B2B market research with the people who specify, buy, use and sell.
Hear from each person behind a business purchase, in technology, industrial and food markets, before you set the offer, the message or the route to market.
When a business purchase is hard to read.
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Several people influence the decision, for different reasons.
Hear each role on its own, from the engineer who specifies to the manager who signs, and see where they pull in different directions.
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The people who decide are out of your reach.
We meet the specialists, operators and distributors your sales team may never speak to.
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Different buyers need different reasons to choose.
Personas for each audience, with your messages taken to the buyers they were written for.
Business buyers, in their own words.
“I have never had a research firm provide such high quality, accurate and excellent work.”
- Speaking credibly to a community of professional arborists A communication playbook with illustrated principles, and long-term roadmaps. What happened next Commissioned further research with the same professionals, and later launched new products.
- Getting to know everyone behind an enterprise technology purchase Buyer personas built from a survey and refined in interviews, with messaging guidance for each audience. What happened next New work commissioned every year since, and a proposition we explored with it later launched publicly.
- Mapping where a communications software platform could do more Jobs-to-be-done maps and personas for PR professionals and journalists. What happened next Brought us back to do the same with journalists, after the first program with PR professionals.
Questions B2B teams ask.
Could we ask our customers ourselves?
Sometimes, and your own sales conversations are a good place to start. People speak more freely to someone who isn’t selling to them, and we can ask without naming you.
When is B2B research the wrong choice?
When your sales conversations already reach the people who decide and answer the question, or when nothing is waiting on the answer.
Selling to businesses, and not sure who decides?
Send us the question and the market. We’ll say whose view it depends on, and whether interviews, a survey or both would answer it.
A partner or director will reply.