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Business Customer Insights for B2B Company Operators

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WHIZDOM’s valuable analysis and recommendations based on their interviews with our global corporate customers will enable HP to competitively develop and market our next-generation solutions.

David Fishman

Director, Enterprise Product Management, Hewlett-Packard

Overview

CEOs (Operators) of B2B companies retain WHIZDOM as an independent, objective and unbiased resource to obtain feedback from their Company’s Business Customers. We close the feedback loop to get the Customers’ perspective and provide vital information business leaders use to develop business strategies, plan product roadmaps, improve competitiveness and… Accelerate Value Creation.

Who We Serve

Business leaders of B2B Companies including:

  • CEOs
  • Business Owners
  • PE Firms’ portfolio companies
  • Independent Sponsors’ portfolio companies
  • Search Fund Investors’ portfolio companies

Benefits

Assess the stability of revenue streams and cash flow of a B2B Company by retaining WHIZDOM to obtain vital information directly from the company’s Business Customers (e.g., customer satisfaction, loyalty, “stickiness”, retention, price sensitivity, competitiveness, etc.)

Identify customer-centric growth initiatives and strategize ways to grow revenue and EBITDA from WHIZDOM’s analyses, insights and recommendations from WHIZDOM’s conversations with a portfolio company’s Business Customers’ executives.

Examples include: Business Customers’ pain points, challenges, desired features and functionality, etc.

Obtain customer intelligence specific to their needs and/or challenges to identify undeveloped, unrecognized or untapped business and value creation opportunities.

Obtain insights into how the Company’s Business Customers use the Company’s products in their business and how they plan to use them in the future (e.g., desired features and functionality).

Improve long-term customer retention by having a portfolio company’s Business Customers’ needs and challenges heard and implemented.

Strategically allocate resources to product and service features and functionalities that Customers value most.

Discover vital information from a portfolio company’s Business Customers including, when possible, information Customers are unwilling to share with the Company itself.

Why Retain Us

WHIZDOM has extensive experience having thought-provoking conversations with and obtaining feedback from the executives of B2B companies’ Business Customers.

WHIZDOM:

  • Develops a customized Discussion Guide to ensure vital information is obtained from a Company’s Business Customers from one-on-one conversations with Customer representatives
  • Aggregates findings obtained from the Business Customers discussions conducted
  • Analyzes the findings to identify patterns and trends
  • Provides analyses, insights and recommendations about the Company’s Business Customers
  • Obtains information, when possible, from a Company’s Business Customers that the Customers may not be willing to share with the Company itself

Ivy Millman, WHIZDOM’s CEO, personally conducts one-on-one conversations with the Company’s Business Customers including executives, product end-users, decision makers, etc.

Ivy brings decades of experience building rapport and engaging in thought-provoking conversations with business executives at myriad companies in many different industries.

See Ivy’s Bio

WHIZDOM provides CEOs with a comprehensive Business Customer Intelligence Report with:

  • Individual Customer findings
  • Aggregate Customer findings
  • Identification of patterns and trends
  • Analyses and recommendations

FAQs

CEOs/Business Owners retain WHIZDOM to conduct discussions with their Company’s Business Customers:

  • 2-5 years after the Company has been acquired
  • When developing business strategies and product roadmaps, facing new competitive threats, plans to increase prices, adding new features and functionality, considering M&A opportunities, developing strategic partnerships, etc.
  • When the ratio of proposals being successful slips
  • When churn increases
  • When considering selling the Company in the near future (in 1+ years)

WHIZDOM collaborates with CEOs to determine what information they would like WHIZDOM to obtain from the discussions WHIZDOM conducts with the Company’s Business Customers.

The first step is to collaboratively develop a customized Discussion Guide to be used as a starting point for open-ended discussions with the Business Customers’ representatives.

Information WHIZDOM obtains from a Company’s Business Customers can support the Company strategy development efforts to:

  • Up-sell and cross-sell
  • Acquire new Business Customers
  • Increase wallet share
  • Achieve sustainable competitive advantage
  • Improve proposal win/loss ratio
  • Reduce churn
  • Compete more effectively
  • Prioritize development of new features and functionality that Business Customers will need in the future
  • Improve customer retention

Examples could include:

  • Why Business Customers choose to purchase products and services from the Company over its Competitors’ offerings
  • Why did a former Business Customer switch to a competitor? Why might a current Business Customer do the same in the future?
  • What are the key factors the Company’s Business Customers think about before deciding to renew their contracts or subscriptions?
  • How can the Company own more of their Business Customers’ wallet share?