Market Requirements:
Taking advantage of an opportunity requires knowledge of the market’s behavior. This insight includes the core buying criteria the market uses to compare vendors and solutions, fit with existing processes, connections to existing ecosystems, etc.
Market Segmentation:
For most B2B vendors, specific segments of the market offer more opportunities than others. Segmentation analysis identifies groups within the market that share needs, perceptions, willingness to spend, etc. This market knowledge enables B2B providers to target their marketing and sales efforts towards the market segments with the most opportunities.
Market Scanning:
High-level, systematic summary of competitors in a marketplace, including size, value propositions, target markets, core functionality, and other primary dimensions. Market scans are especially helpful when entering a new or rapidly changing marketplace.