record. They show prospects that your solutions are effective and that you have a history of delivering results 🎯.

From a case study credibility perspective, it’s important to note you get out what you put in. Look no further than the strong vs weak examples from above. That Capgemini case study is not delivering credibility vibes, nahmean. 😔 

2) Brain-Busting to Produce

Distillation takes time and energy 💯.

With wine 🍷, that’s picking and processing grapes; and then the time in barrels.

Case studies require brain energy to “pick and process” case details; and then the time to break down that information into the “this is what matters” points.

3) Amazing Marketing and Sales Content

The ability to academically show your prospects that you can deliver goes a long way 🙌 !

Most (all?) SaaS companies have dedicated pages for case studies (aka “Customer Success Stories”) on their websites. It’s a leveraged, accessible tool for marketing and sales 🛠 🧰.

WHAT’S INCLUDED?

A Case Study is a business (success) story. It’s basically a Hallmark movie.

A small town fella is struggling to run his organic farm.

Behold, the town’s newest resident- a burnt out NYC executive who is in search of herself in a small town- stumbles across the farmer at the local market.

Boom, pow, bang. The former exec transforms the farmer’s business into a marketing and sales machine that perfectly compliments the amazing product the farmer always had 🚀 🚀 📈 📈.

Fill in the business perspective- strategy and execution, and the before and after of the KPIs- and you got yourself a Case Study 😉.

HOW DO YOU CREATE ONE?

Good news! 🎉 

You are in a perfect position to create your own case study.

Here’s why-

You are responsible for an enterprise technology that is constantly changing.

You have been a major player in a high-stakes, transformative business change. Probably a bunch of them.

Think about it-

That lead source integration that automated what used to be a manual process. That lil solution saved the company this much amount of money, reduced manual data entry defects, and changed the way those leads are entered into the CRM 💪.

Or a more obvious example is a fresh Salesforce implementation-

A client, and their consulting partner, replaces their legacy CRM with Sales Cloud.

The pre-Salesforce state. The current-Salesforce state.

All of the business changes and business impacts of the change to Salesforce.

Identify KPIs- like Lead Conversion rate, task dwell time, and QTC time- then callout the changes/improvements of the previous vs current states.

Daily Principle

and now....Your Daily Memes