B2B Sales Enablement Research

Better Messaging, Better Targeting

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Poorly worded sales messaging can result in lost deals, few proposal opportunities, and a bad reputation. Good messaging sent to the wrong persona can also result in these consequences.

Unfortunately, sales teams don’t often have adequate data on how their messages are received. Cascade Insights’ Sales Enablement Research helps sales teams gain the clarity they need to win more deals.

With our extensive background studying B2B buying in the tech sector, Cascade Insights can help you gain an objective view of how customers view your sales messaging. Our research can reveal what buyers expect in sales outreach at each stage of the buyer’s journey. We can also uncover how you can more effectively differentiate from the competition.

A Few of our Clients

AWS
Cloud Software Group
Contextant
Dropbox
EMC
F5
Google
HP
Here
IBM
Lifelenz
Oblong
Penton
Pharos
SAP Concur
Zededa
eseye
salesforce
Clients

B2B Competitive Landscape Analysis

Understand how you really stack up against your competitors in buyers’ minds.

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B2B Churn Analysis

Retain accounts by understanding what prevents them from jumping to the competition.

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B2B Win-Loss Research

We’ll figure out where and why you’re losing, and help steer your sales team to the most productive opportunities.

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B2B Channel Research

Improve channel communications, identify new opportunities, and better prepare your partners to sell your solutions.

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Beyond Answers: Deep Discovery Through Connection

Insightful research is built on genuine connection, not just data collection. By leveraging Fluid Intelligence™, we create a deeper, more nuanced understanding of your core business concerns.

How We Leverage AI: AI streamlines our processes by assisting with note-taking, transcription, and sentiment analysis. This frees our researchers to focus on active listening and meaningful engagement during interviews.

Fluid Intelligence™: Our consultants probe, challenge, and interpret responses within a broader strategic framework. 

  • AI takes a response at face value – humans recognize subtext. A skilled interviewer can tell when a respondent is holding back, contradicting themselves, or revealing something indirectly.
  • AI lacks skepticism – humans challenge assumptions. Human researchers continuously question, validate, and refine findings.
  • AI organizes information – humans extract meaning. Humans can determine which insights are truly valuable.

By prioritizing human connection and leveraging AI for efficiency, we deliver research that goes beyond surface-level responses, providing a truly comprehensive understanding of your audience.

Transform Data into Strategic Action

We empower you to move beyond the data you have - either proprietary or public - and unlock genuine strategic advantage that is unique and sustainable. 

How We Leverage AI: AI amplifies our processes, enabling rapid trend identification, insightful data visualization, and efficient summarization. This frees our team to focus on the in-depth analysis and strategic recommendations that drive impact.

Fluid Intelligence™: Data without context is just noise. Our human expertise ensures: 

  • We distinguish correlation from causation. We help you determine why those distinctions matter in your unique context.
  • We prioritize insights for business impact. Mere knowledge of market trends is never enough, nor is every market signal a cause for concern.
  • Strategic foresight. We position findings within the competitive landscape of your specific market.

By seamlessly integrating AI for efficiency and prioritizing human expertise for strategic insight, we transform raw data into a powerful engine for your business success.

B2B Tech Sector Specialists

Our firm only accepts projects from the B2B tech sector.
Our areas of expertise include:

  • Software
  • Hardware
  • Cloud
  • AI & GenAI
  • Infrastructure
  • Anything as a service
  • Cybersecurity
  • Big Data
  • Low code/no code
  • Applications
  • IoT
  • And much more...
B2B tech spans various industries. We help companies that offer software, hardware, and other technology solutions in sectors such as:

More on our approach to B2B Sales Enablement Research

Market Research Methodologies

Group In-Depth Interviews
(In-Person & Online)

Fill 199 Focus Groups
(In-Person & Online)

Fill 211 Web Surveys

Group 2 Online Research Communities

Group 3 Quantitative Studies

Group 4 Social Media / Online Community Analysis

Fill 243 Longitudinal Research 
(Communities, Diaries, Etc.)

Page 1 Secondary Research

  • I engaged with Cascade Insights to conduct a market research project to understand the perception of the HP Cloud programs by different channel partners. Sean and his team did an exceptional job understanding what I was looking for, putting together a series of surveys, collecting the information and complementing it with additional social media insights which was very innovative.

    Sean was also very accommodating to changing dynamics of the organization and delivering on time with a great professionalism providing several presentations to different teams as requested. I highly recommend working with Sean.

    Lucy Mangas
    WW Cloud Partner Strategy Lead
    Hewlett-Packard

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