Rep Data's creative approach to niche B2B sample recruitment helps Simon-Kucher and Partners

Simon-Kucher and Partners is a global consulting firm with more than 1,400 professionals in 41 offices worldwide. Founded in 1985, the company has over 35 years of experience providing strategy and marketing consulting and is regarded as the world's leading pricing advisor. Many of the company's projects include a strong market research element. The insights from these projects allow the Simon-Kucher team to make the best recommendations to clients for optimizing things like pricing strategies, customer segmentation, user experience, offer design, packaging, as well as informing methods for sales and marketing excellence.

Simon-Kucher's client list is anything but mainstream. Many of its clients operate in very niche spaces, such as point-of-sale software for restaurants, technology platforms for eCommerce sellers, robotic process automation and other very narrow B2B applications. Finding quantitative primary research respondents who can provide actionable insights for these types of narrow industries is challenging, to say the least.

To source respondents, the team was often forced to turn to consumer panels containing panelists who were profiled for some B2B characteristics. This approach had a wide reach but often pulled in respondents who appeared to be appropriate for a study but lacked the necessary depth of knowledge about the niche industry being explored. This negatively affected data quality, not to mention project timelines and costs, as they attempted to fill quotas. Sourcing from expert networks yielded higher quality respondents, but this method was often cost-prohibitive.

Simon-Kucher needed a sample partner with a different approach in order to overcome hurdles surrounding quota fulfillment and quality data for its sophisticated, complex market research projects.

Simon-Kucher discovered that Rep Data had a consistent, reliable way to deliver the respondents it needed. Rep Data's custom approach to B2B sample includes tapping into key business databases (e.g. Dun & Bradstreet, ZoomInfo), professional business association lists and direct recruitment from social media, such as LinkedIn.

The recruitment team hand dials a respondent from their list of potential respondents. On an initial phone interview, Rep Data's highly skilled set of interviewers qualify the respondent by screening the respondent using questions from the survey. If a respondent wishes to participate in a survey but is unable to during first outreach, interviewers work to schedule a call back. Each respondent's information is again verified at the start of the next interview, including their name, company, job status, role, designation, industry, company size, revenue and more. This ensures that every respondent is well-qualified for each targeted survey project. And, Rep Data delivers these respondents quickly and within budget.

Custom phone-verified recruitment delivered qualified niche B2B respondents quickly and within budget, even for seemingly impossible projects.