Key Buying Criteria Research

To give the people what they want, you have to know what they want. That’s where we come in.

We have the expertise to illuminate the complex factors involved in making a B2B purchase. We find the “jobs to be done” that customers need a solution for, frustrations competitors’ customers have with their current solution, how much price factored into the sale, customers’ favorite features, and much more.

Knowledge of B2B customers’ key buying criteria will help you craft strong product development, marketing, and sales strategies.

Get the answers you need. Our B2B tech specialization gives us the context to ask the right questions of the right people.

The Right
People

Your current customers.
Target customers.
Competitors’ customers.
Former members of rival sales teams.

The Right
Questions

Such as…

What jobs do customers want the solution to do?
Why are customers searching for a replacement solution?
Are any functionalities lacking in customers’ current solution?
Which features motivate the decision to buy?
Are customers using certain features more than expected?
How much did price factor into the sale?
Are customers buying multiple solutions from a single vendor?
Do customers prefer subscriptions or fixed prices?
How do customers measure a successful deployment?
Do partners drive decisions to purchase?
How often are customers lost to DIY?
How frequently do customers choose to do nothing rather than buy a new solution?