"When you assume negative intent, you're angry. If you take away that anger and assume positive intent, you will be amazed." Indra Nooyi


Customer Spirit & AI- An Insightful Collaboration

On 09 Oct, 2018 | No comments

--By CB Rajesh--

Today companies track customer behavior by cognitive means to promote their product & services. All that the customer needs to do is either search for a product online or click a banner inadvertently, it’s guaranteed that he or she will see the same product popping up almost every web page or app they browse for next few days. Now, this is the strength of digital footprint and tracking.

What if the same technology capability can be used to enhance customer experience? We then need to use same digital footprint to design customer friendly products & services. Such initiatives can be successful when we develop and use these capabilities to map, measure & track customer’s journey end to end. This will include journeys covering purchase, usage, troubleshooting, exit etc.  

Can we build an intelligence to check for failures or breakdown in customer journey, if a browser or an app fails to load or login or something goes wrong when customer is transacting?  Is there a mechanism to trace these incidents and fix it even before customer complains? In a different scenario, if the customer has given an adverse rating during an interaction then this intelligence can be used to fix the issue before the customer initiates the same journey again. It will also be an excellent opportunity to take the feedback to check his new experience and let the customer realize that the organization has worked on the feedback. This will reflect true customer spirit being displayed in customers’ mind.

In a nutshell the CRM systems are required to evolve beyond as a tool for customer interactions and start registering failures in customer journeys proactively, raise alarm, guide fixing issues & measure effectiveness post troubleshooting. Future CRM must encompass features like customer journey monitoring, spotting opportunity to cross sell or up-sell and a tool for customer interaction along with feedback capturing mechanism. 

Today customers expect organizations to know all failures and take actions proactively. They also want the organizations to communicate and give dashboard view on all the deliveries. Customers are looking to reduce their efforts and the customer friendly brands are lapping up this opportunity to empower their end users by crafting friendly & transparent communication strategy. Payment reminder is also a communication; it depends on how and when you transmit.

Today when we mention customer experience & AI together, the first thing that strikes our mind is a chat bot serving customers without human intervention. We now need to explore on how the use of AI can transform customer journeys by designing personalized products and predictive service management. The key is to reduce customer efforts by gathering information around each customer’s journey without grouping & generalizing.

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