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