B2B, Schulich, Business Marketing

1. Business-to-Business
Market Research
Class Leadership Report by
Abhishek Nand and Sam Bachra

2. “To steal ideas from one person is plagiarism,
to steal ideas from many is research”
-Unknown

3. Market Research – Formalized Curiosity
• Seeking market and consumer insights
• Leveraging it to maximize impact of the
product & its communication
• Therefore, driving business growth by giving
the company a competitive edge

4. http://www.youtube.com/watch?v=n1FDWTRh
ARk
How & why market research is commissioned by
Paul Hague (B2B International)

5. A decision making tool that answers…
Who our Target Group is
Helps identify the right playground
What they want
Helps in product development
Why they want it
Helps position the brand relevantly
How they want it

6. Customers are getting smarter
“A startling 60%* of the buying decision is made
BEFORE speaking with a supplier”
*The End of Solution Sales, Harvard Business Review
 Seek information and not help
 Search for solutions online
 Determine the criteria themselves

7. Giving birth to ‘Content Marketing’
“when customers need you and you seek out with
RELEVANT, EDUCATIONAL, HELPFUL, COMPELLING and
sometimes ENGAGING information”

8. Relationships
• 80/20 Rule
• Post Sale

9. Causing a Paradigm Shift
From Self-servicing
“But our product, it has all these great
features and functionality that you’ll love”
To Buyer-centric
“Here are ways to solve your problem
and attain your goals”

10. Thank You