“How B2B” is your market segment?
  2. Market Segmentation (Step 1)
  3. “How B2B” is your market segment?

3. Generating a B2B Index and B2B MarketView® Report

Create a B2B MarketView report to improve early-stage & late-stage marketing... specifically for your target market.

Once you answer the 17 questions at www.b2bmarketview.com, you’ll be able to download a customized MarketView report that describes the essence of your market segment's B2B nature. (This report will have a title on the cover of your choosing.) After some introductory material, you’ll see your B2B Index chart that shows "how B2B" your market segment is.

Even more important, your report will include some specific recommendations. These are divided into 8 early-stage marketing jobs (figuring out what your market wants) and 7 late-state marketing jobs (promoting your solution to these market needs):

Early-Stage Marketing Jobs:

  • Conduct market research
  • Uncover market needs
  • Prioritize market needs
  • Recruit VOC participants
  • Conduct ethnography / tours
  • Offer prototypes / samples
  • Benchmark competition
  • Predict value to customers

Late-stage Marketing Jobs:

  • Product launch strategy
  • Traditional promotional tools
  • Online promotion tools
  • Positioning & messaging
  • Sales tools
  • Pricing
  • Distribution strategy

For each of these, you’ll see some background in your report on the marketing “job to be done.” Then you’ll see recommendations on how to proceed with this job. These recommendations are “tuned” to your specific market segment, and are driven by your answers to the 17 questions about decision-makers and decision-influencers in your market segment.

There are over 10,000 possible “versions” of the report you download. We’ve seen many occasions where B2B professionals have wasted time and money on popular “B2C” approaches… so be sure to take advantage of this quick and easy resource.

For more on the B2B Index, check out the 2-minute video, Put your B2B advantages to work, part of the B2B Organic Growth video series by Dan Adams.

B2B Organic Growth Chapter 15


Keywords: B2B Index, B2B MarketView report, early-stage marketing, late-stage marketing, B2B marketing jobs