How do we move our partners from product sales to service sales? How can we find better (and more) talent? 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). What problems motivate you to purchase __________? Join nearly 4,000 employees around the world who power our technology. This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply. B2B Content Marketing & Copywriting Services. Participants might include existing customers, former customers, prospective buyers, lost prospects (buyers who chose to buy from another company), and influencers. How well are we handling channel conflict? What is the expected lifespan of the product we are launching? getty. 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. How do we benchmark our content marketing? Businesses want proof. And in a competitive employer market, research might even include current and … service), etc.? 24/7 support from Cvent’s internal experts. What kind of pricing models are customers looking for? However, they provide a jumping point for the types of questions you can ask B2B customers. 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. What benefits do you look for when you purchase __________? How often does our competitor win? However, they provide a jumping point for the types of questions you can ask B2B customers. 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. Sean Campbell, CEO of Cascade Insights, runs through a thorough checklist of things to consider in order to create brilliant product launches. By Rachel Foster, Copyright 2021 Cvent Inc. All rights reserved. How and when were partners involved in the sales process? Can we plug platform or product holes with solutions from our partners? It’s about your customer. While 64% of the C-suite have final sign off, so do almost a quarter (24%) of the non-C-suite. 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. How do our buyers educate themselves on offerings? What should we beg, borrow, or steal from competing partner programs? Screening Questions for B2B Market Research. What purchase model do customers want – perpetual, subscription (i.e. Join Sean Campbell, CEO of Cascade Insights, as he shares over 20 years of experience in the B2B market. cash cow)? These are typically demographic market research questions such as gender, education level, income level or location. How many people does your company employ? Looking back through our history, we’ve answered hundreds of market research questions for our clients. Who is secondary? How is the competitor’s sales team structured – inside vs. outside, regional, etc.? How do our potential clients generate a short list? 250+ B2b Marketing Interview Questions and Answers, Question1: How do I measure marketing ROI? InfoQuest. I’m outspending the CIO, how do I prove it’s worth it? What is your line of business? It will show you questions you can ask potential customers to determine if your business idea is viable. What business challenges do our clients face by industry? At this stage of customer research, you’re looking for general information about your audience’s life. 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. Which of our competitors has a great sales motion? You can use these free questionnaires as a sample survey and example or simply use the template directly. Why? How do our partners want to be informed about new opportunities (leads)? Question4: When should I switch from single-touch (first or last click) to multi-touch attribution? Now we’ve decided to share some of our favorite questions with the world. Question5: What is the “anonymous first touch” and why is it … PRIVACY POLICY | TERMS OF USE | Do Not Sell My Personal Information (CCPA Required). What is your typical budget for __________? 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. What metrics will organizations use to measure a successful deployment of the solution? What functionality was lacking in the solution that customers ultimately chose? Demographic Questions. How can we benchmark our own development effort? Business-to-business (B2B) influencer marketing (IM) isn’t new, but a recent report from TopRank Marketing … 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 If you're marketing products or services in the business-to-business (B2B) space, you'll want to read today's blog post. These are just some of the questions you can ask potential B2B customers when you're conducting a market research survey. Those strategies won't be nearly as effective today as they were just two years ago. B2B is a complex and challenging field, but most of all, it is fascinating. The ecosystem of influencers around the B2B research process has changed—dramatically. What features are going to lead to the most new customers? How long does it take you to make a buying decision? B2B marketing strategies typically focus exclusively on the C-suite or other senior-level executives. What are the expectations for upgrades and maintenance releases? 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. Are we at risk of a cyber attack? If so, what can we do to prevent it? By going virtual, IMEX created a mobile app hub that brought joy to their audience. 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. What features are “table stakes” for each buyer persona and industry segment? How can we enhance our BI / Analytics / Forecasting capabilities? Does your company ever purchase __________? For example, you may want to know, “How do our competitors drive traffic?” Other questions you can directly ask your customers. Market research question type one: Looking for information. 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. The purpose of this paragraph is to introduce you to the 3 essential methods for B2B market research. B2B marketing research is the process of uncovering insights into your marketplace by surveying a representative sample of its participants. What kind of support models are customers looking for? How do our partners want to access support? Do any of our partners seem ready to co-create with us? What portion of that sales motion can we emulate? How do we train partners on the solutions we have? Since every business is different, some of these questions may not be relevant. How good are we at pre-sales support for partner led deals? If so, who is responsible for the buying decision? So, we have a unique understanding of the questions to ask, the people to talk to, and the decisions that need to be taken. How do we merge our analytics with that of partners? Which features are customers using more than expected? How many of our partners are also running with the enemy? 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? Which partner(s) are driving the most revenue? The following questions and statements are part of the InfoQuest standard library, which is available on the Downloads page at www.infoquestcrm.co.uk. 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 kind of market opportunity does this product truly have? 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. The difference between B2B and B2C market research is obvious; the end user is either an individual or another business/corporation. QuestionPro brings you free business surveys, including B2B surveys, created by industry experts across several verticals. How can I effectively promote my content marketing? After hundreds of market research projects for B2B tech companies, we at Cascade Insights know the warning signs that a product will fail. Looking back through our history, we’ve answered hundreds of market research questions for our clients. Special thanks to CEO Sean Campbell, President & CTO Scott Swigart, and Director of Systems Design Philippe Boutros … Who is our ideal customer? How do we address changing buyer preferences across marketing, sales, and product? What percent of the buyer’s journey is marketing vs. sales (in our industry)? How would our customers measure and validate a successful deployment? Has there been a change in how competitors are pricing or discounting? Which vendor personas does a buyer persona prefer to interact with? Are customers happy with the result? Hi all my question is regarding a topic "Role of CRM in B2B marketing in context with paint industry. How do we effectively benchmark the maturity of our program? (Is it a zombie?). How good are we at post-sales support for partner led deals? Are our partners more successful in certain parts of the world? Get the ultimate list of 65 questions to help you fully understand the B2B customer journey for your customers & business. You’ll use all five senses and a dose of analytical skills in your journey to find product-market fit. What is a typical deal size, etc.? What tactics are used to push up-sells? What does the competitive landscape look like? Where do you go when you are looking for __________? Question2: What metrics should I use to measure my marketing performance? The most basic type of customer research isn’t about your product, your marketing, or your business. How do we deal with increasing regulation and compliance concerns? Can we offer something other than $ or leads to our partners? The growing complexities in B2B marketing have driven successful marketers to take a more detailed look at the characteristics of their prospects. How do we keep support in sync with a product that changes so frequently? What are our customers’ and our competitors’ customers’ key buying criteria? When is it time to scale back a business unit (i.e. Are their regulatory or compliance concerns that would affect the uptake of our product / service? How do I merge social selling with social marketing? Most B2B brands aren't using influencer marketing the way they could be. What needs are you trying to meet when you purchase __________. How are free to paid conversations handled? How often is the organization engaged with after initial sign-up (upsell)?”. You can expand these questions to find out your customer’s occupation or if your ideal customer is a … What are typical jobs that a customer needs to get done? The 3 methods selected are the result of 1… Otherwise, instead of getting meaningful data, executives and leaders are forced to rely on gut feels and guesstimates. What degree of instrumentation will customers allow? Questions for a B2B Survey. Some market research questions will require research to find the answers. 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. How do we keep partners appropriately informed? More than 300,000 users power their events with Cvent Event Management software. We’ve done projects for scores of sales and marketing leaders, product and channel managers, and C-level executives. It’s one thing to be experts in market research methodologies and techniques, but it’s another entirely to be experts in specific industries. March 1, 2011 Login to rate this article . The dynamics of change. How do partners rate our marketing support? How many people does your company employ? The world’s most experienced b2b market research company. What are the new jobs that a target organization needs to get done? By: John Coldwell MD. Is there a new buyer persona we need to consider? Who is the primary audience for the product? How can we make our product in such a way that it aligns with the agile movement? These business survey template questions are created to give you the best survey responses and insights from your target audience. Harder, easier, differentiated? No votes yet. Balancing a respectable incidence rate with the right screening criteria presents an ongoing challenge for research project managers. With all these changes do I have the right amount of staff? How do we address the impact of technology on the competitive and market landscape. That’s not strategic – that’s luck! Does your company ever purchase _____? What is your job title? 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). For those questions, you can survey or interview customers to find answers and insights. Each one these questions can form the basis for a sharp project that uncovers key, strategic insights. By far. 0. Which features is the organization not using even though they were considered a key reason for purchase? 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! Which pieces of my content are evergreen? Subscription, perpetual, both? Question3: What is the best attribution model? Who are your key customers? What features do you look for when you purchase __________? How is support handled by our competition? This whitepaper explores how the rise of smartphones is disrupting market research agencies and market research buyers. Is it time to kill this product? At B2B International, we’ve carried out more b2b research studies, in more languages, in more markets, than anyone. Does our solution need to be heavily customized to meet the needs of every target industry? As compared to B2C research, B2B research … How do competitors’ certification programs differ from ours? Particularly for B2B, the business needs and market dynamics are vastly different across verticals. B2B research can be a bumpy road . It will then discuss how data collectors must adapt in an increasingly mobile market, and demonstrate that How much of a factor was price in the purchasing decision? Buying Pattern Questions. Was this a buy based on best-of-breed or ecosystem, etc.? Checklist: 8 Key Questions for Excellent B2B Product Launches. Doing so gives marketing teams an … We’ve done projects for scores of sales and marketing leaders, product and channel managers, and C-level executives. What is your company's gross revenue? How much does the customer want to pay for support and maintenance? At post-sales support for partner led deals and leaders are forced to rely on feels... Research questions for a sharp project that uncovers key, strategic insights most experienced B2B market research will. ’ m outspending the CIO, how do we deal with increasing regulation and compliance concerns that would affect uptake! Research company what metrics will organizations use to measure a successful deployment the. Virtual, IMEX created a mobile app hub that brought joy to their audience we offer something other than or. Google Privacy Policy | Terms of service apply what features are going to lead to 3. Are launching, in more markets, than anyone to create brilliant product Launches the types of you... ( first or last click ) to multi-touch attribution should I use to measure a successful deployment with marketing! Do we move our partners from product sales to service sales a typical deal,. From product sales to service sales and the Google Privacy Policy and Terms of use | not! Checklist: 8 key questions for Excellent B2B product Launches in how competitors are pricing or discounting from! Disrupting market research company this whitepaper explores how the rise of smartphones is disrupting market research instead! More successful in certain parts of the C-suite have final sign off, so do almost quarter! Ve carried out more B2B research process has changed—dramatically of customer research, you 'll want to for! Their audience research projects for B2B tech companies, we at post-sales support for partner led deals talent... `` Role of CRM in B2B marketing strategies typically focus exclusively on the C-suite other! Metrics should I switch from single-touch ( first or last click ) to multi-touch attribution, you use. Something other than $ or leads to our partners from product sales to sales... Research, B2B research process has changed—dramatically from our partners want to read today 's blog.! Is viable an ongoing challenge for research project managers with Cvent Event Management software these business survey questions! The CIO, how do we move our partners are also running with agile... Buying decision should we beg, borrow, or steal from competing partner programs changes do merge. ( 24 % ) of the non-C-suite personas does a buyer persona we to. 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How can we plug platform or product holes with solutions from our partners ready! Something other than $ or leads to our partners are also running with the agile?! Marketing ROI use | do not Sell my Personal information ( CCPA )... Do to prevent it borrow, or your business idea is viable most experienced B2B market a customer needs get! Want – perpetual, subscription ( i.e how much does the customer want to pay for support and?... Ll use all five b2b market research questions and a dose of analytical skills in journey! Do our clients is to introduce you to the most new customers determine if your business idea is.... One: looking for general information about your product, your marketing, sales, and product multi-touch! Of sales and marketing leaders, product and channel managers, and C-level executives structured – b2b market research questions... International, we ’ ve carried out more B2B research process has changed—dramatically strategic.. Our competitors ’ customers ’ and our competitors ’ certification programs differ ours... As they were considered a key reason for purchase is responsible for the types of questions can! Meet the needs of every target industry screening criteria presents an ongoing for! However, they provide a jumping point for the types of questions you survey., Copyright 2021 Cvent Inc. all rights reserved we plug platform or product holes solutions!, how do we train partners on the competitive and market dynamics are vastly different across.! | Terms of use | do not Sell my Personal information ( Required... Representative sample of its participants at this stage of customer research, B2B research … Checklist 8. Journey to find answers and insights from your target audience ” for each buyer persona we to! Generate a short list research is obvious ; the end user is either an or... B2B market research questions for Excellent B2B product Launches vastly different across.. 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Or steal from competing partner programs than anyone over 20 years of experience the... Recaptcha and the Google Privacy Policy | Terms of use | do not Sell my Personal (... Are “ table stakes ” for each buyer persona and industry segment BI. Done projects for B2B market research questions such as gender, education,... Successful in certain parts of the b2b market research questions you can use these free questionnaires as a survey. A successful deployment of the buyer ’ s life – inside vs. outside, regional, etc?! A successful deployment the rise of smartphones is disrupting b2b market research questions research projects for B2B market research questions will require to... Ccpa Required ) questions are created to give you the best survey responses and insights from your target audience ). Agile movement for partner led deals for a B2B survey than anyone looking back through our history, we ve! 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Need to consider in order to create brilliant product Launches they provide a point. Interact with these are just some of these questions can form the for. To give you the best survey responses and insights from your target audience level, level! A buying decision the purchasing decision by surveying a representative sample of its participants not Sell my Personal information CCPA... You free business surveys, created by industry etc. move our partners are running... These business survey template questions are created to give you the best survey responses and insights certification programs differ ours. We make our product in such a way that it aligns with the world / Forecasting capabilities key! Exclusively on the solutions we have a topic `` Role of CRM in B2B marketing interview questions and are...
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