Template · 15 min read

B2B Case Study Template: Proof That Sells (with a quote kit and permission email)

Do What Matter editorial team · Do What Matter Free Beginner

This is the rare guide that hands you the exact copy you need, not just theory: a 'quote kit' email with the subject line 'Six-line draft for your quote, two minutes to confirm', two pre-written quote drafts, a numbers stub the customer edits, and the one line that gets you the logo, 'Can we publish your name, title, and logo?' It also gives you the 'Results vary' line to satisfy their legal, and tells you to grab one quote per stakeholder (user and exec) while the goodwill is fresh.

  • Send the customer a pre-drafted six-line quote plus a numbers stub so their job is to edit for two minutes, not write from scratch
  • Ask 'Can we publish your name, title, and logo?' explicitly in writing, and offer a 'Results vary' clause to unblock their legal team
  • Reserve anonymized case studies for a must-win logo only, and when you must go anonymous, back it with screenshots and before/after artifacts
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The question it answers

  1. How do I get and use customer references, case studies, and logos before I have famous customers?

Read with it

  1. Once you have even one happy customer, this is how you turn that into the proof that wins the next one. Amy Saper (who did... Uncork Capital on Medium Article · About a 12 minute read Let Your Customers Do Your Marketing: A Practical Guide to Creating Customer Case Studies and Testimonials Amy Saper (Uncork Capital)
  2. The global playbooks assume a US-style buying process; this one is written for the Indian enterprise reality, where the sale... Blume Ventures Article · 25 min read The Rough Guide to Building an Enterprise SaaS Dhandha in India Blume Ventures (with Aakrit Vaish, Haptik)
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