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Customer Lifecycle and the Brand Graveyard
Where B2C brands are based on emotion and driven by advertising, B2B brands are built on rational, functional attributes that add value. B2B customers develop brand loyalty based on analytics and factors like:Quality of assortmentStaff knowledgeSupportCustomer serviceReliabilityDelivery speedTo determine if you’re stuck in a holding pattern, first look at the characteristics of your average transactions with customers:Do they only buy a small number of product categories?Do they buy big products from you but not their accessories?Do they buy infrequently?Next, look more closely at your…
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