Welcome!

IBM Cloud Authors: Elizabeth White, William Schmarzo, Don MacVittie, Pat Romanski, Liz McMillan

News Feed Item

How to Improve Customer Experience in the Social Age

Practitioners at the 2013 Summit on Customer Engagement Provide Surprising Answers

SAN FRANCISCO, Feb. 20, 2013 /PRNewswire/ -- What's the best way to significantly improve customer experience in the Social Age?

"It's one of the great hidden opportunities out there," says Bill Lee, author of The Hidden Wealth of Customers (Harvard Business Review Press, 2012) and President of Customer Reference Forum. "To dramatically improve a customer's experience in today's world, get him or her advocating for you."

Executives, managers and experts from some of the top firms in the world in this area—such as IBM, Teradata-Aprimo, Intel, AmerisourceBergen, Jive Software, Infor, SMART Technologies and others—will show why this is the emerging reality in customer experience and relationship building at the 2013 Summit on Customer Engagement, March 5-6 in Redwood City, Calif. There are still a few seats left.

Turning conventional wisdom on customer experience on its head 
Lee, along with Lisa Arthur, the award-winning Chief Marketing Officer from Teradata-Aprimo, and Katharyn White, VP of Marketing for IBM's Global Business Services, will provide current research on the growing impact customer advocacy can have on improving customer experience.

"That turns conventional wisdom—which says you first create a great customer experience, then ask for the reference, referral, blog post, media interview and the like—on its head. How is it that getting customers to advocate for you improves their customer experience?" he said.

Here's a preview of how firms presenting at the Summit are doing this.

"Focus on customers' successes, not your products and services. In the old world of marketing, firms would ask customers to be interviewed for a success story focusing on the firm's products and services, and distributed as marketing and sales collateral. That's not particularly appealing," says Lee. "No matter how much customer's like your products and services, they'll get tired of this."

Now picture this approach: After ensuring that he is succeeding with your product and service (and correcting any missteps in your delivery), you approach the customer about doing a video, article or joint case study that touts his success.

"It's obvious which has more appeal," says Lee. "And note that the second approach will be more interesting to your prospects and buyers. And by the way, they'll get the idea that your product and services were instrumental to helping the customer succeed."

Help build their reputation 
The corollary to focusing on customers' successes is that firms build their reputation—whether it's in their industries, among their peers or even just internally with their firms. "And reputation," notes Lee, "is a prime component of social capital. Firms are helping customers build their social capital. They love this."

From book reviewers with their own profiles on Amazon.com, to Salesforce.com "MVP" (Most Valuable Professional) customers, increasing customers status among their peers will dramatically improve their experience of being associated with you. At the 2013 Summit, Deena Zenyk of SMART Technologies, an education software and services firm, will explain how the firm designates its leading advocates "SMART Exemplary Educators," or "SEEs," who enjoy exceptional status with their peers in the firm's customer community. SMART reckons that the resulting robust advocacy and thought leadership the SEEs provide result in an additional $130,000 in value generated per SEE—over and above anything they purchase themselves.

Help them find or expand community 
At the Summit, Teradata-Aprimo's Arthur will show how communities will be the great disrupter in the new marketing, fueling much deeper customer experiences and, concurrently, more powerful customer advocacy. She'll show that this is no fad, but an important long-term trend.

Also, Sydney Sloan of Jive Software will reveal how the firm's customer support community creates remarkable synergy with Jive's customer reference program. The community provides a platform to give references visibility and status with a large group of their peers. Top references, for example, receive badges, VIP recognition and other distinctions—the very best are called "Jive Champions"—all of which create exceptional emotional attachment, the gold standard for a rich customer experience. That increases not only their loyalty, but also their tendency to advocate. Plus, the presence and visibility of references in the community encourages more community members to become advocates themselves.

About Bill Lee 
Lee is the world's foremost authority on customer advocacy and engagement. Forbes Online columnist Dorie Clark called his book, The Hidden Wealth of Customers (Harvard Business Review Press, 2012), "one of the most insightful business books I've read this year." His firms, Customer Reference Forum and Lee Consulting Group, provide educational, research and consulting services on customer strategy, advocacy and community building.

About Bill Lee: http://www.customerreferenceforum.com/about_leadership.php

About the 2013 Summit on Customer Engagement: http://www.customerreferenceforum.com/event2013

About Customer Reference Forum: http://www.customerreferenceforum.com/index.php

SOURCE Bill Lee

More Stories By PR Newswire

Copyright © 2007 PR Newswire. All rights reserved. Republication or redistribution of PRNewswire content is expressly prohibited without the prior written consent of PRNewswire. PRNewswire shall not be liable for any errors or delays in the content, or for any actions taken in reliance thereon.

@ThingsExpo Stories
In his session at 21st Cloud Expo, Carl J. Levine, Senior Technical Evangelist for NS1, will objectively discuss how DNS is used to solve Digital Transformation challenges in large SaaS applications, CDNs, AdTech platforms, and other demanding use cases. Carl J. Levine is the Senior Technical Evangelist for NS1. A veteran of the Internet Infrastructure space, he has over a decade of experience with startups, networking protocols and Internet infrastructure, combined with the unique ability to it...
"There's plenty of bandwidth out there but it's never in the right place. So what Cedexis does is uses data to work out the best pathways to get data from the origin to the person who wants to get it," explained Simon Jones, Evangelist and Head of Marketing at Cedexis, in this SYS-CON.tv interview at 21st Cloud Expo, held Oct 31 – Nov 2, 2017, at the Santa Clara Convention Center in Santa Clara, CA.
"Cloud Academy is an enterprise training platform for the cloud, specifically public clouds. We offer guided learning experiences on AWS, Azure, Google Cloud and all the surrounding methodologies and technologies that you need to know and your teams need to know in order to leverage the full benefits of the cloud," explained Alex Brower, VP of Marketing at Cloud Academy, in this SYS-CON.tv interview at 21st Cloud Expo, held Oct 31 – Nov 2, 2017, at the Santa Clara Convention Center in Santa Clar...
Large industrial manufacturing organizations are adopting the agile principles of cloud software companies. The industrial manufacturing development process has not scaled over time. Now that design CAD teams are geographically distributed, centralizing their work is key. With large multi-gigabyte projects, outdated tools have stifled industrial team agility, time-to-market milestones, and impacted P&L stakeholders.
Gemini is Yahoo’s native and search advertising platform. To ensure the quality of a complex distributed system that spans multiple products and components and across various desktop websites and mobile app and web experiences – both Yahoo owned and operated and third-party syndication (supply), with complex interaction with more than a billion users and numerous advertisers globally (demand) – it becomes imperative to automate a set of end-to-end tests 24x7 to detect bugs and regression. In th...
"Akvelon is a software development company and we also provide consultancy services to folks who are looking to scale or accelerate their engineering roadmaps," explained Jeremiah Mothersell, Marketing Manager at Akvelon, in this SYS-CON.tv interview at 21st Cloud Expo, held Oct 31 – Nov 2, 2017, at the Santa Clara Convention Center in Santa Clara, CA.
"MobiDev is a software development company and we do complex, custom software development for everybody from entrepreneurs to large enterprises," explained Alan Winters, U.S. Head of Business Development at MobiDev, in this SYS-CON.tv interview at 21st Cloud Expo, held Oct 31 – Nov 2, 2017, at the Santa Clara Convention Center in Santa Clara, CA.
SYS-CON Events announced today that CrowdReviews.com has been named “Media Sponsor” of SYS-CON's 22nd International Cloud Expo, which will take place on June 5–7, 2018, at the Javits Center in New York City, NY. CrowdReviews.com is a transparent online platform for determining which products and services are the best based on the opinion of the crowd. The crowd consists of Internet users that have experienced products and services first-hand and have an interest in letting other potential buye...
"IBM is really all in on blockchain. We take a look at sort of the history of blockchain ledger technologies. It started out with bitcoin, Ethereum, and IBM evaluated these particular blockchain technologies and found they were anonymous and permissionless and that many companies were looking for permissioned blockchain," stated René Bostic, Technical VP of the IBM Cloud Unit in North America, in this SYS-CON.tv interview at 21st Cloud Expo, held Oct 31 – Nov 2, 2017, at the Santa Clara Conventi...
SYS-CON Events announced today that Telecom Reseller has been named “Media Sponsor” of SYS-CON's 22nd International Cloud Expo, which will take place on June 5-7, 2018, at the Javits Center in New York, NY. Telecom Reseller reports on Unified Communications, UCaaS, BPaaS for enterprise and SMBs. They report extensively on both customer premises based solutions such as IP-PBX as well as cloud based and hosted platforms.
"Space Monkey by Vivent Smart Home is a product that is a distributed cloud-based edge storage network. Vivent Smart Home, our parent company, is a smart home provider that places a lot of hard drives across homes in North America," explained JT Olds, Director of Engineering, and Brandon Crowfeather, Product Manager, at Vivint Smart Home, in this SYS-CON.tv interview at @ThingsExpo, held Oct 31 – Nov 2, 2017, at the Santa Clara Convention Center in Santa Clara, CA.
Coca-Cola’s Google powered digital signage system lays the groundwork for a more valuable connection between Coke and its customers. Digital signs pair software with high-resolution displays so that a message can be changed instantly based on what the operator wants to communicate or sell. In their Day 3 Keynote at 21st Cloud Expo, Greg Chambers, Global Group Director, Digital Innovation, Coca-Cola, and Vidya Nagarajan, a Senior Product Manager at Google, discussed how from store operations and ...
It is of utmost importance for the future success of WebRTC to ensure that interoperability is operational between web browsers and any WebRTC-compliant client. To be guaranteed as operational and effective, interoperability must be tested extensively by establishing WebRTC data and media connections between different web browsers running on different devices and operating systems. In his session at WebRTC Summit at @ThingsExpo, Dr. Alex Gouaillard, CEO and Founder of CoSMo Software, presented ...
WebRTC is great technology to build your own communication tools. It will be even more exciting experience it with advanced devices, such as a 360 Camera, 360 microphone, and a depth sensor camera. In his session at @ThingsExpo, Masashi Ganeko, a manager at INFOCOM Corporation, introduced two experimental projects from his team and what they learned from them. "Shotoku Tamago" uses the robot audition software HARK to track speakers in 360 video of a remote party. "Virtual Teleport" uses a multip...
A strange thing is happening along the way to the Internet of Things, namely far too many devices to work with and manage. It has become clear that we'll need much higher efficiency user experiences that can allow us to more easily and scalably work with the thousands of devices that will soon be in each of our lives. Enter the conversational interface revolution, combining bots we can literally talk with, gesture to, and even direct with our thoughts, with embedded artificial intelligence, whic...
SYS-CON Events announced today that Evatronix will exhibit at SYS-CON's 21st International Cloud Expo®, which will take place on Oct 31 – Nov 2, 2017, at the Santa Clara Convention Center in Santa Clara, CA. Evatronix SA offers comprehensive solutions in the design and implementation of electronic systems, in CAD / CAM deployment, and also is a designer and manufacturer of advanced 3D scanners for professional applications.
Leading companies, from the Global Fortune 500 to the smallest companies, are adopting hybrid cloud as the path to business advantage. Hybrid cloud depends on cloud services and on-premises infrastructure working in unison. Successful implementations require new levels of data mobility, enabled by an automated and seamless flow across on-premises and cloud resources. In his general session at 21st Cloud Expo, Greg Tevis, an IBM Storage Software Technical Strategist and Customer Solution Architec...
To get the most out of their data, successful companies are not focusing on queries and data lakes, they are actively integrating analytics into their operations with a data-first application development approach. Real-time adjustments to improve revenues, reduce costs, or mitigate risk rely on applications that minimize latency on a variety of data sources. In his session at @BigDataExpo, Jack Norris, Senior Vice President, Data and Applications at MapR Technologies, reviewed best practices to ...
An increasing number of companies are creating products that combine data with analytical capabilities. Running interactive queries on Big Data requires complex architectures to store and query data effectively, typically involving data streams, an choosing efficient file format/database and multiple independent systems that are tied together through custom-engineered pipelines. In his session at @BigDataExpo at @ThingsExpo, Tomer Levi, a senior software engineer at Intel’s Advanced Analytics gr...
When talking IoT we often focus on the devices, the sensors, the hardware itself. The new smart appliances, the new smart or self-driving cars (which are amalgamations of many ‘things’). When we are looking at the world of IoT, we should take a step back, look at the big picture. What value are these devices providing? IoT is not about the devices, it’s about the data consumed and generated. The devices are tools, mechanisms, conduits. In his session at Internet of Things at Cloud Expo | DXWor...