Displaying items by tag: B2B brands

Wednesday, 05 June 2019 11:42

Traditionally, large organisations have gravitated to agency partners who match them in size and stature. In recent years, the need for a global presence and mass capabilities offered by the traditional full-service agency model has dissipated and there has been a trend for a more tailored approach - where organisations are seeking agencies who understand their niche or industry.

BrandMatters specialises in B2B brand research and brand strategy. In particular, we have worked with many organisations in the financial services and professional services industries.

The team of senior marketers at BrandMatters have all come from client-side brand and strategic marketing roles. Over the years, specialising has enabled the team to develop deep expertise in their specific discipline and become subject matter experts in specific industries and B2B branding. They have an understanding of the unique challenges faced by these organisations.

BrandMatters’ portfolio of clients showcases over 16 years of experience dealing with complex brand architecture challenges, huge changes in market landscapes and the challenge of communicating a brand’s purpose both internally and externally. 

For Paul Nelson, BrandMatters’ Managing Director, it is clear that research is the key to brand strategy for B2B organisations. The role of brand in B2B organisations has often been seen as secondary. Over the years, B2B branding has evolved and has become more of a driving force behind organisational strategy and businesses providing value over and above their core product or service offering. Brand can act as an anchor that grounds the business in its values, beliefs and future goals. It defines a vision and a set of behaviours that drives the internal culture of a business and results in a consistent experience of clients and customers.

When communicating your message in a B2B environment, a brand needs to ensure the message is highly logic driven rather than solely relying on the emotive levers pulled in traditional B2C marketing communications. In general, B2B marketing strategy needs to deliver a product or service that results in increased productivity or reduced costs for the target market. Undertaking both qualitative and quantitative research gives businesses the insight needed to make strategic decisions about their brand direction and it often brings out other underlying strategic business-related opportunities and threats that need to be addressed.

Through brand research, BrandMatters is able to distil valuable insights that delve deep into the customer psyche and uncover the truths about brand perception, market challenges and consumer needs which are often common across each industry but can also be unique to each organisation.

Independent research allows clients of B2B organisations an opportunity to be heard. This, in itself, is a valuable demonstration that their opinions matter, and that their needs are being addressed.

Choosing the right brand agency to work with can be a challenge; you need to consider your budget, but you should also feel comfortable that the agency understands your industry or niche. In a world of mass marketing and a one size fits all approach, consumers and businesses are thirsty for personalisation and a brand that truly understands their needs at all stages of the buyer journey.

Many larger agencies are starting to divide and conquer - realising the benefits of smaller, niche agencies to satisfy the demand of specialisation. At BrandMatters, we work with clients of all sizes and the general consensus, regardless of their size, has been that we punch above our weight. The strategic insight delivered via in-depth research has proven to be incredibly strong ammunition for success.

CEOs and CMOs of some of Australia’s largest and most successful financial services brands have said that having an agency such as BrandMatters as their partner has given them the confidence to make large and complex business decisions. These strategic decisions often guide the organisation forward in a new direction or confirm and cement their existing direction. In some cases, it has been clarity of direction that was sorely lacking.

The small but experienced team at BrandMatters are experts in delivering research in a way that helps:

  • Shine a light on the current situation
  • Uncover the distinctive attributes that will make your brand relevant and attractive to your target market.
  • Articulate these distinctive positioning attributes in a way that is easy to communicate throughout the whole organisation and gain buy-in.
  • Execute the plan with confidence and drive success.

Across all industries, there is a trend for consumers to be attracted to a more distinctive brand that is tailored to their needs. Customer experience has become such an essential ingredient in your future brand strategy regardless of the size of your brand. Understanding exactly what customers want and need is the key.

Customers - whether B2B or B2C, want to be heard and appreciated. They also want to be understood, and in complex industries, this is the special skill of a specialised agency. BrandMatters helps businesses listen, learn and then demonstrate their understanding.