Customer Community

in Customer Experience

A customer community is where customers gather to share ideas, advice, experiences and feelings. Customer communities allow the organization that host the community to “listen” to the groups talk about their industry, brand, products, and competitors.  Customer-focused organizations create these communities to gain deep insight into their customers’ interests, decisions, and needs.  Customer-focused companies listen to their customers to ensure their “voice” is represented into every major business decision.

These online communities are changing the way marketers learn from customers. When done right, these communities become an invaluable resource for testing ideas, generating feedback, and exploring customers’ mindsets.  Online customer communities can help companies connect with their customers to capture marketing insights and build brand advocates.

Organizations that listen to the voice of their customer community can uncover product and service ideas, accelerate decision-making, discover new ways to out-market the competition, avoid potentially big marketing and product mistakes, and build great customer relationships along the way.

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Customer Experience Management

in Customer Experience

Customer Experience Management (CEM) is a strategy that focuses organizations around the needs of their customers. Moving customers from satisfied to loyal to advocate.

As brands become increasingly commoditized, companies look to CEM to maintain their competitive advantage.

CEM solutions integrate external and internal customer interactions to create a unified, consistent, end-to-end customer experiences. By evaluating the organization’s operation from the customer’s point of view, organizations achieve a level of “customer-centricity” necessary that improves customer satisfaction, loyalty, and advocacy that creates long-term revenue.

CEM manages the customer’s cross-channel exposure, interaction and transaction with the organization, its product, brand and service that optimize the end-to-end customer experience process. Channels may include: contact center, Internet, self service, mobile devices, and store fronts, etc.; “touch points” like phone, chat, email, Web, in-person, and “lifecycle” like ordering, fulfillment, billing, support, and more.

With products and services becoming commoditized, price differentiation no longer sustainable and customers demanding more, companies are focusing on delivering superior customer experiences. And customers are having experiences with organizations regardless if organizations are consciously managing them. Successful organizations are profiting from managing their customer experience while those who don’t are suffering the consequences.

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Customer Experience

in Customer Experience

A customer’s perception of an organization is formed from their interaction across multiple-channels. Customer experience is the sum of all experiences a customer has with these many “touch points” – advertisements, website, marketing media, sales call, customer visits, package design, instructional material, products, services, support, billing, etc. A great customer experiences creates loyalty, grow sales and increase efficiency. Designing for a great customer experience is a shift from internally focused solutions to externally focused solutions that puts customers at the center of every design decision.

The concept of customer experience was first introduced by Joseph Pine and James Gilmore in their 1998 Harvard Business Review article, “Welcome to the Experience Economy”. Pine and Gilmore believed that successful businesses influence people through engaging, authentic experiences that render personal value.

The reality is that “The larger a company’s market share, the greater the risk it will take its customers for granted. As the money flows in, management begins confusing customer profitability with customer loyalty, never realizing that the most lucrative buyers may also be the angriest and most alienated. Worse, traditional market research may lead the firm to view customers as statistics. Managers can become so focused on the data that they stop hearing the real voices of their customers.” [James Allen, Frederick F. Reichheld, and Barney Hamilton, "Tuning In to the Voice of Your Customer," Harvard Management Update, Vol. 10, No. 10, October 2005]

To create a superior customer experience requires understanding the customer’s point of view, say Don Peppers and Martha Rogers, Ph.D in their 2008 book Rules to Break and Laws to Follow [Wiley, ISBN 978-0470227541]. “What’s it really like to be your customer? What is the day-in, day-out ‘customer experience’ your company is delivering? How does it feel to wait on hold on the phone? To open a package and not be certain how to follow the poorly translated instructions? To stand in line, be charged a fee, wait for a service call that was promised two hours ago, come back to an online shopping cart that’s no longer there an hour later? Or what’s it like to be remembered? To receive helpful suggestions? To get everything exactly as it was promised? To be confident that the answers you get are the best ones for you?”

Customers are having experiences with organizations regardless if organizations are consciously designing them. Successful organizations are profiting from managing their customer experience while those who don’t are suffering the consequences.

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Why I Network

in Career Advice

Several years ago I had the best job! I loved the company. I loved the folks I worked with. I loved what I was doing. I was planning on spending the rest of my career at this place.

Then, for business reasons, this company decided to move it’s headquarter to another city. I was invited to move with the company but we had just bought a house near my aging parents and had roots in the community.

The company was very good to me. They gave me a big bonus to stick around while they closed our office and a very generous severance. But here I was with a new house (and mortgage), growing our family, taking care of our parents – and no job prospect…

It was a scary time. I was having nightmares that I wouldn’t be able to find a job before the severance money ran out and loose our house and be living on the streets with our young family. OK – that may be exaggerating but these are things that go through your mind when you need to pay a mortgage and provide for your family.

I decided then that I never wanted to be in that situation again. I never wanted to put my family and the people that I was responsible for in that kind of jeopardy. This is what inspired me to get to know everyone in our user experience community. I wanted to know everyone and their companies and I wanted them to know me. I wanted to know who loved their company, their coworkers, and their job – because that is where I wanted to work. I wanted them to know me, too, so if my resume came across their desk they would say “oh yeah, I know Sean – he was at the last meeting – seems like a decent guy. Let’s bring him in for an interview.”

Now I am known as the guy in town who knows everyone and the guy you should know. And though I’ve changed jobs a few times since those earlier years, it has been pretty easy for me because I know most of the folks in our user experience community and they know me.

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Corporate User Experience Maturity Model: Part 4 of 4

in articles

Level 3: Integrated User Experience and Predictable Process

When an organization integrates user experience into their corporate strategy then, using metrics, they can effectively control their customers’ user experience with their organization, products, and services. In particular, the organization can identify ways to adjust and adapt the process to particular projects and tailor it to fit the needs of the target market, segmentation, and customer type.

Quantitative quality user experience goals tend to be set as part of the organizations overall corporate balanced scorecard. Using quantitative, statistical techniques, process performance is measured and monitored, and becomes predictable and controllable. For example, as part of the organization’s financial perspective to increase revenue, increasing customer satisfaction in the customer perspective by measuring the products usability score in the process perspective would be a part of the user experience corporate balance scorecard.

If a focus on user experience becomes a core distinction for an organization then they may enter the highest level of corporate user experience maturity.

Level 4: Customer-Driven Corporation

If one of the primary focuses of the organization is on continually improving the user experience process performance then the organization has become customer driven in a controlled and measured way. Quantitative user experience process improvement objectives for the organization are established. These objectives become core to the organization and are annually reviewed and revised to reflect changing market and business objectives.

The user experience process improvements are measured and evaluated against the quantitative corporate process improvement objectives including financial, customer, process, and human capital perspectives. This may include having user experience professionals involved in corporate strategies such as participating in discovering and defining new market segments or participating in third party vendor selection in terms of the overall corporate user experience integration.

Conclusion

Your organizations, products and services have a “user experience” regardless if you are aware of it. Organizations that manage and measure their user experience process gain the revenue benefits from satisfied customers. Use this model to define where your organization’s user experience maturity is, benchmark against your competitors, and reach the next level.

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Corporate User Experience Maturity Model: Part 3 of 4

in articles

Level 0: Initial Stage

We don’t know what we don’t know… Initially, your organization may not even be aware of the concept of user experience. Someone shares this knowledge and a grass root effort begins. Usually it is an ad hoc effort on a small project. If the effort is successful and the benefits are recognized then an organization may invest in user experience and advance to the next stage.

Ad hoc efforts may include a simple heuristic review to determine areas for improvement and executing the easiest ones to capture “low hanging fruit” and show immediate benefits of investing in these efforts. Sometimes, it is as easy as bringing in an expert to suggest simple changes to a process or design that can yield big returns in increase efficiency, effectiveness or satisfaction.

At this initial stage, it is typically undocumented and driven in a reactive manner by users’ dissatisfaction. Not all of the stakeholders or participants may know that the effort is taking place. As a result, the new effort is likely to depend heavily on the knowledge and the efforts of relatively few people or small groups. An ad hoc effort with no approved budget may capture “low-hanging” fruit that leads to bringing in a professional in a UX discipline.

Level 1: Professional Discipline

Once user experience is adopted as a professional discipline then some user experience processes are repeatable with consistent results. The organization may have adopted developing wireframes as a part of their elaboration phase, found that it reduced cycle time in requirement analysis with development, and integrated this activity into their process. Or maybe they found that conducting a usability evaluation identified easy changes that increased end-user effectiveness, efficiency, and satisfaction that increased adoption and retention (and revenue). The newly introduced user experience activities to the processes may not repeat for all the projects in the organization at this stage but advocates may use some basic activities to track cost and benefits to start capturing return on investment.

At this stage, the minimum user experience process discipline is in place to repeat earlier successes on projects with similar applications and scope. The organizations project status may now include user experience deliverables to management like completion of major user experience tasks and activities at major milestones.

Consistent positive results from integrated user experience activities may promote a dedicated budget and the forming of a user experience group that develops consistent processes that lead to the next level.

Level 2: Managed Standard & Consistent Process

When the user experience is managed there are documented standards and process oversight. These standards and oversight are used to establish consistence performance across projects. Projects apply standards, tailored, if necessary, within similarly guidelines.

Upper management may establish and mandate these user experience standard for the organization’s set of standard processes, and ensures that these objectives are appropriately addressed. The user experience roles, activities, and artifacts may be integrated into some of the organization’s processes. User experience resources and tasks may be added to template project plans.

Measured results may proof a reduction in the cost of cycle time associate with definition, development, and testing along with training and support and/or an increase in customer satisfaction, retention, and adoption that captures the attention of executive management. The organization may decide that user experience must now be considered in their overall corporate strategy and integrated into their core competence which leads to the next level of user experience corporate maturity.

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Corporate User Experience Maturity Model: Part 2 of 4

in articles

I have found that user experience management varies from organizations that are just becoming aware to the concepts of user experience to organizations where user experience is one of their core distinctions if not the core distinction. The User Experience Maturity Model is a framework that describes an organizations maturity along this continuum. It defines where your organization is and provides the instructions to reach the next level. The model also provides a benchmark for your organization and relative comparison to other organizations.

In this model, there are five levels defined along the continuum of user experience maturity starting at the initial level of no user experience management to customer focused organization. Organizations progress through a sequence of stages as their user experience management processes evolve and mature. You can match your organization with the following descriptions to see what your next stage is likely to be.

Fig 1: Corporate User Experience Maturity Model

This diagram was designed to help guide in selecting user experience process improvement strategies.

Corporate Maturity Model

Corporate UX Maturity Model

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Corporate User Experience Maturity Model: Part 1 of 4

in articles

Organizations and their products and services have a “user experience” regardless if the organization is consciously managing it. User experience encompasses all aspects of the end-user’s interaction with an organization, its services, and its products.1 A good user experience delights customers – increasing adoption, retention, loyalty, and, ultimately, revenue. A poor user experience detracts customers, drives them to the competition, and, eventually, is no longer a viable source of revenue.

As organizations become more aware of their user experience and develop processes to architect, manage, and measure it, they gain the benefits. Over the years, I have observed how different organizations progress from no user experience awareness to user experience as one of their core distinction. Much of my observation comes from first hand experience as the facilitator of this change. I also have had numerous discussions with peers with other organizations whose user experience dedication has evolved over time. The culmination of my observations is what led me to develop the User Experience Maturity Model that I first presented at the Managing Innovation Conference in 2007 and again at Human-Computer Interaction International in 2009. The model was inspired by the Capability Maturity Model Integration2 and the Corporate Usability Maturity.3

To read the whole article, please visit http://upassoc.org/upa_publications/user_experience/past_issues/2010-1.html#tyne

Notes

  1. Nielsen Norman Group. “User Experience – Our Definition.” 2007. http://www.nngroup.com/about/userexperience.html
  2. Capability Maturity Model® Integration, http://www.sei.cmu.edu/cmmi/
  3. Nielsen, Jakob. “Corporate Usability Maturity.” Alertbox. April, 24, 2006. http://www.useit.com/alertbox/maturity.html
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Corporate UX Maturity

in articles

Corporate UX Maturity: A Model for Organizations
User Experience Magazine: Volume 9, Issue 1, 2010

Organizations and their products and services have a user experience regardless if the organization is consciously managing it or not! A good user experience delights customers and creates a steady revenue stream while a poor user experience detracts customers and can be the demise of an organization. Savvy organizations invest in developing their user experience strategy and process and make them central to their overall organizations’ objectives. This article, shares the secret of developing a mature user experience for your organizations.

The User Experience Maturity Model is a framework that describes an organizations maturity along a continuum. It defines where an organization is and provides the instructions to reach the next level. The model also provides a benchmark for your organization and relative comparison to other organizations.

In this article you will learn about the five levels defined along the continuum of user experience maturity starting at the initial level of no user experience management to customer focused organization. Organizations progress through a sequence of stages as their user experience management processes evolve and mature. You can match your organization with the following descriptions to see what your next stage is likely to be.

http://upassoc.org/upa_publications/user_experience/past_issues/2010-1.html#tyne

This article is based on a white paper that I presented at HCII 2009 which is based on a workshop that I did for Managing Innovation Conference 2007.

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UX SIG: CyteSeer

in User Experience Special Interest Group

Please join us Tuesday, February 23 at Intuit to discuss CyteSeer, an automated cell image analysis software.

Company Overview

Vala Sciences is a fast growing San Diego based biotechnology company offering CyteSeer Automated Image Cytometry Software, cell imaging reagents, and custom services to scientists. Technologies from Vala enable information-rich measurements for making fundamentally new insights into the cell and tissue functions critical to progress in the biological sciences.

Product

CyteSeer is automated cell image analysis software which analyzes images from almost any digital fluorescent microscope or high-content screening device. CyteSeer has powerful data analysis, gating and statistics tools for sets of cells, wells, plates and slides.

Customer

Biology Researchers who use digital microscopy.

Meeting Details

At a UX SIG meeting, a company presents its product for a free Expert Review, a participatory user experience evaluation much like a usability focus group. The group reviews products in terms of business goals and user characteristics. The end result is a list of ways to improve the design to increase revenue and reduce cost. The UX SIG meets at 5:30 PM on the fourth Tuesday of each month at Intuit Inc., 7545 Torrey Santa Fe Road, San Diego, CA 92129. For more information, please visit www.uxsig.org.

Sean Van Tyne
www.seanvantyne.com

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