National B2B Technology Study

Recruiting Challenge

A major technology company needed to understand how IT leaders across different industries and company sizes evaluate enterprise software solutions. The study required 200+ IT decision-makers across 15 U.S. markets, with specific quotas by industry vertical, company size, and job function.

Qualification criteria were narrow: participants needed direct purchasing authority for enterprise software, experience evaluating solutions within the past 12 months, and employment at companies with 500 or more employees.

Recruiting Approach

The recruiting strategy combined professional database sourcing with targeted outreach through technology industry networks. LinkedIn and professional association channels supplemented panel-based recruiting to reach IT leaders who do not participate in traditional research panels.

A multi-step screening process was developed: an initial online screener identified potentially qualified participants, followed by a brief phone verification to confirm purchasing authority and recent evaluation experience. This two-stage approach eliminated unqualified participants while minimizing the burden on qualified ones.

Market-by-market quota tracking ensured that recruiting resources were allocated efficiently, with additional effort directed toward markets where specific industry or company-size quotas were harder to fill.

Results

All 15 market quotas were filled ahead of the original timeline. The two-stage screening process resulted in a participant pool that the client described as exceptionally well-qualified, with IT leaders able to speak in detail about their evaluation criteria and purchasing processes.

The study generated insights that directly informed the client’s go-to-market strategy across multiple industry verticals.