creating a great customer journey-accelerating marketing roi - mike connor
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Mike Connor sets up the challenges for your customer's journey and then provides 10 steps to accelerate your marketing ROI>TRANSCRIPT
Crea%ng an Insanely Great Customer Journey
Crea%ng An Insanely Great Customer Journey Accelera%ng Marke%ng ROI
Validate Value
Expand
Deploy Solu%on
Explore Op%ons
Evaluate Solu%ons
Trigger
Point
Internal Buy In
Business Case
Purchase
Refer
Mike Connor
Status Quo
Crea%ng an Insanely Great Customer Journey
Topics 1. Crea%ng an Insanely Great Customer Journey – A B2B Marke%ng Impera%ve 2. It takes a Team 3. Insanely Great Vision 4. It really is all about the Customer 5. Every touch point counts 6. Outcome Based Metrics 7. Objec%ve SWOT Analysis 8. Get Agile! 9. K.I.S.S 10. Validate Value 11. Start Over – Con%nual learning and innova%on
Crea%ng an Insanely Great Customer Journey
Food for thought
#1 B2B Marke%ng 2013 CMO Impera%ve • Map the buyers journey.
• Embed personas in marke%ng plans.
• Address data and analy%c skills gaps.
• Foster collabora%on across marke%ng, product and sales silos
The quotes above reference just one part of a Customer Journey, Nurturing Campaigns.
Crea%ng an Insanely Great Customer Journey
2013? MARKETING
What will your marke%ng department be like?
Crea%ng an Insanely Great Customer Journey
Crea%ng an Insanely Great Customer Journey
Crea%ng an Insanely Great Customer Journey
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The demand to produce great content is skyrocke%ng!
Crea%ng an Insanely Great Customer Journey
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The world of social media and management of it is changing at an amazing rate!
Crea%ng an Insanely Great Customer Journey
9 Sco\ Brinker (at) chiefmartec.com
The amount and pace of marke%ng technology is overwhelming!
Crea%ng an Insanely Great Customer Journey
Big Data
Engagement Analy%cs
Personas Personas PlaRorms
Mul% Channel
Personaliza%on
Marke%ng Opera%ons
Integra%on Mobile
Real Time
Return on Opportun
ity
Agile Marke%ng
Return on Marke%ng
Marke%ng teams are on a huge learning curve!
Crea%ng an Insanely Great Customer Journey
Insanely Great = New Good Enough
And, oh by the way, our prospects and customers expecta%ons are increasing rapidly!
Crea%ng an Insanely Great Customer Journey
Predator or Prey
How well marke%ng teams priori%ze, integrate, deliver and adapt will determine who emerges as . . .
Crea%ng an Insanely Great Customer Journey
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So What is a Customer Journey and how does focusing on it help?
Crea%ng an Insanely Great Customer Journey
I was at Apple working as a product manager for Steve Jobs. He walked into my office one day and threw our newly engineered shipping carton onto my desk. He yelled at me and told me my out of the box experience sucked.
First a quick story that helps define the customer journey and it’s importance.
Crea%ng an Insanely Great Customer Journey
Then he pulled a jewelry box from his pocket, put it on my desk and said, “When someone receives our product it should feel like they are opening a precious gig.
Steve understood the customer journey and it’s importance.
Crea%ng an Insanely Great Customer Journey
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Everything prospects and customers experience
as they engage with companies and their products
The customer journey is . . .
Crea%ng an Insanely Great Customer Journey
It also provides a very powerful customer centric focusing framework. Through it marke%ng can priori%ze investments,
measure, validate and refine the value it creates and its effec%veness
Crea%ng an Insanely Great Customer Journey
Con%nual Collabora%on, Learning and Innova%on
Designed and managed well with today’s leading edge tools, it also becomes a powerful interac%ve customer engagement framework for. . .
In other words . . . It drives sustainable crea%on of game changing customer value!
Crea%ng an Insanely Great Customer Journey
Visioned, designed and managed properly it can transform marke%ng departments and their ability to increase the company’s value to customers from good to Insanely Great!
Crea%ng an Insanely Great Customer Journey
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ROI? So how does the customer journey drive . . .
Crea%ng an Insanely Great Customer Journey
Food for thought
B2B Customers
• Nearly 60% of a typical purchasing decision—researching solu%ons, ranking op%ons, selng requirements, benchmarking pricing, and so on is made before ever having a conversa%on with a supplier.
Crea%ng an Insanely Great Customer Journey
Food for thought
• 50% more sales ready leads at 33% lower cost.
• 10% or greater increase in revenue in 6-‐9 months.
• 20% increase in sales opportuni%es versus non-‐nurtured leads
The quotes above reference just one part of a Customer Journey, Nurturing Campaigns.
Crea%ng an Insanely Great Customer Journey
Food for thought
Leaders in Life Cycle Marke%ng
• 3x greater customer reten%on
• 27x greater growth of customer life%me value.
Crea%ng an Insanely Great Customer Journey
Food for thought
Market Leaders
• 20% annual revenue growth • 10% annual growth in
marke%ng leads that result in closed business
• 44% of sales-‐forecasted pipeline leads contributed by marke%ng
• 73% annual customer reten%on rate
Crea%ng an Insanely Great Customer Journey
Marke%ng is at an Inflec%on Point and the Customer Journey is the Catalyst
Decreasin
g Co
st,
Increasin
g Ease of U
se 2013
Ad Hoc Capabili%es & Prac%ces
Early Integra%on & Alignment
Next Gen Vision & Experimenta%on
Adop%on of Next Gen Capability & Prac%ces
Standardiza%on of Next Gen Capability &
Prac%ces
2015 Marke%ng & Technology Maturity & Integra%on
Changes in technology, social knowledge and marke%ng are changing buyer behaviors & expecta%ons
Crea%ng an Insanely Great Customer Journey
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Deploy Solu%on
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Evaluate Solu%ons
Status
Quo Trigger Point
Internal Buy In
Business Case
Purchase
Refer
How do we get to Insanely Great?
Crea%ng an Insanely Great Customer Journey
1. Team
Crea%ng an Insanely Great Customer Journey
“Every good product I've ever seen is because a group of people cared deeply about making something wonderful that they and their friends wanted. They wanted to use it themselves.”
Steve Jobs
Crea%ng an Insanely Great Customer Journey
Marke%ng
Customer Success Mgt.
CEO
Design
Product Development Business Dev. / Sales
| Account Dev.
Product Management
Training
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This is a team sport – everyone in your company that works with customers has valuable insight to bring. . . and gain!
Crea%ng an Insanely Great Customer Journey
Marke%ng
Customer Success Mgt.
CEO
Design
Product Development Business Dev. / Sales
| Account Dev.
Product Management
Training
Validate Value
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Internal Buy In
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Team Member # 1? Customers
Crea%ng an Insanely Great Customer Journey
2. Vision
Crea%ng an Insanely Great Customer Journey
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Crea%ng an Insanely Great Customer Journey means daring to understand, see and act in the world differently
Crea%ng an Insanely Great Customer Journey
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To transport customers from experiences like this
Crea%ng an Insanely Great Customer Journey
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To experiences like this . . .
Crea%ng an Insanely Great Customer Journey
Ever open a door?
Crea%ng an Insanely Great Customer Journey
to someplace magical?
Crea%ng an Insanely Great Customer Journey
Hear someone?
Crea%ng an Insanely Great Customer Journey
who forever changed how you see the world?
Crea%ng an Insanely Great Customer Journey
Experience something?
Crea%ng an Insanely Great Customer Journey
that transported you beyond your imagina%on?
Crea%ng an Insanely Great Customer Journey
Those are all part of a customer journey
Crea%ng an Insanely Great Customer Journey
And that’s the kind of Insanely Great we are talking about!
Crea%ng an Insanely Great Customer Journey
We were shining our light into the days of blooming wonder In the eternal presence, in the presence of the flame Didn’t I come to bring you a sense of wonder? Didn’t I come to lic your fiery vision bright? Didn’t I come to bring you a sense of wonder in the flame? On and on and on and on, we kept on singing our song
VAN MORRISON
Go for Insanely Great : No Plan B
Crea%ng an Insanely Great Customer Journey
3. Customer
Crea%ng an Insanely Great Customer Journey
Assessing / Building Immersive Personas of Highest Value Prospects and Customers
Crea%ng an Insanely Great Customer Journey
Including persona’s projected based on measurable trends
Crea%ng an Insanely Great Customer Journey
Food for thought
In the sale of a technology product valued at over twenty-‐five thousand dollars per unit to a company of over one thousand employees, twenty-‐one people were actually involved in the buying process.
Crea%ng an Insanely Great Customer Journey
4. Every touch point counts!
Crea%ng an Insanely Great Customer Journey
Embrace the En%re Customer Journey
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Refer
Take the %me to explore the journey and your customers experience. You must see it through their eyes and their needs. Spend %me and get feedback from customers and prospects that have travelled it in its en%rety and those that blew out of it.
Crea%ng an Insanely Great Customer Journey
Remember: It’s Their Journey You have to earn the right to be a part of each stage!
Crea%ng an Insanely Great Customer Journey
It starts before prospects know they need a solu%on
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Crea%ng an Insanely Great Customer Journey
That stage is called the status quo
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Status Quo
Crea%ng an Insanely Great Customer Journey
That stage is called the status quo
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Status Quo
Crea%ng Customer Value? Thought Leadership for Their Industry
Crea%ng an Insanely Great Customer Journey
A trigger point drives the need for change and ac%on
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Trigger Point
Crea%ng an Insanely Great Customer Journey
A cross func%onal team is formed
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Trigger Point
Crea%ng an Insanely Great Customer Journey
A cross func%onal team is formed
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Trigger Point
Crea%ng Customer Value? Thought Leadership for Their Func%on / Issues
Crea%ng an Insanely Great Customer Journey
The search for op%ons begins
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Explore Op%ons
Crea%ng an Insanely Great Customer Journey
The search for op%ons begins
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Explore Op%ons
Crea%ng Customer Value? Objec%ve Informa%on Illumina%ng Problem / Best Prac%ces Framework -‐ Tied to Solu%on
Crea%ng an Insanely Great Customer Journey
Alterna%ves are evaluated
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Evaluate Solu%ons
Crea%ng an Insanely Great Customer Journey
Alterna%ves are evaluated
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Evaluate Solu%ons
Crea%ng Customer Value? Demonstrate Ability to Address Overall and Specific Influencer Needs
Crea%ng an Insanely Great Customer Journey
A business case is created
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Business Case
Crea%ng an Insanely Great Customer Journey
A business case is created
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Business Case
Crea%ng Customer Value? Business Case Framework | Easy Access to Component Level Suppor%ng Informa%on
Crea%ng an Insanely Great Customer Journey
The champion works to resolve last minute issues and concerns and finally achieves internal buy in
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Internal Buy In
Crea%ng an Insanely Great Customer Journey
The champion works to resolve last minute issues and concerns and finally achieves internal buy in
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Internal Buy In
Crea%ng Customer Value? Fast Response / Access to Specific Informa%on to Resolve Issues and Deal with Internal Push Back
Crea%ng an Insanely Great Customer Journey
Legal, financial and deployment nego%a%ons are completed. The deal is done!
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Purchase
Crea%ng an Insanely Great Customer Journey
Legal, financial and deployment nego%a%ons are completed. The deal is done!
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Purchase
Crea%ng Customer Value? Win Win Nego%a%ng | Flexibility | Suppor%ng Material for Compe%%vely Differen%a%ng Value
Crea%ng an Insanely Great Customer Journey
People are trained and the solu%on is deployed
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Deploy Solu%on
Crea%ng an Insanely Great Customer Journey
People are trained and the solu%on is deployed
Deploy Solu%on
Crea%ng Customer Value? Well designed & communicated implementa%on | Materials | Flexibility | Responsiveness
Crea%ng an Insanely Great Customer Journey
The real value of your company is revealed as customers use the solu%on
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Validate Value
Crea%ng an Insanely Great Customer Journey
The real value of your company is revealed as customers use the solu%on
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Validate Value
Crea%ng Customer Value? Deliver as promised | Revisit / Reinforce Value | Responsiveness
Crea%ng an Insanely Great Customer Journey
Expand
If you deliver great value the customer will be open to expanding their rela%onship
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Crea%ng an Insanely Great Customer Journey
Expand
If you deliver great value the customer will be open to expanding their rela%onship
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Crea%ng Customer Value? Create Heroes | Facilitate Story Telling
Crea%ng an Insanely Great Customer Journey
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and to telling others how great your company and your products are!
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Crea%ng an Insanely Great Customer Journey
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and to telling others how great your company and your products are!
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Crea%ng Customer Value? Create Heroes | Facilitate Story Telling
Crea%ng an Insanely Great Customer Journey
Food for thought
• 89% of customers were lost acer a nega%ve customer experience
• 86% said they would pay more for a be\er customer experience
• 58% said they would recommend companies that deliver customer experiences that are superior to others
Crea%ng an Insanely Great Customer Journey
Engineer Touch Points to Capture Insight That Drives Con%nual Collabora%ve Learning and Innova%on
Validate Value
Expand
Deploy Solu%on
Explore Op%ons
Evaluate Solu%ons
Status
Quo Trigger Point
Internal Buy In
Business Case
Purchase
Refer
Crea%ng an Insanely Great Customer Journey
5. Outcome Based Metrics
Crea%ng an Insanely Great Customer Journey
Define Business Outcome Goals, Metrics for Each Stage
Explore Op%ons
Evaluate Solu%ons
Internal Buy In
Business Case
Validate Value
Expand Use Refer Deploy
Solu%on Status Quo
Trigger Point
Purchase
Based on Persona’s Requirements
Crea%ng an Insanely Great Customer Journey
6. Objec%ve SWOT Analysis
Crea%ng an Insanely Great Customer Journey
SWOT Analysis Rate each cell from – 5 to + 5.
( -‐-‐ 5 = Losing momentum & credibility, 0 = Good Enough, +5 Provides Breakthrough Compe%%ve Value)
Explore Op%ons
Evaluate Solu%ons
Internal Buy In
Business Case
Validate Value
Expand Use Refer Deploy
Solu%on Status Quo
Trigger Point
Purchase
Crea%ng an Insanely Great Customer Journey
Rate each cell from – 5 to + 5. ( -‐-‐ 5 = Losing momentum, credibility & ROI, 0 = Good Enough, +5 Provides Breakthrough Compe%%ve Value)
SWOT Analysis
Remember when the weakest link fails, all of your other marke%ng investments are lost. Great $2Million Marke%ng Campaign + Bad Customer Onboarding = -‐ $2million * X
Crea%ng an Insanely Great Customer Journey
Validate Value
Expand Use Refer
Deploy Solu%o
n Purchase
Internal Buy In
Explore Op%ons
Evaluate Solu%ons
Business Case
Status Quo
Trigger Point
Customer buying stages
Content / Experience
Analy%cs & VOC
Process Flow
Progress / Risk Tracking & Mgt.
Customer Insight Requirements
Deep Dive SWOT Assessment
How well do you know the prospect’s and influencer’s needs at each stage?
Crea%ng an Insanely Great Customer Journey
Validate Value
Expand Use Refer
Deploy Solu%o
n Purchase
Internal Buy In
Explore Op%ons
Evaluate Solu%ons
Business Case
Status Quo
Trigger Point
Customer buying stages
Content / Experience
Analy%cs & VOC
Process Flow
Progress / Risk Tracking & Mgt.
Customer Insight Requirements
How well does your current content and customer experience address the needs?
Deep Dive SWOT Assessment
Crea%ng an Insanely Great Customer Journey
Validate Value
Expand Use Refer
Deploy Solu%o
n Purchase
Internal Buy In
Explore Op%ons
Evaluate Solu%ons
Business Case
Status Quo
Trigger Point
Customer buying stages
Content / Experience
Analy%cs & VOC
Process Flow
Progress / Risk Tracking & Mgt.
Customer Insight Requirements
Are you capturing cri%cal informa%on about the use and value to customers of what you are providing?
Deep Dive SWOT Assessment
Crea%ng an Insanely Great Customer Journey
Validate Value
Expand Use Refer
Deploy Solu%o
n Purchase
Internal Buy In
Explore Op%ons
Evaluate Solu%ons
Business Case
Status Quo
Trigger Point
Customer buying stages
Content / Experience
Analy%cs & VOC
Process Automa%on
Progress / Risk Tracking & Mgt.
Customer Insight Requirements
Are you using current state best prac%ces and technology to accelerate work and informa%on flow?
Deep Dive SWOT Assessment
Crea%ng an Insanely Great Customer Journey
Validate Value
Expand Use Refer
Deploy Solu%o
n Purchase
Internal Buy In
Explore Op%ons
Evaluate Solu%ons
Business Case
Status Quo
Trigger Point
Customer buying stages
Content / Experience
Analy%cs & VOC
Process Automa%on
Progress / Risk Tracking & Mgt.
Customer Insight Requirements
Do you have clear metrics and analy%cs in place that enable you to define and track progress of high value prospects and customers?
Deep Dive SWOT Assessment
Crea%ng an Insanely Great Customer Journey
Validate Value
Expand Use Refer
Deploy Solu%o
n Purchase
Internal Buy In
Explore Op%ons
Evaluate Solu%ons
Business Case
Status Quo
Trigger Point
Customer buying stages
Content / Experience
Analy%cs & VOC
Process Automa%on
Progress / Risk Tracking & Mgt.
Customer Insight Requirements
When done you will essen%ally have a heat map of where you are at risk and where you excel.
Deep Dive SWOT Assessment
Crea%ng an Insanely Great Customer Journey
Validate Value
Expand Use Refer
Deploy Solu%o
n Purchase
Internal Buy In
Explore Op%ons
Evaluate Solu%ons
Business Case
Status Quo
Trigger Point
Customer buying stages
Content / Experience
Analy%cs & VOC
Process Automa%on
Progress / Risk Tracking & Mgt.
Customer Insight Requirements
In selng priori%es remember the weak link theory.
Deep Dive SWOT Assessment
Crea%ng an Insanely Great Customer Journey
7. Get Agile
Crea%ng an Insanely Great Customer Journey
The rate of change, plus the complexity of designing and managing the customer journey is impossible to address using tradi%onal marke%ng management approaches. Get Agile!
Crea%ng an Insanely Great Customer Journey
Time Bound Sprints
Total Work
Sprint Priori%es
Deliver
The key to success? Small, well priori%zed, %me bound ini%a%ves defined in terms of business outcomes desired and con%nual measurement of the customer value those produce.
Crea%ng an Insanely Great Customer Journey
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Priori%ze work: Highest value business outcomes
Crea%ng an Insanely Great Customer Journey
Urgency Test
5
• Must be done immediately • Other high priority items can’t be completed without this • If not completed now, its value is lost
4
• Highly %me constrained • Other high level of priori%es depend on this • Customer or contractual requirements are dependent on
this
3 • Moderately %me constrained • Other items have moderate dependency on this task • Desirable to complete in the next one or two sprints
2 • Minimally %me constrained • Other items have a minimal dependence on this task • Comple%on in the next two or three sprints is adequate
1 • Not %me constrained • No dependencies • Li\le or no impact
Value Test
5
• Extremely Important / high value to most or all high value customers
• Extreme impact on brand or reputa%on • Cri%cal to the success of the business
4 • Important to many customers • Significant impact on brand or reputa%on • Significant compe%%ve advantage
3 • Important to a moderate number of customers • Moderate significant impact on brand or reputa%on • Moderate important compe%%ve advantage
2 • Important to only few customers • Minor impact on brand or reputa%on • Minor compe%%ve advantage
1 • Important to only a few or even no customers • Li\le or no impact on brand or reputa%on • Li\le or no compe%%ve advantage
Customer / Business Value Created Urgency to Complete
Crea%ng an Insanely Great Customer Journey
Agile Business Accelera%on Building Blocks
Strategy & Vision!
Delivery of Customer Value!
Culture / Leadership!
People & Organization!
Process !
Systems & Tools!
Accelera%on
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In addi%on to undertaking customer journey related projects and ini%a%ves using agile its also important to establish a company environment that supports agile. That includes aligning the core building blocks of the company to support agile values and principles.
Crea%ng an Insanely Great Customer Journey
8. K.I.S.S.
Crea%ng an Insanely Great Customer Journey
Explore Op%ons
Evaluate Solu%ons
Internal Buy In
Business Case
Validate Value
Expand Use Refer Deploy
Solu%on Status Quo
Trigger Point Purchase
This isn’t about boiling the ocean. It’s about priori%zing with an understanding of how each component contributes or detracts from customer value & marke%ng ROI
Crea%ng an Insanely Great Customer Journey
Simple can be harder than complex: You have to work hard to get your thinking clean to make it simple. Once you get there, you can move mountains." Steve Jobs,
BusinessWeek, May, 1998
Crea%ng an Insanely Great Customer Journey
Validate Value
Expand Use Refer
Deploy Solu%o
n Purchase
Internal Buy In
Explore Op%ons
Evaluate Solu%ons
Business Case
Status Quo
Trigger Point
Customer buying stages
Content / Experience
Analy%cs & VOC
Process Flow
Progress / Risk Tracking & Mgt.
Customer Insight Requirements
Roadmap
Choose your priori%es carefully and remember . . .
Crea%ng an Insanely Great Customer Journey
Objec%ve: Iden%fy Touch Points for Innova%on
That Deliver Breakthrough Business Value. . .
to the end customer and to your company!
Go for Insanely Great : No Plan B
Crea%ng an Insanely Great Customer Journey
9. Validate
Crea%ng an Insanely Great Customer Journey
Business Value Created?
If you aren’t con%nually valida%ng the customer and business value your ini%a%ves are delivering. . . They probably aren’t!
Crea%ng an Insanely Great Customer Journey
10. Start Over
Crea%ng an Insanely Great Customer Journey
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Planning
Accelera%on
Discovery
Implementa%on
Explore Op%ons
Evaluate Solu%ons
Internal Buy In
Business Case
Validate Value
Expand Use Refer Deploy
Solu%on Status Quo
Trigger Point Purchase
Crea%ng and sustaining an Insanely Great Customer Journey means con%nually learning and innova%ng. . . You are never done!
Crea%ng an Insanely Great Customer Journey
Summary
Validate Value
Expand
Deploy Solu%on
Explore Op%ons
Evaluate Solu%ons
Status
Quo Trigger Point
Internal Buy In
Business Case
Purchase
Refer
1. Crea%ng an Insanely Great Customer Journey – A B2B Marke%ng Impera%ve 2. It takes a Team 3. Insanely Great Vision 4. It really is all about the Customer 5. Every touch point counts 6. Outcome Based Metrics 7. Objec%ve SWOT Analysis 8. Get Agile! 9. K.I.S.S 10. Validate Value 11. Start Over – Con%nual learning and innova%on
Crea%ng an Insanely Great Customer Journey
Summary
Though designing and managing all of this is complex, don’t loose sight of the goal . . . Delivering an Insanely Great Experience!
Crea%ng an Insanely Great Customer Journey
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Crea%ng an Insanely Great Customer Journey
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