FIVE WAYS THAT B2B BRANDS BUILD RELEVANCE DIFFERENTLY THAN B2C BRANDS

The sixth annual Prophet Brand Relevance Index®, which studied 228 brands among 13,000 consumers, reveals how brands that rely heavily on serving B2B customers build relevance differently than brands that focus only on B2C customers. Here’s a quick snapshot of some of our findings. Click here to read the full article.

As part of the study, we compared 57 brands with significant B2B businesses such as Amazon, General Electric, FedEx and IBM with 171 pure B2C brands such as Lego, Peloton, Netflix and Etsy.

When we analyzed the drivers of customer centricity and pragmatism, key differences appeared.

When compared to B2C focused brands, B2B reliant brands…

1. Meet More Important Needs

On average B2B reliant brands outperform B2C focused brands on meeting their customers’ important needs by a remarkable 28 percent.  

2. Make It Easier

B2B reliant brands are 25 percent more likely to make it easier for their customers than B2C focused brands.

3. Don’t Deliver As Consistently

B2B reliant companies are 17 percent less likely to perform as well as B2C companies on “consistent delivery.”

4 & 5 Don’t Connect As Well Emotionally or Make the Customer Happy

B2B brands are 47 percent less likely to make customers happy than B2C brands.

Learn more about brands in your industry

This post provides just a snapshot of the 228 brands evaluated in the 2021 Prophet Brand Relevance Index®. For more insights on this year’s top-performing brands, visit this website.