B2B MARKET RESEARCH AGENCY
What is B2B Market Research?
B2B (Business To Business) refers to deals, partnerships or supplier transactions between a business and other businesses.
B2B market research is designed to help businesses improve market knowledge; data flows; customer or stakeholder experiences (internal and external); competitor intelligence; value chain efficiency; and people productivity.
B2B research can highlight strengths and weaknesses in the flow of business transactions and compare business interactions against competitors.
Market research can help a business understand how and why to switch suppliers if value chain interruptions occur so that they can manage and mitigate risk. It can help ascertain derived demand and pinpoint pain points and solutions up and down the value chain in order to meet customer demand requirements.
What is a B2B Business?
A B2B business is any business that has another business as its end client such as financial services.
Technology businesses are typically B2B. They may have high value transactions with a smaller customer base and Intel is a great example. Intel manufactures the chip that goes inside of a computer, and they sell it to a company wholesale. That company then on-sells the computer through a retailer to a consumer. Consumers don’t directly buy the chip from Intel. They buy the computer with the complex technology in place.
B2C (Business to Consumer) companies have consumers as their final customer, end user or client. These typically include manufacturers or anyone selling goods and services directly to people.
B2B Market Research Methods
Primary and secondary research methodologies are used in conducting B2B market research. This can involve collecting data from a range of businesses or their customers or it could involve a meta-analysis of existing data using customer databases or buying prospect panel data.
The following examples are typical of the types B2B research available.
Employee or Internal Stakeholder Engagement:
Useful when understanding issues facing your business in the supply of goods and services from another business. Face-to-face interviews or focus groups with staff or online communities and micro surveys.
Stakeholder engagement research:
You may need independent and unbiased conversations with your external stakeholders to understand your performance, their needs and how to improve customer satisfaction. Typically, this is qualitative research, face-to-face or in-depth telephone interviews but can include internet interviews and simple surveys.
Customer Experience (CX) research:
Using customer analytics platforms, qualitative in depth interviews or ethnographic observations as well as observational analytics to understand the experience of the business customer and how to develop better operational efficiencies. Insight community dashboards and qualitative and quantitative research is used to help build the customer experience map.
Market Sentiment research:
From using text analytics tools and data scraping from social media sites and the internet to simple qualitative tools. This is about understanding the context a business is operating in. Text analytics and data science play a role here to help understand ongoing, past and predicted future sentiment.
Pathway to Purchase research:
Purchase decisions range from simple to complex. Purchase decision maps can highlight drivers, barriers and biases in any purchase cycle and can also help manage demand planning.
Qualitative in-depth interviews plus surveys to size issues and tensions can help here.
There are many ways to approach B2B market research. An experienced market research agency can help you work through your research needs to fit your brief.
Want to know more?
FAQ for B2B Research
Ruby Cha Cha is an award-winning market research agency in Australia offering business-to-business (B2B) market research services. We understand the difference between marketing to companies, rather than marketing to consumers and we have an excellent track record with many satisfied customers.
Businesses today need to be customer-centric to survive. B2B research is essential for business development. B2B market research is when the end user is another business or entity rather than a person. B2B market research needs to be carried out on a regular basis to ensure you are always on top of the current trends in your industry and of your customers and consumers.
Effective B2B market research can gain you valuable information about your competitors, current market trends, spending habits of your customers and so much more. If you do not invest in market research, it could cost your business considerably more time and money in the long run if you do not develop customer led competencies now.
Customer relationships are special and need to be handled by experts who understand the industry and have strong customer service ethics. Research in B2B space also requires knowledge of how business customers act, think and feel. Understanding these needs requires collaboration with stakeholders and an awareness of industry knowledge. The discovery process should be a first step in any piece of B2B research.
Our insights allow clients to build strong brands, successful products and services, and powerful communications to your customers. We do this through a combination of qualitative and quantitative research methods, to provide insightful research you can use straight away. We offer expertise across a range of industries from financial services through to farm machinery and beyond. Our B2B research experts deliver skilled analyses in primary research; secondary research and can also facilitate stakeholder engagement sessions and workshops.
Perseverance, time and discernment are vital in recruiting customers for B2B research. Often clients believe having a customer list will help the research (and the budget). Unfortunately, this is rarely the case as customers on lists (vs people on market research panels) may not have opted in to do market research or may well be over researched by the company. Nonetheless, despite audiences in B2B research sometimes being more difficult to get (and more expensive), small sample sizes in B2B can be considered robust and impactful (for instance n=30 clients vs n=1000 Nat rep sample).
Ruby Cha Cha uses a range of data collection techniques in B2B research including desk research, face-to-face in depth or stakeholder interviews, zoom, skype or telephone interviews, focus groups, customer immersions, email surveys, and large-scale surveys and data analytics.
It all depends on the brief, the audience, and clients’ specific needs. For this reason, each study is customised. We tailor the research to your needs – whether the problem at hand is big or small, complex or simple, we can recommend the right approach to help solve your business needs.
There are many kinds of studies available based on the needs for monitoring, experience or growth. Here are a sample of the kinds of B2B studies on offer:
- Customer Satisfaction
- Loyalty and Advocacy
- Customer Experience
- Customer Journey Mapping
- Community Engagement Studies
- Buyer Personas
- Brand Architecture
- Brand Equity
- Brand positioning studies
- Brand health and brand tracking
- Customer & Market Segmentations
- Channel Optimisation Studies
- Advertising and campaign testing
- Concept Testing and Optimisation
- Market sizing and opportunity studies
- Innovation design and stakeholder management
- Facilitation and Workshops – Idea Generation, Road mapping
Our research studies are guided by the objectives, and we build efficient and cost-effective approaches designed to give you the answers you need. We use a mix of qualitative and quantitative research techniques, and work with you to deliver the results you need for success.
We have a range of case studies across various industries to back up our expertise. Ruby Cha Cha has worked across many B2B industries, including:
- Financial Services
- Streaming Services
- IT and Software
- Film and Media
- Not for Profit businesses
- Durable Goods
- Office Supplies
- Industrial Supplies
Even if we have not worked in your specific industry, we are a fast study and have lots of experience in B2B research issues, needs and problems to help you solve the burning issues.
Six excellent reasons to choose Ruby Cha Cha for your B2B market research needs:
- We are an independent, Aussie grown, boutique agency founded in 2008.
- We have an outstanding reputation for quality B2B research, strategy, and consulting with clients in traditional B2B industries as well as disruptive services such as fintech; biotech’s; legal techs; Edu techs; and so forth, so we know what’s ahead.
- We have B2B experience domestically and globally.
- You get a team of senior consultants running your projects who put the client needs first.
- We provide you with actionable outcomes you can use immediately.
- We offer innovative and flexible design approaches and tailor to your needs.
Get in touch with our team of B2B experts here at Ruby Cha Cha. We are happy to answer your questions and help you get the right brief and project design for your business.
To get started we offer a free consultation to help you work out your market research needs. We ca then provide you with a free-market research briefing tool available to help you plan your research needs, audience, and budget.
If you want to have a go at writing your own market research brief, a basic how to go is available on the website to get you started.