Slide 5.1

Video 11 Online B2B Value Propositions

IBMS Semester 6b Fall 2013Mr. George Szanto

Topics Covered

• Recap of Online Value Proposition (OVP) Definition and slight differences between B2B versus B2C

• How does your OVP fit into the over all process of creating a strategic eMarketing plan

• Factors to consider when developing a strategic eMarketing OVP

OVP Definition & Recap

• Exploits unique advantage(s) online reinforcing core brand, clearly summarizing what a customer can get from you online that they can not get elsewhere (including offline, or from competitors)

• Slight differences between B2C and B2B buyers because of their needs.

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How Does OVP Fit Into the Overall Picture

Voettekst

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Factors to Consider in Your OVP

• Customer persona needs• Competitive offerings• Company strengths and resources available• Online business model• Immediacy, interactivity• Can it be reinforced throughout your various

digital assets (content, websites)?

Voettekst

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6Cs To Help Define B2B OVPs

• Content – relevant, at right time• Customization – matched to personas• Community – social network, crowd

sourcing• Convenience – 24/7, instant ordering,

installing in some cases• Choice – wider • Cost Reduction – cheaper to buy online

Voettekst

End of Video - Thank you

• Please take the online quiz associated with this video

• During this week’s workshop, please be ready to present your case’s OVP or to debate those presented by classmates!