The following is a summary of the key takeaways from the session Sean Campbell (Cascade Insight’s CEO) presented at the national competitive intelligence conference – held just a few weeks ago in Atlanta. Enjoy! The B2B sales and marketing landscape is experiencing seismic shifts. The buyer’s journey is much different today – and these changes ...

This presentation was delivered at the Strategic and Competitive Intelligence Professionals – 2015 National Conference. During the talk Sean covered a number of different tools that organizations can use to analyze the Buyer’s Journey. In addition, Sean discussed a number of different questions that organizations need to ask competitor customers about the Buyer’s Journey. If ...

Episode #97 of the B2B Market Research Podcast – 3 Key Tools for Analyzing a Competitor’s Content We cover: In 2015, how do suppliers “meet” companies for the first time? Why B2B market research and competitive intelligence teams should pay attention to a competitor’s content marketing. Three tools you can use to analyze a competitor’s content marketing campaign Subscribe to ...

Episode #96 of the B2B Market Research Podcast – Competitive Intelligence Thought Leaders – Bonnie Hohhof We cover: Possible reasons why SCIP vendors and organizations ignored social media for so long. What topics are of interest to competitive intelligence professionals. Why we should break down CI silos. The changing face of competitive intelligence across a variety of job roles. Subscribe to ...

Episode #95 of the B2B Market Research Podcast – Did Your Partner Turn Into A Competitor? Ask These 7 Questions… We cover: Why the scenario of embrace, extend and extinguish doesn’t have to come as a surprise. Why you don’t have to live with a “sick” client base that’s infected with your competitor. 7 questions to ask if ...

Episode #94 of the B2B Market Research Podcast – Analyzing Product Features in the Age of SaaS We cover: Can the 100 year old feature analysis process still work today? The general framework of a modern-day SaaS feature analysis. How to conduct a SaaS features analysis in 3 steps Subscribe to our newsletter for more B2B technology market research and competitive intelligence tips. ...

Episode #93 of the B2B Market Research Podcast – Is SaaS, Agile and DevOps Leading Us to the Innovator’s Dilemma? We cover: Is a combination of SaaS, DevOps and Agile causing us to miss opportunities for growth? Is a customer-centered focus always a good thing? Important questions you need to ask when developing software that leverages a ...

Episode #92 of the B2B Market Research Podcast – Success Tips for Competitive Intelligence Analysts -Interview With Matthew Sell, SAP We cover: How competitive intelligence teams can have influence and impact. How competitive intelligence teams and analysts can brand themselves effectively. Effective ways CI analysts can engage senior leadership more effectively. Why a research agenda stimulates thought and discussion. How competitive ...

Episode #91 of the B2B Market Research Podcast – How to Build A Competitive Intelligence Team: Interview With Varun Chhabra, Microsoft We cover: How to find and hire good competitive intelligence analysts Tips on how to prioritize a research agenda when there are a lot of requests Competitive Intelligence for B2B Software Companies Varun Chhabra’s key pieces of advice ...

Episode #90 of the B2B Market Research Podcast – 5 Reasons Competitive Intelligence Teams Don’t Grow We cover: Why service – not products – needs to come first. Why focusing on decisions you can impact is so important. How easy it is to have various team members – “Playing out of Position.” How focusing on just one buyer ...

Episode #89 of the B2B Market Research Podcast – How To Hire World-Class Analysts We cover: Why a service mentality is the most important attribute. Why the ability to present and persuade is crucial. Why you need analysts who are comfortable with different types of intelligence collection and analysis. Why you should look for the data scientist. Not the data pessimist. ...

Episode #88 of the B2B Market Research Podcast – 7 Tips For Presenting Competitive Intelligence Research Like A Pro We cover: Why competitive intelligence and market research analysts struggle with presenting data. Why the 10-20-30 slide show rule is ridiculous from a practical standpoint. Seven tips for making yourself a better presenter and driving more impact. Subscribe to our newsletter ...

Episode #86 of the B2B Market Research Podcast – Inside Sales Needs Ammo – Are Competitive Intelligence Teams Listening? We cover: Why competitive intelligence teams should pay attention to inside sales teams. Why B2B inside sales isn’t the telesales of old. Why your “competitive” content needs to have the right structure and information to help inside ...

It’s not a stretch to say that every B2B technology company needs to know more about Data Scientists. In 2015, Data Scientists will influence a whole array of software and hardware purchasing behavior, ranging from analytics packages, databases and visualization tools. Hence Competitive Intelligence, Market Research, Product Managers, and B2B Marketers all need to understand data ...

Go Beyond Google: Competitive Intelligence for B2B Tech: B2B Market Research Podcast We cover: Our launch of the sixth edition of Going Beyond Google: Gathering B2B Competitive Intelligence from the Web How the book helps readers mine data for B2B technology trends, companies and more. Why we’ve continually updated the book (six times over four and one-half years.) What’s changed ...

Episode 84: – Competitive Intelligence Must Adapt – B2B Sales and Marketing in 2015 – An Interview with Brent Adamson of CEB – Episode #84 of the B2B Market Research podcast. We cover: How B2B companies are buying differently. Why 57% of the buyers journey is inherently digital. Is win/loss the right thing to consider anymore? Why, in today’s world, it’s even more ...

Episode 83: – Internet of Things Thought Leaders – An Interview with Ido Sarig of Wind River. You can listen to the episode or read the article below. We cover: How the IoT is different for B2B. Why IoT is not exactly like M2M. Security issues with B2B IoT. What companies will be major IoT players in the future? ...

Episode 82: – Competitive Intelligence Thought Leaders – An Interview with Wayne Jones of IBM We cover: How do CI teams disseminate information and interact with a large organization? Why a knowledge management system is a core piece of the puzzle. Why CI teams need a stakeholder relationship matrix. How to disseminate important CI information to stakeholders. The role ...

Episode 81: – 15 Competitive Intelligence questions Product Managers need to answer. We cover: Key questions product managers need to ask when conducting competitive intelligence research. The role of a product manager as it relates to competitive intelligence. Questions a product manager should ask after the sale. What questions do you want answers to? Let us know how ...

Episode 78: – Analyzing Social Media Sharing with BuzzSumo – An Interview with Steve Rayson We cover: The difference between using Google and a tool like BuzzSumo for intelligence collection. How the analysis of Social Sharing data, across platforms such as LinkedIn and Twitter, allows you to blend a form of human intelligence with streams of public ...

Episode 77: – 3 Key Ways That Competitive Intelligence Is Different than Spying During this podcast we cover three key ways competitive intelligence is different than spying. This includes: How Competitive Intelligence Professionals and Spies differ in how they disclose their identity. How Competitive Intelligence Professionals and Spies differ when it comes to how they practice of ...