B2B Marketing Consulting Agency Blog

Custom Market Research vs. Analyst Reports

- April 29, 2011 5:49 am

Gartner, Forrester, IDC, Frost & Sullivan–all these analyst firms do good work, giving us a good handle on macro trends in the market.

However, what happens when you need to size the market, your brand share and growth for, say, wireless microphones sold through music instrument (MI) resellers? How about production document scanners sold through document imaging resellers? Or how many miles of trenchless sewer technology have been used in the last 10 years? No analyst report on the planet contains this information.

We’ve also found that analyst firms rarely size the market by interviewing resellers, distributors and other channel partners. If you rely only on manufacturing data, you will have little understanding of how these products go to market. And how do we know the data is accurate, especially for privately held firms if we don’t have the channel data to model up and compare with what the manufacturers report? Either the analyst has to take an educated guess or pray that someone within the firm will share this very sensitive information.

Here are some other studies we’ve done for clients:

  • Market sizing for plug-on transmitters, thermal barcode printers, pro audio signal processing and floor tile
  • Pricing analysis of document capture software and powder actuated tools
  • Sales compensation of a competitor’s copier reps
  • Competitive intelligence of a privately held software vendor
  • M&A due diligence of an acquisition target identifying market size, brand share and growth prospects for all six of the company’s divisions

Contact us to learn more about our market research and M&A due diligence services.