Case Study
Market understanding and B2B client profiling
Understanding client profiles and their perceptions is crucial for businesses in the competitive oil and gas market. This case study focuses on profiling small natural gas B2B clients to uncover their views on provided services, willingness to change providers, and the main drivers and barriers in the decision-making process. By leveraging these insights, companies can enhance their market strategies and improve client satisfaction.
Objective of the Study
The primary objective of this study is to profile small natural gas B2B clients and understand their perceptions of the services provided, including Smart meters. The study aims to identify the willingness and main drivers and barriers to changing providers, providing actionable insights for the client, a major player in the oil and gas market.
Methodology
SAMPLE : 107 company representatives in charge of managing the natural gas supply, companies with annual consumption between 20-1200 MWh.
METHODOLOGY: Quantitative online interview
GEOGRAPHICAL SCOPE: EU and Middle East (regional perspective)
LOI: Qualitative Phase = 60 minutes, Quantitative Phase = 20 minutes.
MAIN RESULTS
Identification of the main profiles of clients on the market.
Natural gas providers – awareness & usage.
Evaluation of natural gas providers.
Willingness to change current natural gas provider.
Aspects pertaining to the purchasing process.
Aspects pertaining to the contract period.
Interest in purchasing certain services or products from the natural gas provider.
KEY TAKE-AWAY
Gained insights into main profiles of clients identified according to: business profile, entrepreneurial mentality, heightened attention to ROI, usage behaviour, openness to switch, price, provider trustworthiness, technical assistance, digital user friendliness.
Main drivers and barriers to a change of supplier when targeting small natural gas B2B clients.
The needs and plans as regards services and how to meet them.
The added value of offering a Smart Meter as part of the service offering.
