Nine studies · B2B research and strategy
Every study is designed around the decision in front of you. Most begin with one-to-one Kinetic Depth Interviews, conversations led by an interview plan instead of a questionnaire. Some add online forums, competitive intelligence or a quantitative phase.
See the research methodsOne
Which product category could you own, and have not claimed yet?
Positioning finds product categories you can own. We discover your positioning options. Depth interviews surface the options, then the preferred position is tested before anyone commits to it.
Read about positioning
How strong is your brand next to the competition, measured rather than assumed?
We measure and assess the power of your B2B brand relative to your competition.
Read about brand equity
Do you know what buyers and influencers need, or do you assume it?
Tracking the needs, attitudes and preferences of current and potential buyers and influencers.
Read about market attitudesTwo
The words you choose, the objections nobody voices and the channels that carry your line are the three places a B2B sale most often slips. Each study listens to the people who decide.
Are you describing the product in your language or in your buyer's?
Finding ideas and words that compel.
Read about messaging
Why do good deals stall for reasons nobody says out loud?
Identifying impediments to sales success.
Read about hidden sales bricks
Is the channel you sell through pushing your line, or someone else's?
Accelerating sales through optimal distribution.
Read about distributionThree
Technology that has not arrived, a price you have not tested and a product you have not built yet. These studies turn what is coming into a choice between real options, not a single bet.
What competing technology is arriving that you have not seen yet?
Spotting and monitoring emerging promising or competitive technologies.
Read about technology insights
Is your price set by buyers' value, or by cost-plus and the last quote?
Assessing opportunities in pricing.
Read about pricing
Is the first idea you had the best one on the table?
Generating and testing concepts for new or modified products and services.
Read about new product conceptsHow any of the nine begins
Thomas Brown tailors an engagement plan to your goals, assumptions and situation. Nothing starts until you approve it. Not sure which study fits? Describe the decision and he will tell you. Typically he can offer some immediate, valuable ideas on that first call.