Reference Deep-Dives — Page 30
Switching Cost Analysis in Due Diligence
Quantify switching costs through customer interviews across four categories — technical, contractual, procedural, relational — to assess competitive moat.
TAM Validation Through Customer Interviews
How to validate total addressable market estimates in due diligence using bottom-up customer research, adjacency mapping, and AI-moderated interviews.
Thematic Saturation in Qualitative Research
What thematic saturation really means, why it's misapplied as a justification for small samples. Methodology and worked examples.
Trade Promotion Research: Test Before You Spend
30-40% of trade spend generates negative ROI. Learn how to pre-test promotional formats, segment shopper response. Methodology and worked examples.
Trust Drivers in Financial Services Research
How trust forms, erodes, and determines competitive outcomes in banking, insurance, fintech, and wealth management. Methodology and worked examples.
Wealth Management NPS: Beyond the Score
Why NPS is a poor predictor of wealth management client retention and what qualitative research reveals about the drivers that actually determine AUM.
White Space Analysis: Finding Market Gaps Through Customer Research
How to identify white space using customer research instead of spreadsheet analysis. Three types of gaps and the interview questions that surface them.
Why Customers Switch: Researching Switching Triggers and Brand Defection
How to research why customers switch to competitors. Covers the 5 switching trigger categories, research methodology, and why stated reasons differ from actual.
Win-Loss Analysis in Due Diligence
Win-loss research adds real signal to commercial DD — competitive positioning, deal velocity, and market share trajectory drawn from buyer voice.
B2B vs B2C Satisfaction Research: Different Rules for Different Relationships
NPS and CSAT methodologies produce misleading results when applied identically across B2B and B2C contexts. How to adapt your satisfaction research for each.
Building a Competitive Intelligence Dashboard: Metrics That Matter
Design a competitive intelligence dashboard: mention frequency, perception scores, win rates by competitor, switching triggers, and competitive response time.
CI for Sales Enablement: From Intelligence to Deal Execution
How sales enablement teams operationalize competitive intelligence into battlecards, talk tracks, and real-time deal support that actually improves win rates.