DoubleCheck Research outshines the competition and wins clients using Dovetail

DoubleCheck helps B2B technology and manufacturing companies better understand why they win some deals yet lose others through detailed buyer and customer interviews. Whether it’s product, competitive, brand, or even sales experience feedback, DoubleCheck aims to truly capture the buyer’s experience and ultimate decision drivers and package their findings in such a way to enable their clients to drive positive change within their organization.

DoubleCheck’s founder Ryan Sorley takes us through how Dovetail helps influence his clients’ short and long-term go-to-market strategies. Ryan likens their work to a romantic breakup. “The breaker-upper tries hard not to hurt the others feelings and lets them down easy, ‘it’s not you, it’s me,’ but in reality, it is them. Then the breaker-upper shares how they really feel about the other person with their therapist,” says Ryan, explaining why his clients use DoubleCheck to run interviews. “That’s where we fit into the business world. We’re the therapist. We’re the neutral yet experienced third party. As an independent research firm, we strive to create an uber-safe environment for each person we’re interviewing. In that environment, they tend to open up a whole lot more with us than with our client directly.”

Ryan tells us that DoubleCheck’s clients have traditionally struggled to centralize buyer and customer intelligence in a way that’s consistent, easy to access, and easy to analyze. “Research is most valuable when you’re able to identify clear insights and opportunities and package the findings in a format that is easily shared, understood, and consumed by many,” says Ryan. “Not overly complex, not hard to follow, and not something that requires a detailed explanation.” Dovetail has enabled the team at DoubleCheck to create “bite-sized chunks” of insight and provide them to their clients. “People in sales leadership, product management, competitive intelligence, marketing, customer success, and the C-suite depend on those little nuggets of information to gauge their effectiveness, inform their strategy, and make strategic decisions and investments,” asserts Ryan.