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B2B Vendor Success

B2B Vendor Success

It's well known that B2B buyers are most interested in product features and functionality when evaluating vendors and their solutions. But buyers' perceptions of company-related attributes, factors such as reputation, service and support, and customer references, can tip the scales, especially in close competitions. // In its B2B Vendor Success study, Primary Intelligence examines eight standard company-related criteria buyers use to judge vendor effectiveness. The results are pulled from over 10,000 B2B purchase decisions since 2008 and broken out by vertical industry, geographic region, and wins versus losses. // Primary Intelligence offers strategies and recommendations vendors can use to improve how buyers perceive them, thereby increasing their win rates and improving their understanding of buyers.


Report Overview
Key Findings
Research Methodology
Intended Audience
Respondent and Organizational Demographics
Respondent Departments
Respondent Roles
Respondent Vertical Industries
Company Attribute Research Results
Overall Results
Recent Results
Vendors Performing Well in Most Company Attributes Important to Buyers
Company Attribute Analysis
Experience in Your Industry
Overall Buyer Ratings
Wins versus Losses
Vertical Industry Performance
Regional Performance
Recommendations
Customer References
Overall Buyer Ratings
Wins versus Losses
Vertical Industry Performance
Regional Performance
Recommendations
Reputation
Overall Buyer Ratings
Wins versus Losses
Vertical Industry Performance
Regional Performance
Recommendations
Deliver What Was Sold
Overall Buyer Ratings
Wins versus Losses
Vertical Industry Performance
Regional Performance
Recommendations
Vendor Financial Viability
Overall Buyer Ratings
Wins versus Losses
Vertical Industry Performance
Regional Performance
Recommendations
Future Direction
Overall Buyer Ratings
Wins versus Losses
Vertical Industry Performance
Regional Performance
Recommendations
Company Size Fits Needs
Overall Buyer Ratings
Wins versus Losses
Vertical Industry Performance
Regional Performance
Recommendations
Service and Support
Overall Buyer Ratings
Wins versus Losses
Vertical Industry Performance
Regional Performance
Recommendations
Recommendations for Optimizing Success with Company-based Criteria
About Primary Intelligence
About Carolyn Galvin
Additional Information
Disclaimer
License
Contact Information
List of Figures
Figure 1: Respondent Departments
Figure 2: Respondent Roles
Figure 3: Respondent Demographics
Figure 4: Company Attributes Most Important to Buyers (Overall Results)
Figure 5: Company Attributes Most Important to Buyers (2014 - January 2016)
Figure 6: Overall Performance for Experience in Your Industry
Figure 7: Experience in your Industry Ratings by Wins vs. Losses
Figure 8: Vertical Performance for Experience in Your Industry
Figure 9: Regional Performance for Experience in Your Industry
Figure 10: Overall Performance for Customer References
Figure 11: Customer References Ratings by Wins vs. Losses
Figure 12: Vertical Performance for Customer References
Figure 13: Regional Performance for Customer References
Figure 14: Overall Performance for Reputation
Figure 15: Reputation Ratings by Wins vs. Losses
Figure 16: Vertical Performance for Reputation
Figure 17: Regional Performance in Reputation
Figure 18: Overall Performance for Delivering What Was Sold
Figure 19: Delivering What Was Sold Ratings by Wins vs. Losses
Figure 20: Vertical Performance for Delivering What Was Sold
Figure 21: Regional Performance for Delivering What Was Sold
Figure 22: Overall Performance for Vendor Financial Viability
Figure 23: Vendor Financial Viability Ratings by Wins vs. Losses
Figure 24: Vertical Performance for Vendor Financial Viability
Figure 25: Regional Performance in Vendor Financial Viability
Figure 26: Overall Performance for Future Direction
Figure 27: Future Direction Ratings by Wins vs. Losses
Figure 28: Vertical Performance for Future Direction
Figure 29: Regional Performance in Future Direction
Figure 30: Overall Performance for Company Size Fits Needs
Figure 31: Company Size Fits Needs Ratings by Wins vs. Losses
Figure 32: Vertical Performance for Company Size Fits Your Needs
Figure 33: Regional Performance in Company Size Fits Needs
Figure 34: Overall Performance for Service and Support
Figure 35: Service and Support Ratings by Wins vs. Losses
Figure 36: Vertical Performance for Service and Support
Figure 37: Regional Performance in Service and Support

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