Case Study Questions

**Problem Before (set the stakes)**
1. Walk me through the day you realized [problem] was costing you real money.
2. What did the workaround look like? How many hours a week did it eat?
3. Who else inside the org felt the pain — was it just ops, or did it bleed into finance/sales?

**Decision Process (the buying journey)**
4. What alternatives did you evaluate before choosing us? Why did we make the shortlist?
5. What specifically about our pitch landed — which line, which demo, which moment?
6.…

**Problem Before (set the stakes)**
1. Walk me through the day you realized [problem] was costing you real money.
2. What did the workaround look like? How many hours a week did it eat?
3. Who else inside the org felt the pain — was it just ops, or did it bleed into finance/sales?

**Decision Process (the buying journey)**
4. What alternatives did you evaluate before choosing us? Why did we make the shortlist?
5. What specifically about our pitch landed — which line, which demo, which moment?
6. Who was in the room when you signed — what did they need to be convinced of?

**Implementation (the unglamorous middle)**
7. What broke first? How did the team handle the first 30 days?
8. What metric did you track daily during rollout — and did it move when you expected?
9. If you had to redo the implementation, what would you change?

**Results (the quotable arc)**
10. What number on the dashboard changed first?
11. What's the line your CEO now uses to describe the impact?
12. Have you expanded scope since launch? What unlocked that decision?