Ryan Paul Gibson

I help B2B businesses run customer interviews that don't suck / Founder @ content lift 🎈

We specialize in buyer research interviews for B2B.
We start booking 1:1 conversations with your ideal buyer 72 hours after launching your project.

You get first-party data to build go-to-market programs that influence buying decisions.

- Their roles and responsibilities 
- The business process buyers are responsible for
- How problems and challenges manifest in this process 
- How do they try to solve these problems
- How and why they prioritized various solutions 
- Buying triggers and catalysts of change
- Their perceptions of vendors/solutions in the market 
- How buyers select and evaluate vendors
- Buying committee members and what they care about 

I've logged 23+ years in Marketing, Sales, and Business Development.
I mentor and teach Customer Discovery & Market Research for early-stage startups.  
I worked three years as an investigative reporter.
I've interviewed over 2300 people in my career.
I've worked with over 200 businesses of all shapes and sizes.

Founder

We help B2B marketing teams run investigative customer interviews. 

We map out a customer's entire journey in their own words.
We find the hidden reasons people are buying your product.

The data helps you make smarter choices with marketing budgets. 
It helps uncover ideas for messaging, campaigns, content and copy.  

All the stuff we do: 

* Primary Customer Research 
* Brand Perception & Identity
* Subject Matter Expert Interviews

🎈  No one had proved this in 30 years.


It's 1990.
John Narver & Stanley Slater wanted to verify a core business theory.
That businesses with a deeper understanding of the market & buyers
were more profitable.

The idea had been written about since 1960.
Philip Kotler was big on it. 
But no empirical study had ever put this idea to the test.
So Narver and Stanley did.

In their 1990 study
They examined 140 business units within one large corporation.
Then in 2000, they replicated the study across 53 corporations.
All in-depth field research.
Across multiple departments.
Rigorously designed controls. 

In both studies, the hypothesis held true. 
There was a meaningful correlation between Market Orientation and profitability.
In other words, businesses that have a deeper understanding of markets & buyers,
significantly shift their odds of success. 

Why this matters:

When go-to-market programs struggle to produce profits,
The default reaction from B2B teams is to focus on execution.
To “do more things” and get “more leads in the pipeline”.

But most GTM programs struggle due to a lack of market and buyer understanding.
(Or “Market Orientation” & “Market Readiness” if we are talking foundational business terms.)
Which means they aren't winning deals,
And "more leads" just masks the real problem.  

I've heard every variation of "we know our buyers, we just need more of them".
And those are the businesses that keep wondering what's off with their go-to-market.

Ryan  Paul Gibson 

I help you get the truth from b2b buyers | Principal @ content lift 🎈

Software revenue turnarounds

> I help software companies to global success.

> When you have a great product, you "only" need to communicate it effectively to the relevant target segments. And that requires strategy, positioning, product management, product marketing, communications, sales/conversions, and execution.

> I bring all that together to create significant revenue growth, not just incremental improvements.

> As an example, Navision (now Microsoft Dynamics) went from DKK 29 million (< USD 5 M) to DKK 84 million (USD 14 M) in annualized revenues in just 2 years – eventually leading to Microsoft’s acquisition of the company for 1.5 billion US dollars.

> I designed, created, and led the team who performed that feat. We quadrupled export revenues, doubling every year, from DKK 6 M to 12 M to 24 M. And we checkmated our domestic threats en route from DKK 23 M to 60 M. 

> During the same 2 years, we expanded across Europe and the US … all while quadrupling profits.

> How far can we take your company?

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Ryan Paul Gibson

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The Battle

Ryan Paul Gibson

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Engagements

Likes

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