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Market Research Answers You Must Have Of those prospects in your identified market segment, how many know of your offering? How are you perceived? What do prospective customers say about your offering? What value(s) do they see? What do prospects who buy competitive offerings say about you? Of those who buy from you, what key items drove them to you? What market trends will change your prospect’s buying patterns in the future? These are some of the key questions you must answer if you are to compete successfully in your market. Ideally, clients ask us to help them with research items before they finalize their sales plan. Work We Do Clients ask us to help them with research in three primary areas: MarketAnalysis Which of the market segments offer the most potential given your differentiators? What is your compelling value proposition? A value proposition is the reason customers buy your product, investors invest, and employees want to work for you. What is your competitive advantage? Is it sustainable? Working with other colleagues, we develop a pro-forma segment ROI. Competition Why are key competitors winning? What is their advantage? Is it sustainable? Positioning Goal: turn your value proposition into a positioning platform What is your core competency? What market need are you addressing? What does your customer need (not want)? What positions are already owned by competitors? Positioning should differentiate your company in a relevant way from competitio

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