Customer Marketing
DoiT Customer Case Studies Program
20+ case studies produced end to end — the #2 most visited sales enablement resource for DoiT's sales team.
Year :
2020-2022
Company
DoiT
The Background
A great case study isn't just a piece of content — it's a sales tool, a credibility signal, and a gift to the customer whose story it tells.
I managed the end-to-end production of 20+ customer case studies at DoiT, building a program that became one of the most valuable assets in the sales team's toolkit.
Every study was produced in partnership with Google Cloud or AWS — utilizing MDF funds to co-fund production — and involved coordinating across multiple stakeholders: agencies, content writers, customers, and partner teams. From initial brief to final approval, each case study took approximately four months to complete.
A case study done well gives the customer a platform, gives the sales team a proof point, and gives prospects the confidence to say yes. I built a program that did all three — consistently, at scale.
Production: End-to-end management across every stakeholder
I owned the full production process for every case study — briefing two specialist agencies, coordinating content writers, managing customer approvals, and working with partner teams at Google Cloud and AWS to ensure co-branding and messaging alignment. With approximately four months per study and 20+ studies produced, this was a significant ongoing operational commitment running in parallel with all other marketing programs.
Sales Enablement: The go/casestudy resource
A case study is only as valuable as how easy it is to find. I built the library, the tagging system, and the program — so sales always had the right story at the right moment.
Beyond producing the studies themselves, I created go/casestudy: a centralized, searchable internal resource where every case study was tagged by geography, industry, and technology. Reps could surface the most relevant customer story for any prospect conversation in seconds.
It became the #2 most visited sales enablement resource at DoiT — second only to the pitch deck.
The Results
1. 20+ engaging, credible, co-branded customer stories
Every case study was produced in partnership with Google Cloud or AWS — giving each story an additional layer of credibility and reach through partner co-branding and distribution channels.
2. A scalable, organized library that served the whole sales team
The go/casestudy resource meant the library was never just a folder of PDFs. It was a searchable, tagged, instantly accessible tool — built so any sales rep could find the most relevant proof point for any conversation in seconds.
3. One of the most visited sales enablement resource
Based on internal traffic data, the go/casestudy library became the second most visited sales resource at DoiT — used by reps daily to find the right customer story for the right prospect conversation.
