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B2B Quant: Not Your Average Survey | B2B Quantitative Research

B2B Quant: Not Your Average Survey

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B2B quantitative research works differently than in B2C.

Consider Greg, a 48-year-old male who loves baseball, likes Italian food, and has two kids. Greg will eventually turn into a 49-year-old male who loves baseball a little more, likes Italian food a little less, and still has two kids – albeit slightly older.

A B2C firm building a sample on personas like Greg have it easy. People’s preferences only change so much.

In the B2B world, 48-year-old Greg might lead data center initiatives for Microsoft. However, at 49, Greg might become the CEO of a tech startup.

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B2B Breakups: 200+ Interviews With The Ones That Got Away

B2B Breakups: 200+ Interviews With The Ones That Got Away

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Never waste an opportunity to learn from a lost deal.

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The Spy Who Wasn't: Clarifying Competitive Intelligence

The Spy Who Wasn’t – Clarifying Competitive Intelligence

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What is competitive intelligence (CI)?

A nuanced understanding of the marketplace in which you and your competitors are situated? Yes.

Corporate espionage? No.

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Creating The Category - An Interview With Matt Ipri | Mid-market marketing

Creating The Category – An Interview With Matt Ipri

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Mid-market marketing is no easy task. Especially if your product is the first of its kind.

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Failure To Launch Syndrome: Do You Have The Symptoms? | B2B Product

Failure To Launch Syndrome: Do You Have The Symptoms?

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After hundreds of market research projects for B2B tech companies, we know the warning signs that a product will fail.

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B2B Market Segmentation Research

Customer Insights: You Need More Than Market Segmentation Data

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The tech industry is all about market segmentation. Unfortunately, this tendency often leads tech companies to miss a key measurement of success: whether the solution is actually accomplishing the tasks it is being used for.

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Stall Points and Market Assumptions

Are Your Market Assumptions Still True?

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You could be on a collision course for a stall point. Many companies don’t even recognize their market assumptions are wrong until it’s too late!

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Key Buying Criteria: The Path to ‘Yes’

Key Buying Criteria: The Path to ‘Yes’

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Understanding customers’ key buying criteria is vital to having a competitive edge. To give the people what they want, you have to know what they want.

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