B2B research articles and case studies
Growing revenues from key accounts
Research shows that a 5% increase in customer retention creates a 75% increase in net customer value. Retaining and ‘farming’ customers then – especially the small proportion that generate the majority of revenues - is central to business success. In this white paper we explore how research can optimise key account retention and drive revenue growth.
Click to view - key account and customer satisfaction research
Building a powerful B2B brand
There are many misconceptions about the role and importance of brands, especially in a B2B environment. In this white paper we address these misconceptions by identifying the seven hallmarks of a successful brand and providing a practical five step guide to building a powerful insight driven brand.
Click to view - B2B branding research
Trade events: cost or investment?
A lot of talking goes on at trade events but does exhibiting really deliver ROI? David Willan thinks the answer is yes. He also thinks this ROI can actually be measured.
Click to view - trade event research
Optimising your margin in turbulent times
Most businesses are eternally searching for the optimum price point. A point where they're not missing out on profit by charging less than customers can comfortably bear and at the same time not losing volumes by charging too much. In this short article we explore how research can help reach this elusive goal.
Click to view - pricing research
Some research ideas for B2B marketing agencies
B2B marketing and communications agencies are adapting to three important shifts in the marketplace. Client spend is shifting towards digital media, business decision makers are victims of information overload and clients are demanding tangible measures of ROI. In this article we outline how research can provide agencies - and their clients - with a valuable edge throughout all stages of the engagement process, from pitch to post-launch.
Click to view - research ideas for B2B marketing agencies