29 October 2019

How to Write a SaaS Case Study That Leads to a Sale [VIDEO]

If case studies are important to your marketing strategy, great! But that likely means you’re putting a lot of time into making them a reality, which is fine as long as they’re driving business and not just putting a strain on your resources. Today I’m going to give you some tips on how to write a SaaS case study so you can make the most of your precious time—and craft a SaaS case study that will land you a sale.

Video transcript

Hi, SaaS marketers. I’m Emily Amos from Uplift Content.

If you’re dedicating a lot of time to your case studies – wonderful! – as long as they’re driving business and not just putting a strain on your resources. Today I’m going to give you some tips on how to write a SaaS case study so you can make the most of your precious time—and craft a SaaS case study that will land you a sale.

#1: Choose a central character

Tip number one on how to write a SaaS case study is probably the most important one. To create content that shines, choose one of your customers to be the central character in your story. This should be someone who has had measured success using your SaaS service. It’s best if they can provide statistics to demonstrate that success. 

And remember, your customer is the star of the story—your SaaS service is simply helping them achieve their goals.

#2: Outline the problem and their options

Tip number two on how to write a SaaS case study is crucial if you want your case study to be successful. Touch on the pain points your customer had before they hired you. This will help your prospects empathize and see themselves in your customer’s shoes. 

Then, illustrate how your customer reached their decision to work with you. They likely had other options. What made your company and your SaaS service the right fit for them?

#3: Talk about their success

Tip number three on how to write a SaaS case study is my favorite. Go for the testimonial gold. In your customer’s words, outline how their business operates on a daily basis now with your service. How is data handled? How has productivity changed? 

Include quotes that show how work – and life – has improved at their company to really connect with your readers.

#4: Create a digestible and engaging layout

Tip number four on how to write a SaaS case study is the fun one. Now that we’ve covered content, let’s talk about presentation. Your SaaS case study should be visually compelling—with text that’s laid out so your key points stand out

Increasingly, people are scanning through copy, and you don’t want to make them have to work to understand why they should hire you. Graphics to display any statistics you want to share are a helpful tool.

To recap

Shine the spotlight on your customer and describe a challenge they had that your reader can relate to. Then, tell the story of your customer’s journey to success using your SaaS service, backed up with statistics and told through their eyes. Happy selling SaaS marketers!

Do you need a hand with your case studies?

Our team of seasoned B2B SaaS writers creates done-for-you case studies for high-growth SaaS companies like Okta, WalkMe and LeanData. Check out our case study writing service.

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Emily Amos
Emily Amos

As the founder of Uplift Content, Emily leads teams in creating done-for-you case studies, ebooks and white papers for high-growth SaaS companies. Check out her bio.

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