This information is gathered from surveys, from data cards containing information about each customer, from market research reports, and anything else containing information pertinent to directing sales to a specific type of customer.
2 – What was the problem? How was it hurting the customer’s business?
Identify here what it was that was causing so much trouble for customers in working with prototypes of the product or service and showing how the customer suffered from the problem.
3 – What solutions did they look at, ultimately reject, and why?
Describe the process the company traveled through to finally make a determination on the appropriate solution. This includes all failed tests that went before, mainly to show the customers not to waste their time trying those avenues.
4 – Why did they choose our product as the solution?
Here is where you show how the final selection was tested and results surpassed all other tested potential solutions, and why those other potential solutions did not meet the needed criteria.
5 – Describe the implementation of the product, including any problems and how they were solved.
This would be a place for testimonials, testing surveys, statistics, and any final results that prove this product works, even over unforeseen problems.
6 – How and where does the customer use the product?
Testimonials work here very well as each customer will have a specific setup that needed solving, based on the nature of the business or the problem itself.
7 – What are the results and benefits they are getting?
You would show here what has happened to the customer’s business since the solution has been implemented and also describe how it was set up to solve the problem.
8 – Would they recommend it to others and why?
Again, testimonials and surveys work great here in reinforcing the features and benefits of the new solution.
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