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.
(Source: BCG)
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.
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.
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.
Knowing the needs of targeted accounts helps you develop tailored, personalized experiences that are on message and on target.
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.
Our intensive research generates deeper buyer insights that allow you to create distinct and compelling messages that bring your value propositions to life.
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.
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.
Average number of decision makers and influencers for B2B transactions:
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.
We perform a white space analysis and mapping of customer needs to your product portfolio.
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.
