Industry Insights
War Gaming & Counter-Intelligence: Protecting B2B Revenue from Unforeseen Competitor Moves
B2B revenue leaks rarely happen in plain sight. Executive leadership teams frequently operate under a dangerous, comfortable illusion: assuming that market dynamics, client loyalty, and competitor behavior will remain static long enough for their multi-year strategic plans to play out. In reality, market share erosion and sudden deal losses do not usually stem from massive,…
Read MoreB2B Mystery Shopping Enhances Competitive Vigilance & Uncovers Blind Spots
B2B Mystery Shopping: Enhances Competitive Vigilance & Uncovers Blind Spots The harsh world of competition has been a focus of business literature for many generations. Whether it’s a B2B or B2C environment, competitors are always looking for a weakness or blind spot in their competitors’ offerings. A few companies even conduct research on themselves to…
Read MoreUsing Customer Experience to Lead Product Innovation
Product innovation driven strictly by internal assumptions is a high-risk gamble. Too often, B2B organizations design and deploy research studies that measure how respondents rate a product against arbitrary, pre-selected standards—such as ease of use, reliability, or feature sets. When market research is “wrapped around” predefined product features rather than grounded in actual customer experience,…
Read MoreCI on Emotional Attachments
Competitive Intelligence: Avoiding Emotional Attachments (Just a year-end rant) Whether as a consultant or an employee, it is inevitable that you encounter clients or bosses who do not value your work or have regard for you. Being in their presence saps your energy (physical and psychological) and you are left feeling like you lost a…
Read MoreTaken for a Money Ride
Taken for a Money Ride How hidden costs & charges are used to fleece customers In many business sectors it is common practice to use hidden costs or charges to make customers pay more than what they think they are paying. In this brief article we will look at two examples of how customers wind…
Read MorePrivacy & Personal Information
August 10, 2017 TO: Marketing Research & Intelligence Association RE: NAFTA Negotiations Regarding Out-of-Country Storage of Publicly-Held Personal Information Q. 1: Do you see any issues with publicly-held personal information flowing to the United States? Q. 2: Should the MRIA (Marketing Research & Intelligence Association submit a brief to the Canadian government calling on it…
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