First things first, before you start cranking out case studies, find out what your salespeople really want. Are they after desirable logos from select verticals? Start with a long list of happy customers and narrow it down with appropriate filters such as length of customer relationship....
Poornima Mohandas is a business-journalist-turned-product-marketer with over 14 years of experience. She runs productmarketingfortech.com, a product marketing consultancy based out of Bangalore.