forrester, liveops, and mindtouch on the future of customer service
TRANSCRIPT
Emerging Trends and Technologies in
Customer Service
Making Leaders Successful
Every DayArt SchoellerVice President and Principal Analyst,
Forrester Research
Ann RuckstuhlChief Marketing Officer, LiveOps
Aaron Fulkerson
Founder and CEO, MindTouch
Customer Success Software
© 2014 Forrester Research, Inc. Reproduction Prohibited
What’s the future of customer service?
What are the key trends and challenges?
© 2014 Forrester Research, Inc. Reproduction Prohibited
Customer Experience Is Driving Shareholder Value
Source: October 2013 “Technology Management In The Age Of The Customer”
© 2014 Forrester Research, Inc. Reproduction Prohibited 7
Top customer service trends
Source: Navigate The Future Of Customer Service In 2014
• Omnichannel service• Mobile first• BPM standardizes service delivery• Proactive outbound /engagement• Knowledge evolves giving advice
• Next best action decisioning tools• Integrating customer feedback• Big data analytics• Optimizing the agent agent experience• Adoption of Software as a Service
© 2014 Forrester Research, Inc. Reproduction Prohibited
What’s the current state of multichannel customer service?
© 2014 Forrester Research, Inc. Reproduction Prohibited
All Generations Of Consumers Demand Effortless Customer ServiceFebruary 2014 “Navigate The Future Of Customer Service In 2014”
Talking to an agent still ranks very high
Staffing – do you hire multi-channel skilled agents?
© 2013 Forrester Research, Inc. Reproduction Prohibited
In general, what is your contact center's approach to having agents serve customers through
multiple channels?
30%
52%
13%
3% 1%
All of our agents support multiple channels (e.g., voice, chat, email)
Most of our agents support multiple channels, but some are specialists (e.g., social media)
Most or all of our agents are specialists and support only a single channel
Does not apply - our contact center only has one mode of communication (e.g., voice)
Don't know
Base: 633 contact center decision-makers with 20+ employees and 50+ seat contact center
Source: Forrsights Networks And Telecommunications Survey, Q1 2013
Consumers today “channel shift”
But can you join them on the journey?
© 2014 Forrester Research, Inc. Reproduction Prohibited
Engaging The Perpetually Connected Consumer Across TouchpointsMarch 2013 “Manage The Cross-Touchpoint Customer Journey”
© 2014 Forrester Research, Inc. Reproduction Prohibited
What’s the Nature of Information?
Barriers to
customer
self-service
Limited support
staff. Unscalable
to high demand
Product
information
sprawl. Lack
of easy
overview
Newest
information,
still “boxed”
and out of
use
Information is Hoarded and Siloed
17
What is Customer Success Information?
• Support knowledge bases
• User manuals
• Training materials
• Technical sales materials
• Field technician knowledge
• Training videos and tutorials
• Client services information
• In-product help content
• Release notes
• Expert knowledge
Prospect Customer
Know
ledge M
anagem
ent
Know
ledge b
ase
Promoter
Customer Success, Not Break-Fix
19
Customer Success - Organized and Self-Optimizing
In Service of Customer Effort
Customers Reporting Low Customer Effort in Support:
• 94% intended to repurchase
• 88% would likely increase spending
• Only 1% likely to speak poorly of company or product
Customers Reporting High Customer Effort in Support:
• 81% intended to speak poorly of company or product
• 57% of customers reporting loyalty erosion stated cause
was poor self-service
Customers Requiring Agent Interaction
• 4 times more likely to leave disloyal than loyal
Source: Harvard Business Review July 2010
© 2014 Forrester Research, Inc. Reproduction Prohibited
How Critical is Live Service?
Customers Are Multichannel. Most Contact Centers Are Not.
Voice
Chat
Social
SMS/Text
© 2014 LiveOps, Inc.
The Agent Experience Today – “ALT-TAB Hell”
© 2014 LiveOps, Inc.
On average, agents need to
use 5 different screens to
access separate systems
that provide them with much
needed information.
• 26% of agent time is spent
looking for relevant data
across different systems
during each customer contact.
Source: Aberdeen, 2012
Agent Experience Tomorrow – Uber & Clean
© 2014 LiveOps, Inc.
Barriers to Becoming #SuperAgents
© 2014 LiveOps, Inc.
• Having to navigate multiple windows
• No easy access to customer information
• Inability to service alternative channels, especially social media
• Having to deal with software downloads and system issues
• Lots of “double work” having to retype or cut/paste from one system to
another
• Can’t make performance metrics due to system barriers
• Desktop problems affects the customer experience and “trust” significantly
Agents believe they can be 50% more productive if they have integrated,
multichannel customer engagement desktop
Source: LiveOps Contact Center Universal Queue and Agent Productivity Study, Jan 2013
LiveOps Customer Success Formula
© 2014 LiveOps, Inc.
BAX = BCX = BCLTVTM
Happy Agents = Happy Customers
© 2014 LiveOps, Inc.
10% decrease in agent turnoverconservative estimate of decrease in agent attrition if they are equipped with an integrated multichannel desktop
50% improvement in FCRreduce time-to-resolve and redundant interactions by managing all interactions from one desktop
Case Study: LesConcierges
© 2014 LiveOps, Inc.
Delivers First Class Service
• Global distributed workforce with different
requirements
• Lack of multichannel capabilities to better
serve customers
• Outdated and unreliable platform
• Hassle-free integrated multichannel cloud
contact center solution; voice, chat, email,
and social media
• Industry proven platform with high reliability
and stringent security
• Web-based agent desktop allowed to create
virtual contact center with distributed
resources
• $1.2 M cost savings in the first year
• Improved business agility – deployed over
100 news agents and 250 applications in ONE
month
• Increase customer satisfaction
“For LesConcierges, having a multichannel cloud contact center
solution that is truly global is essential to providing seamless service to
our VIP clients. LiveOps provides a solution that decreases our cost
and time to scale, and increases our geographic resiliency, with
outstanding support.”
— Matt Clemenson, Chief Technology Officer
The Results
The Challenge
The Solution
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Managing Multichannel Customer Experiences
Managing Today’s Customer Service Experience
© 2014 LiveOps, Inc.
Consumers
• I want my problem fixed now – don’t make me wait –and interact with me how I want
• I’m multitasking – don’t waste my bandwidth
• You know who I am, and what we last talked about, right?
Agents
• Make my job easy
• How am I performing?
• Can I get home on time today?
Managers
• Are my staff productive enough?
• I need to react in real-time to changes in customer behavior – help me to prevent problems.
• What are my customers saying – and are they happy?
Multichannel +
Social &
Mobile Cloud
Contact Center
The Problem: Fragmented Customer Journey
© 2014 LiveOps, Inc.
Customer touch points events are not integrated or leveraged
Each customer interaction lacks context of entire journey
Dependency on historical data missing opportunity to engage
Customer
begins search
on website Customer
begins form
filling on
website
Customer
requests chat
for help
Customer gets
customer
service phone
number
Customer calls
customer
service
then abandons Customer
moves on to
competitor’s
website
Customer calls
contact center
Opportunity
Begins
Opportunity
Ends
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Success Center Contextual Knowledge
Call Center and ChateLearning / Training
Support
Channels
Social and
Community
Ticket Deflection
Customer Success Information Layer
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Cross-Channel IntelligenceAgent Awareness
- Increase agent
interaction quality
Intelligence
- Identify potential
promoter
- Identify at risk
customers
Track Trends
- Identify gaps in content
or quality
Next Generation Event-Driven Customer Journey Management
© 2014 LiveOps, Inc.
Create Great Customer Experience with Contextual Routing
Pattern 1
Pattern 2
Action
CollectCustomer interactions and
transactions across
channels and applications.
DetectPatterns indicative of a
positive or negative customer
experience, in real-time.
EngageWith the customer, in the
moment, with an appropriate
action.
No pattern
has been
matched.
• Abandoned Cart
• Positive Chat
• Open Case
• Cancel Service
• Product Order
• Failed Login
• Abandon Queue
• Negative Call
• Inbound Call
38
Contextual and Personalized
Ticket Deflection
Based on channel
User persona
Group permissions
Products
Machine learning
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The Business Case for Doing it Right
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Use Authority, Logic, And Emotion To Make Business Cases For Customer-Centric CultureApril 2014 “Five Steps To Create And Sustain A Customer-Centric Culture ”
© 2014 Forrester Research, Inc. Reproduction Prohibited
Context Is Often Dropped When Shoppers Move Between TouchpointsMarch 2013 “Manage The Cross-Touchpoint Customer Journey”
© 2014 Forrester Research, Inc. Reproduction Prohibited
Express Customer Journeys In Terms Of Action-Oriented TasksMarch 2013 “Manage The Cross-Touchpoint Customer Journey”
© 2013 Forrester Research, Inc. Reproduction Prohibited 44
You can’t manage what you can’t measure
Source: Forrester Research 2014
• AHT
• ASA
• Contact rate
• Occupancy
• QM scores
• Transfers
• Adherence
• Test scores
• Turnover
Efficiency Agent facing
• NPS
• CSAT
• Emotion
• Verbatim
• Renewals /
Sales
• FCR
Customer SAT
• Timeliness
• Repetition
• Channel
shifting
Customer effort
Deeper
customer
insight
• People
• Process
• Technology
© 2014 Forrester Research, Inc. Reproduction Prohibited
Decide How You Will Measure Consumer And Brand ValueMarch 2013 “Manage The Cross-Touchpoint Customer Journey”