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 med school granted $2M gift to offer student scholarships

scholarship gift

A new scholarship endowment aims to support students in the University of Houston’s recently established medical school.

The University of Houston’s Tilman J. Fertitta Family College of Medicine received a planned estate gift commitment estimated at $2.1 million to establish the Bob Diehl and Teresa Evans Diehl Scholarship Endowment. The scholarship will assist full-time medical students who demonstrate financial need and meet academic standards.

“Endowed scholarships like this do more than ease the burden of tuition—they empower our students to focus on learning, leadership and compassionate care,” Jonathan McCullers, UH vice president of health affairs and dean of the Fertitta College of Medicine, said in a news release. “We are deeply grateful to the Diehls for their vision and commitment to expanding access to health care through education.”

The endowment aims to provide annual scholarship support for students enrolled in the Fertitta College of Medicine. The gift also aligns with the university's fundraising initiative focused on expanding opportunities for students, known as Can’t Stop Houston: The Centennial Campaign, which works to expand research ahead of UH’s 100th anniversary next year.

The Diehls are both graduates from UH, and Bob Diehl spent 38 years working at UPS.

“It brings me happiness to know that my endowment will make a difference in young people's lives and in the communities that will need those future doctors,” he said in the release.

The Fertitta College of Medicine welcomed its inaugural class of 30 students in 2020 and expects classes to grow to 120 students in the coming years, according to UH. The university believes scholarship opportunities will be crucial for students to pursue medical education despite financial challenges.

“The Diehl family’s generosity will open doors for talented future physicians who are called to serve our communities but may otherwise face financial barriers to pursuing a medical education,” McCullers added.

9 Houston universities boast best grad programs of 2026, per U.S. News

making the grade

Nine Houston-area universities are earning new national acclaim in a report of the best graduate schools in the U.S. for 2026.

U.S. News & World Report annually publishes its national "Best Graduate Schools" rankings in early April, which comprehensively rank graduate programs across business, education, engineering, law, health, and many others.

New for the 2026 edition, the publication updated its rankings across 12 health disciplines — only physician assistant and social work were excluded — and "the first full refresh" of doctoral science programs since 2022. U.S. News also revived its Master's in Fine Arts rankings for the first time since 2020.

"We know a graduate degree is a major commitment,” said LaMont Jones, Ed.D., managing editor of Education at U.S. News. “That is why we are dedicated to methodologies that thoroughly examine a wide range of factors, from research excellence to career success. These rankings are a powerful tool for prospective students, offering clarity and confidence as they approach their most critical educational choice."

This is how the nine local schools ranked, statewide and nationally, and how they compared with last year's national ranking:

Rice University

  • Brown School of Engineering – No. 3 best graduate engineering school in Texas; No. 25 nationally (up from No. 26 last year)
  • Jones Graduate School of Business – No. 3 best business school in Texas; No. 29 nationally (unchanged)

Several of Rice’s doctoral science programs were among the 30 best in the country, including earth sciences (No. 20), chemistry (No. 22), biostatistics (No. 25), mathematics (No. 26), statistics (No. 27), and physics (No. 28). The Ph.D. biological sciences program tied as 55th best nationwide. Rice’s public affairs program tied for No. 107 nationally.

University of Houston

  • Cullen College of Engineering – No. 5 best graduate engineering school in Texas; tied for No. 71 nationally (up from No. 72 last year)
  • College of Education – No. 5 best graduate education school in Texas; No. 95 nationally (down from No. 81 last year)
  • UH Law Center – No. 5 best law school in Texas; No. 54 nationally (up from No. 63 last year)

The University of Houston has the 31st best pharmacy program in the country, its speech-language pathology program tied for No. 54 nationally, and the clinical psychology program tied as 65th best in the U.S. In the doctoral sciences rankings, UH’s earth sciences program ranked No. 80 nationally, the physics program tied for No. 81, the chemistry program ranked 84th, and the mathematics program ranked No. 87. The Ph.D. biological sciences program ranked as the 104th best in the nation. UH’s public affairs program tied as 80th best nationally. The university also has the 106th best fine arts program in the nation.

University of Houston, Clear Lake

  • College of Education – No. 12 best graduate education school in Texas; No. 164 nationally (up from No. 166 last year)

University of Texas Health Science Center (UT Health Houston)

  • Cizik School of Nursing – No. 2 best master’s in nursing program in Texas; No. 32 nationally (up from No. 41 last year)
  • McGovern Medical School – Tier 2 best research medical school in the U.S.

UT Health Houston’s public health program tied for No. 31 nationwide, and the health care management program tied for No. 47. The Cizik School of Nursing’s nurse anesthesia program tied as 49th best in the country. In the doctoral sciences rankings, the university’s biostatistics program tied as the 25th best nationwide.

University of Texas Medical Branch, Galveston

  • Sealy School of Medicine – Tier 2 best medical research school in the U.S.

UT Medical Branch’s occupational therapy program tied for No. 41 nationally, the physical therapy program tied for No. 57, and the university tied for the 60th best nurse anesthesia program in the U.S. The public health program tied for No. 89 nationally. In the doctoral sciences rankings, the university’s biostatistics program tied for No. 70 nationally.

Prairie View A&M University

  • College of Nursing – No. 5 best master’s in nursing program in Texas; No. 104 nationally (unchanged)

South Texas College of Law Houston

  • No. 7 best law school in Texas; No. 128 nationally (up from No. 138 last year)

Texas Southern University

  • College of Education – No. 17 best graduate education school in Texas; No. 219 nationally (down from No. 178-195 last year)

TSU’s pharmacy program tied for No. 120 nationally.

University of Texas MD Anderson
UT MD Anderson’s doctoral biostatistics program tied as the 17th best nationally, and the doctoral biological sciences program tied for No. 50.

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This article originally appeared on CultureMap.com.

Houston medtech firm secures $30M for neurosurgical robot

stroke surgery

Robotic neurosurgery is an exciting new frontier in medicine, and Houston-based medtech firm XCath is leading the charge with its revolutionary Iris robotic system. The company announced in March that it had secured $30 million in Series C funding to continue developing systems to tackle blood clots in the human brain.

“We are grateful to our investors for their conviction in our shared mission to improve clinical outcomes for patients impacted by endovascular diseases,” Eduardo Fonseca, CEO of XCath, said in a news release. “In 2025, the XCath team advanced the frontiers of endovascular robotics. This funding accelerates our commitment to expanding access to life-saving care so that where a patient lives no longer determines whether they live.”

XCath–which also has campuses in Pangyo, South Korea–has already achieved a number of remarkable firsts in robotic neurosurgery. The Iris is the only endovascular robotic system currently in development to perform intracranial navigation or neurointerventional treatment, and is the only robot in the world to have performed an intracranial neurovascular procedure involving the robotic manipulation of three devices.

These new Series C funds, which bring the company's total investment to $92 million, will go toward developing a clinical telerobot capable of performing a mechanical thrombectomy. This would bring unprecedented accuracy and precision to the surgical removal of brain clots, significantly reducing the risk of neurosurgery.

“Robotic surgery succeeds when innovation is paired with practical execution,” Dr. Fred Moll, chairman of the XCath board of directors, said in the release. “XCath has built a promising technology foundation, and just as importantly, a team that values rigor and appreciates perspective. I’m excited to support them as they take on the mission of globalizing access to gold-standard care for stroke patients.”

In November 2025, the Iris debuted under the control of Dr. Vitor Mendes Pereira at The Panama Clinic in Panama City, alongside local Principal Investigator Dr. Anastasio Ameijeiras Sibauste. It was only the second time in human history that a robot had been used for intracranial neurovascular intervention, and it established Iris as a viable technology in the fight against stroke.

“Treatment of stroke and other neurovascular diseases represents one of the most significant financial opportunities in healthcare, supported by positive reimbursement dynamics and strong demand from health systems,” Nicholas Drysdale, CFO of XCath, added in the release. “With our continued investor support and disciplined capital deployment, XCath is positioned to build a category-leading platform in endovascular robotics”.

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