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