There are often debates on the importance and role of brands in the B2B world. Is brand perception driven totally by satisfaction with the customer experience? Clearly more rational aspects such as product performance, experience and value are critical components, but in today’s procurement-led selection of suppliers and partners, is there a place for the softer, more emotional dimensions of a brand – and what implication does this have for the assessment of brand performance in the B2B arena?
At a strategic level, brands are brands, irrespective of the sector in which they operate, although with a seemingly more rational set of decision-making criteria, brands in the B2B world would appear to be built around rational benefits, value and service. Interestingly though, one regularly-quoted brand saying from the 1970’s playing strongly in the emotional space is from the B2B arena:
‘No-one ever got fired for choosing IBM’