Welcome!

Blog Feed Post

Case Studies: 7 sólidas razões para os seus clientes aceitarem colaborar... e ainda lhe agradecerem!

Dado que os profissionais e empresários têm cada vez menos tempo e mais trabalho, incluindo os seus clientes (ver "Carta Aberta de um Potencial Cliente a Todos os Comerciais de TIC") porque haveriam de concordar em colaborar nos seus Case Studies?

Nota; Em "White Paper: Como Produzir um Case Study – Guia Prático e Essencial" apresentei alguns dos benefícios que os Case Studies podem proporcionar à sua empresa (ver secção "Porque As Empresas Produzem Case Studies?")

Assim como a sua empresa tem benefícios em produzir Case Stdues, o mesmo terá de ser verdade para os sues clientes de modo a disponibilizarem o seu tempo para que a sua empresa possa elaborar esses Case Srudies, mas antes de falarmos sobre esses benefícios vamos ver quais podem ser as razões porque recusam o seu pedido de colaboração, e o que pode fazer em relação a algumas delas.

Algumas das razões porque os seus clientes podem recusar participar nos seus Case Studies:


  1. Não tem tempo e têm imenso trabalho, tal como disse logo no início

  2. As políticas internas às suas empresas não o permitem

  3. Não querem melindrar a relação com outros fornecedores de soluções idênticas às da sua empresa

  4. Não vêm o retorno


E por falar em "não vêm o retorno", isso acontece porque os seus clientes podem ter a percepção que é uma actividade que lhes vai roubar ainda tempo (que não têm), mas essa percepção não corresponde à realidade!


Quais são os benefícios que os seus clientes podem obter ao participarem nos Case Studies da sua empresa?


  1. Divulgação dos Case Studies nos principais media: isso significa mais publicidade positiva e reconhecimento que poderá estabelecer/reforçar a liderança de mercado para as empresas dos seus clientes

  2. Oportunidade de Prémios: Em certas indústrias existem programas de atribuição de prémios -- às empresas que por exemplo tenham reduzido os seus custos de custos, aumentado a sua produtividade, inovação -- e os seus clientes podem submeter os Case Studies a esses programas. Para além de poderem ser premiados, também têm mais visibilidade nos media (ver o ponto anterior)

  3. Base para apresentações públicas, artigos: Case Studies podem ser uma excelente base para as apresentações nos eventos, conferências ou webminar, podendo eliminar imenso tempo na preparação dessas apresentações e na escrita de artigos.

  4. Distribuir pelos seus clientes: É bem provável que a maioria dos clientes das empresas dos seus clientes, não tenham a mínima noção das boas práticas, iniciativas e esforços que essas empresas praticam de modo a servirem, cada vez melhor, os seus clientes. Case Studies têm a capacidade de mostrar o que a empresa faz e como faz. Essa distribuição pode ser efectuada quer offline ou online, em newslettes, através das redes sociais, website, blogs, etc.

  5. Podem ser usados pelos comerciais, e nas propostas: Se um comercial da empresa do seu cliente, disser numa reunião que a empresa onde trabalha tem as melhores práticas em X (todos dizem o mesmo, ninguém diz que não tem as melhores práticas!), no entanto um Case Study é mais convincente pois apresenta as provas de tais afirmações - isto partindo do princípio que o Case Study é isento e corresponde à verdade, que é o que aconselho pois o "mundo é de facto muito pequeno"

  6. Distribuir pelos colaboradores: De forma idêntica ao que mencionei no ponto 4, é bem provável que a maioria dos colaboradores (quer sejam recém-chegados ou não) das empresas dos seus clientes, não tenham a noção das boas práticas, iniciativas e esforços das empresas nas quais trabalham. Case Studies podem ser uma excelente forma de comunicar isso aos colaboradores

  7. Atrair investidores: Pelos mesmos motivos que estão nos pontos 4 e 6



Em resumo, apresentei apenas alguns dos benefícios que os seus clientes podem obter ao participarem nos seus Case Studies. e acho que já são os suficientes para os seus clientes deixarem de ver o seu pedido de colaboração nos Cases Studies da sua empresa, como um favor que lhe estão a fazer, e como uma actividade que apenas lhe vai roubar tempo, mas antes como algo com bastante valor que lhes está a oferecer :)



Maria Spínola
Facilitadora de Vendas e Marcom Copywriter - B2B TIC
(+351) 91 293 05 19
http://www.mariaspinola.com/

P.S. Clique aqui para onsultar o processo que utilizo para planear e escrever Case Studies

Read the original blog entry...

More Stories By Maria Spínola

Maria Spínola is a Researcher, White Paper Author and Copywriter, and Cloud Computing Evangelist and Advisor with more than 15 years experience in enterprise information technologies.

She holds a Software Engineering degree and a "Marketing and Innovation in Retail and Distribution" pos-graduation.

Latest Stories
SYS-CON Events announced today that Synametrics Technologies will exhibit at SYS-CON's 22nd International Cloud Expo®, which will take place on June 5-7, 2018, at the Javits Center in New York, NY. Synametrics Technologies is a privately held company based in Plainsboro, New Jersey that has been providing solutions for the developer community since 1997. Based on the success of its initial product offerings such as WinSQL, Xeams, SynaMan and Syncrify, Synametrics continues to create and hone in...
To get the most out of their data, successful companies are not focusing on queries and data lakes, they are actively integrating analytics into their operations with a data-first application development approach. Real-time adjustments to improve revenues, reduce costs, or mitigate risk rely on applications that minimize latency on a variety of data sources. In his session at @BigDataExpo, Jack Norris, Senior Vice President, Data and Applications at MapR Technologies, reviewed best practices t...
"Evatronix provides design services to companies that need to integrate the IoT technology in their products but they don't necessarily have the expertise, knowledge and design team to do so," explained Adam Morawiec, VP of Business Development at Evatronix, in this SYS-CON.tv interview at @ThingsExpo, held Oct 31 – Nov 2, 2017, at the Santa Clara Convention Center in Santa Clara, CA.
DevOps promotes continuous improvement through a culture of collaboration. But in real terms, how do you: Integrate activities across diverse teams and services? Make objective decisions with system-wide visibility? Use feedback loops to enable learning and improvement? With technology insights and real-world examples, in his general session at @DevOpsSummit, at 21st Cloud Expo, Andi Mann, Chief Technology Advocate at Splunk, explored how leading organizations use data-driven DevOps to clos...
"I focus on what we are calling CAST Highlight, which is our SaaS application portfolio analysis tool. It is an extremely lightweight tool that can integrate with pretty much any build process right now," explained Andrew Siegmund, Application Migration Specialist for CAST, in this SYS-CON.tv interview at 21st Cloud Expo, held Oct 31 – Nov 2, 2017, at the Santa Clara Convention Center in Santa Clara, CA.
Recently, REAN Cloud built a digital concierge for a North Carolina hospital that had observed that most patient call button questions were repetitive. In addition, the paper-based process used to measure patient health metrics was laborious, not in real-time and sometimes error-prone. In their session at 21st Cloud Expo, Sean Finnerty, Executive Director, Practice Lead, Health Care & Life Science at REAN Cloud, and Dr. S.P.T. Krishnan, Principal Architect at REAN Cloud, discussed how they built...
The dynamic nature of the cloud means that change is a constant when it comes to modern cloud-based infrastructure. Delivering modern applications to end users, therefore, is a constantly shifting challenge. Delivery automation helps IT Ops teams ensure that apps are providing an optimal end user experience over hybrid-cloud and multi-cloud environments, no matter what the current state of the infrastructure is. To employ a delivery automation strategy that reflects your business rules, making r...
As many know, the first generation of Cloud Management Platform (CMP) solutions were designed for managing virtual infrastructure (IaaS) and traditional applications. But that's no longer enough to satisfy evolving and complex business requirements. In his session at 21st Cloud Expo, Scott Davis, Embotics CTO, explored how next-generation CMPs ensure organizations can manage cloud-native and microservice-based application architectures, while also facilitating agile DevOps methodology. He expla...
The past few years have brought a sea change in the way applications are architected, developed, and consumed—increasing both the complexity of testing and the business impact of software failures. How can software testing professionals keep pace with modern application delivery, given the trends that impact both architectures (cloud, microservices, and APIs) and processes (DevOps, agile, and continuous delivery)? This is where continuous testing comes in. D
Modern software design has fundamentally changed how we manage applications, causing many to turn to containers as the new virtual machine for resource management. As container adoption grows beyond stateless applications to stateful workloads, the need for persistent storage is foundational - something customers routinely cite as a top pain point. In his session at @DevOpsSummit at 21st Cloud Expo, Bill Borsari, Head of Systems Engineering at Datera, explored how organizations can reap the bene...
No hype cycles or predictions of a gazillion things here. IoT is here. You get it. You know your business and have great ideas for a business transformation strategy. What comes next? Time to make it happen. In his session at @ThingsExpo, Jay Mason, an Associate Partner of Analytics, IoT & Cybersecurity at M&S Consulting, presented a step-by-step plan to develop your technology implementation strategy. He also discussed the evaluation of communication standards and IoT messaging protocols, data...
In a recent survey, Sumo Logic surveyed 1,500 customers who employ cloud services such as Amazon Web Services (AWS), Microsoft Azure, and Google Cloud Platform (GCP). According to the survey, a quarter of the respondents have already deployed Docker containers and nearly as many (23 percent) are employing the AWS Lambda serverless computing framework. It’s clear: serverless is here to stay. The adoption does come with some needed changes, within both application development and operations. Tha...
Digital transformation is about embracing digital technologies into a company's culture to better connect with its customers, automate processes, create better tools, enter new markets, etc. Such a transformation requires continuous orchestration across teams and an environment based on open collaboration and daily experiments. In his session at 21st Cloud Expo, Alex Casalboni, Technical (Cloud) Evangelist at Cloud Academy, explored and discussed the most urgent unsolved challenges to achieve f...
With tough new regulations coming to Europe on data privacy in May 2018, Calligo will explain why in reality the effect is global and transforms how you consider critical data. EU GDPR fundamentally rewrites the rules for cloud, Big Data and IoT. In his session at 21st Cloud Expo, Adam Ryan, Vice President and General Manager EMEA at Calligo, examined the regulations and provided insight on how it affects technology, challenges the established rules and will usher in new levels of diligence arou...
In his general session at 21st Cloud Expo, Greg Dumas, Calligo’s Vice President and G.M. of US operations, discussed the new Global Data Protection Regulation and how Calligo can help business stay compliant in digitally globalized world. Greg Dumas is Calligo's Vice President and G.M. of US operations. Calligo is an established service provider that provides an innovative platform for trusted cloud solutions. Calligo’s customers are typically most concerned about GDPR compliance, application p...