Business to Business
There are many differences between consumer and B2B markets. The differences do not necessarily lie in the products themselves, but in the way these products are exchanged, and the relationships which exist. In our experience, we find that business-to-business markets are characterised in the following ways
- Complexity of the purchase decision
- Derived Demand
- Less choice, or ability of switch supplier
- Smaller customer base
- Personal customer relationships
- High Value spend
- Technical products
- Differences in the ways in which product benefits are marketed
Business-to-Business research requires real expertise. At Market Xcel, our consultants and interviewers are well experienced in conducting in-depth interviews (face-to-face and over the telephone) and focus group discussions, with a variety of decision makers in MNCs. Our C-level audiences include CEOs, IT Managers, Financial Directors, Purchasing Managers, Business Line Managers, Retailers, etc.
By providing in-depth research insights, we have helped our clients understand the business market in a variety of situations:
- Understanding business environments and measuring business needs
- Segmentation and profiling of business customers
- Markets and competitive analysis
- Vertical market analysis
- Understanding decision making process
- Assessing market potential and feasibility
- New product/service concept tests
- Analysing distribution and sales channels - channel mapping, channel needs analysis
- Understanding process of evaluating and selecting partners / suppliers
- Benchmarking performance against competitors (e.g. product performance, customer satisfaction, brand perception)
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