B2B Competitive Landscape Analysis
Understand your competitors – and yourself. Minimize market pain and create opportunity.
The Right People for B2B Competitor Research
- Former employees of competing companies.
- Former members of rival sales teams.
- Competitors’ customers.
- Competitors’ partners.
- Your partners.
The Right Questions for B2B Competitor Research
- Which upstart competitors should you keep tabs on?
- Are any former rivals becoming less of a threat?
- What does each competitor fear the most?
- What type of roadmap does your competitor use? Can you match it?
- How fast are your competitors growing? How much are they growing?
- Who are competitors’ target customers?
- Which buyer personas do competitors focus on?
- What business and technical challenges does each competitor try to address with their product development, marketing and sales efforts?
- What is the key buying criteria for competitors’ customers? Is it similar to your customers’ key buying criteria?
- How often do competitors engage with their partners?
- Do you have partners who also work with your competitors?
- Where do competitors excel at selling and where do they struggle?
- How does each competitor view your company and its offerings?
- Do competitor customers have buyer’s remorse? Do your customers?
Market Research Methodologies
- In-depth interviews (in-person & online).
- Focus Groups (in-person & online).
- Web Surveys.
- Online research communities.
- Quantitative studies.
- Social Media / Online Community Analysis.
- Longitudinal Research (Communities, Diaries, etc.).
- Secondary research.
Size up the competition.
About to enter a new market? Running into trouble in your current one? B2B competitive landscape analysis can help you get the lay of the land and plot a strategic course forward.
Our research will help you put each competitor into the proper perspective. Learn whether your rival is an upstart headed for unicorn stardom or nothing to worry about. Find out whether your competitors are prepared to fight for every deal or settle into a niche and stay out of your way.
Gauge the threat & respond accordingly.
In B2B tech, it’s essential to understand whether competitors pose an immediate threat or a slow burn that needs monitoring. You need to know who you can ignore and who you should pay attention to.
What It’s Like To Work With Us
Sean is one of the best competitive intelligence professionals out there – great understanding of the IT and computer industry dynamics, knows the right places to ethically get information, and he is able to apply that to our company’s specific projects with great effectiveness.
– Microsoft
Cascade Insights is on my short-list when I look for guidance on any and all topics related to competitive intelligence.
He is knowledgeable in a broad array of CI tools and techniques, and he knows when and where to apply each. He’s become a valuable partner as we drive our CI initiatives.
– 3M
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B2B Revealed Podcast
B2B is a complex and challenging field, but most of all, it is fascinating. Join Sean Campbell, CEO of Cascade Insights, as he shares over 20 years of experience in the B2B market.