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Market Research​

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B2B Market Research That Gives You a Clearer View of Your Market

Making good commercial decisions depends on having good information.

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Whether you're considering entering a new market, launching a new product, assessing customer satisfaction, researching competitors or trying to understand how your target customers buy, 24 I.S. Sales Intelligence can provide the research and market intelligence you need to make better-informed decisions.

 

We combine targeted data, desk research and professional B2B telephone conversations to gather information directly from the businesses and decision makers that matter to you.

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Our approach can provide both quantitative information — what is happening — and qualitative insight into why it is happening.

 

Talk to us about your market research requirements →

 
Why Market Research Matters

Businesses often make important decisions based on assumptions about their market.

 

Who are the real decision makers?

 

What are customers looking for?

 

Who are they currently buying from?

 

What do they like or dislike about existing suppliers?

 

How much are they prepared to pay?

 

When are they likely to purchase?

 

What would persuade them to change?

 

Good market research helps replace assumptions with real information from the market itself.

 
Research the Market. Understand the Opportunity.

Our market research services can be designed around the specific questions your business needs answered.

For example, you may want to understand:

  • The size and characteristics of a particular market

  • Who operates within a specific sector

  • How businesses currently purchase a product or service

  • Which suppliers are being used

  • Customer satisfaction with existing suppliers

  • Buying criteria and decision-making processes

  • Current and future requirements

  • Market trends

  • Competitor positioning

  • Potential demand for a new product

  • Potential demand for an existing product in a new market

  • Pricing expectations

  • Contract and renewal cycles

  • Barriers to purchasing

  • Opportunities for new business

 
B2B Market Research

Our particular strength is business-to-business market research.

 

We can identify and contact businesses within defined:

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  • Industries

  • Geographic areas

  • Company sizes

  • Turnover bands

  • Job functions

  • Decision-maker profiles

  • Existing customer groups

  • Prospect groups

 

We can work from your existing database or help develop the target data required for the research exercise.

 

This allows us to build a research project around your ideal respondent, rather than relying on whoever happens to complete an online questionnaire.

 
Primary Market Research

One of the most valuable forms of market research is speaking directly to the people who operate within the market.

 

Our team can conduct structured telephone research with your target audience, asking agreed questions and recording the responses.

 

This can provide information that isn't necessarily available through Google searches, industry reports or publicly available databases.

 

For example, instead of assuming that businesses are dissatisfied with their current supplier, we can actually ask them.

 

Instead of estimating when contracts are likely to be renewed, we can investigate.

 

Instead of guessing what customers want from a new proposition, we can ask them.

 

First-hand information can be extremely powerful.

 
Telephone Market Research

Telephone research is an important part of our market research capability.

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Our experienced B2B callers can have structured conversations with respondents, following an agreed questionnaire while also being able to clarify and explore answers.

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This is particularly useful where you need more than a simple Yes / No response.

For example:

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"Are you happy with your current supplier?"

 

If the answer is "not particularly", we can potentially explore:

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  • What are you unhappy with?

  • What would you like your supplier to improve?

  • Would you consider changing supplier?

  • When does your current contract expire?

  • Who makes the purchasing decision?

 

That additional context can turn a basic survey response into valuable market intelligence.

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Find out more about our Telephone Surveys →

 
Customer Research

Your existing customers can provide some of the most valuable information available to your business.

 

We can conduct research to understand:

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Customer satisfaction

How satisfied are customers with your products and services?

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Retention

Are there customers who may be at risk of leaving?

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Future requirements

What additional products or services might customers require?

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Buying intentions

Are customers planning to invest or purchase in the future?

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Service improvement

What could you do differently to improve the customer experience?

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Cross-selling opportunities

Are there additional requirements that your business could satisfy?

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Prospect & Market Research

Research doesn't have to be limited to existing customers.

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We can also investigate your prospective customer base.

 

For example, we can establish:

  • Which products or services are currently being used

  • Who supplies them

  • How satisfied prospects are with their current arrangement

  • Whether they have upcoming projects

  • When contracts are due for renewal

  • What factors influence their purchasing decisions

  • Whether they would consider alternative suppliers

This can help you understand not only who your potential customers are, but also how you might successfully sell to them.

 
Competitor Research

Understanding your competitors is an important part of understanding your market.

 

Where appropriate, research can establish:

  • Which competitors are most commonly used

  • How customers perceive different suppliers

  • What customers like about competing propositions

  • Where customers believe existing suppliers could improve

  • What factors influence supplier selection

  • How customers compare different propositions

  • Where gaps may exist in the market

 

This can help identify potential areas of differentiation for your own business.

 
New Product & Proposition Research

Thinking about launching a new product or service?

 

Market research can help you test the proposition before committing significant resources to a full launch.

 

We can help investigate:

 

Is there a genuine market requirement?

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Who would potentially buy it?

 

What problem does it solve?

 

How are businesses currently addressing that problem?

 

What would make them consider an alternative?

 

What features are most important?

 

How frequently would they purchase?

 

What pricing would be acceptable?

 

This provides valuable insight before you commit heavily to product development or marketing.

 
New Market Research

Entering a new market can involve considerable investment.

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Rather than relying entirely on assumptions, we can help you research the opportunity beforehand.

 

For example, you may be looking to expand:

  • Into a new industry

  • Into a new geographic area

  • From consumer into B2B

  • From small businesses into the mid-market

  • From the UK into international markets

  • From one product category into another

 

We can help you understand the potential market, identify appropriate prospects and speak directly to businesses within it.

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Sales Intelligence & Market Research

This is where our Sales Intelligence experience provides an important additional dimension.

 

We don't just see market research as collecting data.

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Our experience in B2B sales means we understand the commercial value of the information we're collecting.

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For example, during a research project we may discover:

 

A prospect is unhappy with their existing supplier.

 

That is useful market intelligence.

 

But if we also establish:

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Their contract expires in six months, the IT Director is responsible for the decision and they are prepared to consider alternative suppliers.

that becomes a potential sales opportunity.

 

Where appropriate and agreed in advance, we can therefore structure research campaigns to identify both market insight and commercially relevant opportunities.

 
From Research to Action

Our objective is to provide information that your business can actually use.

Depending on the project, the output might include:

  • Contact information

  • Survey responses

  • Market trends

  • Customer feedback

  • Competitor information

  • Supplier information

  • Decision-maker information

  • Contract and renewal dates

  • Buying intentions

  • Future projects

  • Potential sales opportunities

 

The information can be provided in an agreed format for use by your sales, marketing or management teams.

 
Flexible Market Research Campaigns

Every research project is different, so we can tailor the size and duration of the campaign around your requirements.

Short Research Projects

A focused exercise designed to answer a specific commercial question.

Large-Scale Research

Targeting hundreds or thousands of businesses across a defined market.

Ongoing Market Intelligence

Regular research to monitor changes within your market.

Customer Research

Regularly checking customer satisfaction and future requirements.

Campaign-Based Research

Research undertaken before a new product launch, market entry or sales campaign.

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Our Experience Across Multiple B2B Markets

24 I.S. has extensive experience of working across a variety of B2B sectors.

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This includes:

  • IT & technology

  • Cyber security

  • Telecommunications

  • Software

  • Professional services

  • Legal services

  • Construction

  • Procurement

  • Renewable energy

  • Business services

 

This experience means we can quickly understand new propositions and develop an appropriate approach to reaching the businesses and decision makers relevant to your research.

 
Market Research That Can Lead to Sales

For some organisations, the ultimate value of market research is identifying where the commercial opportunity exists.

A well-designed research campaign can help you move from:

 

Unknown market

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Understanding the market

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Identifying target businesses

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Understanding their requirements

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Identifying potential opportunities

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Generating sales conversations

 

That is the philosophy behind 24 I.S. Sales Intelligence.

 
Why Choose 24 I.S. for Market Research?

Real B2B Experience

We've spent years speaking to businesses and decision makers across multiple sectors.

Telephone Research Expertise

Our team can conduct structured, professional conversations designed around your research objectives.

Sales Intelligence

We understand how to identify information that has genuine commercial value.

Flexible

Campaigns can be designed around a specific research project or delivered on an ongoing basis.

Targeted

We can focus research on the exact businesses, sectors and decision makers that matter to you.

Actionable Information

Our aim is to provide information that helps your sales, marketing and management teams make better decisions.

 
Let's Find Out What Your Market Is Really Saying

If you're considering entering a new market, launching a product, assessing customer satisfaction or simply want a better understanding of your target customers, 24 I.S. Sales Intelligence can help you find the answers.

 

We'll work with you to establish what you need to know, who you need to speak to and how the resulting information can be used by your business.

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Talk to 24 I.S. About Market Research

Ask the right questions. Speak to the right people. Make better-informed decisions.

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Please contact us on 01782 409788 for no-obligation advice, and for a quotation.

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