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