Houston expert breaks down how B2B companies should leverage data for growth

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How you can use your data to improve your marketing efforts. Photo via Getty Images

When focusing on revenue growth in business to business companies, analyzing data to develop and optimize strategies is one of the biggest factors in sales and marketing success. However, the process of evaluating B2B data differs significantly from that of B2C, or business to consumer. B2C analysis is often straightforward, focusing on consumer behavior and e-commerce transactions.

Unlike B2C, where customers can make a quick purchase decision with a simple click, the B2B customer journey involves multiple touchpoints and extensive research. B2B buyers will most likely discover a company through an ad or a referral, then navigate through websites, interact with salespeople, and explore different resources before finally making a purchasing decision, often with a committee giving input.

Because a B2B customer journey through the sales pipeline is more indirect, these businesses need to take a more nuanced approach to acquiring and making sense of data.

The expectations of B2B vs. B2C

It can be tempting to use the same methods of analysis between B2C and B2B data. However, B2B decision-making requires more consideration. Decisions involving enterprise software or other significant business products or services investments are very different from a typical consumer purchase.

B2C marketing emphasizes metrics like conversion rates, click-through rates, and immediate sales. In contrast, B2B marketing success also includes metrics like lead quality, customer lifetime value, and ROI. Understanding the differences helps prevent unrealistic expectations and misinterpretations of data.

Data differences with B2B

While B2C data analysis often revolves around website analytics and foot traffic in brick and mortar stores, B2B data analysis involves multiple sources. Referrals play a vital role in B2B, as buyers often seek recommendations from industry peers or companies similar to theirs.

Data segmentation in B2B focuses more on job title and job function rather than demographic data. Targeting different audiences within the same company based on their roles — and highlighting specific aspects of products or services that resonate with those different decision-makers — can significantly impact a purchase decision.

The B2B sales cycle is longer because purchases typically involve the input of a salesperson to help buyers with education and comparison. This allows for teams to implement account-based marketing and provides for more engagement which increases the chances of moving prospects down the sales funnel.

Enhancing data capture in B2B analysis

Many middle-market companies rely heavily on individual knowledge and experience rather than formal data management systems. As the sales and marketing landscape has evolved to be more digital, so must business. Sales professionals can leave and a company must retain the knowledge of the buyers and potential buyers. CRM systems not only collect data, they also provide the history of customer relationships.

Businesses need to capture data at all the various touchpoints, including lead generation, prospect qualification, customer interactions, and order fulfillment. Regular analysis will help with accuracy. The key is to derive actionable insights from the data.

B2B data integration challenges

Integrating various data sources in B2B data analysis used to be much more difficult. With the advent of business intelligence software such as Tableau and Power BI, data analysis is much more accessible with a less significant investment. Businesses do need access to resources to effectively use the tools.

CRM and ERP systems store a wealth of data, including contact details, interactions, and purchase history. Marketing automation platforms capture additional information from website forms, social media, and email campaigns. Because of these multiple sources, connecting data points and cleansing the data is a necessary step in the process.

When analyzing B2B data for account based marketing (ABM) purposes, there are some unique considerations to keep in mind. Industries like healthcare and financial services, for instance, have specific regulations that dictate how a business can use customer data.

Leveraging B2B data analysis for growth

B2B data analysis is the foundation for any sales and marketing strategy. Collecting and using data from multiple sources allows revenue teams to uncover gaps, trends, and opportunities for continued growth.

Acknowledging what’s different about B2B data and tracking all of the customer journey touchpoints is important as a business identifies a target market, develops an ideal customer profile, and monitors their competitors. Insights from data also single out gaps in the sales pipeline, use predictive analytics for demand forecasting, and optimize pricing strategies.

This comprehensive approach gives B2B companies the tools they need to make informed decisions, accelerate their sales and marketing efforts, and achieve long-term growth in a competitive market.

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Libby Covington is a Partner with Craig Group, a technology-enabled sales and marketing advisory firm specializing in revenue growth for middle-market, private-equity-backed portfolio companies.

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Every situation is unique and deserves a one-of-the-kind data management plan, not a one-size-fits-all solution. Graphic by Miguel Tovar/University of Houston

Houston research: Why you need a data management plan

Houston voices

Why do you need a data management plan? It mitigates error, increases research integrity and allows your research to be replicated – despite the “replication crisis” that the research enterprise has been wrestling with for some time.

Error

There are many horror stories of researchers losing their data. You can just plain lose your laptop or an external hard drive. Sometimes they are confiscated if you are traveling to another country — and you may not get them back. Some errors are more nuanced. For instance, a COVID-19 repository of contact-traced individuals was missing 16,000 results because Excel can’t exceed 1 million lines per spreadsheet.

Do you think a hard drive is the best repository? Keep in mind that 20 percent of hard drives fail within the first four years. Some researchers merely email their data back and forth and feel like it is “secure” in their inbox.

The human and machine error margins are wide. Continually backing up your results, while good practice, can’t ensure that you won’t lose invaluable research material.

Repositories

According to Reid Boehm, Ph.D., Research Data Management Librarian at the University of Houston Libraries, your best bet is to utilize research data repositories. “The systems and the administrators are focused on file integrity and preservation actions to mitigate loss and they often employ specific metadata fields and documentation with the content,” Boehm says of the repositories. “They usually provide a digital object identifier or other unique ID for a persistent record and access point to these data. It’s just so much less time and worry.”

Integrity

Losing data or being hacked can challenge data integrity. Data breaches do not only compromise research integrity, they can also be extremely expensive! According to Security Intelligence, the global average cost of a data breach in a 2019 study was $3.92 million. That is a 1.5 percent increase from the previous year’s study.

Sample size — how large or small a study was — is another example of how data integrity can affect a study. Retraction Watch removes approximately 1,500 articles annually from prestigious journals for “sloppy science.” One of the main reasons the papers end up being retracted is that the sample size was too small to be a representative group.

Replication

Another metric for measuring data integrity is whether or not the experiment can be replicated. The ability to recreate an experiment is paramount to the scientific enterprise. In a Nature article entitled, 1,500 scientists lift the lid on reproducibility, “73 percent said that they think that at least half of the papers can be trusted, with physicists and chemists generally showing the most confidence.”

However, according to Kelsey Piper at Vox, “an attempt to replicate studies from top journals Nature and Science found that 13 of the 21 results looked at could be reproduced.”

That's so meta

The archivist Jason Scott said, “Metadata is a love note to the future.” Learning how to keep data about data is a critical part of reproducing an experiment.

“While this will be always be determined by a combination of project specifics and disciplinary considerations, descriptive metadata should include as much information about the process as possible,” said Boehm. Details of workflows, any standard operating procedures and parameters of measurement, clear definitions of variables, code and software specifications and versions, and many other signifiers ensure the data will be of use to colleagues in the future.

In other words, making data accessible, useable and reproducible is of the utmost importance. You make reproducing experiments that much easier if you are doing a good job of capturing metadata in a consistent way.

The Big Idea

A data management plan includes storage, curation, archiving and dissemination of research data. Your university’s digital librarian is an invaluable resource. They can answer other tricky questions as well: such as, who does data belong to? And, when a post-doctoral student in your lab leaves the institution, can s/he take their data with them? Every situation is unique and deserves a one-of-the-kind data management plan, not a one-size-fits-all solution.

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This article originally appeared on the University of Houston's The Big Idea. Sarah Hill, the author of this piece, is the communications manager for the UH Division of Research.

Here's your university research data management checklist. Graphic by Miguel Tovar/University of Houston

Tips for optimizing data management in research, from a UH expert

Houston voices

A data management plan is invaluable to researchers and to their universities. "You should plan at the outset for managing output long-term," said Reid Boehm, research data management librarian at University of Houston Libraries.

At the University of Houston, research data generated while individuals are pursuing research studies as faculty, staff or students of the University of Houston are to be retained by the institution for a period of three years after submission of the final report. That means there is a lot of data to be managed. But researchers are in luck – there are many resources to help navigate these issues.

Take inventory

Is your data…

  • Active (constantly changing) or Inactive (static)
  • Open (public) or Proprietary (for monetary gain)
  • Non-identifiable (no human subjects) or Sensitive (containing personal information)
  • Preservable (to save long term) or To discard in 3 years (not for keeping)
  • Shareable (ready for reuse) or Private (not able to be shared)

The more you understand the kind of data you are generating the easier this step, and the next steps, will be.

Check first

When you are ready to write your plan, the first thing to determine is if your funders or the university have data management plan policy and guidelines. For instance, University of Houston does.

It is also important to distinguish between types of planning documents. For example:

A Data Management Plan (DMP) is a comprehensive, formal document that describes how you will handle your data during the course of your research and at the conclusion of your study or project.

While in some instances, funders or institutions may require a more targeted plan such as a Data Sharing Plan (DSP) that describes how you plan to disseminate your data at the conclusion of a research project.

Consistent questions that DMPs ask include:

  • What is generated?
  • How is it securely handled? and
  • How is it maintained and accessed long-term?

However it's worded, data is critical to every scientific study.

Pre-proposal

Pre-proposal planning resources and support at UH Libraries include a consultation with Boehm. "Each situation is unique and in my role I function as an advocate for researchers to talk through the contextual details, in connection with funder and institutional requirements," stated Boehm. "There are a lot of aspects of data management and dissemination that can be made less complex and more functional long term with a bit of focused planning at the beginning."

When you get started writing, visit the Data Management Plan Tool. This platform helps by providing agency-specific templates and guidance, working with your institutional login and allowing you to submit plans for feedback.

Post-project

Post-project resources and support involve the archiving, curation and the sharing of information. The UH Data Repository archives, preserves and helps to disseminate your data. The repository, the data portion of the institutional repository Cougar ROAR, is open access, free to all UH researchers, provides data sets with a digital object identifier and allows up to 10 GB per project. Most most Federal funding agencies already require this type of documentation (NSF, NASA, USGS and EPA. The NIH will require DMPs by 2023.

Start out strong

Remember, although documentation is due at the beginning of a project/grant proposal, sustained adherence to the plan and related policies is a necessity. We may be distanced socially, but our need to come together around research integrity remains constant. Starting early, getting connected to resources, and sharing as you can through avenues like the data repository are ways to strengthen ourselves and our work.

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This article originally appeared on the University of Houston's The Big Idea. Sarah Hill, the author of this piece, is the communications manager for the UH Division of Research.

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UH scores $18M NIH grant for chronic disease research

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The University of Houston has received a coveted $18.8 million grant from the National Institutes of Health to launch a program to address the root causes of chronic disease.

Only 22 institutions nationwide receive this NIH award, and the 5-year process aligns with the newly established UH Health’s mission to expand healthcare innovations in Texas and beyond. The initiative will be housed in the UH Population Health department.

"This generous funding allows us to directly confront the root causes of chronic illness that place a heavy burden on so many families," Dr. Jonathan McCullers, vice president for health affairs at UH, said in a news release. "With the recent launch of UH Health, we have an unprecedented opportunity to translate scientific discovery into healthier outcomes for our communities by bringing together experts from across the university to improve health where it matters most.”

Through the program, UH researchers from different areas of expertise will work together to address the challenges of chronic illness by looking at biological, social and behavioral factors.

According to the university, chronic diseases like heart disease, diabetes, strokes and others are the leading cause of illness, disability and death in the U.S. They account for 90 percent of the nation’s $5.3 trillion in annual healthcare spending.

Bettina Beech, chief of population health and translational science at UH, serves as principal investigator for the program.

“Chronic disease management largely happens during the 8,700 hours each year that people are not visiting their healthcare provider,” Beech added in the news release. “While healthcare is indispensable, it only accounts for 20 percent of how health is created — genetics accounts for another 10 percent, and the other 70 percent is determined by behavior, social conditions and environment.”

With the funds from the grant, UH will also be able to expand research infrastructure, add to community partnerships, support complementary research, and invest in early-career investigators, according to the news release. UH also aims to develop solutions that could help ease the economic burden of chronic disease.

Report: Where Texas ranks among best and worst states to live in 2026

Texas Talk

After earning its worst-ever ranking last year, Texas has improved slightly on an evaluation of the best states to live, but it's still at the bottom of the pack.

Each year, WalletHub's analysts compare all 50 states using 51 livability metrics to measure their affordability, economy, education and health, quality of life, and safety. Factors that were weighed include the cost of living, homeownership rates, population and income growth rates, wealth gaps, public school system quality, road quality, crime rates, and many others.

The Lone Star State landed at No. 36 in 2026, making it the 15th worth state to live right now. That's on par with its 2024 ranking, and it's a two-spot improvement over its 2025 performance.

While Texas residents can brag about living in a state with the No. 1 highest number of restaurants per capita and the 7th best quality of life in the country, that's about it. Texas earned middling-to-poor scores among the four remaining livability rankings: safety (No. 33), affordability (No. 35), economy (No. 37), and education and health (No. 40).

Here's how Texas fared in other nationwide rankings in the study:

  • No. 27 – Income Growth
  • No. 30 – Housing Costs
  • No. 39 – Percentage of Population in Poverty
  • No. 42 – Percentage of Adults in Fair or Poor Health
  • No. 46 – Homeownership Rate
  • No. 49 – Percentage of Population Aged 25 and Older with a High School Diploma or Higher
  • No. 48 – Average Weekly Work Hours
  • No. 50 – Percentage of Insured Population

Texas has a lot of work to do to improve its livability for all of its residents, but especially for women, according to several other 2026 WalletHub studies. Texas is the fourth-worst state for women, the ninth-worst state for working mothers, and the seventh-worst place to have a baby based on limited access to maternal and pediatric healthcare.

At the very bottom of the report is New Mexico, ranking 50th overall, with Louisiana (No. 49), Mississippi (No. 48), Alaska (No. 47), and Arkansas (No. 46) rounding out the bottom five.

After holding on as the No. 1 best state to live for a few years in a row, Massachusetts now ranks No. 4 and was overtaken by Idaho (No. 1), New Jersey (No. 2), and Wisconsin (No. 3). New Hampshire rounds out the top five best states to live.

WalletHub's top 10 best states to live in 2026 are:

  • No. 1 – Idaho
  • No. 2 – New Jersey
  • No. 3 – Wisconsin
  • No. 4 – Massachusetts
  • No. 5 – New Hampshire
  • No. 6 – Wyoming
  • No. 7 – Utah
  • No. 8 – Minnesota
  • No. 9 – Pennsylvania
  • No. 10 – Florida
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This article originally appeared on CultureMap.com.

6 exciting Houston startup raises to know from July 2026

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Houston startups carried the fundraising momentum of Q1 and Q2 into July with several significant seed funding, Series A and Series B rounds.

From geothermal leaders to medtech innovators, these six Houston companies raised more than a quarter billion dollars last month alone, according to reporting by InnovationMap and our sister site, EnergyCapitalHTX.com.

Did we miss a funding round? Let us know by emailing innoeditor@innovationmap.com.

Altillion

Houston-based startup Altillion has secured $5 million in seed funding to accelerate the commercialization of its proprietary IRIS and ALIX technologies, which convert oilfield-produced water into valuable minerals, the company reported earlier this month.

San Francisco-based EIC Rose Rock and Houston-based Flathead Forge led the round. Altillion says the funding will go toward pilot facilities and commercial deployments as the company looks to scale in the U.S. Continue reading.

Buildforce

The U.S. is grappling with a current shortage of 50,000 electricians, according to the National Electrical Contractors Association. Photo via Unsplash

Houston-based Buildforce, which provides a tech-enabled staff platform geared toward electricians and electrical contractors, closed a $10 million Series A round led by Houston’s Saepio Capital last month.

Other investors in the round include Blue Heron Capital, Revolution’s Rise of the Rest Seed Fund, S3 Ventures and Chicago Ventures.

Buildforce says the funding will help fuel its national expansion and further development of its technology.

The startup, founded in 2019, connects electricians with electrical contractors for commercial and industrial construction projects. Continue reading.

Hephae Energy Technology Corp.

The company develops ultra-high-temperature tools to withstand the heat of geothermal reservoirs. Photo via hephaeet.com

Houston-area startup Hephae Energy Technology Corp. closed a $17.8 million Series A financing round last month to commercialize its geothermal technology.

The round was co-led by Pennsylvania-based Susquehanna Sustainable Investments, which invests in early-stage climatech companies, and Copenhagen-based Underground Ventures, which focuses on geothermal energy startups. Alfa8, Baruch Future Ventures, Centaurus Capital LP, Elemental Impact, Exa Ventures, Future Ventures, Grantham Foundation for the Protection of the Environment, New System Ventures and True North Institute joined the round, along with existing Houston-based investor Nabors Industries. Hephae reports in a news release that the Series A round brings the company's total capital raised to $24.7 million. Continue reading.

TYBR Health

The company's B3 GEL System is designed to protect tendons, ligaments and muscles while they heal from orthopedic surgery. Photo via Unsplash

Houston-based healthtech startup TYBR Health has raised a $30 million Series A round to scale its B3 GEL System, which helps protect tendons from scarring after surgery, the company announced last month.

The round was led by Minneapolis-based Vensana Capital and Cleveland-based Mutual Capital Partners, with participation from Denver-based Neovate Capital Partners and existing investors, according to a news release from the company.

TYBR Health said it plans to use the funding to broaden the B3 GEL System's clinical applications, expand commercialization and conduct studies to evaluate its ability to protect tissue and improve healing outcomes. Continue reading.

Venus Aerospace 

Venus Aerospace has secured funding from Mercury Fund, Lockheed Martin Ventures and others. Photo courtesy Venus Aerospace

Houston-based Venus Aerospace closed a $91 million Series B round last month and plans to scale the production of its hypersonic engine.

The round was led by Houston-based Mercury Fund with participation from Lockheed Martin Ventures, MESH, PEAK6, Draper Associates, Starboard Star Venture Capital, Green Sands Equity and other investors, according to a news release.

The investment comes about a year after Venus completed the first U.S. flight test of its high-thrust rotating detonation rocket engine (RDRE). The engine is expected to enable vehicles to travel four to six times the speed of sound from a conventional runway and is about 15 percent more efficient than traditional alternatives, according to the company. Continue reading.

Quaise Energy

A rendering of a Quaise Energy geothermal plant. Rendering via quaise.com

Houston-based Quaise Energy, a producer of utility-scale geothermal power, closed $134 million in a Series B round last month to advance its “superhot” geothermal power plant.

Climate-focused San Francisco-based investment firm Prelude Ventures led the round, with participation from JERA Co., Japan’s largest power generation company, and Idemitsu Kosan, one of Japan’s largest energy companies. Nearly all existing investors, including cleantech-focused investment firm Safar Partners, participated in the round.

The startup expects more equity and debt deals to close “imminently.” Quaise has raised $230 million since its founding in 2018. Continue reading.

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