Announcements at JiveWorld16

As part of the product keynote sessions Jive is unveiled the next generation of interactive intranet and customer communities. In addition, Jive unveiled how the WorkHub and new Jive Identity Service will unite all aspects of a person’s business ecosystem – from colleagues across a company to individual teams, to external stakeholders such as customers and partners – all in one, seamless collaboration experience.

Jive announced enhancements to Jive’s Employee Engagement solution, Customer Engagement solution and Jive Chime.

For the Employee Engagement solution, Jive is announced the following enhancements:

  • Corporate communications bundle: Jive’s new, out-of-the-box solution for internal communications teams includes simplified content publishing capabilities for rich, beautiful blogs, images and videos, auto-subscribed targeted news streams, a configurable news page and personalized email digests to draw users into the community, as well as impact metrics for message reach and sentiment.
  • Mobile intranet enhancements: The latest update to Jive Daily encourages visual storytelling by allowing users to take or add a photo from their mobile devices and share it directly into their community. Other features added in today’s Jive Daily release include the ability to mention places and create documents. Near-term feature enhancements include localization, enhanced metrics, additional enterprise security requirements and image collections.

For the Customer Engagement solution, Jive is announced:

  • New events center: In the coming months, Jive will help make employee and customer community events even more useful and engaging through the ability to directly manage an event lifecycle from before to during and after the event. Additionally, a new event performance dashboard will show the number of attendees and their engagement at-a-glance, as well as post-event success metrics, sessions grading and much more.
  • New social listening integration with Sysomos: Brands soon will be able to route relevant conversations on social media directly in Jive-x community, increasing brand affinity. This integration delivers the ability to listen and respond to over a billion conversations online, in real-time, by enhancing social interactions and dialogue with community members, and improving customer satisfaction along with lowering call center costs.

Enhancements Jive is making to the Jive for Healthcare Collaboration include:

  • Secure, HIPAA-compliant team messaging: Last year marked the launch of Jive’s real-time team messaging app solution, Jive Chime. Since then, Jive has developed a new hub set to connect clinicians in real-time. With Jive Chime for team collaboration, conversations are now actionable, items are easily tracked and users can set quiet hours and even connect via video.
  • Private support center for peer insights: With Jive’s healthcare collaboration solution, clinicians can search for, ask and answer questions from their peers, and interact with knowledge base documents. With these capabilities, healthcare providers have a simple, easy way to access pertinent information and opportunities to collaborate with leaders in their fields.

The competition is heating up. Collaboration with employees and customers is key. Will be interesting to see where this industry goes! If you want more information about the ROI of online communities – both the ROI of internal communities and externally facing communities – here’s my latest report with updates for many categories of ROI.

@DrNatalie, VP and Principal Analyst, Constellation Research

Covering Software that makes the world a better place to work and live

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Cloud-Based Customer Service and Customer Experience: Verint’s Acquisition of Contact Solutions

Cloud-Based Customer Service and Customer Experience. Verint® Systems Inc. announced its acquisition of Contact Solutions, a leading provider of real-time, contextual customer care solutions. The combination of Contact Solutions advances the Verint Customer Engagement Optimization portfolio with the addition of cloud-based solutions that enhance voice and mobile self-service through automation and analytics-driven personalization. By joining Contact Solutions’ strong self-service capabilities with its advanced customer analytics, engagement management and workforce optimization solutions, Verint is extending omnichannel engagement across the enterprise. With this acquisition, Verint is furthering its mission of being the world’s leading Actionable Intelligence® platform that enables organizations toprovide crucial insights that empower decision makers to anticipate, respond and take action.

Cloud-base Voice and Mobile Self-Service. The combination of Contact Solutions and Verint will increase the value proposition that customers of both companies receive. Verint customers will be able to extend their investments in omnichannel customer engagement with expanded cloud-based voice and mobile self-service options. Contact Solutions’ dynamic customer base—including many public sector and commercial organizations—will have access to new world-class actionable intelligence with the ability to leverage leading customer engagement optimization solutions to help transform their end-to-end customer engagement.  

Personalization Engine: Providing Intelligent One to One Service. Today’s forward-thinking organizations understand the value of delivering personalized and contextually relevant interactions that enhance the customer experience and heighten loyalty. Backed by a robust set of analytics, Contact Solutions’ personalization engine analyzes and adapts call flow and the pace of interactions based on caller behavior. For example, if a caller most frequently selects “account balance” from a set of menu options, the personalization engine can detect this behavior and dynamically rearrange the menu so “account balance” is always the first option presented to that caller. This reduces both time and effort, resulting in better experiences for customers, and decreasing interaction costs for the enterprise through higher automation rates and shorter calls.

Cloud-based Solutions Extends Engagement Optimization Across Smartphones, Tablets and Personal Computers. The rise of “digital-first” approaches to customer engagement has opened the door for consumer engagement at any point in the customer journey. Thanks to the widespread adoption of smartphones, mobile self-service is on the rise and growing in popularity. To address customer demand and market dynamics, Contact Solutions delivers My:Time™ (its patented digital engagement platform.) This cloud-based solution extends engagement optimization across smartphones, tablets and personal computers. With advanced, cross-channel messaging functionality, it enables customers to start a digital interaction on one device and continue it on another, allowing continuity and continued personalization of interactions. Leveraging My:Time’s App2Agent™ functionality takes mobile customer service another step forward by enabling a seamless transition from self-service to live service within a mobile app, mobile web or web application. This will advancing mobile self-service and engagement.

Privacy and Security: Combating Contact Center Fraud. The combination with Contact Solutions also will add functionality to Verint’s solution set focused on mitigating risk, identifying fraud and reducing loss. For instance, Contact Solutions’ capabilities complement Verint Identity Authentication and Fraud Detection, the innovative technology that delivers passive voice biometrics to profile and recognize the voiceprints of fraudulent callers—while makingcaller authentication faster, easier and more secure. Backed by advanced analytics, Contact Solutions brings advanced “upstream fraud detection” functionality that can identify suspicious caller behavior within voice self-service interactions. As potentially threatening interactions surface, red flag detection alerts users to problems and tailors appropriate responses.

MY POV: Businesses need to decide the evolution into the cloud, especially when it comes to customer engagement, customer service and especially mobile and self-service. As customers become more and more attached to their phone, and their expectations for customer engagement higher than ever, it’s really time businesses decide on their digital transformation strategy and start now. Tomorrow is too late!

@DrNatalie Petouhoff, VP and Principal Analyst, Constellation Research
Covering Cloud and IoT That Drive Better Business Results and Awesome Customer Experiences

 

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Consumers Can Research a Company and Schedule Appointments Faster and Easier

Often times, as a customer, you want to know a little bit more about what a company offers and when you find that information you want to be able to act on it.  With the  partnership between Verint and TimeTrade, customers will have more seamless omnichannel experiences for consumers.

How Will This Partnership Work? The TimeTrade platform will integrate with the Verint Branch Workforce Optimization solution, enabling customers to research financial products and services, and schedule an appointment to meet with a branch professional on a desired date and time in their preferred branch location.

Can Customers Find Remote Specialists if They are Not At the Branch? In addition to scheduling appointments with branch employees that have the right skills for a given topic, the combined offering can schedule remote financial specialists to meet with customers and branch employees by video conference for even greater omnichannel customer engagement. This enables the broader sharing of resources across the bank enterprise, whether they are in a contact center or another location. For example, for mortgage appointments, customers can schedule an appointment in their preferred branch but be connected with a mortgage representative in another location via video conference.

How Will Brands Measure Success? Following these interactions, key metrics can be automatically added into the bank’s performance management scorecards, enabling them to track customer satisfaction, gauge customer wait times and other efficiencies, determine interaction success rates, and identify areas for training and development.

What Do The Executives Have to Say? Chris Zaske, global vice president, strategic operations, Verint Enterprise Intelligence Solutions,explains, “A top priority of the retail banking organizations we serve is to provide superior experiences to their customers—both on- and off-line—with the goal of also growing revenue. Partnering with TimeTrade and integrating with its platform supports this goal by helping our financial institution customers optimize branch personnel by scheduling their time to meet with customers and better utilize their capacity. By making it easy for customers to schedule appointments in advance, banks are connecting digital interactions with skilled branch associates that can improve close rates, as well as provide follow-up on future cross-sell and up-sell opportunities.”

Gary Ambrosino, CEO of TimeTrade goes on to say, “In-branch service has been suffering, and banks are losing customers as a result. We recently did a study and found that 60 percent of consumers lack a personal connection to their banks. In the same study, we found that a significant majority (83 percent) are willing to come into a branch during a week day if offered a guaranteed time to meet a representative. We believe the responsibility is on the associates and bank managers to re-build these relationships. Our goal in bringing a TimeTrade and Verint solution together is to provide the tools banks need to make this vision a reality, so they no longer risk losing out to the competition.”

MY POV: This is a very interesting partnership in that it does extend the branch beyond the solid walls of a financial office and allows the customer to more easily access the right person, maybe even in their jammies. With the increase in work-at-home employees, this may be a very smart move!

@DrNatalie Petouhoff

VP and Principal Analyst, Customer Facing Applications of Marketing, Sales and Customer Care, Service and Experience, Constellation Research

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Productivity Drives Customer Engagement

Screen Shot 2015-09-08 at 11.10.51 AM

Wondering how to get the ROI out of your CRM software? There’s many things that will affect it. One is productivity and it’s affect on customer engagement. According to the Journal of Experimental Psychology,1 every time a user switches programs or applications, there is a 40 percent reduction in productivity. (1) What brands need is a design principle that allows organizations to manage their customer-facing activities in a single experience, with no need to export or switch, drastically reducing the time to completion and saving time by automating fundamental tasks.

How to Solve The Issues Related to Productivity and Customer Engagement: One way to solve these issues is with Microsoft Dynamics CRM 2016, which is their latest customer engagement solution. It has announced a comprehensive upgrade which includes:

  • Advancements in intelligence
  • Mobility and
  • Service, with significant productivity enhancements to help businesses and workers achieve more.

The new enhancements are designed to increase productivity for organizations by providing a simple and seamless experience across their Dynamics CRM application and their employee productivity applications like email, Excel, OneDrive for Business for easier task management, an enhanced mobile experience for the worker on the go, and enriched data and analytics, all of which will be available later this calendar year.

How Does Productivity Affect Customer Engagement? Through an enhanced Excel experience within Dynamics CRM, complete with new Excel templates for various tasks, functions and scenarios, users can now efficiently toggle between functions as opposed to time-consuming and complex exporting, enabling them to augment their customer processes with simple, familiar analysis within their CRM experience.

Organizations will also have access to their documents within Dynamics CRM via integration with OneDrive for Business and new document generation capabilities. The Microsoft Dynamics CRM 2016 release also introduces Delve functionality into the application. Powered by Office Graph, Delve helps users increase productivity by surfacing key content — enabling salespeople to discover information that may help them with their opportunity or account, such as popular sales presentations and proposals.

What Needs to Be Done with Date to Turn It Into Actionable Insights? Turning data into intelligent action is a cornerstone of business transformation and productivity, and the new Dynamics CRM release includes data management and advanced analytics capabilities powered by Cortana Analytics Suite. This includes Azure Machine Learning that can enable business insights so that sales reps are able to predict their customers’ needs.

How Mobility Affects the Customer Experience Mobility is core to productivity, and the next version of Dynamics CRM will provide full offline capabilities for sales and service professionals on phones and tablets and across all major mobile platforms (Android, iOS and Windows). The release also introduces the ability to create task-centered mobile apps to streamline the completion of sales-related activities on the go and next-generation Cortana integration to surface core deals, accounts and activities within the personal assistant.

My POV: While we don’t always remember to connect the dots between what employees are doing and how that affects the customer experience, it’s probably one of the most important things to consider. Happy employees make happy customers. Grumpy employees turn customers off and increase attrition. And attrition is expensive in an age where products are commoditized and prices are leveled. The differeiantor? Customer Experience. Something we’ve been talking about for over 20 years. Guess I will just keep talking about it till the whole world “gets” it.

@DrNatalie, VP and Principal Analyst, Constellation Research

 

(1)  Rubinstein, Joshua S.; Meyer, David E.; Evans, Jeffrey E. (2001). “Executive Control of Cognitive Processes in Task Switching. Journal of Experimental Psychology: Human Perception and Performance,” 27(4), 763–797
(2) http://news.microsoft.com/2015/09/08/microsoft-reinvents-productivity-with-upcoming-release-of-customer-engagement-solution/
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Verint® Acquires Telligent® to Extend Online Community Customer Experience

As you might recall, Telligent®, acquired Zimbra, whose purpose was to help organizations enhance support, drive digital transformation and to ensure brand consistency. Today, Verint acquired Telligent®.

The reason for the acquisition? Verint wants to extended its customer engagement optimization portfolio with the addition of a market-leading, enterprise-class community solution. As a result, organizations can uniquely provide actionable intelligence across customers’ omnichannel experiences to include voice, chat, email, web self-service, and now customer and employee communities.

Was This Acquisition a Good Move For Verint? MY POV: This seems like a very good move for Verint, as having a community offering is key to customer care. Communities are a critical part of customer service as well as customer engagement. With the combination of Verint and Telligent, customers will be uniquely positioned to use the actionable intelligence that flows through their communities to help achieve important strategic objectives, including the ability to gain a holistic view of customer service effectiveness, integrate social experiences on the web and support digital transformation initiatives.

How Is Having An Option for Online Communities Useful To Brands? By integrating communities into their customer support and marketing strategies, organizations can lower their service costs, redirecting routine customer queries to their communities for quick answers to frequently asked questions. Through powerful analytics, they also can gain critical insights into buying trends and patterns; evaluate marketing content and campaign effectiveness; enhance social selling; take action on voice of the customer feedback about products, services and overall experiences; and heighten loyalty.

How Do Communities Play a Role In OmniChannel Customer Engagement? As consumers continue to self-serve and seek insights and perspectives from peers, the importance of social communities has grown. With increasing demand for more real-time engagement and personalized service, communities are becoming sought-after and valued sources for customer support. Likewise, marketers are turning to social communities to infuse new digital content, advance social experiences in their online properties, and take action by tracking and analyzing buyer behavior and site activity. There’s not one department that can’t benefit from an online community. And, while that is true, not all departments know the business case. There are huge business reasons for every single department  – customer facing or employee facing – that can benefit from an online community.

Does Your Brand Have a Community?  If not why? What are you waiting for? Want the ROI of online communities beyond customer service? I’m your ROI gal!

@drNatalie VP and Principal Analyst, Constellation Research

Don’t forget to submit your case study to the Super Nova Awards!!!! NOW!! 

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Delivering Superb Customer Experience Management Across the Web, Mobile and Commerce

In this research, we look at trends to take ordinary experiences and deliver superb experiences that keep brand promises by delivering superb customer experience management across the web, mobile and commerce. Clients should use this document as a source for planning and work closely with both the business and technical teams to ensure success to deliver on the brand’s promise. This report offers insights into four of Constellation’s primary business research themes, Next-Generation Customer Experience, Digital Marketing Transformation, Matrix Commerce and Data to Decisions.

Digital Disruption Changes How Brands Engage Customers

The shift to digital marketing and commerce as well as mobile interactions brings a massive transformation to how brands and organizations engage prospects and customers. Customer experience management is a major pillar in many organization’s efforts to engage and retain their customers and partners. Customers, depending on the vertical market, might be patients (healthcare industry), members (financial services industry) or students (higher education).

Organizations are realizing there is more to the job of engaging and retaining these customers because there are so many opportunities along the customer experience journey to have something “fall through the cracks” and not meet expectations. Market leaders realize the future requires proactive digital enablement of the business to support the future strategy of their organizations. Constellation has identified key attributes required for success at experience management and using them, leaders can expect to have a basic blueprint to embark on this key strategic initiative.

Six Approaches Brands Must Adopt to Drive Customer Experience Management

Six Approaches Brands Must Adopt to Drive Experience Management

For more information on this report, you can find a snapshot here.

Unfortunately, in almost every segment, Constellation estimates that the top three competitors control from 43 percent to 71 percent of market share and 53 percent to 77 percent of the profits. In the technology space, only 80 companies since 2000 have made the billionaire’s club in annual revenue. Meanwhile, intense competition, short-term shareholder and management thinking, and minimal investment hamper the pace of investment and innovation required by business leaders to survive today’s competitive landscape.

While many brands have not been complacent about addressing change, the past five years have shown the difference between those who invested in digital transformation and those who have not. The corporate digital chasm is massive among market leaders/fast followers and everyone else. Astute brands realize they must invest in transformational change or face a vicious Digital Darwinism.

Is your brand ready for digital disruption or are they a “wait and see” brand”?

@drnatalie, VP and Principal Analyst, Constellation Research, Covering Marketing, Sales and Customer Service to Deliver Amazing Customer Experiences

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Speaking at Connections: Making Social Customer Care, Great Marketing with Honeywell, Aetna, and ALEX AND ANI

Social Customer Care has become an expectation amongst consumers. Telling your community that you’re accessible on social channels delivers a strong message. Your community and supporters are online, and it is fundamentally changing how and where constituents look for support, and how they engage with you today.

For organizations of any size, listening to constituents online doesn’t only present the opportunity to uncover and address complaints and issues, but the opportunity to learn, improve, and engage your audience in new ways to strengthen – or build new – relationships over time.

In this session learn how HP, ALEX AND ANI and Honeywell not only provide exceptional service to their customers through social channels, but how they capitalize on these interactions as a marketing opportunity.

Salesforce connections

You’ll get to hear real-world stories of how brands are looking at marketing and customer service and how they are bringing those to functional departments together to create better customer experiences and drive enhanced marketing conversion rates. Remember – you can’t sell something to someone (or market to them) if they are mad.

Taking care of customer service issues means your customers will be more receptive to your marketing campaigns. Don’t waste the time, energy, money on creative, content and campaigns without taking into consideration if you are solving your customer care issues . There is nothing worse than launching a campaign and then having unhappy customers use the campaign to complain about the brand, its products and services. Be proactive and get your organization to be proactive in their strategy around social customer care and marketing.

Speakers:
Jessica Woodbury, Sr. Manager, Social Media & Customer Engagement for ALEX AND ANI
Dane Hartzell, Director of ePresence for Honeywell
Dr. Natalie Petouhoff, Vice President and Principal Analyst for Constellation Research
Waladeen Norwood, Global Social Media Manager for HP

Breakout Session: Wed June 17th, 8:30 AM EST  #CNX15

See you there! Come say hello!

@drnatalie VP and Principal Analyst, Constellation Research, Covering Marketing, Sales and Customer Service to Deliver Amazing Customer Experiences

 

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Microsoft Dynamics and LinkedIn Sales Navigator Make Strong Connections

LinkedIn is building deeper integration between LinkedIn Sales Navigator and Microsoft Dynamics CRM, enabling companies to easily connect their social selling activities to their customer engagement efforts. LinkedIn’s  information embedded right into Dynamics CRM, sellers can better identify and build relationships with new and existing customers.

With the LinkedIn Sales Navigator integration, sellers can send connection requests, view the latest lead and account updates, discover similar decision makers, and send InMail messages directly from Microsoft Dynamics CRM. This is important because LinkedIn is the world’s largest online professional network, with more than 364 million members worldwide.

Sales Navigator is now on iPhone and Android. Access Sales Navigator’s key features where you need them most: everywhere. Learn more and download the Sales Navigator Mobile App.

Here’s links to the paper I wrote on Social Selling – how to build a personal brand, focus on the right prospects and build trusted relationships! Whether you are in sales or not, this is a very important integration. It connects a large social network to a CRM system and that’s only the beginning of what can happen….

@DrNatalie, VP and Principal Analyst, Constellation Research Covering Marketing, Sales and Service to Deliver Amazing Customer Experiences

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Disrupting Digital Business: The Customer Experience Imperative

As digital business is emerging, it’s disrupting business. What does that mean? It means that how you do business must change. And it’s not just adding a Twitter feed or creating a Facebook page. It’s much more than that. It really means that you have to look at how you are doing business – your processes, your policies, your departments, your people, your technology and make major changes. I can remember when organization change management first became a discipline. But back then there were so many that pushed it aside, crossed it off their to do list and basically thought it was “Kumbaya” and the “soft stuff you can’t measure.” Which quadrant is your business in?

quadrant for fast followers

Well guess what? Organizational Change is back and here to stay. Because that is what is at the root of digital business. It really means you have to change your organization! Some ways to think about this are what we call the 9 C’s and Customer Engagement Optimization. Our research shows there are 9 C’s of Customer Engagement:

  1. Culture
  2. Community
  3. Credibility
  4. Channels
  5. Content
  6. Cadence
  7. Context
  8. Catalysts and
  9. Currency

Digital Business Disruption Starts with People-Centric Values

You need to understand culture, community, and credibility. This means that you need to start with Customer Engagement Optimization. How do you make sure you understand your prospects and customers?  Where does listening play a role? Do you have a process to listen to what your employees as well as what your customers think about the company, its products and services? If not, start here.

Digital Business Disruption Is About Communication

You need to understand how channels, content, and cadence of the content on the channels work with each other. So once  we understand the people centric values, how do we engage? What are effective models to connect? Organizations need to transform the way that they interact with their customers – online and offline. What’s the best way to start doing this? Do you just jump into the online conversations? Is it even the right channel?  What content makes sense? How often do you reach out? Are your customers and prospects responding?

Digital Business Disruption Is About Right Time Drivers 

This is where context, catalyst, and currency play a role in enabling engagement optimization. You might ask yourself, “What can you do to make sure your interactions remain relevant? How do you deliver compelling offers that influence a call to action?  What’s required to build sustainable engagement.”

Digital Business Disruption Is About Actionable Insights/Intelligence

Once you have some sense about what customers are talking about – to each other, to your company, to your competitors, how do you deliver an end-to-end actionable intelligence where the workforce is optimized to respond or hear about the issues or kudos? What should be measured?  How do you focus in on the right metrics that matter?

Digital Business Disruption Is About Journey Mapping to Make Improvements

Businesses must realize there is a real need for continuous improvement and optimization. It’s not a one time – take a look at things, change a few of them and then you are done. Nope. It’s about continuous, measurable change. Questions for an organization might be, “How do you improve enterprise processes with the information you learn from this collective solution that is giving you all this actionable intelligence? What organizational issues can this bring about? Is this an easy process? Do people need special skills to collaborate cross-functionally? How do you take where ever you are in the process and manage and enrich these customer interactions? How do you start, how to do improve and how do you maintain this process over time?”

Digital Business Disruption Is About Developing A Customer Engagement Optimization Culture

I can tell you from being a management consultant and having worked in many companies, nothing is going to change unless there is true and authentic leadership that is dedicated to making this types of changes. Senior leadership involvement on a day-to-day business required for success in transforming the company culture. Questions for an organization might be along these lines, “Who should drive the initiatives?  What’s required to build a culture of customer engagement? What kind of training is required? What kind of skill sets?”

Digital Business Disruption Is About Doing So Via Digital Transformation

What this means is that there is the need to change your business model. What business are you really in? Are you selling printers or customer experiences? The shift to digital business changes not only business models but also how companies engage with their customers. And you have to know what business you are in to do this.

If you want to know more about digital business disruption, join Ray Wang and myself on a webinar, May 26th at 11 AM PST.

MY POV: Most business are not prepared for what it takes to make the shift to a digital business. Where do you think you stand with respect to your business’s readiness for change?

quadrant for fast followers

@drnatalie, VP and Principal Analyst, Constellation Research, Covering Marketing, Sales and Customer Service to Deliver Amazing Customer Experiences

 

 

 

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How Rackspace Creates the Next-Generation Customer Experience

Rackspace chose to implement a global online community powered by Zimbra to provide its customers with a central place to share questions, discuss challenges, rate content and provide feedback about Rackspace’s products. This community focuses on scalable delivery of Rackspace’s signature customer service, educating core customers, increasing customer engagement, and sharing Racker knowledge.

This case study examines Ian White’s implementation and deployment of Zimbra. Ian White won the 2014 SuperNova Award in Next Generation Customer Experience for his leadership of this project.

For more information on the paper, you can find it here.

@drnatalie

VP and Principal Analyst, Constellation Research, Covering Customer Service and Online Communities

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