Case studies are one of the strongest tools in the supplier toolkit but not all case studies are created equal. Here’s how to use both long-form and short-form formats to build trust, boost visibility and give your sales team assets they’ll actually use.
Too many supplier case studies miss the mark.
They’re either:
That’s a shame - because in automotive B2B, case studies aren’t just marketing collateral. They’re one of the most powerful ways to prove you deliver.
Retailers want reassurance that you can solve problems like theirs. A well-told case study provides:
But the format matters. And that’s where a layered approach wins.
A 1,000–1,500 word case study hosted on your website can:
Here you can tell the full story - context, challenge, solution, results - in a way that feels substantial and trustworthy.
Not every conversation calls for a deep dive. Shorter formats work best for:
The key is clarity. What’s the challenge, what’s the solution, and what’s the outcome - in 30 seconds or less.
The beauty of starting with a long-form case study is that it becomes a content engine. From one in-depth story, you can slice and dice into:
That way, the work you put into capturing one client success keeps paying off across multiple channels.
One of the biggest pitfalls with supplier case studies is making them all about the product rather than the retailer. It’s easy to slip into feature lists and technical detail but the real story should be the retailer’s.
What problem were they facing? Why did it matter to their business? And how did your solution change things for them?
If the retailer fades into the background, the case study becomes little more than a brochure.
Another common issue is jargon overload.
Retailers don’t want to wade through buzzwords and abstract phrases - they want to understand, in plain terms, what outcomes were delivered. Language like “leveraging SaaS infrastructure to optimise workflows” may sound impressive internally, but it doesn’t land with someone under pressure to run a profitable dealership.
Keep the focus on time saved, revenue generated or hassle removed - the things that matter in the day-to-day.
Finally, too many case studies bury the standout selling point.
The most powerful result - the stat, the quote, the proof point that will really resonate - often gets hidden halfway down the page. By then, you’ve lost attention.
Put the strongest outcome right at the top, in the headline if possible. That way, even if someone only spends 30 seconds with your case study, they still walk away with the key message you want them to remember.
Case studies work best when you match the format to the context. That’s why we’ve created two simple templates you can use straight away - one for building authority on your website and another for giving your sales team something quick and impactful.
1. Long-form web case study structure
This version is designed for your website and digital channels. It follows a clear flow - introduction, challenge, solution, outcome and client perspective - giving you the space to tell the full story. It’s perfect for SEO, for linking in newsletters or PR, and for prospects who want the detail before making a decision.
2. One-page case study format
Sometimes you only get 30 seconds of someone’s attention. That’s where the one-pager shines. With a punchy headline, client logo, short sections on the challenge, solution and outcome, plus a strong quote, it’s easy to digest and easy to share. Great for events like AM Live, quick follow-ups or as part of a sales deck.
Download the case study templates here
Together, these templates let you build both depth and impact - long enough to prove authority, short enough to win attention.
Case studies aren’t about length - they’re about context.
Use long-form to build authority and visibility. Use short-form to win attention and support sales. Together, they give you the depth, flexibility and impact you need to stand out in a crowded supplier market.
At Drive, we help suppliers turn client wins into powerful stories - the kind that get read, shared and remembered.
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Whatever your automotive marketing challenge, we’re ready for the journey.
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