To truly understand what customers want they must be given a choice. Using Conjoint Analysis, IIBD's iSIGHT study simulates a purchase decision and is 94.8% accurate in predicting actual purchase behaviour.
Determine which product attributes bring value and which attributes don’t bring value to the customer guiding R&D development.
Determine the overall value in dollars each attribute brings.
Determine the size of the market, allowing for a meaningful ROI to be calculated before the R&D is started
Determine the potential number of customers
and market size. What price customers will pay
for the new tool.
Create an informed marketing strategy from a market segmentation showing beachhead customers / early adopters / late adopters and laggards.
Determine which attribute is of most interest to each customer (by company and by name), and understand geo-markets, target customers and buyer profiles.
Know the dollar value of the product to each
Understand which customers to target early on in the launch phase (and which to avoid), enabling a more successful sales roll-out.
Tell your sales reps which attributes to focus presentations on, adapting this to each customer and paving the way for one easier sale.