Management Consultant and author Peter Drucker once wrote that “the purpose of a business is to create and keep a customer.” This may seem to be an obvious statement, but many companies traditionally focus on the first half of that statement to the detriment of the latter part. It could be argued that keeping a customer is more important than finding a new one – for a repeat customer is often an engaged customer.
As OpenText CEO & CTO Mark J. Barrenechea points out in his book, On Digital, the digital world helps you by giving you more ways to know your customer better. “Know Your Customer isn’t just a regulatory obligation, it’s a key competitive differentiator. The best way to satisfy your customer is to truly understand them. You can do this by mapping your customer journeys.”
But customer journeys are changing. The old traditional models of a singular pre-determined linear path or funnel from awareness to purchase no longer apply in a digital world where flowcharts have given way to multiple interactions at whatever point the customer wants it to be. The customer is not only driving the decision on when and how interactions are made, they are also demanding a more personalized experience.
In a recent article, CMSWire columnist John Zimmerman outlined a vision of a digital experience platform that delivers “individualized content presentation for each customer interaction.” To achieve this vision, organizations need a better way of engaging with the customer. This requires an enhanced understanding of the customer’s journey, one that is an infinite engagement rather than a linear process.
The process can be viewed from two different perspectives:
The Customer’s Perspective is one of a continuous experience where they BUY, then OWN (or use) a product (or service) throughout its lifecycle before repurchasing.
The Enterprise Perspective is one of a continuous process where they ACQUIRE and then SERVE a customer to lead to a level of engagement where they will acquire additional revenue from that same customer and/or more customers “through recommendation”.
The full engaged customer journey cannot be addressed by separate applications at different parts of the process. To be fully effective, it has to provide an exceptional continuous experience made up of a combination of many different experiences, processes and systems that all have to interact.
These different aspects of the journey can be grouped into five separate, but interdependent, layers:
- The customer’s activity,
- The company’s activity,
- The departments involved,
- The related business process,
- The associated metrics used to measure and manage the engagement.
I’ll be examining each of these layers in more detail in upcoming blog posts.