The Importance of Online Research in Business to Business (B2B) Purchase Decisions : Best Practices in B2B Demand Generation

Category Cloud

What's New

March 10, 2009
BtoB Online
Analyzing Analytics 2.0

February 17, 2009
Hurwitz and Associates
Demandbase — Can it Turn Your Web Traffic Into Treasure?

February 16, 2009
CRM Buyer
Selling to the Other 97 Percent: Q&A With Demandbase CEO Chris Golec

February 10, 2009
DemandGen Report
Demandbase Pro Launch Aims To Convert Anonymous Web Traffic Into Sales Leads

February 9, 2009
PC World
See Which Companies Are Visiting Your Web Site

February 9, 2009
BtoB Online
Demandbase adds Web analytics tool for lead gen

Demandbase In the News

Mr. Stewart leads demand generation programs for Demandbase and is a recognized thought leader in the B2B lead generation and lead management space. He founded and leads the Salesforce.com user group in Salesforce.com’s headquarters location (San Francisco) and was one of the first 500 people to complete the Salesforce.com Certified Administrator process. He has spent 10+ years in B2B telesales, demand generation, lead management and marketing operations with a variety of businesses including Maxager Technology, MarketLive, and Inference Corporation. Mr. Stewart has advised emerging software companies including Spoke and Kieden (acquired by Salesforce.com). He earned his BA in English from Rutgers University.

Chris Golec

Mr. Golec is CEO of Demandbase – a provider of On Demand Software and Services to improve demand generation at B2B companies. Prior to founding the company in 2005, he co-founded Supplybase in the mid-90’s. Supplybase was a successful supply chain software company that created significant customer value before being acquired by i2 Technologies in 2000 as part of the largest software merger in history. Before entering the software industry, Mr. Golec spent the previous 10 years of his career with GM, DuPont, and GE serving in engineering, sales and marketing roles. He holds a B.S. in Chemical Engineering and an M.B.A.

« What Drives Prospect Registrations? | Main | What Impacts your Rank in Google Natural Search? »

The Importance of Online Research in Business to Business (B2B) Purchase Decisions

By Kirk Crenshaw - May 21, 2007

Search Shows its Importance in B2B Purchases - New Survey from Enquiro

Enquiro has just released the results of a recent survey of over 1,000 B2B buyers. The focus was on how online research molds their buying decisions, as well as how the influence varies by role and purchase phase.

Here are some highlights:

85.3% answered "Yes" when asked if they would do online research before a purchase decision
Vendor sites weighed heavily in the research process
77.7 % of those researching B2B solutions online started with Google
73% of those who used a vertically focused B2B search engine used Business.com
The majority of online research starts with a search engine - See chart below:

Where do you start your research?
Copyright 2007: Enquiro Search Solutions, Inc.