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How to Create Value for Customers in a B2B Market

2/24/2017

Image: Nvidia BB8 Driverless Car, CES 2017

Corporate Challenge: Creating value for customers, when the customer is a business.

Ironbound Strategy: Differentiate yourself from your competitors by creating more value forcustomers, employees, and society.

Ironbound Action: California based Nvidia grew steadily in the B2C market over the past decade, then grew exponentially over the last 2 years from their B2B success. Our investigation into how they grew so fast yielded a strong commitment by Nvidia to create value in their business relationships. Most of Nvidia’s business clients receive a 1-hour phone call every week from a senior executive. Providing the high-level access to executives means Nvidia can tweak and pivot future versions of their products to create better value for their customers. Businesses who receive these calls feel highly valued by the company, and can have problems solved swiftly. Accelerated growth is possible for any company who fosters unbridled business relationships; it results in lasting brand loyalty.

Nvidia B2B

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Breaking Historical Records by Creating Customer Value

2/10/2017

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Image: Allie Beth Allman and Associates

Corporate Challenge: A new company needs a brand strategy to escalate their growth.

Ironbound Strategy: Differentiate how your customers interact with your brand by creating value for customers, employees, and society.

Ironbound Action: Allie Beth Allman started a real estate firm in her garage with a desk, a phone line, and a value proposition to provide superior customer service. The firm quickly grew to become the most prominent real estate firm in Dallas. In her explanation of how she was able to set billion dollar sales records, and then set higher ones, Allie emphasized the pride she takes in each relationship. Customers are attracted to brands that value them. By creating value for everyone interacting with your brand, customers will choose yours over the rest.

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Brands Grow Faster When Innovation Serves Society

2/3/2017

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Image: Corning at CES 2017

Corporate Challenge: You need to create a successful brand extension in a new category.

Ironbound Strategy: Success is guaranteed when a brand creates value for customers, employees, and society. Positioning an innovation for society always gets more sales than innovation positioned for profit.

Ironbound Action: For over 160 years, Corning has been improving specialty glass technology, including Gorilla Glass, a scratch resistant material that has been used on over 4.5 billion devices. The Corning team’s next innovation was to create futuristic automobile glass. By focusing on creating value for customers and society, Corning innovated a revolutionary tech friendly glass. Corning's new automobile glass dramatically reduces a car's weight, improves its fuel efficiency, and lowers the car's center of gravity which allows for better handling that reduces accidents. Focusing innovation on value creation is a good way to motivate a company to make successful new products.

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How to Create Value for Customers in a B2B Market

Breaking Historical Records by Creating Customer Value

Brands Grow Faster When Innovation Serves Society

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