Expert Interviews with the People Who Sign B2B Contracts

SIS conducts structured interviews with procurement officers, IT decision-makers, plant managers, physicians, engineers, and C-suite executives. We recruit through direct professional outreach, not consumer panel databases. The respondent matches the seniority and specialization the study requires.

B2B research across 135 countries for 40 years. Clients include Pfizer, Samsung, Dell, Siemens, and Boeing.

B2B Expert Interviews and Strategy Consulting

Supply Chain and Procurement Intelligence

SIS interviews procurement directors, logistics managers, and supplier quality engineers to map sourcing decisions, vendor qualification criteria, and supply chain risk exposure. Research covers bill of materials optimization, total cost of ownership modeling, and reshoring feasibility assessment. Recent engagements have covered semiconductor component sourcing for industrial OEMs and raw material procurement for chemical manufacturers.

Analyse des gains/pertes

SIS conducts post-decision interviews with won and lost prospects to identify why deals close or fall through. Research captures evaluation criteria, competitive shortlisting patterns, pricing objections, and the role of specific stakeholders in the buying committee. The output identifies repeatable patterns that sales leadership can act on. This is primary data from the people who made the decision, not CRM disposition codes.

Competitive Intelligence Programs

SIS runs ongoing B2B competitive monitoring through SEC filings, patent databases, trade show intelligence, and structured interviews with channel partners and customers who interact with the competitor’s sales force and product. Quarterly briefings track pricing moves, product roadmap shifts, partnership announcements, and capacity changes. Triangulated findings separate public positioning from field reality.

B2B Pricing and Willingness-to-Pay

SIS conducts conjoint analysis, Van Westendorp, and Gabor-Granger pricing studies with actual B2B buyers to determine price sensitivity by segment, feature, and contract structure. Research covers SaaS subscription tiers, enterprise licensing models, hardware-software-service bundles, and usage-based pricing migration. The output is a pricing model calibrated to what buyers will pay, not what internal teams assume.

Market Sizing and TAM Analysis

SIS builds bottom-up market sizing models from primary data. Analysts interview buyers, distributors, and manufacturers to estimate addressable volume, average selling prices, and adoption curves in specific B2B segments. This replaces syndicated top-down estimates with data from the people who participate in the actual transactions. Recent B2B sizing work has covered vertical SaaS, predictive maintenance, and aftermarket industrial components.

Voice of the Customer Programs

SIS designs and runs structured VOC programs that interview a company’s own customers and lost prospects on a recurring basis. Research covers satisfaction drivers, unmet needs, feature prioritization, and Net Promoter reasoning. Unlike automated survey tools, SIS moderators conduct 30- to 45-minute guided conversations that surface the context behind the score. Findings feed directly into product roadmap and retention strategy.

SIS International – B2B Market Research & Enterprise Intelligence

ENGAGEMENT 01 // WIN/LOSS

POST-DECISION BUYER INTERVIEWS

Find Out Why You Won or Lost the Deal

SIS conducts structured interviews with prospects who chose your company and prospects who chose a competitor. Research captures the evaluation criteria that actually drove the decision, the role of each stakeholder in the buying committee, specific pricing objections, and the competitive shortlist dynamics. The output identifies repeatable win patterns and fixable loss patterns. This is primary data from the people who signed the contract, not CRM disposition codes or sales team self-reports.

ENGAGEMENT 02 // PROCUREMENT

SUPPLY CHAIN AND VENDOR INTELLIGENCE

Interview the Procurement Officers Who Qualify Suppliers

SIS interviews procurement directors, supply chain managers, and supplier quality engineers to understand how B2B buyers evaluate, qualify, and switch vendors. Research covers vendor qualification criteria, bill of materials risk exposure, total cost of ownership modeling, and the impact of reshoring mandates (CHIPS Act, EU supply chain due diligence directive) on sourcing decisions. Recent engagements have covered industrial component procurement in Germany, pharmaceutical packaging sourcing in Southeast Asia, and IT infrastructure vendor selection at mid-market enterprises.

ENGAGEMENT 03 // PRICING

WILLINGNESS-TO-PAY AND CONTRACT STRUCTURE

Price Against What Buyers Will Pay, Not What You Assume

SIS conducts conjoint analysis, Van Westendorp, and Gabor-Granger pricing studies with actual B2B decision-makers. Research determines price sensitivity by segment, contract structure, and feature bundle. Coverage includes SaaS subscription tiers, enterprise licensing, hardware-software-service bundles, and usage-based pricing migration. For an industrial OEM, SIS interviewed 22 maintenance directors across three countries to build a segment-level aftermarket pricing model the client used to restructure its service contracts.

WHAT YOU RECEIVE

B2B Research From Primary Sources

SIS does not resell syndicated B2B data. Every finding comes from interviews with buyers, procurement officers, and channel partners in the specific markets and verticals where the client operates. 15 to 20 expert interviews per engagement, triangulated with competitive mapping and secondary analysis.

Win/Loss Reports That Change Sales Strategy

Structured findings from post-decision buyer interviews: which evaluation criteria drove the outcome, where pricing fell outside tolerance, which competitor features mattered, and which stakeholders held veto power. Sales leadership uses these to retrain teams on the objections that actually lose deals.

Pricing Models Calibrated to Real Buyer Behavior

Conjoint-derived price sensitivity curves, willingness-to-pay thresholds by segment, and optimal bundle configurations tested with the B2B buyers who negotiate these contracts. The output replaces internal pricing assumptions with field-verified data that holds up at the contract table.

Competitive Intelligence Briefings with Named Competitors

Quarterly monitoring of competitor pricing moves, product roadmap shifts, partnership announcements, and capacity changes. Sourced from SEC filings, patent databases, trade show intelligence, and interviews with channel partners who sell against the competitor. Findings separate public positioning from what the field reports.

Market Entry Research for New B2B Verticals

SIS interviews target buyers in the new vertical to validate demand, map the competitive landscape, and assess channel readiness before the client commits headcount or marketing spend. Research covers regulatory requirements, buyer decision processes, incumbent switching costs, and realistic revenue ramp timelines. Recent B2B market entry work: vertical SaaS expansion from financial services into healthcare, industrial equipment distribution in the Gulf states.

THE SIS DIFFERENCE

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