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How To Speak C-Suite: An Interview With Nic Read
In this episode of the B2B Market Research Podcast, Cascade Insights CEO Sean Campbell spoke with Nic Read, a managing partner at SalesLabs. -
What We Learned at C2C16
Earlier this week, Cascade Insights CEO Sean Campbell and Marketing Assistant Isa Gautschi ventured to sunny Arizona to attend the B2B Content2Conversion Conference at the Fairmont Scottsdale Princess Resort. We went because we wanted to to sharpen our marketing chops and deepen our understanding of the changes happening in B2B marketing today. Several themes were repeated again and again. To name a few: Sales and marketing need to talk to each other. B2B marketers should talk like humans not robots. Marketing should lead to action. (And be intentional about the action they want their content to spur.) Skimping on marketing…
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Can MAXQDA Help You Do Better Research?
Contributors to this Article: Jacob Dittmer, Scott Swigart, Sean Campbell, Colleen Clancy and Isabel Gautschi. Like many firms, when we first started, we relied on manual means of coding and analysis for processing our qualitative findings. It’s a time-consuming task, so we were always on the lookout for any software or tool that could speed up the process. We were lucky to find MAXQDA because it does just that.
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How to Make Praiseworthy B2B Buyer Personas
What makes B2B buyer personas different than their B2C counterparts? What are the questions that B2B buyer personas need to answer? Those questions and more are answered in this podcast episode.
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Read Like An Analyst: AI’s Attack, 26 Disruptive Trends, and Robotics Funding
Here are the tech industry critiques, think-pieces, and predictions that got the Cascade Insights team sharing on Slack this week.
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B2B Book Review: Get Original with Ideas, Risks & Procrastination
Following the herd isn’t the best business plan. Neither is being an extreme risk-taker. Finding the right balance between playing it safe and innovation is key. -
Click Like An Analyst: Cloud Caution
Only so many articles will fit in a single issue of our Read Like An Analyst newsletter. But it seemed such a shame to let the rest of our analysts’ submissions of tech industry think pieces, critiques and predictions go to waste. And so, the Click Like an Analyst series was born. Each post shares a handful of links that center on a single B2B tech sector topic.
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Graph Wisely: An Interview With Cole Nussbaumer Knaflic
In this episode of the B2B Market Research Podcast, Cascade Insights CEO Sean Campbell spoke with Cole Nussbaumer Knaflic, author of the book Storytelling with Data: A Data Visualization Guide for Business Professionals and the blog Storytelling With Data. -
Ethics Policy
Every research study focused on the competition or the market generates questions about the identities of respondents, the research firm and clients, and about the study’s purpose. Our perspective on these issues appears below. Identity and Representation Respondent Identity Participants in our research studies are promised a degree of confidentiality. This means our clients cannot contact these participants directly unless the participants have expressly asked for such contact. We never share detailed, personally identifiable information about these interviewees with our clients. Firm Identity Cascade Insights always accurately discloses our firm’s identity during research interviews, business interactions (e.g., conversations at trade…
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MRA Conference Presentation this week
We’ll be giving our talk on “When worlds collide: Market Research meets Competitive Intelligence” at the MRA Conference in Las Vegas this week. http://www.slideshare.net/campsean/ when-worlds-collide-market-research-meets-ci-final
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Upcoming Presentations
Some of our upcoming presentations include: Marketing Research Association’s – West Region Conference – March 3rd through the 5th. Portland PDMA – March 18th @ 5:30pm. Seattle PRSA – March 17th @ Noon.
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Monthly, Weekly, and Daily Competitor Tracking
We recently published to slideshare a presentation highlighting some of the techniques we use to track competitors on a Monthly, Weekly, and Daily basis. http://www.slideshare.net/campsean/competitor-tracking-daily-weekly-monthly By Sean Campbell By Scott Swigart
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Accelerating Sales via Competitive Intelligence Practices
We just posted a new presentation to slideshare entitled Accelerating Sales via Competitive Intelligence Practices. http://www.slideshare.net/campsean/accelerating-sales-via-competitive-intelligence-practices By Sean Campbell By Scott Swigart
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Busy Week – AIPMM and Rain Today
Just in the last two days we wrapped up a webinar for the Association of International Product Marketing and Management and an interview for Rain Today’s podcast series. For both the topic was “Keeping an Eye on the Competition.” AIPMM Seminar Details – http://www.aipmm.com/aipmm_webinars/2009/12/keeping-an-eye-on-the-competition—go-beyond-google.php The Rain Today interview will be up soon but until then you can listen to the presentation we gave for the AIPMM here. By Sean Campbell By Scott Swigart
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Interview Series in Competitive Intelligence Magazine…
Our latest interview in our ongoing series of interviews with senior CI professionals for SCIP’s Competitive Intelligence magazine was just published. Most Recent – Chris Ferguson – USAA Previous – Jeff Burke – Seagate, Alan Dye – Computer Associates Upcoming Gina Spadoni – Premera We’ve also done a series of similar interviews for SCIP Oregon at www.sciporegon.com that includes interviews with CI professionals from Regence Blue Cross and Adobe. By Sean Campbell By Scott Swigart
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CI Tools – Links
Here is a short list of some CI tools for secondary research. This list was pulled together during a discussion at the local SCIP Oregon Chapter. Emailpattern.com – Look up the pattern that a company uses to assign email addresses. If you know someone’s name, this helps you guess their email. Pipl.com – look people up by name, email, Web nickname, or phone number. Find out their other contact information and what social networks they’re a part of. Linkedin.com – Find people for interview recruitment, determine where your employees have gone off to, use saved searches to receive alerts when…
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Voice of the Competitor eBook Download
What makes VOTC (Voice of the Competitor) research different than a typical Win-Loss study? Why is your typical Win-Loss study missing as much as 50% of the insights that you need to grow and find new opportunities? Simply put, the target of the research effort. By moving the focus from you to the competitive landscape, VOTC helps you understand: If your Dead No Decisions are really a loss to a competitor. Why you weren’t “invited to a deal” that you should have been. Whether you are winning or losing in the first 57% of the modern sales cycle. Whether your partners are…
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Read Like An Analyst: Slacklash, IoT, & Artificial Intelligence
Here are the tech industry critiques, think-pieces, and predictions that got the Cascade Insights team sharing on Slack this week.
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Click Like An Analyst: Visionary Data Visualizations
In each Click Like An Analyst post, a Cascade Insights researcher shares a handful of links that center on a single B2B tech sector topic.
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Pump Up Your Partnership: 9 Questions for Your Channel
Cascade Insights presents a series of questions designed to help companies better understand their partners and improve their B2B channel strategy.
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RLA: HubSpot Gets Burned, 4 People Who Ruin Innovation, and Intel’s Failure
HubSpot wishes a book (Disrupted) was never written, cybersecurity, why experienced product managers aren't always a good bet, human error, and all about Intel in this curated tech sector news roundup.
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5 Reasons Companies Kill Their MR Teams
The lack of a professional services mentality. Kingdom building. Bad buyer personas. Unclear roles. Lame leadership. Avoid these pitfalls to keep your market research team surviving and thriving. -
101 Questions Stakeholders Ask
Over the last decade, we’ve done projects for scores of marketing and sales leaders, product and channel managers, and C-level executives. As we looked back through our research, we began to see certain questions pop up over and over again, while others gained importance with present day events.
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B2B Book Review: Digesting “Disrupted”
In this episode of the B2B Market Research Podcast, CEO Sean Campbell reviews "Disrupted: My Misadventure in the Start-Up Bubble" by Dan Lyons. -
Read Like An Analyst: Dead Companies’ User Data, Bots & Reinventing Tech Sales
In this curated tech sector news roundup: big data & political ads, CISO salaries, OpenAI, and a "botifesto."
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Blow Up The Readout
A market research presentation shouldn't be a recitation of the findings deck. For best results, flip the readout. -
Microsoft Doubles Down on B2B With LinkedIn Acquisition
In a world where the mobile devices we use aren't Microsoft's and the PC is in decline, B2B services are where Microsoft is going to find its next major source of revenue. For this reason, Microsoft’s $26.2 billion purchase of LinkedIn was a really smart move. -
101 Market Research Questions
Looking back through our history, we’ve answered hundreds of market research questions for our clients. We’ve done projects for scores of sales and marketing leaders, product and channel managers, and C-level executives. As we looked back through our research, we began to see certain questions pop up over and over again, while others gained importance with current events. Now we’ve decided to share some of our favorite questions with the world. Each one these questions can form the basis for a sharp project that uncovers key, strategic insights.
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B2B Book Review: Get A Preview of Tech In 20 Years
"The Industries of the Future" is a super handy guide through the tech trends you should be watching. Basically, it’s the CliffsNotes of future tech. -
Read Like An Analyst: AI Fever, Cloud Consolidation & Life Without Slack
Tech sector stories you don't want to miss. In this issue: a Slackluster world, SAP eats humble pie, what not to do with big data, and more.
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Market Research Today: The GRITty, Quirky Details
The GRIT and Quirk's Reports present a snapshot of the corporate research industry- and areas where market researchers need to up their game. -
Mid-Market Marketing: 6 Challenges You’ll Face
New marketing leaders of SMBs have usually been hired to conquer one or more of these common B2B business problems. Market research can solve them. -
The Smartest SaaS Questions on Quora
Is Quora the WebMD for SaaS Problems? Read on for The Subscriber That Didn't Renew, The Absent Enterprise Customer, Churning Churn & other SaaS maladies. -
Read Like an Analyst: SaaS Stats, Tech Dinosaurs, & #ISVproblems
In this curated tech sector news roundup: ISV's churn, some mud-slinging, a bot disruptiveness breakdown, and is Open Source #Winning?
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In-Depth Interviews: The Answer To ‘None of The Above’
In-depth interviews (IDIs) are basically the Leatherman of B2B market research. They can reveal the context you weren't even aware of.