Do you understand what drives your customers’ behaviors and purchase decisions? Are your sales and marketing campaigns producing the desired results? If you struggle with attaining unique, actionable insights for top customers, you are not alone. Many companies lack meaningful customer information or underutilize what little information is available.
What companies need is value-added customer data and the ability to generate specific, evidence- based signals that can translate into targeted go-to-market strategies. With deeper customer insights, you can orchestrate relevant and compelling B2B marketing and sales plans that capitalize on growth opportunities and achieve results.
More than 75% of CXOs believe customer insights are critical to accelerating growth.
(Source: BCG)
More than 75% of CXOs believe customer insights are critical to accelerating growth.
(Source: BCG)
Turning Customer Insights into Competitive Advantage
OPPiDEA’s Center for Customer Insights & Analytics helps sales, marketing, and customer success teams in multinational companies drive account-based marketing (ABM) strategy. We combine qualitative and quantitative research, including multiple data sources to create a clear picture of a customer’s needs. We analyze databases containing the world’s largest public and private companies, including the Forbes 2000 and Fortune 500. We glean additional perspectives from strategic partnerships with market-leading consultants and digital innovators. Then we use our unique methodology and proprietary tools and techniques, such as CiQ, to turn the plethora of customer data into valuable insights for our clients.
Key Outcomes
Drive higher pipeline revenue
Our approach identities the business challenges of key accounts, what motivates decision makers and influencers, and ways to enhance your competitive positioning—all fueling pipeline growth.
Focus the engagement strategy
We’ll deliver the insights you need to develop a targeted and personalized omnichannel engagement strategy based on a clearer understanding of buying roles and relationships within each account. Now marketing and sales can focus activities to win accounts, retain customers, and grow sales.
Develop personalized campaigns
Knowing the needs of targeted accounts helps you develop tailored, personalized experiences that are on message and on target.
Shorten the sales cycle
Get to close faster by engaging accounts with proactive, relevant talking points that highlight how your strengths, expertise, and portfolio map to their specific needs.
Develop differentiated value propositions.
Our intensive research generates deeper buyer insights that allow you to create distinct and compelling messages that bring your value propositions to life.
How OPPiDEA can help
How OPPiDEA can help
Companies that differentiate their customer relationships based on account-specific insights and responsiveness raise customer expectations and create competitive
advantage.
Companies that differentiate their customer relationships based on account-specific insights and responsiveness raise customer expectations and create competitive advantage.
How account profiles enable your ABM strategy
Uncover customer pain points
Our insight analysts help you gain a solid understanding of the top business and IT priorities for the account, including their stated strategy, culture and values, and challenges and pain points.
Strengthen your competitive edge
We help you understand which competitors are deeply entrenched into a target account, the competitor’s strategy, and how you can develop a stronger competitive position.
Evaluate buying centers
Average number of decision makers and influencers for B2B transactions:
- 5-6 people for mid-size purchases
- 12-15 people for large scale technology or professional service purchases
We help you map out each buying center (or procurement committee) within your target accounts, identifying which buying center owns your products and the competitor’s products. We also identify which buying centers are open (white space analysis), so you can identify areas of revenue potential.
We help build out the account’s decision-making structures and report on priorities, pain points, styles, tactics, and focus areas for influencing key decision makers.
Analyze opportunities
We perform a white space analysis and mapping of customer needs to your product portfolio.
Map relationships
We help map the relationships inside the account, including how key contacts relate to other team members, the organizational structure, who holds the budget, and which members are influencers, blockers, mobilizers, and enablers. Equally important, we also map out your connections to key account contacts, including previous deals, customer service experiences, experience with the competitors, and any LinkedIn, university, or past employment connections.