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

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