Your Guide to Market Analysis for B2B Business Growth – What Do You Need to Analyse (9 Part Series)

In  this 9 part series of blog posts titled, “Your Guide to Market Analysis for B2B Business Growth” we’ll present an up-to-date overview of how to use Market Analysis to prioritize and validate business growth ideas that make the most sense financially, rationally, emotionally and the best way to implement them for success while also minimizing business risk.

The 9 parts of this blog post series are:

  1. Introduction and What Do You Need to Analyse
  2. Identify your Target Market
  3. Market Sizing
  4. Market Segmentation
  5. Market Opportunity Studies
  6. Competitor Analysis
  7. Benchmarking
  8. Voice of the Customer
  9. Conclusions and Case Study

Enjoy!   And let us know what you think… Continue reading Your Guide to Market Analysis for B2B Business Growth – What Do You Need to Analyse (9 Part Series)

Identify your Target Market

Firstly  write down and agree the ultimate objectives of your target market plan. For example they could be any or all of the following or something else:

  • increasing your sales
  • increasing your market share
  • increasing your brand awareness
  • raising your company profile
  • achieving competitive advantage.

With the focus on your marketing objectives then ensure you understand the needs of the target market. Identify Continue reading Identify your Target Market

Market Sizing

To  realize the optimum profit potential of your products and services you need to know the size and characteristics of your potential markets and understand what trends are shaping the development of those markets which assists in prioritizing the opportunities.

A market sizing study forms part of your overall market analysis – which in turn forms the basis for your marketing plan.  Establishing the size then shape, characteristics, and direction of a targeted market enable you to: Continue reading Market Sizing

Market Segmentation

The  purpose of market segmentation is to allow your marketing plan to focus on the sub segments that are “most likely” to purchase your goods or services, thus delivering the highest return on your investment.  It divides up a market to identify trends in it; the analysis is used to create a profile of the target market/s:

  • industry segments and sub segments are identified using SIC codes, company size, employment codes, etc.
  • which segments to address and how best to address them may be determined and could include recommendations on optimum offering for each area
  • using advanced statistical analysis, profiles of customer clusters may be developed by grouping together individuals with similar needs/differences by geographical region, country or industry type.

An overview Continue reading Market Segmentation

Market Opportunity Studies

In  a fiercely competitive industry the ability to carve out a new market can be the key to success.  But launching into a new market requires an understanding of the opportunities, risks, competitors, potential customers and other key players via market opportunity studies.

To make an informed decision about a new market, you need to quantify the potential demand for your product or service and find out how this need is currently being met; a Market Opportunity Study will determine which geographical or industry segments should be targeted for future investment.

Research into the potential of new markets can enable you to:

  1. better understand your current market
  2. identify other niches within this market
  3. identify a new market altogether
  4. understand characteristics/needs of prospects in the new market and plan a marketing strategy
  5. understand the threats you will face and plan to counter them accordingly
  6. ultimately – achieve the objective of increased revenue.

Learn all these things via market opportunity studies.