Market Intelligence: getting under the buyer's skin

Determining if there is truly a market for your product, and what motivates your customers to buy that product, is critical in developing effective product and channel strategies.

Market Research tends to indicate the overall size of and trends in territorial. Market Intelligence is focused on the motivation and behaviour of the key suppliers and buyers in vertical markets.

We have access to global networks of intelligence that can answer these questions in a way that formal desk research cannot. We focus on the motives, practices and business models adopted by the key players in the value chain you aspire to enter.

The result is a market intelligence plan that is tailor-made for your company. Using this intelligence we then work to define the differentiating features that will make your product and your company stand out against the competition as well as developing joint value propositions with those you aim to partner.

Key issues to know include:

• Does the problem that your business is focused on solving really exist in the market's own mind?
• Is the market really large enough to justify your focus and investment?
• Who are the main players in that market and within the value chain that you are focused upon?
• Which of them is really likely to partner with a small growing business located in another country?
• What are the primary motivations (and pain) of the key players that really matter in the chosen market segment?