Case Study Analysis

Case Study Analysis of Functional Objects and Artifacts

Using the Case Study Analysis Method to Analyze Marketing and Sales Collateral

Bastian Moritz
Jun 2024

Case studies are powerful tools for understanding, explaining, and addressing real-world challenges. Whether for academic research or business purposes, with a case study analysis you will be able to produce impactful insights that contribute to knowledge and practical solutions in your field.

A quick word for differentiation:

The “case study” that is used as marketing and sales collateral is a customer success story and not a case study analysis methodology. A customer success story “case study” highlights how a customer successfully used a product or service to achieve their goals, aiming to showcase the product's benefits and effectiveness. This narrative approach focuses on the customer's experience, presents a compelling story of problem-solving and positive outcomes backed by quantitative and qualitative evidence. It is a powerful promotional marketing and collateral, designed to demonstrate the value of the product or service to potential customers and build credibility through real-life examples.

Using case study analysis to examine marketing and sales collateral provides a structured and evidence-based approach to understanding and enhancing their effectiveness.

TL;DR Apply Case Study Analysis to Uncover Buyer Insights

Marketing and sales collateral, such as brochures, landing pages, email campaigns, and websites, are crucial tools in guiding potential customers through the buyer's journey.

By systematically analyzing these materials, you can gain valuable insights that drive better marketing strategies, improved user experiences, and ultimately, higher conversion rates and sales.

The following article focuses on conducting case study analysis for teardowns of sales pages and deconstruction of effective copywriting.

For that the hypothesis is that “copy” and “design assets” and “webpages” must be artifacts and functional objects inside a larger functional object that manifests a buyer’s journey like a longform sales page, a vertical sales letter (a customer experience along a certain buyer’s map and intent), or something like a website (collection of webpages with intended function based on where the buyer is in their awareness). You could then use case study analysis to analyze each of them.

By treating webpages and websites as functional objects, you can apply a structured case study analysis to uncover insights that can improve their design and effectiveness in guiding users towards making informed and satisfactory purchase decisions.

Understanding Case Studies

A case study is a methodical exploration of a specific subject, such as an object, artifact, person, group, place, event, organization, or phenomenon. It involves a comprehensive examination and aims to provide new insights or deepen the understanding of a particular problem or situation.

We will focus on a case study analysis of functional objects and artifacts, like an iPhone, a collection of websites that make a buyer’s journey, or an creative asset.

Defining the Research Objective

The first step in conducting a case study is to define a clear research objective. This involves formulating a precise research question that guides the analysis. Effective research questions often begin with "how" or "why," facilitating a qualitative approach that delves into the intricacies of the subject matter.

Research Question:

  • "How do the design and material composition of a smartphone impact its durability and user satisfaction?"
  • "How do marketing strategies impact the purchasing behavior of Apple customers? "

Selecting a Relevant Case

Choosing a case that aligns with the research objective is crucial. The selected case should provide meaningful insights and contribute to the understanding of the research question. Ideal cases often possess certain characteristics:

  • Unusual or atypical: Cases that deviate from the norm can provide unique insights.
  • New perspectives: Cases that offer fresh viewpoints on existing problems.
  • Challenging assumptions: Cases that question established beliefs and theories.
  • Potential solutions: Cases that illustrate practical solutions to real-world problems.

For our example, the object will be a specific smartphone model:
The Apple iPhone 12, known for its design and material innovations.

Contextualizing the Object

The depth of background research demonstrates a thorough understanding of the subject and informs the subsequent analysis.

Providing a detailed context for the object sets the stage for analysis. This involves researching the historical, cultural, and functional aspects of the object, including its origin, usage, and changes over time. Additionally, understanding the design philosophy that influenced the object, such as the Bauhaus movement, is essential.

For a case study on a smartphone, background research might include:

  • The history of the smartphone's development.
  • Technical specifications and material composition.
  • Market trends.
  • User satisfaction surveys and reviews.
  • Interviews with Apple designers and engineers.

"The Apple iPhone 12, released in October 2020, features a ceramic shield front cover and aerospace-grade aluminum edges. Influenced by the Bauhaus philosophy, which emphasizes function, simplicity, and the unity of art, craft, and technology, the iPhone 12’s design aims to balance aesthetics and functionality."

Providing a detailed description of the case sets the stage for analysis. This involves contextualizing the case by outlining relevant facts and essential information. A well-described case creates a clear narrative that guides the reader through the analysis.

Analyzing the Case

The core of a case study lies in its analysis. This step involves evaluating various aspects of the case, identifying key issues, and proposing evidence-based solutions. The analysis should address the following:

  • What is working well?: Highlighting successful elements and their contributions.
  • What is not working?: Identifying problems and their impacts.
  • Key problems: Focusing on critical issues that need resolution.
  • Proposed solutions: Offering realistic and evidence-backed recommendations.

To gain a comprehensive understanding of the object's role and significance a case study analysis of functional objects requires a multidimensional approach that considers both the tangible aspects of the object, such as its design and materials, and the intangible aspects, such as user experience and environmental impact.

Analyzing functional objects in a case study involves a focus on the object's practical use, design, and impact on users or systems.

Considerations for analyzing functional objects might be

  1. Object
    1. Functionality:
      1. Assess how well the object performs its intended function.
      2. Consider the efficiency, reliability, and usability of the object.
    2. Design and Aesthetics:
      1. Evaluate the design elements that contribute to the object's functionality.
      2. Analyze how aesthetics influence the user's interaction with the object.
    3. Material and Construction:
      1. Examine the materials used and the quality of construction.
      2. Consider how these factors contribute to the object's durability and function.
  2. Usage
    1. User Interaction:
      1. Study how users interact with the object and the user experience it provides.
      2. Observe any changes in user behavior or efficiency due to the object's design.
    2. Contextual Use: Understand the context in which the object is used and how it fits into a larger system or environment.
  3. System
    1. Technological Integration: If applicable, analyze how technology is integrated into the object and its effect on functionality.
    2. Innovation: Identify any innovative features or design elements that set the object apart from similar items.
    3. Sustainability: Consider the object's environmental impact during its lifecycle, from production to disposal.

The most important I would consider is that you should be aware of the object's role within its operational environment and any interactions with other objects or systems.

This way you are more likely to gain insights into the object's overall effectiveness and potential areas for improvement.

For our iPhone example:

  • Design and Materials
    • Examining the object's construction and modifications.
    • “The iPhone 12’s ceramic shield front cover offers enhanced durability, while the aerospace-grade aluminum provides a lightweight yet sturdy frame.”
    • Considering how Bauhaus principles are reflected in the smartphone’s design.
    • “The iPhone 12’s design embodies the Bauhaus principles of form following function, with its clean lines, functional design, and integration of advanced materials.”
  • Durability
    • Assessing how design and material choices impact the smartphone’s longevity and resilience.
    • “Drop tests and user reports indicate the ceramic shield significantly reduces screen damage.”
  • User Satisfaction
    • Evaluating the impact of design and materials on user experience and satisfaction.
    • “Surveys show high user satisfaction with the iPhone 12’s design and feel, attributing it to its sleek, minimalist aesthetics and robust construction.”

The case study of the Apple iPhone 12 illustrates the impact of design and material composition on durability and user satisfaction:

  • Strengths: The ceramic shield provides enhanced durability. The application of Bauhaus principles has resulted in a product that is not only aesthetically pleasing but also functionally superior.
  • Weaknesses: The high cost may deter some consumer.
  • Key Problems: Balancing cost and performance.
  • Solutions: Exploring cost-effective materials without compromising quality.

This brings us to the interesting question:

Are copy as artifacts of a webpage and webpages as artifacts of a functional object like the buyer journey (a websites collection of websites aka “the vertical sales letter”) such functional objects that we could use case study analysis to analyze each of them for the effectiveness as artifacts and functional objects?

Analyzing Copy, Webpages, and Websites as Functional Objects

Copy, webpages, and websites are functional objects and artifacts suitable for case study analysis as well. By systematically applying case study methodology, you can uncover valuable insights into how these digital elements impact user behavior, engagement, and satisfaction.

This approach allows for a detailed and comprehensive understanding of the effectiveness and impact of digital design and content strategies.

Understanding Copy, Webpages, and Websites as Artifacts

  • Copy: The written content on webpages designed to inform, persuade, or entertain the reader. Examples include blog posts, product descriptions, and landing page text.
  • Webpages: Individual pages within a website that contain content, media, and interactive elements. Examples include homepages, product pages, and about pages.
  • Websites: A collection of interconnected webpages that collectively create a buyer journey or provide a comprehensive user experience. Examples include e-commerce sites, informational websites, and corporate websites.

Each of these can be considered functional objects because they serve specific purposes and perform particular functions within the digital ecosystem. They are designed with intent and interact with users in various ways, making them suitable subjects for case study analysis.

Let’s outline the key steps and considerations for such an analysis to conduct a case study analysis of copies, webpages, and websites as functional objects.

Case Study Analysis to Analyze Copy, Webpages, and Websites

Copy and webpages can indeed be considered artifacts, and websites, especially those that facilitate a buyer's journey, can be viewed as functional objects.

A case study analysis can be effectively applied to each to understand their design, functionality, and impact on user experience. Here's how you could approach the analysis:

  1. Define the Scope:
    Determine what aspect of the webpage, copy, or website you want to analyze. For example, you might focus on usability, content effectiveness, or conversion optimization.
  2. Contextual Analysis:
    Understand the context in which the webpage or website operates. This includes the target audience, the market environment, and the intended user actions.
  3. Content Examination:
    Analyze the copy and content of the webpages. Evaluate the clarity, persuasiveness, and relevance of the text and images used.
  4. User Experience (UX):
    1. Conduct user testing or surveys to gather feedback on the website's usability and the effectiveness of the buyer's journey.
    2. Design and Navigation:
      1. Assess the design elements such as layout, color scheme, and typography. Examine how they contribute to the overall user experience.
      2. Evaluate the navigation structure and how it guides the user through the buyer's journey.
  5. Functionality and Interactivity:
    1. Study the interactive elements like forms, calculators, or chatbots. Consider how they engage users and facilitate the journey towards a purchase.
    2. Technical Performance: Look at the website's technical aspects, such as load times, mobile responsiveness, and SEO optimization.
  6. Comparative Analysis:
    Compare the website or webpage with competitors or industry benchmarks to identify areas of strength and opportunities for improvement.
  7. Conversion Analysis:
    Use analytics to track user behavior and conversion rates. Identify any bottlenecks or drop-off points in the buyer's journey.

By synthesizing those findings, you should be able to draw some insights for enhancing the webpage or website's effectiveness as a functional object.

For example, a case study on a webpage might focus on how the copy and design elements influence user engagement and lead to conversions. Similarly, a case study on a website's buyer journey could analyze how different stages of the journey are designed and how they contribute to the overall sales process.

  • Webpage Case Study: Focus on how the copy and design elements of a product landing page influence user engagement and lead to conversions.
  • Website Case Study: Analyze the design and structure of an e-commerce website, examining how different stages of the buyer journey are designed and their contributions to the overall sales process.

Case Study Analysis of Copy

  1. Define the Research Objective: For example, "How does the copy on product landing pages influence consumer purchasing behavior?"
  2. Select the Object: E.g., choose specific product landing pages from various e-commerce websites.
  3. Contextualize the Object: Research the context of the chosen landing pages, including their design, target audience, and marketing strategies.
  4. Gather Data: Collect data through content analysis, user feedback, conversion rates, and A/B testing results.
  5. Analyze the Object: Examine the effectiveness of the copy in engaging users, conveying value, and driving conversions. Consider language, tone, structure, and CTA effectiveness.
  6. Synthesize Findings: Draw connections between the data and the impact of copy on user behavior. Discuss how different copy strategies influence purchasing decisions. Summarize key insights and propose improvements. Reflect on the study's limitations and suggest areas for further research.

Case Study Analysis of Webpages

  1. Define the Research Objective: For example "How do different homepage designs impact user engagement and bounce rates?"
  2. Select the Object: E.g., choose homepages from a variety of websites (e-commerce, news, corporate).
  3. Contextualize the Object: Research the design elements, target demographics, and objectives of the selected homepages.
  4. Gather Data: Collect data on user interaction, engagement metrics (bounce rate, time on page), and user feedback.
  5. Analyze the Object: Evaluate the effectiveness of design elements (layout, visuals, navigation) in engaging users and reducing bounce rates.
  6. Synthesize Findings: Connect the design features with user engagement metrics. Discuss which elements contribute to effective homepage design. Summarize findings, highlight best practices, and suggest design improvements. Reflect on study limitations and future research directions.

Case Study Analysis of Websites

  1. Define the Research Objective: For example: "How does the overall design and structure of e-commerce websites influence the buyer journey and conversion rates?"
  2. Select the Object: Choose for example several e-commerce websites with different design and navigation structures.
  3. Contextualize the Object: Research the design philosophy, target audience, and business objectives of the chosen websites.
  4. Gather Data: Collect comprehensive data including user behavior analytics, conversion rates, user journey mapping, and customer feedback.
  5. Analyze the Object: Evaluate how the website’s design, structure, and navigation influence the buyer journey, user satisfaction, and conversion rates.
  6. Synthesize Findings: Identify patterns and correlations between website features and user behavior. Discuss how different design elements and structures impact the overall user experience.
  7. Conclude and Reflect: Summarize insights, propose recommendations for improving website design and structure, and reflect on the study's limitations and areas for future research.


Copy, webpages, and websites can indeed be considered functional objects and artifacts suitable for case study analysis. By systematically applying case study methodology, you can uncover valuable insights into how these digital elements impact user behavior, engagement, and satisfaction. This approach allows for a detailed and comprehensive understanding of the effectiveness and impact of digital design and content strategies.

Understanding the Use of Case Study Analysis for Marketing and Sales Collateral

Marketing and sales collateral, such as brochures, landing pages, email campaigns, and websites, are crucial tools in guiding potential customers through the buyer's journey.

By systematically analyzing these materials, you can gain valuable insights that drive better marketing strategies, improved user experiences, and ultimately, higher conversion rates and sales.

Here’s why and how you should use the case study analysis method for this purpose.

Why Use Case Study Analysis for Marketing and Sales Collateral?

  1. In-Depth Understanding:
    1. Comprehensive Analysis: Case study analysis allows for a detailed examination of how specific marketing and sales materials perform in real-world scenarios. This helps in understanding the nuances of user interactions and responses.
    2. Holistic View: By considering multiple factors such as design, content, user experience, and conversion rates, you gain a complete picture of how these materials function together to achieve business goals.
  2. Identifying Successes and Failures:
    1. Highlighting Best Practices: Case studies can showcase what works well, identifying strategies and elements that lead to successful outcomes.
    2. Learning from Mistakes: Analyzing what didn’t work provides valuable lessons on avoiding similar pitfalls in future campaigns.
  3. Evidence-Based Decision Making:
    1. Data-Driven Insights: Case studies provide concrete evidence on the effectiveness of marketing strategies, supporting more informed decision-making processes.
    2. Tailored Recommendations: The insights gained from case studies are specific to the analyzed materials, allowing for customized recommendations that are directly applicable.
  4. Demonstrating Value:
    1. Internal Stakeholders: Detailed case studies can be used to demonstrate the value and impact of marketing efforts to internal stakeholders, such as executives and team members.
    2. External Audiences: Case studies can also serve as powerful testimonials or proof points when communicating with potential clients or partners.
  5. Continuous Improvement:
    1. Iterative Learning: By regularly conducting case study analyses, you can continuously refine and improve marketing and sales strategies based on what has been learned.
    2. Adapting to Trends: Keeping track of evolving trends and customer behaviors through case studies ensures that your marketing collateral remains relevant and effective.

How to Conduct Case Study Analysis for Marketing and Sales Collateral

  1. Define the Research Objective:
    1. Clarify what you aim to learn from the case study. For example, “How effective is our email marketing campaign in converting leads to customers?”
  2. Select the Material:
    1. Choose specific pieces of collateral to analyze. This could be a set of landing pages, a series of email newsletters, or a particular ad campaign.
  3. Contextual Analysis:
    1. Understand the context in which the collateral is used, including target audience, market environment, and campaign goals.
  4. Content Examination:
    1. Analyze the content for clarity, relevance, and persuasiveness. Evaluate how well it communicates the intended message and resonates with the target audience.
  5. Design and User Experience:
    1. Assess the design elements such as layout, visuals, and navigation. Examine how these contribute to or detract from the user experience.
  6. Performance Metrics:
    1. Collect and analyze data on key performance indicators (KPIs) such as click-through rates, conversion rates, engagement metrics, and sales figures.
  7. User Feedback:
    1. Gather feedback from users through surveys, interviews, or usability tests to understand their experiences and perceptions.
  8. Comparative Analysis:
    1. Compare the analyzed collateral with similar materials from competitors or industry benchmarks to identify relative strengths and weaknesses.
  9. Synthesize Findings:
    1. Draw insights from the data and feedback collected. Identify patterns, trends, and correlations that inform your understanding of the collateral’s performance.
  10. Recommendations:
    1. Based on the findings, provide actionable recommendations for improving the effectiveness of the marketing and sales collateral.

Example Application “Case Study: Email Marketing Campaign Analysis”

  1. Objective: Determine the effectiveness of a specific email campaign in converting leads to customers.
  2. Material: Analyze a series of promotional emails sent over a month.
  3. Context: Understand the target audience, campaign goals, and competitive landscape.
  4. Content Examination: Evaluate the email copy, subject lines, and CTAs.
  5. Design and UX: Assess the email layout, visual elements, and mobile responsiveness.
  6. Performance Metrics: Analyze open rates, click-through rates, conversion rates, and unsubscribe rates.
  7. User Feedback: Collect feedback from recipients on their perception of the emails.
  8. Comparative Analysis: Compare performance with industry benchmarks.
  9. Synthesize Findings: Identify what aspects contributed to high engagement and conversions.
  10. Recommendations: Suggest improvements for future email campaigns, such as optimizing subject lines and refining CTAs.

Case Study Analysis of the Sales Collateral “Case Studies”

Ready? Set. Growth!
Learn about growing your organization and the impact of its mission and other insights & stories about Customer-centricity and Organic Growth: