B2B research

B2B (Business to Business) marketing research is a research that is conducted to determine the needs of customers, the main factors in the choice of a certain type of product by customers, as well as the main competitors and directions of business development. The main difference of this study is that only legal entities are the subject of analysis.

Studying any industrial market requires the analyst to have at least a basic understanding of the business context and the ability to take into account the specifics of a particular industry. The analyst should necessarily have impeccable knowledge of the specifics of this market segment.

Why is B2B analysis difficult?

Unlike the B2C survey, the respondents are not ordinary consumers, but certain experts in their field. This can be a survey of senior management or middle management. In some cases, the specialist who is responsible for the research area is interviewed, while the position he occupies may be different, depending on the size of the organization. Most often, decision makers (DM) or those, who influence decision making, are interviewed.

Of course, organizing a survey of a narrow circle of specialists who are extremely busy and often simply do not have any reason to make contact is much more difficult than a survey of the population. When planning your survey, you need to understand that in some industries there is an outright ban on participation in any surveys about professional activities for safety reasons.

For example, in large companies there are a number of difficulties, when organizing a survey with participation of decision makers:

• Sufficiently complex organizational structure. It is simply not clear in whose area of responsibility the issue under study lies.
• Internal regulations, which prohibit contacts of specialists with people from the outside regarding their professional activities.
• High workload of specialists.
• The person, you are interested in, may not be interested in participating in the interview or survey being conducted (poorly developed legend, week motivation, etc.).

Comprehensive analysis of B2B markets

Interviewing specialists in B2B markets provides extremely valuable information that is not available with other types of research. The obtained information is used by the company to achieve a positive result in the shortest possible way.

In addition to the survey, desk research can be used to gain a broader picture of market size and other details.

ResearchView specialists have extensive experience in different market segments, which allows for a comprehensive analysis of B2B markets. According to the results of the work, you will receive a detailed report that will be useful to you when making decisions. It will be based on the opinions of relevant specialists, experts and decision-makers.