Selling research
Sources:
Discussions about selling research and its processes highlight various perspectives on commercialization and transfer of research findings:
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Lenny Rachitsky and Matt Dixon delve into the evolution of sales research, noting that advancements from manual survey-based approaches to analyzing millions of sales calls using machine learning have substantially transformed the field. This shift was expedited by the pandemic, which moved sales processes to virtual platforms 1.
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Sam Parr and Patrick Campbell discuss the challenges and considerations of turning research into a business. Campbell points out the common issues faced by research companies, such as user retention and practical application of insights. He suggests a business model where research is not just provided but integrated into actionable outcomes for clients 2.
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Barry Ritholtz and John Roque focus on how the process of conducting research in financial markets remains consistent whether on the sell side or buy side. They highlight the importance of building trust and familiarity through well-communicated research, which is crucial for clients who pay for such insights 3.
Each discussion emphasizes different aspects of selling research, from data collection advancements to business model considerations and the consistency of research practices across different market roles.
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