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In the workshop, Digital Clarity Group's Cathy McKnight and Scott Liewehr explored the customer experience management (CEM) Imperative and how it impacts the enterprise within the firewall, and the need to shift from an “inside-out” to “outside-in” focus for how employees work in order to support and drive CEM for their organization. In the second part, they analyzed the technologies, skills, and processes that will help employees engage and collaborate, and how to evaluate, select, and assemble the team involved in executing the CEM strategy (internal resources, outside service providers, and vendors).
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The CEM Imperative … How to Select the Tools, Team and Tactics to Compete in an Outside-In World
Scott Liewehr, President & Principal Analyst
Cathy McKnight, Partner & Principal Analyst
May 2014
@cathymcknight |@sliewehr | @just_clarity | #JBoye14 2
DCG helps business leaders navigate the digital transformation and create competitive advantage from disruption.
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 3
About Digital Clarity Group
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 4
The ideal…
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 5
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 6
The reality...
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 7
You can’t buy that
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 8
“A customer’s holistic perception of a company and its offerings based on all of the customer’s interactions with the company…”
Customer Experience
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 9
“Brands that view the consumer empowerment phenomenon as an opportunity will win.”
What I used to counsel…
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 10
“Brands that view the consumer empowerment phenomenon as an opportunity will win.”
…what I say now.
don’t ⌃
die
Who’s afraid of disruption?
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 11
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“Extinction is the rule. Survival is the exception.” - Carl Sagan
“You may hate gravity, but gravity does not care.”
- Clayton Christensen @cathymcknight | @sliewehr | @just_clarity | #JBoye14
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@cathymcknight | @sliewehr | @just_clarity | #JBoye14 15
A “perfect storm” of disruption?
June 28, 2007
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 16
In 5 years or less . . .
§ 100,000,000 iPads (2.5 yrs., pre mini)
§ 1,000,000,000 facebook users
§ 2,000,000,000 smart phones by 2016
§ 102,000,000,000 apps downloaded 2013
§ 16 years of Angry Birds every hour
§ RIM and Nokia flailing
§ Apple and Google respected IT suppliers
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 17
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 18
2020
Can you imagine??
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 19
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Ubiquitous access to knowledge
@cathymcknight | @sliewehr | @just_clarity | #JBoye14
@cathymcknight | @sliewehr | @just_clarity | #DigitalPulse 21
Their megaphone is massive
Mobile annihilates time and space
22 @cathymcknight | @sliewehr | @just_clarity | #JBoye14
Ubiquity negates scarcity
Immediate access = no waiting
Multiple devices = never without
Transparent storage = always accessible
Pervasive search and findability = no looking
“Sentient” controls = no intermediary
23 @cathymcknight | @sliewehr | @just_clarity | #JBoye14
A cycle of ubiquitous content consumption
24 @cathymcknight | @sliewehr | @just_clarity | #JBoye14
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customer
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Enter customer experience
How you think of consumers
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 28
How you should think of consumers
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 29 hFp://www.thenaKonal.ae/lifestyle/web-‐goes-‐truly-‐worldwide-‐with-‐smartphones
Ubiquity = simultaneity
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 30
hFp://www.designboom.com/technology/
Great, another acronym… @cathymcknight | @sliewehr | @just_clarity | #JBoye14 31
CXM or
CEM @cathymcknight | @sliewehr | @just_clarity | #JBoye14 32
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 33
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 34
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§ Improved loyalty and retention
§ Lower cost-to-serve
§ Increased revenues
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 36
The “CEM Imperative”
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 37
“It’s about rethinking the business with the consumer at the centre and then aligning technology, analytics and organizational investments to support it.”
Stefan Olander, VP of Digital Sport, Nike
Who are our customers?
How do we get them to come to our sites?
What do we want them to do there?
How do we keep them from leaving?
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 38
Who are our customers?
What do they need to do?
How can we help them do it?
. . . and better than their options?
From inside-out to outside-in
§ Customers
§ Objectives
§ Actions
§ Technology
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 39
Going outside? Take a COAT
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 40
Without a platform to manage every interaction with consumers, a company has no
spine.
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 41
Evolution of WCM
Geoffrey Moore suggested a different way of looking at the creation, optimization, and delivery of content with his notion of Systems of Engagement (SoE).
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 42
Systems of Record
Systems of Engagement Create
effectiveness; Touch people
Create efficiencies; Host processes
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 43
Focus on content
Web
Software categories
Incidental to business
From Focus on consumer of content
Touch points of content consumption
Comprehensive system
Central to business / THE point of business
To
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 44
CEM is complex
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 45
Guidance is necessary
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 46
Sneak preview
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Break time!!
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 48
Want the report?
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 49
Remember this?
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 50
What experience you trying to create?
§ Defined goals, objectives, strategy, plan, metrics
§ Organizational alignment
§ Team (internal and external)
§ Technology
§ Content
§ More content
§ Governance
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 51
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 52
Scott’s Law: The more software you need, the less important it is to your
overall success.
Think about it.
Elements of a successful process
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 53
Elements of a successful process
§ Enabling technology?
§ Aligned philosophy?
§ Inspiring trajectory?
§ Partnership mentality?
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 54
When considering software vendors
§ Empathetic to your needs? – Do they get where you’re going?
§ Capable and fluent? – Can they guide you there?
§ Consistent and accountable?
§ Fit?
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 55
When considering service providers
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8-step process
§ Validate the need
§ Compile requirements
§ Determine focal needs
§ Shortlist technology
§ Shortlist service provider
§ Conduct onsite information exchange
§ Execute RFP process
§ Carry out POC
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 57
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 58
Helpful hints
Allow common sense to prevail
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 59
Helpful hints
You have to be a good partner to get a good partner
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 60
Helpful hints
RFPs full of boilerplate text will elicit responses with boilerplate text
-‐Seth GoFlieb
@cathymcknight | @sliewehr | @just_clarity | #JBoye14 61
Helpful hints
You will be stuck in the "qualification" queue until you show signs of
intelligent life. -‐Seth GoFlieb
Scott Liewehr – President [email protected] @sliewehr | @just_clarity Cathy McKnight – Partner [email protected] @cathymcknight | @just_clarity
@sliewehr | @just_clarity | #DigitalPulse 63
Want the report?