Customer Testimonials and Case Studies

Vendors should not underestimate the value of high quality customer case studies and testimonials. They are invaluable tools in gaining acceptance in the marketplace for new technologies and products. The ability for peers, partners and competitors to see and hear how other companies are adopting your solution and the business benefits they derive are vital to downstream adoption by second and third tier business.

Yes, precautions must be taken not to accidentally divulge propriety customer information and their competitive advantages. Most companies will to provide a case study or testimonial must first clear all "content" with their internal legal departments. Hoffman Marketing Communications provides an excellent overview of the case study development process