Segmentation: Are You My Type?
No company has the resources to successfully satisfy every potential target market. Careful and considered customer segmentation is crucial to success. Around one half of all business-to-business companies make a......
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The Questionnaire In Postal Research
...not be present when the questionnaire is being completed, the researcher must be able to imagine the difficulties the respondent will face and take these into account in the formulation......
B2B Blog entry
Taking an ‘Agile’ Approach to Product Development
...more Agile ways of working are clear. It allows large companies to respond to change and deliver products much faster. This is key to competing with innovative, smaller companies. A......
Zero Moment Of Truth (ZMOT) – The Significance For B2B Marketers
...of the mouse takes us to comparison websites, company websites, blogs and reviews. It provides us with the quickest and possibly the most objective intelligence on prospective products that anyone......
Sharpening The Distributor Network
...course relative sales performance may not tell the whole story. Distributors live in a competitive environment and some may suffer exceptional competition from other firms in their area. Nevertheless the......
B2B Blog entry
The 3 Core Components of Brand Health Tracking
Part of our Micro-Lessons series giving you the most important lessons in B2B marketing, designed to be read in 60 seconds. The 3 Core Components of Brand Health......
B2B Blog entry
Ryanair and the Importance of Internal Culture in Customer Experience
...company plays such a huge role in the success of any customer-centric focus – the culture comes from the people. Unfortunately for Ryanair (and, it seems, 400,000 of its customers)......
B2B Marketing Strategies in Developed & Developing Countries
...strategy. In developed markets, the picture is far less clear, with customers generally more demanding and high-quality competition more prevalent. This is where specialist pricing research comes into its own,......
What We Do
CHAID Analysis
...as well as categorical questions (e.g. company demographics). CHAID can only be performed if variables produce a statistically significant split in the sample. Since the sample is being repeatedly split,......
B2B Blog entry
Meet Our Leaders: Part 1
...be complacent in this industry! Which personal achievement are you most proud of? It has to be growing the company and therefore our team to be a 100+ strong family......
