Types of Research
Exploratory Research: Product and Service Improvement
Determines which features and capabilities are truly worth developing, how motivated customers are to upgrade, how much buyers are willing to pay, who will be involved in the purchasing process, and what substitutions may already exist.
Sales Win-Loss Analysis
Determines, from the buyer's perspective, what the priorities were that drove the decision, evaluation and selection criteria, pricing and contract issues, effectiveness of references, the relative importance of various stakeholders in the decision chain, effectiveness of presentations, the strength and weaknesses of the competition, what your company did well and what it could have done better.
Customer Retention Research
Identifies at-risk customers who may defect, willingness to refer, opportunities to improve value, perception of your company among competitors, cost/value breakdown, how well your company understands changing service needs of particular customers, how customers want to see your company change, and emerging situations that impact your company.
Buyer Decision Processes Identification
Clarifies the decision process of your existing accounts or potential new accounts for purchasing your products and services. We identify for you which types of stakeholders are involved in the decision, who does the initial research, external and internal influencers, at what level within the organization the actual decision is made, who has the budget, who signs off on the decision, what criteria are used to evaluate the products and services, the length of the purchasing cycle, who is the champion, and who poses the greatest threat to a decision in your favor.
Implementation and Post Implementation Interviews
Monitors stakeholder experiences during and after technology implementation projects to help you monitor progress, success factors, and satisfaction.
Lost Customer Interviews and Analysis
Determine the unbiased reasons why they decided to partner with another company. We help you learn not only why they left but also what it may take to win back their business in the future. Most importantly, we help you understand how to prevent other customers from leaving for similar reasons.