Developing and executing successful B2B go to market plans requires accurate and timely Go to Market Research.
It is virtually impossible to see all the meaningful and relevant Go to Market Research from Gartner, Forrester, IDC, IDG, McKinsey and the likes, however, these are important go to market resources. Even if you have seen some market research that is important to your go to market strategy and execution, it’s highly unlikely that the information can not be located when it is needed.
The Go to Market Research resource center aggregates pertinent go to market planning information in one place and in a concise format – see below
Go to Market Business Intelligence Research spans a broad term that includes the applications, infrastructure and tools, and best practices that enable access to and analysis of information with the goal of improving and optimizing business decisions and performance.
Business Intelligence is intended to provide historical, current and predictive views of business operations and outcomes. Business intelligence technologies span: reporting, online analytical processing, analytics, data mining, process mining, complex event processing, business performance management, benchmarking, text mining, predictive analytics and prescriptive analytics.
Go to Market Big Data & Analytics Research usually includes data sets with sizes beyond the ability of commonly used software tools to capture, curate, manage, and process data within a tolerable elapsed time.
Big Data represents the information assets characterized by such a High Volume, Velocity and Variety (3V’s). The 3Vs have been expanded to other complementary characteristics of big data:
- Volume: big data is not limited to a sample; it just observes and tracks what happens in the real world
- Velocity: big data is often available, and fed, in real-time
- Variety: big data ingests from text, images, audio, video; and it intelligently completes missing pieces of data through data fusion
- Machine Learning: big data detects patterns and may not ask why something is happening
- Digital footprint: big data is sometimes thought of as a by-product of digital interaction with minimal cost
Go to Market Customer Relationship Management Research is a term that refers to the practices, strategies and technologies that organizations use to manage and analyze customer interactions and data throughout the customer lifecycle. The primary goal of CRM is to improve business relationships with customers, assisting in customer retention and driving up-sell, cross-sell and new sales growth.
CRM systems are designed to compile information on customers from all communication channels to enable customer-facing staff to have meaningful and relevant conversations based on detailed information on customers’ personal information, purchase history, buying preferences and concerns.
Go to Market Cloud Computing Research includes four primary segments:
- IaaS – Infrastructure as a Service (IaaS) is defined as a form of cloud computing that provides virtualized computing resources over the Internet
- SaaS – Software as a Service is basically a software licensing and delivery model where software is licensed on a subscription basis (monthly, quarterly or yearly) and is centrally hosted.
- BPaaS – Business Process as a Service (BPaaS) is essentially a type business process outsourcing (BPO) that employs a cloud computing service model
- HaaS – Hardware as a Service (HaaS) is a service provision model for hardware. In managed services HaaS is similar to licensing while in grid computing HaaS is usually a pay-as-you-go model.
Go to Market Stats includes “nuggets” for B2B markets:
- Information on B2B Market Sizing, B2B Market Growth Rates, B2B Market Share, forecasts and much more is included
- Markets covered include CRM, SFA, Big Data, Analytics, BI, HR, IT Spending and more
- Sources of information range from IDC, Gartner, Forrester, IDG, McKinsey, PWC, Accenture and many others
Go to Market IT Spending Research covers the trillions of dollars and is forecast to grow in the low single digits through 2020.
The key components of IT spending include: communications services, IT services, devices, software and systems.
Key IT budget priorities include:
- Improving efficiency and business processes
- Increasing productivity through technology
- Network security
- Disaster recovery and backup
- Managing risk
- Reducing It costs
- Business process automation
- Ensuring compliance
Gartner helps organizations develop and execute their go to market strategies by discerning the hype from what is commercially available. Gartner also provides a graphic representation of the maturity and adoption of technologies, applications and how they are potentially relevant to solving real business problems and positively impacting business outcomes.
The Gartner Hype Cycle methodology provides an unbiased third party perspective of how a technology or application will evolve over time and insights as to how to manage its deployment within the context of your specific business goals.
Gartner Hype Cycles are used by end-users to become educated about the promise of an emerging technology within the context of their industry and their comfort level with risk.
Each Gartner Hype Cycle drills down into the 5 key phases of a technology’s life cycle:
- Technology Trigger
- Peak of Inflated Expectations
- Trough of Disillusionment
- Slope of Enlightenment
- Plateau of Productivity
The Internet of Things (IoT) has the potential to offer business value that is expected to decrease costs and raise productivity, revenue, profits and customer satisfaction. Providers in the IoT ecosystem have an opportunity to develop compelling IoT offerings to collect and analyze disparate data, in real-time and across time, and transform the businesses.
Everyone Will be Impacted by IoT
AT Kearney, Internet of Things – Why you should care… NOW
- Internet of Things will materially change what we do as individuals and enterprises – and that will happen whether you do anything or not
- High Tech companies – semiconductor, device, hardware, and systems – will be key beneficiaries of the Internet of Things – and so will be the distributors
- Truly taking advantage of the Internet of Things will require different strategic thinking and new execution capabilities – better prepare now
It’s imperative that organizations adapt their go to market strategies—to both enterprise adopters and IoT providers—to realize the business value of connected devices. Providers need to develop go to market actionable strategies to create solutions that improve enterprise adopters’ business performance, not just in the short term but sustained over time. For enterprise executives, the challenge will be to develop a framework to think about where business value resides and where opportunities might exist for IoT solutions. The most important thing is to stay current on what is happening with IoT so that you can internalize information to improve your organization’s fundamental business values, not just savings and risk management, but revenue growth and innovation.
The Go to Market Research resource center is designed to provide intelligent and accurate information to feed go to market plans
Assumptions to support your go to market strategy can be accessed here and include: B2B Market Sizing, B2B Market Growth Rates, B2B Market Share, B2B Surveys, B2B IT Spending B2B IT Spending by Industry, B2B Periodic Tables, B2B Hype Charts, B2B Magic Quadrants, B2B Waves, etc.
Who Uses Go to Market Research
Best-in-class organizations use market research to build new products
- Apple used to develop a one-page market backgrounder before any development resources were applied to a project. There were approximately 10 go to market fundamental questions that need to be addressed and discussed before people and dollars were allocated to any development effort.
Savvy marketers leverage B2B market research to position offerings in a market and to create unique selling propositions
- Differentiation in a product, being able to articulate that differentiation and having that unique differentiation resonate is core to a successful go to market strategy
Management teams and boards need to know that the math makes sense
- Understanding the size of the total available market, served market and target market is a must to model financials
Sales teams need to know what analysts are advising clients
- B2B marketers need to arm the sales teams with information that advances the sales process and they need to diffuse information that could potentially stall or derail a sale
Simply navigate to the Go to Market Research of interest and access all the meaningful and relevant market you require, as opposed to performing countless searches.
Market Research from Gartner, Forrester, IDC, IDG, McKinsey, Wikibon, PWC and more is summarized by market category.
View the Go to Market Research Highlights
BI Research >>
CRM Research >>
Market Stats >>