Más contenido relacionado La actualidad más candente (20) Similar a Partner Plus Brand Basics Session 2 Slides (20) Partner Plus Brand Basics Session 2 Slides1. Brand Basics Part 2:
Defining Your Brand
John Bowen, Alex Millet and Mohammad Saigol
Brand Consultants
11 April 2013
Presented by
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1
2. • Brand consultancy
• B2B and corporate focus
• Strategy and design
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2
3. • Part 1: Understanding Brand (4/4/13)
What we mean by brand, what value it can offer to a business, and how you
might begin to think about creating or improving your own brand.
• Part 2: Defining Your Brand (4/11/13)
Guidelines for helping you define what your brand stands for in the context of
your competitors, your customers, and your own company and culture.
• Part 3: Bringing Your Brand to Life (4/18/13)
Information and advice about translating your company’s brand strategy into
customer brand experiences through messaging and design.
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3
4. • How to define your brandscape
• How to chart the future path of your brand
• How to create and use some simple brand positioning tools
• Some tips for making your brand strategy tangible
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4
5. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 5
6. “Patents expire. Copyrights
expire. Only brands can be
owned forever.”
Larry Light, from “Disruption: Overturning Conventions and
Shaking Up the Marketplace”
© 2013 Cisco and/or its affiliates. All rights reserved.
2011 Cisco Confidential 6
7. Understanding your customer
Understanding your competition
Understanding your company
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7
8. The people who exchange money for your products and services
are a critical component of your brandscape.
• Talk to three of your best customers
• Talk to three customers who are dissatisfied
• Conduct desk research on your category and target
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 8
9. In order to understand how to stand out in your customer’s mind,
you need to know who they are comparing you to.
• Look at three direct competitors
• Look at one or two aspirational competitors
• Look at one or two out-of-category brands you admire
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 9
10. Lasting brands are authentic, meaning that what they promise is
directly linked to why they were created and how they operate.
• Look to your company’s history and achievements
• Look to your company’s leaders and cheerleaders
• Look to your company’s business model
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 10
11. insight | [in-sīt] | noun
(1) The capacity to gain an
accurate and deep intuitive
understanding of a person or
thing, or (2) an understanding
of this kind.
Oxford Dictionary
© 2013 Cisco and/or its affiliates. All rights reserved.
2011 Cisco Confidential 11
12. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 12
13. Stay on top of industry trends
and competitor moves.
Identify unmet customer needs
that can improve your product or
sales / service model
Keep your company focused on
your most important goals
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13
14. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 14
15. Your company’s goals for the
future
What tomorrow looks like, in a
best case but credible scenario
How you and your stakeholders
measure long term success
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 15
16. The most trusted
technology
company in the
world, Cisco is a
leader in delivering
personal and
business video that
transforms life’s
experiences.
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16
17. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17
18. At the highest level, what you
offer to all your audiences
A summation of your
differentiated benefits
The organizing principle for all
communications and actions
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 18
19. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 19
20. Bringing people together.
Cisco Brand Promise
© 2013 Cisco and/or its affiliates. All rights reserved.
2011 Cisco Confidential 20
21. Your brand promise is internal language that inspires external
language and action – to develop it, look to your insights.
• What higher order value do you provide to customers?
• What do you do different and better?
• What attributes and equities does your company own?
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 21
22. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 22
23. “Branding is about taking
something common and
improving upon it in ways
that make it more valuable
and meaningful.”
Scott Bedbury, “A New Brand World”
© 2013 Cisco and/or its affiliates. All rights reserved.
2011 Cisco Confidential 23
24. Avoid confusing tactics with
strategy and strategy with goals
Attract customers and
employees that are right for
your business
Align promise with delivery to
increase customer satisfaction
and drive repeat business
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 24
25. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 25
26. A focusing of your brand promise
to increase relevance to a target
Answers the question: “Why
should I exchange money for
what you have to offer?”
A core component of internal
and agency briefs
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 26
27. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 27
28. For [target customer] who [customer
need], [your brand] is the [offering
description] that [differentiating
benefit].
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 28
29. Value Proposition
For independent,
proactive women 25-
39 who, in seeking
balance, put so much
into their day they
need to replenish
what’s been taken out,
DASANI is the new
bottled water that
provides total body
hydration and a feeling
of pure satisfaction.
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 29
30. Is it relevant?
Is it differentiating?
Is it compelling?
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 30
31. Reasons to believe, sometimes called RTBs or proof points, are the
tangible facts that back up your promises
• They are not aspirational – they are unassailable
• The good news – you’ve probably already gathered most of them
• Grouping specific RTBs into buckets can lead to useful themes
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 31
32. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 32
33. Reasons to Believe
Purity
Reverse osmosis filtering
Added minerals
Availability
Distribution
Portable
Sustainability
Plant based bottle
Recycling initiatives
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 33
34. • Internally – deploy RTBs to prove to your people that your brand
is authentic and actionable
• Externally – use them to support the higher order benefits and
promises you lead with in headlines and sales presentations
• Some companies prefer to include RTBs in their value proposition
by adding a clause beginning with “because” at the end
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 34
35. Ensure that your offering is right
for your target and adjust either
to optimize your business
Have an industry standard tool
to brief your marketing agencies
Prepare a convincing story for
sales presentations
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 35
36. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 36
37. Focus
Relevance
Differentiation
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 37
38. What can you do right
away to start making a
difference?
© 2013 Cisco and/or its affiliates. All rights reserved.
2011 Cisco Confidential 38
39. • Designate brand guardians
• Conduct brand workshops
• Learn from the front line
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 39
40. • Conduct a web survey
• Share knowledge and best practices
• Ask the opinion of outsiders
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 40
41. • Introduce distinctive language
• Simplify, simplify, simplify
• Own a distinctive color
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 41
42. A promise to the outside
world is meaningless if
your people aren’t
internally prepared to
deliver on it.
© 2013 Cisco and/or its affiliates. All rights reserved.
2011 Cisco Confidential 42
43. In this section you learned how to assess your brandscape by
looking at your customers, your competition, and your own
company.
You were also given tools to develop key components of your brand
like the Brand Promise, Value Proposition, and Reasons to Believe.
In Part 3: Bringing Your Brand to Life, you will take all of these and
begin to translate them into tangible brand assets like identity and
messaging strategy.
See you next week!
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 43