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