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customer service

My podcast with Blake Landau is now available on the Customer Management IQ site. If CRM is your thing, check out my CRM page on Decision Management Solutions – decisionmanagementsolutions.com/crm

Steve Zannos of NEW Customer Service Companies presented on customer loyalty in an industry with lots of third parties involved. NEW provides service support to companies who sell products and works with 30,000 independent service agents – everything from single technicians to large depots to national networks. They try to drive customer loyalty through this [...]

Eric Arnum, editor of Warranty Week, gave an overview of the industry as a whole. Clearly the recession is taking its toll. Starting with new home builders it has spread to RV makers, auto makers, various retailers, GE and others. Warranty is important in many of these company’s challenges and some, like Hyundai, are trying [...]

First Look – EpiAnalytics

I recently got a chance to discuss EpiAnalytics product offerings and see a brief demonstration. EpiAnalytics provides contact center analytics to improve customer service and technical support business processes using analytics (including text analytics) and decision automation to automate the manual analysis of leads and support emails. The results are then plugged into an engine [...]

John Schmidt over on the Informatica blog had a great post on Customer Centricity that gave me a theme for three posts this week. He identified three approaches, each one of which I want to map to decision management. First…

Charlie Berger and some others presented on using data mining for fraud detection. Fraud is a huge issue – for instance there is $31B annually in insurance claims fraud (10-15%) with 25% of all claims have some fraud and more than 1 in 3 bodily-injury claims from car crashes involving fraud. Other industries have similar [...]

I was pointed to a post today on the topic of customer service (Another Day, Another Customer-Service Nightmare on the EconoWhiner) that pointed out that companies need to provide quality service and quality customer service if they’re going to survive an economic downturn as severe as this one? Now I am not going to pick [...]

CRM Daily had a nice little article on Customer Retention that reminded me of the example I often use for how the elements of decision management contribute to more effective customer retention decisions. Large organizations spend vast sums on retention – one bank, for instance, spends $1Bn annually – and retention is a perfect candidate [...]

An old friend sent me a link to an article on the Financial Times – How to survive an IT squeeze. I was struck by a couple of quotes: Scarcity of capital will generate increased competition for the cash that is available. Consequently it will be even more important that businesses do everything they can [...]

Great comment from monkchips on twitter today: the key to customer relationship management is to treat your clients as people rather than accounts. everything else follows from that. Of course the challenge is how to make sure that all the people who work for you and all the systems your clients use do this. While [...]

Two gentlemen from Deloitte presented Integrating Predictive Analytics and BRM to Improve Health Plan Member Experience. 80% of healthcare costs are incurred by 20% of members and traditionally the 20% get all the focus. Analytics and data mining get applied to claims, authorization, costs as a result. Segmentation focuses on the unprofitable and unhealthy. Increasingly [...]

Randy Saunders had a great post over on the Perfect Customer Experience –Can I please speak with a live agent? In it he has a great quote: Forester’s study finds that 45 percent of consumers prefer to speak with a customer service agent to answer questions and resolve service issues, yet most walk away from [...]

Last week I was invited to attend Chordiant‘s European Customer Advisory Board. This session was held in lovely Munich in the middle of Oktoberfest and was both informative and a lot of fun. While I can’t share everything – some of it was for customers only – I thought you would appreciate what I could [...]

From Scores to Strategies

The use of analytics in business decisions, presented by one of InfoCentricity’s customers, was next. In many organizations modelers are busy building predictive models that they then throw over the wall to a business analyst. To bridge this gap you need a collaboration platform that allows modelers to do their thing while allowing business analysts [...]

Elana Anderson had a great post on direct marketing while I was on vacation –Next Generation Campaign  Management. She starts off with three great principles: Listen to all information provided by customers and prospects – both explicit and implied. Understand past and present information to determine the best possible marketing action. Communicate in a compelling, [...]

Ginger Conlon had a little piece on mobile marketing that caught my eye. This post highlighted the growing importance of mobile devices as both a customer support channel and as a marketing vehicle. I completely agree with this assessment but I think it means that, for both customer service and marketing, we will have to [...]

Chris Skinner wrote a nice little piece on the Future Call Center over on the swift community. He had some nice examples, though he was focused on how the future call center might be using video. What struck me, though, was that decision making is critical to his example. Neither the avatar nor the video-linked [...]

David Rance had a nice piece on CustomerThink called Great Service Has to Be Institutionalized if It Is to Become the Norm. In this post he identifies decision making as important, which I think is true. Now his focus is on culture (very important) but mine is different. What if you used your systems to [...]

I have been an iRobot customer since Christmas. Much as I like their products, their customer service decision making leaves a lot to be desired. This particular post was prompted by their inconsistent warranty decision management. iRobot has outsourced its call center, as many companies have, and sound like they want to deliver excellent customer [...]

The folks at CustServ had a piece on The 3-Minute Promise to Avis Customers that made me think. If you wanted to make a similar promise – that some process of yours would be quick, efficient, flawless and seamless – would the systems you have help you or hurt you? Would your systems be able [...]