Richard Snow's Analyst Perspectives

Customer Engagement Day Reveals New Issues and Opportunity

Posted by Richard Snow on May 1, 2012 11:15:47 AM

I recently attended the second in the series of customer engagement days organized by the Directors Club (GB & NI). The format of the event was the same as the first day that I wrote about and included three keynote presentations and three roundtable sessions where attendees discussed how organizations should engage with customers. As for the first event I chaired the roundtable on perfecting multichannel customer engagement in the contact center and gave a keynote on how social media is impacting the contact center.

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Topics: Predictive Analytics, Social Media, Sustainability, Customer Analytics, Customer Data Management, Customer Experience, Customer Feedback Management, NICE Systems, Operational Performance Management (OPM), Social CRM, Speech Analytics, Voice of the Customer, Genesys, InContact, Analytics, Business Analytics, Business Collaboration, Business Intelligence, Business Mobility, Cloud Computing, Customer Service, Governance, Risk & Compliance (GRC), Call Center, Contact Center, Contact Center Analytics, CRM, Customer Performance Management (CPM), Desktop Analytics, Financial Performance Management (FPM), Information Applications (IA), Information Management (IM), Interactive Intelligence, IT Performance Management (ITPM), Sales Performance Management (SPM), Supply Chain Performance Management (SCPM), Text Analytics, Unified Communications, Workforce Management, Workforce Performance Management (WPM), Noble Systems, Verint

Interactive Intelligence Puts Meaning Back in Innovation

Posted by Richard Snow on Apr 23, 2012 9:17:38 AM

Marketing claims about a company’s innovation have become so common as to be almost meaningless, and this is true in the software business. That’s a shame because it obscures cases in which a vendor really is innovative. For example, at a recent partner and analyst event hosted by Interactive Intelligence (ININ), its CMO told me that ININ has stopped using the phrase “deliberately innovative”  because claiming to be innovative isn’t helpful in getting across its messages.

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Topics: Microsoft, Social Media, Customer Analytics, Customer Experience, Customer Feedback Management, Operational Performance Management (OPM), Social CRM, Speech Analytics, Voice of the Customer, Analytics, Business Mobility, Cloud Computing, Customer Service, Call Center, Contact Center, Contact Center Analytics, CRM, Customer Performance Management (CPM), Desktop Analytics, Interactive Intelligence, Unified Communications, Workforce Management, Workforce Performance Management (WPM)

Businesses Should Hear Voice of the Customer

Posted by Richard Snow on Apr 16, 2012 11:44:40 AM

In the last several years many companies have shifted away from the mad pursuit of new customers toward focusing on retaining existing customers and winning more business from them. Against that background I expected to see a resurgence of customer relationship management processes and systems, but instead there is a growing focus on social media, customer experience management (CEM) and voice of the customer (VOC). I have already voiced my concerns on the level of focus on social business. My research into CEM shows that as yet few companies fully understand it or have the systems they need to support an enterprise-wide CEM initiative. The same seems to be true of VOC.

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Topics: Predictive Analytics, Social Media, Customer Analytics, Customer Experience, Customer Feedback Management, Operational Performance Management (OPM), Social CRM, Speech Analytics, Voice of the Customer, Analytics, Business Mobility, Cloud Computing, Customer Service, Call Center, Contact Center, Contact Center Analytics, CRM, Customer Performance Management (CPM), Desktop Analytics, Text Analytics, Workforce Management, Workforce Performance Management (WPM)

inContact Supports Customer Interaction Management

Posted by Richard Snow on Apr 13, 2012 11:06:58 AM

Managing contact centers typically includes five areas: communications management, workforce optimization, business applications such as CRM, analytics and customer experience management. Last year I wrote about how inContact has evolved from a communications provider to sell a contact center in the cloud that supports most of those requirements. Its products cover communications (ACD, CTI, Dialer and IVR), workforce optimization (Quality Management, Workforce Management and eLearning, which includes content production, hiring and screen recording), analytics (Reports 2.0, which through a partnership with QlikView provides enhanced reporting and analysis capabilities) and customer experience management (ECHO Customer Survey).

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Topics: QlikView, Social Media, Customer Analytics, Customer Experience, Customer Feedback Management, Operational Performance Management (OPM), Social CRM, Speech Analytics, Voice of the Customer, InContact, Analytics, Business Mobility, Cloud Computing, Customer Service, Call Center, Contact Center, Contact Center Analytics, CRM, Customer Performance Management (CPM), Desktop Analytics, Workforce Management, Workforce Performance Management (WPM), Verint

ResponseTek Enhances Understanding of Customers

Posted by Richard Snow on Apr 9, 2012 12:06:03 PM

If they haven’t done so yet, businesses ought to become acquainted with two relatively new concepts: customer experience management (CEM) and voice of the customer (VOC). Ventana Research defines CEM as the practice of managing the customer experience at all touch points regardless of the communications channel being used. To manage that experience, three types of systems are directly helpful: smart desktop technology to help employees deliver great experiences to customers as they are occurring; smart self-service technologies that support easy-to-use, Web-based customer service; and customer feedback management to collect and analyze survey responses, free-form comments and social media posts. This focus is part of my research on trends and best practices in customer feedback management and is part of my latest research agenda. We define VOC as reports and analysis of all customer-related data (structured, unstructured and event-based), not just analysis of speech or feedback.

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Topics: Predictive Analytics, Social Media, Customer Analytics, Customer Experience, Customer Feedback Management, Operational Performance Management (OPM), Social CRM, Speech Analytics, Voice of the Customer, Callminer, ResponseTek, Analytics, Business Mobility, Cloud Computing, Customer Service, Call Center, Contact Center, Contact Center Analytics, CRM, Customer Performance Management (CPM), Desktop Analytics, Text Analytics, Workforce Performance Management (WPM)

A Smart Desktop Enables Customer Service Process Improvement

Posted by Richard Snow on Apr 6, 2012 11:53:50 AM

A desktop or laptop computer is an essential tool for people who carry out customer-facing activities, especially contact center agents. My benchmark research into the use of technology in contact centers shows that agents may have to use eight systems or even more to handle a simple interaction, and I heard of one case where agents had to navigate 50 screens within one application to close a sale. This all takes time, often leads to errors, frustrates the agent and undermines the customer experience as they wait for their issues to be resolved. Aggravating this situation, people now have to handle more types of interactions and have to use different types of technology to handle new communication channels and collaboration software, while the number and complexity of business applications is also on the increase.

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Topics: Social Media, Customer Data Management, Customer Experience, Operational Performance Management (OPM), Social CRM, Voice of the Customer, Analytics, Business Mobility, Cloud Computing, Customer Service, Call Center, Contact Center, CRM, Customer Performance Management (CPM), Unified Communications, Workforce Performance Management (WPM)

Expo Shows Maturity of Unified Communications

Posted by Richard Snow on Mar 14, 2012 11:56:04 AM

Like many other observers with a business perspective, I have been skeptical of unified communications, but a day I spent at the recent Unified Communications Expo 2012 went a long way to convincing me that unified communications has entered the mainstream. At this point I think organizations should consider it as a viable option to improve the efficiency of their communications systems, the ability to collaborate internally and with customers, and the effectiveness of their multimedia contact centers. 

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Topics: Microsoft, Predictive Analytics, Social Media, Customer Analytics, Customer Data Management, Customer Experience, Customer Feedback Management, Operational Performance Management (OPM), Social CRM, Speech Analytics, Voice of the Customer, Dell, NEC, Analytics, Business Mobility, Cloud Computing, Customer Service, IBM, Call Center, Contact Center, Contact Center Analytics, CRM, Customer Performance Management (CPM), Desktop Analytics, Text Analytics, Unified Communications, Workforce Management, Workforce Performance Management (WPM), Nokia, Vocalcom and Zeacom

Research Reveals Challenge of Building Customer Relationships

Posted by Richard Snow on Mar 13, 2012 2:51:39 AM

Businesses have long struggled to build ongoing, profitable relationships with their customers.  Our new benchmark research into customer relationship maturity shows that this is not getting easier. 

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Topics: Predictive Analytics, Social Media, Customer Analytics, Customer Data Management, Customer Experience, Customer Feedback Management, Operational Performance Management (OPM), Social CRM, Speech Analytics, Voice of the Customer, Analytics, Business Mobility, Cloud Computing, Customer Service, Call Center, Contact Center, Contact Center Analytics, CRM, Customer Performance Management (CPM), Desktop Analytics, Text Analytics, Unified Communications, Workforce Management, Workforce Performance Management (WPM)

Customer Engagement Day Highlights Issues for Companies

Posted by Richard Snow on Mar 9, 2012 10:45:03 AM

My namesake Jon Snow is chairman of the Directors Club (GB & NI), an association for professionals who focus on dealing with customers.Recently he organized the first of a series of customer engagement days designed to bring together senior representatives of U.K. companies to listen to a few presentations about hot issues in engaging with customers and more importantly to share experiences and concerns about key customer engagement issues in roundtable discussions, such as “the rise of the social enterprise,” “listening to the voice of the customer” and “mobile customers require a mobile strategy.” In addition to presenting a keynote on the state of social media in customer service, I chaired a discussion on “perfecting multichannel customer engagement in the contact center.”

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Topics: Predictive Analytics, Social Media, Customer Analytics, Customer Data Management, Customer Experience, Customer Feedback Management, Operational Performance Management (OPM), Social CRM, Speech Analytics, Voice of the Customer, Analytics, Business Mobility, Cloud Computing, Customer Service, Call Center, Contact Center, Contact Center Analytics, CRM, Customer Performance Management (CPM), Desktop Analytics, Text Analytics, Unified Communications, Workforce Management, Workforce Performance Management (WPM)

Cicero’s Desktop Helps Users Work Smarter

Posted by Richard Snow on Mar 8, 2012 9:54:39 AM

Cicero provides what I call a smart desktop product. The software allows users to hide multiple applications behind an easy-to-use interface and build rules to complete tasks more efficiently and effectively, for example, specifying  what field to complete next or the next question to ask a caller. It enhances customer experience management by enabling users to focus on the customers rather than on how to access the various systems, data and information needed to resolve interactions. 

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Topics: Predictive Analytics, Social Media, Customer Analytics, Customer Experience, Operational Performance Management (OPM), Voice of the Customer, Cicero, Analytics, Business Mobility, Cloud Computing, Customer Service, Call Center, Contact Center, Contact Center Analytics, CRM, Customer Performance Management (CPM), Desktop Analytics, Workforce Performance Management (WPM)