Some market research questions will require research to find the answers. Who is our ideal customer? What features do you look for when you purchase __________? Which of our competitors has a great sales motion? What functionality was lacking in the solution that customers ultimately chose? InfoQuest. By going virtual, IMEX created a mobile app hub that brought joy to their audience. It will then discuss how data collectors must adapt in an increasingly mobile market, and demonstrate that How do partners rate our marketing support? The most basic type of customer research isn’t about your product, your marketing, or your business. So, we have a unique understanding of the questions to ask, the people to talk to, and the decisions that need to be taken. The difference between B2B and B2C market research is obvious; the end user is either an individual or another business/corporation. It’s about your customer. How can we benchmark our own development effort? Who are your key customers? How do we keep support in sync with a product that changes so frequently? B2B marketing research is the process of uncovering insights into your marketplace by surveying a representative sample of its participants. How is support handled by our competition? How many people does your company employ? You’ll use all five senses and a dose of analytical skills in your journey to find product-market fit. For those questions, you can survey or interview customers to find answers and insights. Market research is not just the most potent, proven and practical method to answer critically important business questions, but it is the only way that does so in a reliable manner. By: John Coldwell MD. Do any of our partners seem ready to co-create with us? Was this a buy based on best-of-breed or ecosystem, etc.? It can be argued though that B2B transactions rely more heavily on market research backed products and services because businesses understand the ins-and-outs more than the average consumer. How can we enhance our BI / Analytics / Forecasting capabilities? If you think we missed an important question or simply want to add some others, feel free to drop us a line in the comment section! Business-to-business (B2B) influencer marketing (IM) isn’t new, but a recent report from TopRank Marketing … Get the ultimate list of 65 questions to help you fully understand the B2B customer journey for your customers & business. What are the expectations for upgrades and maintenance releases? Which pieces of my content are evergreen? How are free to paid conversations handled? Screening Questions for B2B Market Research. How do we train partners on the solutions we have? While 64% of the C-suite have final sign off, so do almost a quarter (24%) of the non-C-suite. Are their regulatory or compliance concerns that would affect the uptake of our product / service? How much does the customer want to pay for support and maintenance? No votes yet. B2B research can be a bumpy road . How long does it take you to make a buying decision? What business challenges do our clients face by industry? Why? Looking back through our history, we’ve answered hundreds of market research questions for our clients. Has there been a change in how competitors are pricing or discounting? Balancing a respectable incidence rate with the right screening criteria presents an ongoing challenge for research project managers. This paragraph is therefore primarily addressed to start-ups and project leaders who need to verify the feasibility and relevance of their project from factual data and realistic market analysis. By far. The growing complexities in B2B marketing have driven successful marketers to take a more detailed look at the characteristics of their prospects. For example, you may want to know, “How do our competitors drive traffic?” Other questions you can directly ask your customers. Buying Pattern Questions. Most B2B brands aren't using influencer marketing the way they could be. B2B is a complex and challenging field, but most of all, it is fascinating. At B2B International, we’ve carried out more b2b research studies, in more languages, in more markets, than anyone. getty. Can we plug platform or product holes with solutions from our partners? How do we address changing buyer preferences across marketing, sales, and product? Method: B2C Market research: B2B Market research: Method n°1: Environmental study (PESTEL study) In the context of a prospective study (new market, new product/service) you must pay particular attention to the analysis of legal constraints (the “L” of PESTEL). The 3 methods selected are the result of 1… How often does our competitor win? What kind of support models are customers looking for? And in a competitive employer market, research might even include current and … 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. What are the new jobs that a target organization needs to get done? What is your company's gross revenue? Is there a new buyer persona we need to consider? However, they provide a jumping point for the types of questions you can ask B2B customers. How can we find better (and more) talent? After hundreds of market research projects for B2B tech companies, we at Cascade Insights know the warning signs that a product will fail. Special thanks to CEO Sean Campbell, President & CTO Scott Swigart, and Director of Systems Design Philippe Boutros … What is your line of business? Looking back through our history, we’ve answered hundreds of market research questions for our clients. These business survey template questions are created to give you the best survey responses and insights from your target audience. Questions for a B2B Survey. Is it time to kill this product? The dynamics of change. How many of our partners are also running with the enemy? Particularly for B2B, the business needs and market dynamics are vastly different across verticals. Question3: What is the best attribution model? That’s not strategic – that’s luck! How can we make our product in such a way that it aligns with the agile movement? What benefits do you look for when you purchase __________? March 1, 2011 Login to rate this article . What problems motivate you to purchase __________? How would our customers measure and validate a successful deployment? Are we at risk of a cyber attack? The ecosystem of influencers around the B2B research process has changed—dramatically. 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. The world’s most experienced b2b market research company. InVeritas Research’s team have in-depth knowledge and experience of the b2b market research and have been instrumental in achieving the best results possible for our clients, who range from various fortune 500 companies, and SMEs. How good are we at post-sales support for partner led deals? What kind of market opportunity does this product truly have? The purpose of this paragraph is to introduce you to the 3 essential methods for B2B market research. How do we benchmark our content marketing? When is it time to scale back a business unit (i.e. How is the competitor’s sales team structured – inside vs. outside, regional, etc.? How do our partners want to access support? These are by no means the only questions that should be/need to be gathered when putting together a B2B content marketing questionnaire, but we hope some of these questions lend some helpful advice and sparked some questions of your own to ask. Participants might include existing customers, former customers, prospective buyers, lost prospects (buyers who chose to buy from another company), and influencers. How do we keep partners appropriately informed? At this stage of customer research, you’re looking for general information about your audience’s life. How do I merge social selling with social marketing? It will show you questions you can ask potential customers to determine if your business idea is viable. Since every business is different, some of these questions may not be relevant. For that to happen and to reach market research goals, you need to ask: What Market Research Questions should I ask in my Customer Survey? Those strategies won't be nearly as effective today as they were just two years ago. 24/7 support from Cvent’s internal experts. Market research question type one: Looking for information. Can we offer something other than $ or leads to our partners? How do we merge our analytics with that of partners? How can I effectively promote my content marketing? Join nearly 4,000 employees around the world who power our technology. Complete solution for virtual, in-person, and hybrid success, Virtual/hybrid registration, websites, marketing, Virtual Attendee Hub, check-in, mobile apps, Connecting planners and venues for great, safe events, Manage a preferred hotel program like a pro, Solutions for group and transient business. How and when were partners involved in the sales process? Businesses want proof. When people talk about understanding the B2B customer journey, it seems to me that the majority of the time we tend to do so primarily in the context of stages – the various phases customers encounter at different points throughout their journeys. What are typical jobs that a customer needs to get done? Otherwise, instead of getting meaningful data, executives and leaders are forced to rely on gut feels and guesstimates. If you're marketing products or services in the business-to-business (B2B) space, you'll want to read today's blog post. How do we move our partners from product sales to service sales? What is your job title? What are our customers’ and our competitors’ customers’ key buying criteria? How well are we handling channel conflict? With all these changes do I have the right amount of staff? service), etc.? Which partner(s) are driving the most revenue? Does our solution need to be heavily customized to meet the needs of every target industry? Each one these questions can form the basis for a sharp project that uncovers key, strategic insights. Who is the primary audience for the product? What metrics will organizations use to measure a successful deployment of the solution? Harder, easier, differentiated? Who is secondary? What is your typical budget for __________? What is a typical deal size, etc.? How do we effectively benchmark the maturity of our program? How good are we at pre-sales support for partner led deals? What needs are you trying to meet when you purchase __________. B2B Content Marketing & Copywriting Services. PRIVACY POLICY | TERMS OF USE | Do Not Sell My Personal Information (CCPA Required). These are just some of the questions you can ask potential B2B customers when you're conducting a market research survey. What tactics are used to push up-sells? What percent of the buyer’s journey is marketing vs. sales (in our industry)? What features are “table stakes” for each buyer persona and industry segment? Question5: What is the “anonymous first touch” and why is it … Which features are customers using more than expected? How do we address the impact of technology on the competitive and market landscape. How do our potential clients generate a short list? You can expand these questions to find out your customer’s occupation or if your ideal customer is a … A reputable B2B market research agency provides accurate views of where your important customers and stakeholders stand at any given moment and are critical in helping to answer these relevant business insights questions: Defining what sets you apart Uncovering strengths and weaknesses Establishing what you are known for in the marketplace How do competitors’ certification programs differ from ours? However, they provide a jumping point for the types of questions you can ask B2B customers. Are our partners more successful in certain parts of the world? What purchase model do customers want – perpetual, subscription (i.e. What features are going to lead to the most new customers? Where do you go when you are looking for __________? If so, who is responsible for the buying decision? Question4: When should I switch from single-touch (first or last click) to multi-touch attribution? Doing so gives marketing teams an … Online Survey Pitfalls: Ambiguous Survey Question Writing, Online Survey Pitfalls: Double Barreled Survey Questions, Deliver a seamless virtual experience with Virtual Attendee Hub, Start growing group and transient business, https://www.cvent.com/microsites/wyndham-hotels-resorts-global?ref=L2NGK769N24&…, Do Not Sell My Personal Information (CCPA Required). Sean Campbell, CEO of Cascade Insights, runs through a thorough checklist of things to consider in order to create brilliant product launches. More than 300,000 users power their events with Cvent Event Management software. How do we deal with increasing regulation and compliance concerns? This whitepaper explores how the rise of smartphones is disrupting market research agencies and market research buyers. I’m outspending the CIO, how do I prove it’s worth it? We’ve done projects for scores of sales and marketing leaders, product and channel managers, and C-level executives. This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply. (Is it a zombie?). 250+ B2b Marketing Interview Questions and Answers, Question1: How do I measure marketing ROI? How often is the organization engaged with after initial sign-up (upsell)?”. Demographic Questions. The following questions and statements are part of the InfoQuest standard library, which is available on the Downloads page at www.infoquestcrm.co.uk. How many people does your company employ? By Rachel Foster, Copyright 2021 Cvent Inc. All rights reserved. You can use these free questionnaires as a sample survey and example or simply use the template directly. Which vendor personas does a buyer persona prefer to interact with? What does the competitive landscape look like? What kind of pricing models are customers looking for? Checklist: 8 Key Questions for Excellent B2B Product Launches. Now we’ve decided to share some of our favorite questions with the world. Join Sean Campbell, CEO of Cascade Insights, as he shares over 20 years of experience in the B2B market. B2B marketing strategies typically focus exclusively on the C-suite or other senior-level executives. How do our buyers educate themselves on offerings? These are typically demographic market research questions such as gender, education level, income level or location. Subscription, perpetual, both? It will explain how the rise of smartphones in market research is different to previous new channels, and profile the smartphone respondents, particularly in a B2B context. Hi all my question is regarding a topic "Role of CRM in B2B marketing in context with paint industry. Question2: What metrics should I use to measure my marketing performance? What is the expected lifespan of the product we are launching? Does your company ever purchase _____? Are customers happy with the result? How do our partners want to be informed about new opportunities (leads)? QuestionPro brings you free business surveys, including B2B surveys, created by industry experts across several verticals. If so, what can we do to prevent it? It is, therefore, not a question of being exhaustive (we refer you to our online guide for this purpose), but rather to consider the most effective and least costly methods to implement. Which features is the organization not using even though they were considered a key reason for purchase? Does your company ever purchase __________? What degree of instrumentation will customers allow? With custom go-to-market research and marketing services, Cascade Insights helps companies seize opportunities in the B2B technology sector.We work with everyone from enterprise tech stalwarts to up-and-comers in fields such as FinTech, MarTech, Health Tech, and more. How much of a factor was price in the purchasing decision? cash cow)? It’s one thing to be experts in market research methodologies and techniques, but it’s another entirely to be experts in specific industries. What portion of that sales motion can we emulate? What should we beg, borrow, or steal from competing partner programs? 0. As compared to B2C research, B2B research … That sales motion the product we are launching though they were just two years ago the needs every. In more languages, in more markets, than anyone several verticals needs of every target industry prevent it pricing... On the solutions we have aligns with the enemy you 're marketing products or services in B2B! 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