5 May 2020

ServiceNow Case Study Critique: Hits and Misses

Monthly case study critique of a high-profile SaaS company

Each month, we dive deep into a case study from a well-known SaaS company, analyzing where the content shines and where the gaps are. In this month’s ServiceNow case study critique, we’re looking at the case study it did on its customer SAP SuccessFactors.

Our mission with this series is to help you, as a SaaS marketer, see that even the big guys aren’t perfect. We can all learn from what they do well and what they need to improve. Case studies are a critical piece of the marketing and sales funnel, so it pays—literally—to get them right.

ServiceNow case study critique: SAP SuccessFactors 

ServiceNow makes the world of work, work better for people. The company delivers digital workflows that create great experiences and unlock productivity. ServiceNow’s IT service management (ITSM) and IT business management (ITBM) technology helps customers modernize IT, drive efficiency and enhance user experience.

Check out the case study we’re critiquing: Delta Air Lines Launches Services Portal with ServiceNow.

What worked well

1. Prominent metrics

ServiceNow features three metrics at the top of this case study, immediately highlighting the value that the company’s products delivered to Delta Air Lines. The case study also includes more results in the form of hard numbers throughout the story.

ServiceNow case study metrics

2. Useful sidebar

The sidebar near the top of the case study provides educational ‘fast facts’ about the customer, Delta Air Lines. The sidebar also travels down the page with the reader as they scroll so that they can access the links to ServiceNow’s products at all times.

ServiceNow case study executive summary

3. Strong quotes and testimonials

The customer quotes and testimonials successfully paint a picture of the pain points that Delta Air Lines was experiencing prior to working with ServiceNow, and why the company needed to implement a technology solution.

ServiceNow case study quote

4. Clear structure

This case study clearly outlines Delta Air Lines’ challenges, then highlights the solutions provided by ServiceNow and the benefits the customer gained from ServiceNow’s products. The piece ends with a look to the future for Delta Air Lines, mentioning how ServiceNow’s solution will help the organization achieve its goals. This case study format creates a flow and helps the reader understand where they are in the story.

5. Pull quote

The pull quote in the middle of the case study offers a visually compelling element that breaks up the text.

ServiceNow case study pull quote

6. Call to action

This case study ends with a clear, prominent and compelling call to action (CTA) at the bottom right where the story finishes. This guides the reader to the action that ServiceNow wants them to take next—to explore demo videos.

ServiceNow case study call to action

What could be better

1. Title choice

The title of this case study does not read smoothly, which makes it difficult to digest. It also doesn’t mention ServiceNow or include a statistic. Try to be more compelling with a results-oriented title.

ServiceNow case study title

2. Flow of quotes

The challenge section of this case study relies too heavily on quotes to tell the story, using three quotes in a row to illustrate the problem. Alternating between a regular paragraph and a quote from the customer interview makes for a more dynamic flow and enables customer quotes to have a greater impact. This approach also ensures that a case study does not simply repeat quotes from the interview to tell the story.

ServiceNow case study flow of quotes

3. Lack of metrics in Results section

The Results section of the case study lacks metrics, despite the fact that there are great numbers showcased just under the title. Add metrics or KPIs to the body text to help provide the reader with a concrete picture of what they could expect if they started using ServiceNow.

ServiceNow case study - lack of metrics in Results section

ServiceNow case study critique is a wrap!

Stay tuned next month for a new critique, and in the meantime, check out our Splunk case study critique.

We’re on your team

Uplift Content’s case study writing services can help you create killer content that converts leads to sales.

We’ll help you share your untold success stories and showcase how your products enable your customers to solve tough problems.

Discover how our case study writing services can help your SaaS company grow.

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Emily Amos

As the founder of Uplift Content, Emily leads her team in creating done-for-you case studies, ebooks and blog posts for high-growth SaaS companies like ClickUp, Calendly and WalkMe. Connect with Emily on Linkedin

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