Tag Archives: customer service

Disruptive Thinking

Posted on by
Reply

Traditional ways of doing business have changed. Or, to be rather brutally accurate, they have been disrupted.

Our world has been transformed with mobile, cloud, social, data, security, connected devices, to a technological paradigm that could not have been imagined prior to the introduction of the PC, which is not that many years ago.

The way we do things and the devices we use to get things done basically just got faster and smarter at Moore’s law speed. Powered by cloud computing and mobile broadband and fuelled by the individual’s desire to be online all the time, the impact on the world of work and commerce has been profound. What this means for enterprises is that it’s time to think differently; doing business in the digital age means dealing with digital customers, and this can mean a need to dramatically reshape the organisation’s operating model.

Changing technologies, changing philosophies

One of the most significant changes to enterprise IT procurement today has been the shift of the cost model. Organisations have gone from the traditional method of paying up front for technological tools, the CAPEX route, to the more agile, cost-effective OPEX model. This change in philosophy has been powered by pay-as-you-use technology services and is at the heart of how enterprises have to adapt and reinvent themselves.

The benefits that this brings to businesses are many. There is the immediate cost saving inherent to not having to pay set-up fees and to not actually having to buy the full technology kit in the first place. The on-demand usage model also lets companies operate in more flexible and agile ways, creating work/life balance advantages for their employees and enabling better interaction with customers.

When your customers are digitally savvy end-users themselves, they naturally expect the companies they buy from to be similarly engaged. That’s why progressive companies are now using social media tools to deliver customer service, or enhancing their overall value proposition with dedicated smartphone apps.

Fundamentally, enterprises now need to work smarter. Those companies that want to thrive and enjoy competitive advantage over rivals are those that embrace technology, harness its power and use it to improve their product and service offering.

The shift from digital enablement to digital dependency

Technology and in particular mobile devices and mobile Internet connectivity have become life essentials – to the point where some countries have even gone as far as making broadband an actual human right. So much of what we now do as individuals requires technology to make it happen and that we’ve become dependent on it.

Broadband is now faster than ever and pretty much ubiquitous, while cloud computing and the proliferation of smartphones and tablets has been extraordinary and pervasive. Wearable technology is set to go mainstream and the Internet of Things will see more connected devices in place around the planet than we can currently envisage.

Enterprises have no choice but to reinvent and change the ways in which they work and interact with customers. At operational level they need to change their structure and their value proposition needs to evolve.

The more demanding customer

There is a cyclical element to the changes the digital era has brought us; because technology has enabled organisations to work in whole new ways, customer expectation levels have risen. The smartphone connected customer is used to great service, direct to their mobile device wherever they are, so the enterprise is under increasing pressure to keep meeting and exceeding these expectations. It’s a whole new paradigm of customer expectation.

To take this a little further, the next batch of customers currently working their way through university are all Echo Boomers, or Generation Y. They are the most technologically advanced and expectant generation of individuals we’ve ever produced, and they literally do not know or remember a world without broadband, mobile devices, laptops and always-on connectivity. So enterprises need to plan ahead – customer expectation of your digital capabilities is only going to keep on rising.

But remember to keep the back door locked

All this increased mobility and device usage does of course carry a threat with it. While organisations can benefit hugely from reinventing themselves and carrying a digital offering, they must be mindful of the security challenges. Hackers and cyber criminals have also continued to evolve, so risks do remain and have multiplied.

Enterprise mobility management, a strong firewall on your network, in-depth mobile policy within the organisation and even secure corporate app stores are all ways that enterprises can enjoy the benefits of digital while minimising security risks.

Disruptive thinking

With so many technological advances, disruptive thinking is key to an enterprise reaping the benefits quickly. Organisations need to disrupt themselves before they are disrupted, they need to embrace new technologies and adapt them to their organisation’s operations as this is the only way ahead.

Companies that move first will enjoy greater success over the coming decade. Enterprises that delay and continue to operate in time-honoured, traditional ways, will find themselves losing customers, market share and ultimately profitability.

By embracing the digital era and reinventing themselves as a digital enterprise, organisations can truly thrive. Technology used to be a support function within a company, today it is an absolutely essential element of a business strategy. By utilising digital tools to integrate customer service channels, companies can deliver far better customer service and keep customers coming back. Giving your customers more added value with smartphone apps tailored to their needs, will see your customer satisfaction levels increase.

These are some of the ways to forge ahead in the age of the digital economy. Disruptive thinking needs to also be applied to cyber security and protection from unwanted cyber penetrations of your systems, data and sensitive intellectual property.

A simple and effective start, on the security front, is to have professional penetration testing conducted on your organisations systems before someone else does.

Taming the multichannel customer service monster

Posted on by
Reply

Today’s consumer is a much more expectant, much more demanding beast than in times gone by – and the reason for this is technology. The consumerization of IT and mobility have combined to give people a level of control and power over their activities that they’ve never previously been able to enjoy. And one of the by-products of this has been an increased expectancy of customer service quality.

The modern customer – and indeed the modern company – today has more ways of communicating available to them than ever. We have the traditional telephone network for voice calls, but we also have SMS messages and multiple online tools such as email, web forms, chat, instant messengers and social media applications. A common consumer perception is that voice never really gets you very far – and be honest, nobody in the world actually enjoys sitting on hold listening to irritating music and product pitches – so companies have had to start thinking differently.

This means utilizing all those other communications tools in an effective way – and it is a tricky balancing act to get right. Apps are increasingly becoming the way that end-users interact and so they expect their customer service to come their way on their terms. The challenge of delivering a multi-channel customer experience, a genuinely fully-integrated, seamless customer service, is a big one.

the journey’s destination – the fully integrated, seamless customer service

So with customers expecting and demanding better service and more personal attention, why, in this multi-channel environment, isn’t it being delivered?  The opportunity to provide a genuine cross-channel customer experience is there, and it has never been more important to retain good customers and attract new ones through a strong brand and reputation for high quality service.

In a highly competitive world, organizations are focused on product innovation, why are they not taking the next step to think to roll out an integrated customer service suite at the same time?

The figures are pretty convincing in favor of offering an enhanced customer service experience. 86% of consumers say they are prepared to pay more for a better customer experience, while just 1% says companies consistently meet their expectations. Poor customer experience is the biggest cause of customer churn, with 89% of people admitting that they are happy to switch to a competitor due to poor customer experience.

This is the mobile age and companies are faced with a generation of end-users who have no real concept of things like fixed-line phones and sitting on hold waiting for the next available agent. They want their interaction in real time, the same way they have it with friends, family and peers online. When 50% of smartphone users say they would prefer to use a mobile customer service application to try and resolve a customer service problem before picking up the phone and calling the contact center, you know that there is both an issue and an opportunity here.

the way ahead – the Cloud and analytics

40% of organizations have stated that ‘complexity’ is the biggest challenge to their deploying enhanced, multichannel customer service offerings – it used to be ‘organizational structure’ – but cloud computing is helping to make a seamless contact center and customer service operation a more achievable reality. Business intelligence and analytics tools allow organizations to both track and monitor customer datato improve their experience, while the Cloud also enables social media engagement in real time like never before.

The cloud makes it easier than ever to bring the right customer service people together with the right customers, on the customer’s terms. The ability to include customer service processes and systems within the cloud enables more tools – organizations can communicate via Twitter, Facebook and other social apps – but it must be integrated, or risk giving the customer further frustration.

The future of customer service is undoubtedly in the cloud, and intelligent analytics will enable organizations to keep their offering fresh and their customers content. These analytics are particularly useful for government bodies and companies in the financial, health and insurance industries, all of which are subject to regulatory changes and challenges.

70% of businesses plan to include social media as part of their customer service offering by mid-2014, while 55% of customers expect customer service via social media. Customers who engage and interact with companies via social media spend 20 to 40% more with those companies than other customers. The proof points are becoming undeniable, the need for a joined-up customer service provision across multiple platforms and channels indisputable, and it is the cloud which will deliver this.

Original Publication