Voice of the
BUYER
Do you understand your customers? Understanding them is a fundamental requirement before you can target or message them. Our 'Voice of the Buyer' services are about getting to know them intimately.
The Voice of the Buyer area includes:
Voice of the Buyer Panel - a unique opportunity to seek real-time feedback from a panel of your target buyers.
Buyer Group Research - who is in the buyer group for your products or services?
Voice of the Buyer Interviews - in-depth interviews with buyer group members to understand areas like brand recognition, buyer needs and triggers, selection criteria, and more.
Renewal Risk 360 and Renewal Rescue - helping vendors to reduce renewal risk (or save it) and improve customer experience and satisfaction.
Win and Loss Interviews - interviews with the two crucial groups that either bought your product or service or chose to buy a competitor solution. Why did they do what they did, and how can you replicate or change the game in the future.
Services
Voice of the Buyer - 360
What if Viewpoint Analysis could give you a full 360-degree understanding of your buyer group? Well we can!
We pull all our Voice of the Buyer services together under one umbrella:
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Interviewing recent wins - why did they choose you?
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Interviewing recent losses - what were you missing?
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Interviewing your tenured customers - why you?
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Interviewing your targets - do they know you?
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Interviewing your most experienced sales members.
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Interviewing your Customer Success team.
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Interviewing your resellers.
It gives you an unprecedented market understanding to underpin your corporate messaging. Unbiased, unfiltered feedback to take the guessing away.
Voice of the Buyer - Panel
Our Voice of the Buyer Panel is a unique opportunity to get real-time feedback from a hand-picked group of IT leaders.
Built for your specific needs, the panel is curated by Viewpoint Analysis to address whatever the team would like to understand. It's ideal for testing concepts, understanding buyer wants and needs, and having an exclusive time with your buyer community.
Voice of the Buyer - Interviews
What do you want to know about your buyer group? Our Voice of Buyer Interview service involves interviewing several executives in a specific buyer group so that we can understand their roles and how they view the market.
You may want to know if they know of your brand, how they buy, and what's important to them. Or maybe it's about communications—how best to approach them or where they hang out.
The Voice of the Buyer Interview is a great way to learn more about a specific buyer or group of buyers before the marketing team starts to communicate messaging.
Buyer Group
Research
How well do you understand your product's buyer group? Which roles do you need to target with marketing messages? Are you single-threaded or do you have a communications plan that covers all the key buying team and peripheral influencers?
Our Buyer Group Research service is a super-fast packaged service that uncovers all your buying group - who they are, what they care about, how they work - and so much more.
Renewals &
Retention
Winning new clients and revenue streams is fantastic - but it is not more important than existing clients renewing and expanding their contracts. A major customer loss can have a devastating consequence on a company's P&L.
Viewpoint Analysis is uniquely placed to help IT vendors increase their renewals and retention performance, and at the same time, improve the customer's experience. One cannot happen without the other.
Through our Renewal Risk 360 Report and our Renewal Rescue services, we focus on providing an early warning of potential renewal loss and urgent action planning for terminal situations, respectively.
Win / Loss
Interviews
It is often said that you learn more about your product or service when you lose a deal. The same can be said about when you win a deal too. That's where our Voice of the Buyer Win Loss Interviews come in.
Both are a gold mine of opportunity for the sales, marketing, and product management teams. Learn first-hand why a customer chose to go one way or the other, what resonated for them, and how to ensure more wins than losses in the future!
