What Tech Buyers Think TM

Transcription

1 What Tech Buyers Think TM

2 Who We Are Tech Buyer Perceptions, a division of the Perceptions Group, is a leader in providing the technology industry with research-based, tech buyer insight and data-driven guidance necessary for strengthening brands, improving customer satisfaction and increasing sales. We specialize in determining, analyzing and communicating what B2B technology buyers think their buying plans, opinions and motivations. We work with many of the largest and most successful technology brands in the world, and regardless of size and technology category, we have solutions that are right for any CEO, CRO, CMO or brand executive wishing to optimize their Tech Buyer Experience. We Help Technology Companies Measure and improve their brand value to tech buyers Increase consideration, buying intentions and satisfaction among tech buyers Align business processes and go-to-market practices to meet and exceed tech buyer expectations Create an outstanding overall Tech Buyer Experience for their customers Flexibility Choose the Tech Buyer research to best suit your needs. Develop proprietary research to achieve specific goals. Experience Multiple industries, proven methodology, unparalleled years of experience, proprietary analysis, and a long list of customer success stories. Integrity Collaborative Tech Buyer Perceptions works to understand each CMO s needs / market / situation, and tailors the insights and deliverables to match client expectations. Our unbiased insights give the facts from the true B2B tech buyers perspective. A baseline is established and actionable insights provide a pathway for improvement. Our Team In the dozen years since it was founded, the Perceptions Group has grown to leadership status, serving clients worldwide. None of this would have been possible without the support and guidance of a team that represents some of the best and brightest professionals in the industry today. The people at Tech Buyer Perceptions are the backbone of the company, each possessing specialized expertise, with a touch of entrepreneurial spirit. The service that our team delivers is second to none. Their success centers on providing our clients with the Tech Buyer insight they require for strengthening their brands, improving customer satisfaction, and increasing their sales and market share. P. 2

3 What We Do Our reasonably priced, research-based insights deliver tools for strengthening brands, improving customer satisfaction and increasing sales. Armed with tech buyer studies, proprietary studies, industry-driven special reports and exclusive executive tech buyer events, you re able to accurately and effectively manage the perceptions of your brand and deliver an outstanding Tech Buyer Experience by: Ensuring your products and services meet B2B tech buyer needs Confirming your process of doing business is easy and effective Verifying your prospects and current clients are well-informed Making certain your clients are satisfied and coming back for more Key Benefits to Our Clients Tech Buyer Research Tech Buyer Perceptions offers a proven solution for gaining clarity about what B2B tech buyers think. This actionable insight provides our clients with the data driven guidance necessary for improving their customer experience What we call the Tech Buyer Experience. Proprietary Research Quantify the Value of Your Brand with Buyers Our research helps to quantify your brand value and equity by providing a Brand Equity Score a combination of product offering (quality, scope), customer base (loyalty, retention, NPS), market share and share of voice (leadership, visibility). Measure Your Market Share vs. the Competition Accurately gauge market characteristics segment size, growing / shrinking, importance of segment to buyers, top trends of segment, and more. Identify Customers and Their Attitudes Understand the best strategies for customer acquisition, retention, and growth. Determine if you are growing your customer base vs. the competition, and what the overall perception / loyalty of customer base is vs. competition (NPS). Optimize Your Marketing ROI Measure your marketing spend vs. traction / progress on key indicators including brand equity, market share, and customers vs. the competition. Tech Buyer Perceptions proprietary research is conducted on behalf of our clients to identify, uncover and explore key issues affecting sales, branding, and market share. We regularly collaborate with clients to conduct research enabling them to better understand their brand position, and manage their marketplace perceptions. Exclusive Tech Buyer Events Our proprietary Executive Roundtables foster better communication and collaboration among CMOs, tech brand executives and influential B2B tech buyers. Through these face-to-face meetings, our clients increase business through new and closer relationships. P. 3

4 How We Work With You We partner with you to understand your critical needs, develop a plan that will provide actionable insights, and extend our individual, customized service to make sure you completely understand the strength of your brand in the marketplace over time, all in comparison to your competition. We have a distinguished track record serving both the world s largest, and emerging technology brands. The proven survey and questionnaire development method we employ ensures optimal response. Focus and technology industry expertise enables us to effectively analyze and accurately interpret our findings, delivering actionable insights on behalf of our clients. Our Mission Our mission is to assist CEO s and CMO s improve their company s competitive position and effectively communicate their company s brand value, and positively influence purchase intent in the B2B technology marketplace. Furthermore, we help these companies align their business processes and procedures to meet buyers expectations and create an outstanding overall Tech Buyer Experience. Our Approach Both tech buyer research and proprietary research insights represent all perspectives of importance to our clients: IT, Line of Business, Customer, Prospect, Title, Function, Vertical, Region, Company Size, Trends. No matter what the technology category, our clients gain the intelligence required to successfully deliver an outstanding customer The Tech Buyer Experience. Who We Serve Based on more than 12 years of ongoing research experience, and analysis of hundreds of measured corporate brands, we ve proven that elevating brand perceptions increases buying intentions. Armed with the research-based Tech Buyer insight we deliver, CEOs, CROs and CMOs are able to take actions that effectively and positively manage the IT and business decision-maker perceptions of their technology brands, increasing sales and market share as a result. Deliver an Outstanding Tech Buyer Experience Today, B2B Technology Buyers rely on their own perceptions of technology companies like yours to form brand preferences during a typically self-led buying process. These brand preferences can drive and create short lists before buyers even make first contact with a prospective vendor. In fact, based on our own research, most of an initial purchasing process is completed before a buyer engages a vendor directly. I ll Google that is a way of life for these technology buyers. So how do you attract, acquire and satisfy new customers given this selling / buying environment? The technology companies that create an outstanding Tech Buyer Experience will strengthen their brand building market share, competitive advantage, and ROI. Some of the largest and most progressive technology companies use our insights to create this outstanding Tech Buyer Experience and align business processes and practices with Tech Buyer expectations, including Ensure their product meets buyers needs and expectations Confirm their business processes are easy and effective Verify prospects and customers are well informed with the right information at the right time in their buying process Make certain that buyers are satisfied and come back for more Product Technology brands must insure their product meets buyer s needs and expectations Communication You must verify prospects and customers are well informed with the right information at the right time in their buying process Satisfaction Successful technology brands constantly check to make certain that buyers are satisfied and coming back for more Process It s critical to create a business process that is simple, easy and effective P. 4

5 Examples of Our Work We supply the world s most powerful and emerging technology brands with data-driven insight that clarifies what their prospects and customers think. Regardless of size and technology category, we have solutions that are right for any CEO, CRO, CMO or brand executive wishing to optimize their Tech Buyer Experience. The insights we ve uncovered through Tech Buyer Perceptions has helped us to align our business processes and improve our competitive position. We have used the data and analysis to help shape marketing and advertising programs. Mike Paradiso, Vice President, CA Technologies Market Optimism, Brand Leaders, Decision-Makers / Networking Next 12 Months - Percent Saying Spending Will Increase, Stay the Same, Decrease Tech Buyer Consideration and Buying Intentions TBP client Percent Considering and Intending to Purchase TBP Client vs. Competitive Set Tech buyers show high optimism in spending for both IaaS and PaaS cloud computing solutions. Senior Management and Finance Departments are responsible for two-thirds of spending decisions. Brand A has the Highest Familiarity, followed by TBP Client Levels of Familiarity are similar among IT, LOB and DevOps influencers Decision Makers / Networking IT Department Senior Management & Finance Departments Technology Technology 38% Decisions 34% Decisions Spending Spending 21% Decisions 65% Decisions Brand Brand 41% Selection 29% Selection P. 5

6 Contacts Stan Taigen, SVP Consulting John Maurer, Account Executive 1120 Avenue of the Americas, New York NY