Business-to-Business Research

MMR Strategy Group’s studies analyze business markets to identify opportunities for growth, as well as strategies to achieve those growth opportunities.

MMR Strategy’s business studies gather data from a wide variety of sources, such as interviews with managers, discussions with customer-facing staff, surveys of customers or channel partners, and our own analysis and expertise. Although we bring our own experience to each project, we work collaboratively with our clients to leverage their industry experience during the study.
MMR studies have helped clients to:

A number of key elements make business research different from consumer research:

  • Reaching respondents can be more difficult in business markets. This is especially true if the business respondents have specialized expertise. For example, it is easier to reach restaurant customers than to reach the operators who manage those restaurants.
  • Business markets often lack syndicated data. Business markets often lack pre-existing data, such as scanner data, sales data, or market share data. Often, business research requires that researchers use a combination of existing sources and educated estimates to estimate basic information such as market shares.
  • Purchase processes are different in business markets. For most consumer products, the buyer is either an individual or perhaps a family unit for larger purchases. By contrast, many business products are bought by buyers that might include committees, or might require approval from other influencers within the organization.
  • Business markets involve channel partners. Bringing a product to market often requires support from trade customers, such as distribution partners, retailers, or resellers. MMR Strategy’s business studies can evaluate the needs of trade customers, identifying product and service attributes that are most likely to generate support and purchases.

Contact us to learn more.




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