Does anyone have any advice on getting customers who work at large orgs (especially financial institutions) to work with you on case studies? I think it would benefit one of our clients to create some, but they've highlighted that they've had a hard time getting their customers to agree to do them in the past... so I'd like to provide some ways they might be able to get approval more easily. I was thinking of suggesting that they ask to keep it anonymous, but was wondering if y'all had any other tips!

Best way I think to book calls with them is through the AEs or Customer success folks who have a good rapport with them or are in touch with them. It’s very personalized asking.

We've had success using @fierce-action-44248's approach of asking the customer success team to field the intros

Would also suggest they start thinking about hiring a customer marketing role that's focused on building a community out of their customers and/or making champions out of customers that really excel at using their product. This creates a foundation where it's then easier to ask for inputs/quotes/case studies.

Full transparency: case studies are all we do, so we see this a lot and have developed a lot of ways of coming at it. Refusals come down to fear and inconvenience: fear of what will be shared and where, fear of the unknown, fear of the time investment, and so on. Getting buy-in means proactively addressing concerns around the content and process; make sure the person you ask knows they have veto power and the chance to review a draft. Keep in mind that for larger orgs they also have to convince others (legal, their bosses, etc.) and consider how you can equip them to make that easier.

We've worked with AEs/CSMs to use case studies as a negotiation tool during renewal conversations (e.g., we'll give you a 5% discount on your renewal if you commit to publishing a case study with us in the next 6 months)

Thanks so much, all of you! This will definitely help me provide a lot of value to the client.

Hi @most-holiday-1421 My best advice= don’t ask for case studies, instead ask to feature the customer and their take on top industry topics and things they are experts at. A few tips to keep your customers interested in doing a case study: • Consider this (and frame it as) a “customer spotlight” instead of a testimonial • Incentivize them (e.g. Gifting our “video studio kit” to help them look their best on video meetings) • Provide a discount or bonus features or services if they agree to talk to you • Offer them the carrot of free digital content in return (e.g. clips from the recording, quote graphics, etc) • Freebies (https://www.goldbelly.com/) I also recently wrote a blog on 12 Tips To Get Your B2B Customers to do Video Testimonials. This might help you: https://www.contentbeta.com/video-testimonials-how-to-get-your-b2b-saas-customers-to-volunteer/

@gray-article-63099 Do you mind if I ask a follow-up question? How did you arrive at the 5% discount example? I’m hunting all over for a “typical” discount % for B2B case study participants, but most folks aren’t forthcoming about those details!

@rich-dog-63222 I'm not too sure how that figure became a precedent, but it was something that our team had tried (with success) prior to me joining. Ultimately the right % discount probably depends on the price range of your product/service. Sorry I don't have more context!

All good, thank you for the details!