How to Conduct Competitive Analysis for B2B Marketing Strategy

In the realm of B2B marketing, understanding your competitors is paramount. An effective B2B competitive analysis can illuminate your strengths, expose potential threats, and help tailor your marketing approach. In this guide, we’ll dive into the nuances of conducting B2B competitive analysis research that can form the foundation of your marketing plan.

Selecting Relevant Competitors

Before delving deep into the intricacies of competitive analysis, it’s essential first to identify who exactly you’re competing against. Not every company in your field is necessarily relevant to your unique strategy and goals. By selecting the most pertinent competitors, you can ensure your analysis is focused, actionable, and geared towards real-world challenges and opportunities. Here’s a list of criteria and methods for selecting these key players in your market:

  • Customer Mentions: A crucial starting point is your clientele. During interviews or feedback sessions, if a customer mentions other companies, take note. Such mentions are a clear indicator of who’s on their radar, giving you a glimpse into your perceived competition.
  • Industry Alignment: Naturally, you want to focus on those operating in the same sphere as you. Who are the other big players in your industry?
  • Market Share Dynamics: Those with a large market share or those on a rapid rise are essential. Their moves could shift the market dynamics.
  • Geographic Considerations: Whether you operate on a regional, national, or global scale will influence which competitors you should focus on. Make sure they match your operational scale.
  • Product/Service Similarities: Competitors with offerings akin to yours are crucial, as you’re vying for the same target audience.

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Key Aspects to Focus on During Research

As you venture deeper into competitive analysis, it’s imperative to know exactly where to cast your analytical net. While there’s a wealth of information available, focusing on the most impactful aspects ensures that your research is both efficient and effective. Here’s a list of key components that can offer you a comprehensive understanding of your rivals:

  • Online Footprint: Start with their online presence, diving into their website, content strategies, and even advertising techniques. Are they optimally utilizing these avenues?
  • Product and Pricing Models: Examine their product features, how they price them, and any unique selling points (USPs) they push.
  • Pulse of the Customers: Platforms like Google and Yelp can offer invaluable customer reviews. What’s the general sentiment?
  • Content Mastery: By reviewing their blogs, whitepapers, and eBooks, gauge how they position themselves in the industry.
  • Social Media Dynamics: How active are they? The type of content, engagement rates, and post frequency can offer insights into their social media prowess.

Here’s a competitive analysis example from a real project (unfortunately, we can only show the table structure, but it’s more than enough for a basic understanding of the approach):

In our approach, SWOT involves identifying their Strengths and Weaknesses, as well as Opportunities for you to gain an advantage, and Threats that could hinder your success. It helps you determine what actions you should take to outperform them and what obstacles might impede your progress.

Basically it’s the most important part of the analysis as it instantly gives you understanding of your next steps.

What’s their USP? Be it a renowned brand image, pioneering products, or an expansive customer base, pinpoint it.Where are they faltering? Are customers highlighting any recurrent issues?What market gaps are they overlooking that you can leverage?When you start exploiting these opportunities, what challenges could you potentially face?

Your Analysis Deliverables:

Once your B2B competitive analysis research is complete, it should yield:

  • Competitor Profiles: A detailed snapshot of your main rivals, encompassing their offerings, market stance, strengths, and weaknesses.
  • SWOT Reports: A clear SWOT breakdown for each competitor, giving you a strategic overview.
  • Action Items: With all this data, draft actionable steps to refine your marketing plan.

Embarking on this journey of competitive analysis for your marketing plan, you’ll unearth not just insights about promotional strategies but also revelations about your business model, pricing, and more. Brace yourself for transformative insights!

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