Financial Services: How to Increase Loyalty By Balancing Tech & Personalization

Customer experience leaders in financial services and retail banking need to create customer loyalty that balances technology and personalization.

Customer experience leaders in financial services (FS) need to create a frictionless experience for clients that doesn’t run the risk of being impersonal. Without this balance, FS providers can fail to create client loyalty, ultimately resulting in dissatisfied customers who are quick to take their business elsewhere.

With a successful balance of technology and personalization, providers will be well placed to outperform their competitors, both in terms of revenue and their ability to supply highly differentiated, individualized experiences.

THE CHALLENGE: CREATING A BALANCED EXPERIENCE

Financial services clients expect interactions to be seamless, timely, and integrated from beginning to end. For providers, this means constantly monitoring all touchpoints and channels and responding immediately around the clock.

The obvious strategy to meet this expectation would be through automation and new technology, but relying solely on this solution could be dangerous. Foregoing traditional, in-branch interaction could mean missing the opportunity to create a genuine interaction and relationship with clients.

Brennan Wilkie, our SVP of customer experience strategy, said, “Every interaction with a customer is a chance for a FS brand to surprise and delight — or a missed opportunity to do so. By tailoring the brand experience to each contextual user journey, FS can unlock the ability to enhance loyalty with customers, and because personalization is about establishing individualized brand relationships, early leaders tend to lock in customers, heightening the barriers for those that try to follow.”

Studies are also showing that clients are expecting their experiences to be as personal as they are frictionless. According to a Janrain Online Personal Experience study, over 74% of online consumers get frustrated when they are presented with content that is not relevant to them or their interests.

If this trend continues, financial institutions will continue to find it harder to attract, grow, and retain consumer business unless they take steps to engage customers in ways that can truly make their brand stand out.

THE APPROACH: EMBRACING NEW TECHNOLOGY

Financial services providers have begun to tap the potential of personalization by providing customers with the ability to download apps, watch research videos, and redeem individualized offers. Additionally, they have introduced click-to-chat features on their websites. These methods may not always take the form of another transaction or product, but they definitely succeed in enhancing relationship.

As mentioned in our recent global banks CX infographic, Avidia Bank launched “Cardless Cash,” which allows customers to draw money from ATMs and branches using their smartphones. To amplify the buzz, the bank hosted real-time ATM versus Cardless Cash battles on Periscope. This unusual tactic captured significant consumer attention, which allowed Avidia to identify and join the ensuing conversations on other social networks. For Cardless Cash, Avidia saw engagement rates as high as 10%, resulting in a 13% increase in adoption.

Another way FS providers are embracing technology is utilizing the rising popularity of virtual assistants like Amazon’s Alexa or Apple’s Siri. Gareth Gaston, head of omnichannel banking at US Bank, said, “Voice technology is going to be central to the future of digital interaction. We’ve all become accustomed to speaking to our devices for simple things like getting directions to a restaurant or placing a call. Now, voice services such as Amazon Alexa are making it easy to check an account balance or hear a payment due date without picking up a phone or logging in to internet banking.”

THE BENEFIT: CLIENT LOYALTY

When account holders feel both that they can conveniently access their accounts via technology and that their financial services providers truly care about providing them with a positive experience, they are more likely to become loyal customers. Still, such a differentiated customer experience cannot happen on its own. It’s up to FS providers to create an environment and culture in which client relationships can be fostered and flourish.

Airport Series: Chicago And Viral Reputation Management

In this installment of the airport series, we turn to Chicago O'Hare. ORD is still feeling repercussions after a viral incident from early 2017 rocked its customer base. This PR nightmare emphasizes an important role of text analytics as an agent of brand management.

As we continue our ongoing analysis of airport reviews, we come to Chicago O’Hare International Airport. The story of Chicago’s airport is a study in how not to manage your reputation in the face of a viral public relations disaster.

Chicago O’Hare and viral reputation management

On April 9, a video of Dr. David Dao being violently dragged from a United Airlines flight went viral and made national news. Eventually, two municipal aviation officers were fired. United Airlines wasn’t fined, but they did take a major public relations hit. I’ve already written about public reaction from a high-level viewpoint. But when looked at more closely, O’Hare’s proximity to the incident is a study in viral reputation management.

 It’s important to emphasize that I only looked at Facebook reviews for this Semantria analysis. This doesn’t account for YouTube comments or Tweets. Regardless, if you took all of O’Hare’s Facebook reviews that mention Dr. Dao’s removal line by line, and bound them in a paperback book, you’d end up with an 18-page novella of fury. Responses to that one event account for 6% of Chicago O’Hare’s entire Facebook review volume for the past year. And believe me, it’s a passionate 6%.

“I think after watching videos of [people] getting dragged off planes at your airport…I pray you go BANKRUPT!!!” wrote one angry user.

Said another:

“I’m not flying through anywhere that condones its airport police staff assaulting a flyer…. I’ll avoid it completely. I understand you suspended one of these highly trained officers, my question is why haven’t you fired him!”

Figure 1: O’Hare’s overall sentiment breakdown

A full 20% of these comments urge potential customers to eschew O’Hare in favor its chief competitor, Midway. Further still, some social media users recommend routing layovers through an entirely different state. “Use Mitchell Airport in Milwaukee (MKE). No Beatings at Mitchell,” one user wrote, adding that people who wanted to “avoid assaults” should go there. What we see from our analysis is just how far from “engaged” and “contented” O’Hare’s guests are.

Responding with Analytics

By using a natural language processing solution to monitor their social media, Chicago O’Hare might’ve gotten ahead of the public vitriol with a proactive, rapid-response PR blitz. (Incidentally, there’s only one other complaint of equal volume on Chicago O’Hare’s Facebook reviews: WiFi.  O’Hare only offers 30 minutes of free WiFi. As one tourist from Italy put it:

“Only 30 min free wifi! Not enough for USA concept of freedom.”

But instead, they were put on the back foot and forced into taking reactionary measures.

Figure 2: The chasm between Facebook star ratings, represented here by O’Hare ATC Towers, illustrates a fractured opinion of the airport.

In fact, we can see the topic trending through April using Lexalytics’, an InMoment company, web dashboard, Semantria Storage & Visualization. Occurrences of Facebook ratings with 1 star within the data set jump from 11% to 58% in a matter of days. Meanwhile, reviews with a 5 star rating halve from 37% to less than 15% overnight. ORD’s negative social conversation dominates its Facebook feed for months later, with 1 star reviews maintaining a 2:1 ratio over 5 star reviews until August 2018.

Using Semantria Storage & Visualization, it’s easy to observe the negative trend hitting ORD’s brand.

Guilty by brand association

Why is this relevant? Even though Dr. Dao’s removal isn’t Chicago O’Hare’s fault, it still casts a pall over their brand. In the words of the legendary advertising firm Ogilvy, “a brand is guilty by association.” What’s more, the public is not a court, and its judgement is often unequivocal and uncompromising. Addressing this judgement head-on is often the only way to mitigate it.

Considering how the internet played the role of catalyst in this PR crisis, O’Hare might’ve used the opportunity to debut free WiFi in its facilities. They could’ve positioned it as a strategy to empower guest feedback at all times. Connections like this can open up a line of communication between the brand and the customer, potentially easing tensions. In this example, enabling free WiFi speaks to two public concerns at once.

“…O’Hare’s proximity to the incident is a study in viral reputation management.”

Figure 3: 122 comments specifically referenced WiFi. None of the mentions were positive.

Chicago O’Hare needs text analytics

It turns out Chicago O’Hare didn’t take any dramatic steps to curtail public outcry. This could turn out to be a folly that comes back to haunt them. As it stands, airports play in a high-risk space where profit is lean at best. In fact, 70% of airports lose money. As regulations and other burdens pile up, airports like O’Hare need to depend less on aeronautical revenue and more on non-aeronautical revenue, such as retail developments, office developments, and lifestyle developments—like WiFi. However, non-aeronautical revenue is contingent upon engaged and contented customers. What we see from our analysis is just how far from “engaged” and “contented” O’Hare’s guests are.

A whopping 87% of O’Hare’s Facebook reviews from 2017 bear sentiment weight somewhere between negative and neutral. That’s a grim place for any brand. But it’s not a total loss; a simple application of tools like text analytics can solve reputation woes like O’Hare’s affordably and effectively. These are technological solutions that can’t be neglected. When it comes to an asset-intensive business like the modern airport, text analytics is as vital as new terminals, aprons, and runways.

Global Branding, Local Cultures, and the Customer Experience

Thinking globally is critical to improving the customer experience. Create a CX strategy that resonates with your customers around the world.

Over the last decade, waves of technological advancements, transport improvements, and communication progression have created what many call a “global village.” However, with the blurring of global borders comes a swarm of cultural differences that can make or break a customer experience (CX) strategy.

As business markets become increasingly globalized, the importance of understanding culture has become business critical. Failing to incorporate the concept of cultural diversity into a customer experience strategy will inevitably create barriers to winning the hearts and minds of customers.

The Importance of Being “Glocal”

Culture is essentially the characteristics and knowledge of a group of people. It encompasses social habits, religion, language, music, arts, and more. While everyone is made up of a similar genetic make-up, cultural upbringing leads people to laugh, eat, and even drink differently. It is indeed subject to constant change and has been made more dynamic in recent years by globalization and the advent of the digital and connected age.

These factors have also sparked an increase in the number of companies competing amidst different cultures on a global stage today.  A “global business” has become a benchmark for almost all brands and marketers alike. In fact, a brand with a great purpose is now expected to travel across borders and cultures. The rapid growth of e-commerce has further accelerated this demand. Companies are therefore constantly faced with a challenge of making their brand culturally relevant while also delivering economies of scale, efficiency, and shareholder returns.

To succeed amidst this fast-paced environment, brands with global ambitions must understand and embrace the broad similarities of people across the globe while also taking into consideration the differences at a local level where culture is subjective, changeable, and above all, personal. Getting well-acquainted with cultural differences will not just help global companies earn a competitive edge but will also prove effective in enhancing the customer experience. In the global marketplace, the players who are aware and sensitive to the culture of their consumers have a greater profitability of success than those who do not. To make a big splash in the global market, it is vital that brands don’t just localize, but “globalize” — a term coined by the sociologist Roland Robertson to indicate the integration of local languages, cultures, and customs into global products/brands.

The influence of culture can have massive ramifications for brands who choose to ignore them. For example, Coca-Cola has massive competition from other caffeinated drinks in markets such as the US, whereas, in others, local juice beverages are the brand’s main competitor. Therefore, it is no longer enough to just be bi-lingual. People, companies, and brands need to also be bi-cultural — understanding the nuances of customers stemming from different cultures. It’s safe to say that cultural awareness can be vital for a company to foresee what their local brand names will do to their company image on foreign shores.

A Closer Look

With every aspect of global communication being influenced by cultural preferences or differences, global brands now need more than just attractive logos or a common philosophy to succeed. Brands need to develop the ability to engage customers in a way that feels local to them. Choice of medium, color, font style, or even size may have cultural overtones.

It is no longer sufficient for companies to merely have messaging in a local language. Cultural awareness must be applied to every aspect of the customer experience strategy — advertising, labeling, selling, and all promotion of products. For example, the color blue can be soothing and represent trustworthiness to Americans. However, blue to Mexicans is their color of mourning. Likewise, in some cultures, personal bonds and informal agreements are far more binding than any formal contract. In others, the presence of legal documents is paramount. While punctuality may be expected in one culture, in other cultures, a meeting time might be considered more of a suggestion than a hard-and-fast schedule.

Failure to “globalize” and take into consideration these details can lead to the demise of brands in certain countries. For example, popular brand stores including Best Buy and Home Depot were recently closed in China — the world’s second largest economy. Best Buy opened stores in Shanghai and attempted to replicate their “big box” or large store retail strategy that worked well for them in America. However, trying to secure reasonably priced space in Shanghai was difficult as the city is known to have to have one of the highest densities in the world. Ultimately, Best Buy opened a giant flagship store in downtown Shanghai selling far too many product lines in a location where consumers had to walk up several stories to reach the entrance. Nearby local competitors Suning and Gome opened small stores right next to Best Buy with convenient access and sold only high-demand, high-margin products.

However several brands have succeeded in localizing their strategy while also governing the ethos of their company. McDonald’s, for example, has been well-known for their subtle localization strategies across the globe with the creation of regional menu items for each of their markets. Conversely, Apple has stores all over the world and follows a very strict customer experience protocol that is tailored to each region. The brand further ensures that the building type in each country matches the culture appropriately. Even Dove’s popular “Real Beauty” campaign which in Western markets featured images of everyday women in their underwear was modified to suit the preferences of the Middle Eastern market.

Factors to Consider

It is evident that brands that retain their core values and simultaneously tailor messages to suit individual markets reap a multitude of benefits. Hiring a diverse and multilingual staff can be a first step towards facilitating interaction with international customers. Furthermore, cross-cultural training can equip customer service staff with the knowledge and skills needed to strengthen overall customer experience across the world.

Humanizing a brand with a vision and mission that inspires local markets can be yet another force that drives forward brand recognition across the globe. For example, Johnnie Walker’s “Keep Walking” campaign sustained tremendous global flex over the years by using culturally relevant quotes and messaging that connected with markets all over the world. Even Johnnie Walker’s latest “Keep Walking America” advert is a musical celebration of diversity.

Streamlining content and ensuring that local teams have complete access to a rich library of global assets can further assist in global-local alignment and visual consistency. For example, Unilever has recently centralized its global and local marketing functions to ensure that their marketers are better equipped in today’s “super-connected” consumer landscape. This can further support the brand’s desire to showcase commitment towards celebrating and embracing different cultures.

Since in different cultures the perceptions regarding behavior, assertiveness, and satisfaction are different, it is important that brands embrace the importance of culture and provide customers with experiences that first and foremost take into consideration their varied cultural backgrounds.

Airport Series: Charlotte and Customer Complaints

Charlotte blends Southern charm into the hustle and bustle of a major international airport. However, this balance doesn't always go as planned. As the ninth busiest airport in the country, Charlotte Douglas International Airport can profit from listening to the voice of its customers.

More than 40 million people travel through North Carolina’s Charlotte Douglas International Airport each year, and it remains one of the most consistently least-liked airports. Today, we find out why.

Charlotte Douglas should invest in ADA training

An overview of our analysis indicates that this airport in part suffers because of specific airlines and their employees, weather delays, and a few other things they realistically have no control over. Still, there are plenty of areas where the airport could take steps to improve the customer experience. All they have to do is start listening to their customers.

Charlotte Douglas is compliant with guidelines required by the Americans with Disabilities Act, but some of the most vociferous complaints came from people with disabilities or their family. One woman said she and her traveling partner, a disabled veteran, were left “high and dry” at the gate. Another reviewer reveals that her daughter, who suffers from spina bifida, was forced to walk to the parking area and denied access to a “vacant wheelchair” designated for public use.

With text analytics, airport officials could find the commonalities in these complaints and fix them for the future. These reviews suggest that Charlotte Douglas should invest in ADA training for their staff. They also need to better inform their guests about what accessibility options are available. Simpler still, increased signage highlighting the way for guests with disabilities would do much to alleviate some of these complaints.

Racial undertones at Charlotte Douglas

“Enjoyed the small quiet chapel and the piano player. Soothing amidst chaos,” one reviewer wrote. Another cited the rocking chairs and the piano as why Charlotte Douglas was “the most-relaxed airport” she’d ever visited. However, this veneer of southern charm is thin, especially when one considers the history of race relations in the American south.

The airport recently shut down their bathroom attendant program. The restroom tradition was controversial for many reasons, not least of which involved the former Confederate state’s history. Without diving into the socio-political issues at the heart of that debate, text analytics could have shown airport officials that people generally hated the service. A number of customers cited it as their “only complaint” about the airport. Still more comments from customers cited the presence of the attendant as off-putting.

Some didn’t appreciate that the attendants worked for tips, especially since they didn’t want the attendants’ help in the first place.

Others, however, did notice racist undertones to the bathroom attendant program. One reviewer, who advised travelers to avoid Charlotte-Douglas “at all costs,” merely pointed out that the attendants were black men every single time, letting the implication speak for itself. Another reviewer was more direct. “Bathroom attendants are tacky, especially when the bathroom is filthy. Would it not be a better use of time to clean said bathroom rather than perpetuate an antiquated form of southern privileged genteelism?” this person wrote. All of the comments typified a myopic and disconnected management style. Text analytics could have helped identify and eliminate this problem before it became a hot-button issue.

Attitude issues

This leads to what is clearly the biggest problem for Charlotte Douglas: the attitude of its staff and those working for airlines, rental companies, and in other airport fixtures. More than 800 reviews, or four out of every five we looked at, make some mention of customer service or airport staff. Only rarely were these mentions positive.

This is a major problem for any business, but especially for airports. If you look back to our Atlanta analysis, you’ll see that airport staff were often the saving grace for customers. When airline staff were overworked or simply rude, employees of the airport stepped in to assist in customer service. At Charlotte Douglas, this is not the case.

So, even though some airports don’t get a fair shake when it comes to flights being delayed because of weather or other extraneous circumstances, our analysis shows that airport staff could do more to alleviate their guests’ stress and frustration with just a minor shift in their attitude. Increased training for employees and signage aimed at working with guests who have special needs would also ease a pressing issue. Finally, more charming, restful areas like the rocking chairs and piano could take Charlotte from the bottom of everyone’s lists to the top.  

Listen and improve

The people who travel in and out of Charlotte Douglas International Airport every day are desperately telling officials how they can improve their service, in very detailed and colorful ways. By listening to these guests, officials can determine the best solutions to these problems. However, without text analytics, there is no effective way to hear them in the first place.

How Does Geography Impact Customer Experience?

Geography affects enterprise feedback management. Find out how brand perception and customer satisfaction vary from country to country.

CX programmes are adopted by many organisations across the globe, each with a different approach and ultimate goal. Whilst the concept of CX is namely the same wherever you look, we’re really interested to see and share how it’s interpreted across different countries.

In our CX Trends Study we compared customer experiences in the UK and Germany, two major European economies. We delved into what emotions consumers and brands associate with positive and negative experiences, loyalty and personalisation.

We found that emotion plays a huge part when it comes to CX. As customers, we base our experiences on whether something makes us happy, sad or even indifferent. What emotions do we feel when we have a positive experience? Do we feel satisfied, important or reassured? Our survey identified that 35% of consumers in the UK felt safe and reassured when they had a positive experience in comparison to 40% in Germany.

Whilst it makes sense to feel reassured when we are happy with something, we saw a higher percentage of Germans (13%) who felt excitement when they had a positive experience, with an underwhelming 2.5% of UK consumers experiencing the same emotion. The question is, why is there such a stark difference in this particular emotion? Do Germans express more emotion than Brits? Do they have different values in the exchange process which means their expectations might be lower than neighbouring countries? Or are British people simply harder to please?

Our study also showed that over 20% of British consumers surveyed ranked reassurance as one of their top emotions associated with loyalty to a brand. In comparison, this halves in Germany to 10%. That said, enjoyment and excitement remain significantly higher in Germany than in the UK.

Looking at negative experiences, the differences between UK and German consumers were similarly as stark. When asked what emotions they most associate with something negative, 34% of German consumers said anger was their primary emotion, in comparison with 8% of Brits. In addition, open-ended comments such as “burning anger and hatred” were received by consumers in Germany — some of the most emotive comments submitted in the report.

The CX Trends Study provided lots of rich and valuable statistics from across several different countries helping us to understand the true emotions of our consumers. In a world where expectations are constantly changing, it’s vital that brands stay in tune with their customers’ ever evolving emotions. From this, we can start to understand and learn that some consumers are more emotive in their reactions and develop their CX approach appropriately.

No two customers are the same which is why different CX programmes must cater for all, wherever they are globally. Without this guidance, brands and customers really will be ‘worlds apart’. We’d love to hear your views — have you encountered these differences? Have you been surprised by the nuances in global customer expectations?

We’ll be exploring these differences and more in our next CX Trends study, which will be published early 2018.

Airport Series: Atlanta and Wayfinding

Not only is Hartsfield–Jackson Atlanta International Airport the busiest airport on earth, its "plane train" is the busiest rail system in America. This volume means Atlanta International needs to run with near flawless perfection. In this analysis, we learn exactlty how they can make strides toward that goal.

So, here’s the thing: few people are happy when they’re in airports. Whether it’s for business or pleasure, packing everything, checking in, and running to make your flight are all experiences that are generally negative. At least, that’s how I feel when sprinting through indistinguishable terminals looking for my connecting flight – and Atlanta International Airport is no exception.

Figure 1: This combination word cloud displays the top themes, entities, and categories along with their overall sentiment for Atlanta International

There are no shortage of listicles and videos online “rating” airports from best to worst. Yet, what does that really mean? Here at InMoment we focus on data and methodology, and Semantria can answer this question by mining Facebook comments, online reviews, and other data from people’s first-hand experiences.

Sentiment analysis for Atlanta International Airport

For example, we processed more than 2,759 Facebook reviews for the Atlanta International Airport, clocking in at 5,000 more words than Pride and Prejudice. That’s a lot of reviews, and it allows for very clear themes to emerge. Airport leadership regularly balances budget between marketing and infrastructure, this is where text analytics comes in. Text analytics allows airport leadership to prioritize projects based on customer experience impact. As we’ll find out, often enhancing customer experience requires little overhead. Addressing feedback directly and communicating progress through legacy channels and social media connects customers to the brand by showing them the airport is listening. The product we used for this project is the web based dashboard, Spotlight.

Feedback for Atlanta: Wayfinding

What was the most frequently occurring feedback for Atlanta? Quite simply, wayfinding.“Wayfinding” refers to the way in which people orient themselves in a space to get from one place to the next. At the Atlanta Airport, customers rely on the Air Train to get from the gates to the baggage claim, which can be literally miles away from the gate. So, without clear signage for the train, guests are compelled to walk this distance. Wayfinding related feedback is so vociferous that in over several hundred reviews guests outright advise fliers to avoid Atlanta International Airport entirely. One season traveler shared feedback the following on the ATL Facebook page recently:

“Back when I was traveling a few hundred thousand air miles a year, I avoided this airport like a third world dirt airstrip. Twenty five years later it still has lousy signage, crazy long distances to walk and takes forever to go from point A to point B to say nothing of the crowds.”

When airport architecture is effective, getting from “point A to point B” should be snappy, despite size or crowds. Jim Harding of Gersham Smith & Partners helped design Atlanta’s International Terminal. He asserts that Hartsfield–Jackson is architected with intuitive design in mind:

“We have a set of visual cues that naturally lead and guide you through a big, open space. And it’s a big part of your journey segment… you have lighting that goes up, and over, and down; you have flooring that pulls you in and through. The two come together and point you to the plane that you see through the glass. So this design is very carefully thought out, making that customer experience easy, natural, fluid, intuitive.”

When contrasted next to the true customer experience, which here is represented as natural language data, we can see there’s a chasm between the architect’s intent and how it’s experienced. This is cause for alarm for the airport company, as a lost customer is less likely to have time to engage with third party vendors, impacting precious non-aeronautical revenue.

“It took entirely too long to get to my next gate. There was a mile walk without the train…. With knee problems, pain wasn’t suppose[d] to be a part of my plane ride,” one guest wrote.

Figure 2: Wayfinding over time. This represents volume and sentiment over time for a segment of the data set

Using sentiment analysis we can understand that spaces are too large and confusing. Jim Harding and his team no doubt delivered an admirable design. However, customers still find the spaces at Atlanta cavernous and unstructured enough to be overwhelming. Signage must increase throughout the facility. Customers complain of the less than intuitive design outside as well. Says one reviewer:

“Worst uber/Lyft pickup process ever and terrible signage. I walked alone in a parking lot for an hour before I found it.”

Another, this time a local, confronts one of the airport company’s richest sources of non-aeronautical revenue, parking:

“I’ve been living in Atlanta for 2yrs now. It is a bit confusing. The parking is horrific! Not enough signs for direction and the plane train was definitely anxiety because I didn’t know where the heck it was taking me.”

Saving grace: airport staff

Atlanta International Airport Theme Volume Versus NPS
Figure 3: Overall Theme Sentiment for the Atlanta Facebook dataset, compared against NPS scores pulled from Facebook’s star rating system

Yet, our analysis also revealed that airport staff can be the saving grace for unhappy customers. One guest pointed out that Delta airline staff were both rude and unhelpful. However, that guest was ultimately helped by an airport maintenance worker to, you guessed it, help find the way to the baggage claim. Another airport employee took a struggling guest to the baggage claim in a wheelchair. Yet another guest described how an airport employee named Timothy not only helped her to the baggage claim, but assisted her in securing a rental car after that company’s employees were “no help.”

Perhaps best of all is an an airport employee who brightens peoples’ spirits while they wait for the bags. As one guest wrote, “I’ve been through this Airport several times. No complaints. I must say I like the man downstairs by baggage claim. Always a song, story and always wanting to give information.” The person-to-person connections travelers make with these employees colors the entire narrative of their experience with the airline and the airport itself.

How Atlanta should act

These are details that stakeholders wouldn’t get from a star-rating or the possibly anecdotal experience of a journalist or reviewer. By simply improving signage and other wayfinding techniques, Atlanta can alleviate myriad pain points on the customer side. On the enterprise side, airport officials can effectively communicate expectations and feedback with their airline tenants, such as Delta and their unhelpful staff. This can build trust between stakeholders and the airlines, and improve the experience for everyone.

All this, just from listening to the customers in a way that allows airports to really hear what they are saying. And best of all? I ran this analysis with no extra tuning in just a couple of minutes, using our Semantria for Excel add-in.

Do more with sentiment analysis

Little experiments like these are some of the fun things we can do with our sentiment analysis tools. Of course, we don’t want to hog all of the fun for ourselves. If you have questions of your own, turn to our website and resources collection. You can plumb the depths of modern text analytics for answers to all sorts of questions, even crazy ones you come up with in the shower. And be sure to get in touch with any specific queries you have!

Until then, check out our next analysis of Charlotte Douglas International

5 Lessons from Forbes’ Most Engaged Companies

Five lessons you can learn from companies that excel in customer engagement and creating positive experiences.

We live in the era of easy access to information. With a few clicks, customers can evaluate products and services, compare prices and make a purchase. Customers hold more power in the relationship than ever before. With this dynamic at play, how do you stand out? To truly differentiate your brand, you must build meaningful customer engagement — proactive, deliberate, and measurable — across the entire customer journey.

The benefits of truly engaging your customers are tangible. According to Forbes Insights, who in association with Pegasystems Inc., recently released its inaugural “50 Most Engaged Companies” list, leaders in customer engagement are:

  • 4x more likely to experience growth of more than 10 percent
  • 3x more likely to be in the top quartile of “Net Promoter Score
  • 3x more likely to see high acquisition rates
  • More likely to experience a churn rate of 10 percent or less

What can we learn from customer engagement leaders? Here are five lessons from the likes of Amazon, Alphabet, Starbucks and Foot Locker that can help your company start building more meaningful customer engagement immediately.

Align Your Organization for Customer Engagement

Customer engagement doesn’t happen by accident. According to Forbes Insights, “Leaders invest more in staff resources to focus on customer engagement, which includes hiring, training and enablement.” Furthermore, engagement leaders are more likely to have a dedicated executive accountable for customer engagement.

A customer-centric culture begins at the top, and only from there can change and improvement take place. When someone with political power advocates for the customer, you ensure that changes are lasting, impactful and truly representative of what your customers want.

Take a Data Driven Approach

Interactions with your customers are more meaningful when driven by data, and the ability to proactively tailor and personalize these interactions requires analysis of customer data. Interestingly, it is not data volume that separates customer engagement leaders from followers, but an ability to derive meaning and insights from data that already exists.

More leaders (52 percent) than followers (43 percent) choose a customer engagement strategy based on insights gained from customer-related technologies. Leveraging leading technology partners enable you to collect, analyze and distribute insights that improve customer interactions.

Focus on Business Impact

Customer experience and engagement are often viewed as “soft” business objectives, but for companies that excel in these areas, that’s simply not the case. In fact, these companies are keenly focused on business results. “Their approach is also more long term, as customer lifetime value is more important to them than it is for brands that are less engaged,” according to the list.

ROI and business impact are more difficult to tease out of data that was created without a specific business objective or goal in mind. Architect solutions that measure predefined business cases to ensure your efforts have meaningful — and quantifiable — results. Use these results to adjust your engagement practices as needed, reevaluate and adjust again. Remember: that which is measured improves, and that which is measured continuouslyimproves exponentially.

Engage Holistically

Customer engagement only works when implemented in a way that customers find useful. Shep Hyken writes on Forbes.com, “In the end, the customer doesn’t care about how many channels you make available to them. They just want to buy the way they want to buy, have their questions answered, their problems solved and their comments acknowledged. It doesn’t matter what channel. So, why do we keep talking about different channels? It’s really about connecting and responding to the customer.”

Is your approach creating a disjointed experience for your customers? Do you offer consistent service across all channels? Focusing on the entire customer journey — no matter which channels the customer uses — is critical to building more meaningful customer engagements.

Stay Human (While Innovating)

Both leaders and followers leverage technology to more efficiently engage with customers. There is, however, a major difference in which technology they use. Leaders are significantly more likely than followers to use technology that mimics human interaction, such as chatbots, virtual assistants and video support. In addition, leaders invest more heavily in technology that allows for always-on, automated learning from their customer interactions and use these insights to engage customers in more intelligent, useful and proactive ways.

Whether implementing these strategies will require a subtle shift — or dramatic changes — for your company, one thing is certain: with a committed investment of time and resources, any brand can build a leading customer engagement program that drives measurable business results.

Customer Expectations on a Global Scale

Learn how to manage customer expectations by understanding how preferences vary by industry, geography, and more.

In today’s connected world, managing a customer’s expectation and consistently creating positive experiences has proven to be a challenge for many organisations.

Part of the challenges in customer experience can be attributed to a variance in preferences across different industries and geographies. A recent study conducted by the UK Institute of Customer Service (UKCI) revealed that customer needs for specific types of services vary by industry, country, and channel.

Importance of understanding customer differences across sectors

In the modern business context, a healthy customer experience initiative is defined by a brand’s commitment to both satisfying customers and motivating strong loyalty. This in turn requires a firm to have a strong understanding of wide-ranging customer expectations.

Today, customers expect excellent experiences from their bank, insurance provider, mobile operator, and even their electricity supplier. However, priorities and expectations of what is considered excellent vary across industries.

For instance, staff competencies are considered particularly important in the banking and insurance industries while speed of resolving complaints, product reliability, and accessibility is a top priority in retail.

However, amidst these varying expectations, there is one shared ideology that prevails — there is no business without customers. Understanding customer expectations is therefore a prerequisite to delivering a superior service which can in turn create brand advocates and prolonged customer loyalty.

In fact, a study by Wunderman found that a staggering 79 percent of customers base their initial purchase intent on how efficiently a brand understands and cares about them. Suffice to say, understanding customer expectations is a crucial ingredient to the success or failure of a business.

Different customer expectations across countries

It is imperative that customer service representatives are aware of the diverse requirements in different countries and cultures. It is especially vital for companies that wish to expand their operations globally. Understanding disparities in customer priorities will invariably help companies identify strengths and opportunities for improvement and differentiation.

These priorities can vary from price, quality, and physical presence of a representative. For instance, customers in Japan have very high expectations of customer service and do not expect to pay for it. Accordingly, service providers in Japanese markets are expected to go out of their way to serve customers and solve problems.

If a customer seeks out phone support in Japan and is dissatisfied with the outcome, the company will more often than not send someone to help them out. This may not always be expected from companies in countries like the UK or US.

Furthermore, a 2014 Global Customer Service Barometer Report by American Express revealed that 78 percent of US customers rate being connected to someone who is knowledgeable as important, whilst only 65 percent of customers in the UK agreed with this. Moreover, a study conducted by New Voice Media found only 25 percent of Americans will hold while on the phone after 10 minutes, compared to 64 percent of Brits, for whom it is a regular occurrence.

Understanding wavering emotions

Existing UKCSI research notes considerable differences in how customers describe emotions associated with positive experiences. The research showed Danish customers, for example, predominantly using the verbatim “they had what I was looking for” while Spanish customers usually stated “I am satisfied with doing what I came to do.”

Respondents were further analysed to understand which emotions they associate with brands to which they feel the most loyal. Most customers across the countries analysed rated “satisfaction” as the most common emotion they associate with brand loyalty.

Around 20 percent of UK customers associated being safe and reassured with brand loyalty, while only 17 percent of US customers agreed with this. “Entertained” was the lowest-ranked emotion overall. However, 11 percent of Finnish customers chose this emotion — nearly twice as many as the nearest customer group from another region. Meanwhile, customers in France and Finland ranked ‘excited’ higher than in other countries.

The research also suggests customers across Europe share many of the same priorities but there are also a number of nuanced priorities by each country. Differences in the way customers score each priority out of ten was also noted. For example, there is less than an average differentiation in the range of priority scores in Poland, with less than one point difference between the highest rated priority (condition of delivered goods)  and the lowest (organisation contributes to the national economy).

Communicating using the right channels

Most companies today use multiple channels to interact with customers. This has been made easier with the rapid increase in technology and the advent of social media. However, customers across different industries and countries have varied preferences on how they wish to communicate with service professionals.

For instance, banking customers prefer a complete omni-channel experience with physical branches, online banking, mobile apps, text notifications, and phone calls. However, customer expectations with a healthcare company may not go beyond the ability to contact the company via phone and receive a text with reminders of upcoming appointments.

In the UK, UKCSI research revealed that website use is higher than the European average, although this is not uniformly the case across sectors. Website use is particularly high in telecommunications, media, insurance, and utilities, but is slightly less than average for banking, retail (food), and transport. In the Netherlands, “in person” is used less than the European average, although it is still the most popular channel for interacting with organisations.

Acknowledging preferred personalisation levels

In recent years, personalisation strategies have grown in importance and have seen a significant impact on levels of advocacy and loyalty customers have towards a brand. In fact, customers today do not just expect but demand tailored services that suit personal preferences.

They also want e-commerce sites and in-person sales associates to know who they are and offer relevant assistance. UKCSI’s recent survey recognised this fact, as “personalised support” emerged as a prime priority over purchase and advertising.

The report further indicated that customers in North America and the UK chose personalised support even more often than average at 54 percent and 53 percent, respectively. Moreover, 41 percent of customers in Spain value personalisation during the purchase process highest of all countries, a full six points above the average of 35 percent, while German customers weighted the different types of personalisation most equally.

It is imperative that companies today understand and respond to not just a customer’s buying habits and incomes, but also their emotions and states of mind. Acknowledging these subjective experiences and the role every function plays in shaping them is undoubtedly important in ensuring that customer satisfaction is more than just a slogan but also an attainable goal.

4 Reasons the In-Store Customer Experience Still Matters in Retail

Will automation and digital disruption push brick-and-mortar retailers out of the picture? Customer experience management in retail is changing but it’s not dead.

It’s one of the most popular and controversial topics in retail today: Will automation and digital disruption push people and brick-and-mortar retailers out of the picture?

While there are many advocates for either side of the debate, here at InMoment, we believe that the in-store experience is just as relevant today, despite the digital age we live in. In fact, in our recent Humans v. Robots webinar with CustomerThink.com, Brennan Wilke, senior vice president of customer experience at InMoment, and Tyler Saxey, director of customer experience for Foot Locker, discussed the reasoning and research behind our opinion.

Based on findings from InMoment’s 2017 Retail Trends Report, our presenters shared several great reasons while the in-store experience still plays an important role in the retail industry:

1. Immediate Gratification

For customers, one of the biggest draws to a physical store is instant gratification. They can walk through the doors, see the selection, grab something off the shelf, and buy it.

With an in-store purchase, customers can enjoy their new items the moment they walk out the door. This type of satisfaction is simply not possible for the digital-only customer, who needs to wait for shipping and processing even after the transaction is complete. For the eager customer, brick-and-mortar retailers are still the way to go.

2. Previous Good Experiences

Another advantage for physical retailers is that they can build upon previous positive experiences. If a customer has gone to a store and has had an employee go above and beyond for them, they are more likely to make the trip again. Why? Because their previous experience made them feel important and valued; who wouldn’t like that?

If retailers are able to empower their staff to provide good experiences for customers, they can essentially guarantee customer loyalty.

3. Perceived Quality

In our research for the 2017 Retail Trends Report, we found that retail customers tend to perceive the quality of in-store goods to be greater than that of items bought online. Even though the items may be the same and in the same condition, the ability for clients to see, touch, and hold the items in their hands assures the customer that the item they are buying is exactly what they want.

Online retailers can’t provide the same sort of assurance, so when customers are especially concerned with quality, they are more likely to make the trip to a physical retailer.

4. The Human Element

The final and most important reason why in store retailers have an edge in their industry might be the most obvious: their people. The fact of the matter is that as social beings, we still prefer and value quality, interpersonal interactions.

When a customer speaks with a sales associate, they get to check items off their shopping list and connect with someone who will help them find what they need. This gives a sales transaction a priceless social element, and as I stated previously, it’s those personal relationships and experiences that keep customers coming back for more.

In light of these key in store differentiators, it’s clear that brick-and-mortar locations still have their place in the retail industry. In this case, it is important not to solely focus your efforts on digital resources, but instead to think about how you can use technology to empower your people.

Retailers Are Dabbling in Facial Recognition

Retailers are beginning to utilize facial recognition technology to stop negative customer experiences before they start.

Walmart is the latest retailer testing facial recognition technology in an effort to create a better customer experience. Customer experience (CX) expert Brennan Wilkie says that facial recognition will be a key technology moving forward in the personalization of shopping.

“Installing facial recognition monitors in stores has the potential to grant retailers insight into the in-store customer experience,” Wilkie, the senior vice president of customer experience strategy at InMoment, told FierceRetail. “They can use it to determine, for example, whether customers are frustrated during self check-out and notify staff to respond with triage, pre-empting complaints and ultimately attrition.”

Retailers can then pair the facial expression data with customer demographics, loyalty metrics and other product purchase information, a brand can gain a deep understanding of the consumer.

“This intelligence could fuel action across the organization, from targeting demographics differently, to increasing access to self check-out, to deploying human talent at the specific points along the customer journey where they increase value,” he added.

However, Wilkie warns that Walmart and other retailers will need to be cautious as they test and implement these new tools in order to avoid crossing the line of customer privacy with this new tool. To address this, brands must be transparent about where, when and why they’re using this new technology, and of course, offer value in return for this privacy invasion.

There are several other challenges associated with using facial recognition. For example introducing new data when companies are already swimming in Big Data and struggling to derive value from it.

“Having a strong strategy for how to manage, access, analyze and action the information will is paramount,” Wilkie said. “Practically, there may be pushback from customers who are uncomfortable with the idea of their in-store actions being not only recorded by facial recognition monitors (often already done for security purposes), but observed and analyzed for business strategy reasons. If retailers can communicate the overall benefits of the technology as they roll it out, any negative feedback should be outweighed by the positive. This strategy has worked well with newly introduced in-store technology, such as self-checkout lines and chip readers, in the past.”

Another concern related to this infant technology is that there is the potential for the data to be misread. Therefore, the analytics software needs to be very sophisticated to be able to get results off of reading a customer’s expression.

The final challenge will be knowing when a retailer should implement new changes based on localized behaviors.

“Regionally, customer demographic preferences can differ. This should be considered as CX changes are implemented at scale as a result of learned insights from the technology,” he said.

So which retailers should be leading the way with facial recognition?

Wilkie recommends retailers with Millennials as their main demographic since study findings show that Millennials are most comfortable with the idea of sharing personal data with companies as a means to using their products or services. Additionally, retailers who are testing out the incorporation of robot assistance for processes such as self-checkout and self-price check are great candidates for using facial recognition.

“By better understanding a customer’s reactions at every point in their customer journey, retailers can assess the ideal balance of human and tech at each customer touchpoint. They may find that their demographic of customers prefers the traditional experience, unlike other retailers with more connected consumers as customers,” Wilkie said.

Using facial recognition technology for CX insights is still in its early stages. Advancements in software will add a new layer of understanding of the CX for retailers.

“Written feedback, voice feedback and body language will be the holy trinity to delivering a robust customer experience once facial recognition technology is mastered,” he added.

3 Common Myths About CX in Retail

Explore three myths in retail customer experience, debunk a few of these retail myths and find the truths beneath them.

Every culture has its popular myths: Bigfoot, the abominable snowman… the list goes on. However, when we think of these mythical monsters, we think of stories that are believable but generally acknowledged to be untrue when examined closely.

In terms of myths, retail culture is no different. With rapidly changing technology and evolving customers, many myths about the future of retail have surfaced. In InMoment’s 2017 Retail Trends Report, we were able to debunk a few of these retail myths and find the truths beneath them. Check them out below!

Myth No. 1: Convenience is King.

Fact: Convenience has its place, and it’s not always first.

Today’s customers favor instant gratification, so it’s no surprise that digital-exclusive retailers are performing the best in terms of customer satisfaction. If convenience was king, it would mean that these ecommerce giants would take the retail crown, but our data shows that brick-and-mortar retailers can still serve an important and distinct role through customer experience.

A physical location provides customers with the opportunity to touch and handle items before purchasing, something that is simply not possible for digital-exclusive retailers. For example, you wouldn’t want to buy a new pair of shoes without trying them on first; brick-and-mortar stores give you the opportunity to do just that.

Even more, consumers perceived product quality to be higher when they buy from a brick-and-mortar retailer, proving that while convenience is great, it isn’t everything.

Myth No. 2: Automation will replace employees.

Fact: Technology can enhance, but not replace, human interactions.

While automation may make it easier for customers to complete purchases, it is not capable of creating empathetic and positive customer experiences in the same way your employees are. Your employees are the face of your brand, an irreplaceable asset, so instead of pitting technology against them, retailers would be well advised to think of ways to use automation to support their employees.

Myth No. 3: Personalization means targeted campaigns.

Fact: Personalization must be authentic.

Targeted campaigns are great strategies, but personalized interactions generally mean more to customers than personalized messages; customers value moments more than advertisements. Brands must leverage sales and service touchpoints by enabling their employees to build relationships and deliver value to their customers. This effort will translate personalized marketing efforts into authentic and effective campaigns.

When thinking about the future of your retail CX efforts, don’t be tempted to change course because of these myths. Instead, stay focused on your customers and what they need, then go from there!

If you’d like more context on retail trends and the direction retail customer experience is heading, download the full 2017 Retail Trends Report!

A year has gone by, and it’s time for SaaS subscription renewal. Who reaches out to close the renewal, the Account Executive, CSM or Account Manager?

In two words, it depends. In five words, it depends and will change.

In order to ensure your company’s growth and reputation, you need a harmonious ecosystem of teams with proper compensation and incentives to fit the size and nature of your company. Upsells and renewals come as a natural result of successful adoption. Making sure your CSMs can perform optimally results in an easier job for whoever you chose to own the “commercial” aspects of the customer relationship.

During August’s Customer Success Meetup in San Francisco, Dave Blake, founder and CEO of ClientSuccess, Angeline Felix, Customer Success Manager at New Relic, and Sylvia Kuyel, Customer Success Strategic & International Lead at Cloudflare, discussed the different facets of three ownership models at their own organizations and from previous experience. Most SaaS companies will fall under one of three models: the account executive owning the renewal, the CSM owning the renewal, or an account manager owning the renewal, and all three have their perks and problems.

Model 1: The Account Executive/ Sales owns the expansion and renewal

The first model they discussed was the model where the account executive owns the renewal and all the “commercial” parts of the client relationship. Dave Blake, who has seen all three models, says that organizations where the renewal process is complex, or where you’re dealing with large accounts with labor and resource intense negotiations would do best under this model. The key to making this model work is fostering a strong, collaborative relationship between the AE and the CSM. He has seen teams fall into the trap of the AE treating the CSM like a secretary or administrator, which creates resentment and does not add any value for the organization’s customers.

A problem that can happen within this model is that AEs, in their sales mindsets, can start neglecting their current client base in order to pursue the next potential customer. At New Relic, Angeline Felix has a system where if a customer downgrades, a “spot-back” is on their record, meaning AEs “get dinged…it’s in their best interest to stay engaged, continuing the relationship through the entire customer life cycle, and through the adoption phase.”

In Sylvia Kuyel’s experience at Cloudflare, “in our early stages we were one bundled product, which means there’s not a lot of upsell. AEs will naturally be interested in large accounts because they see one business unit and then they want the ins to the additional ones.”

You can also run into the opposite problem, where AEs have an easier job expanding in their existing customer base, focus too much on them, and stop going after new logos, which is what happened at ClientSuccess. They fixed this by changing the comp plan for the AEs to push them to hunt new logos.

Model 2: The Customer Success Manager owns expansion and renewal

Discussion then led to the second model, where the CSM owns all of the relationship, including expansion and renewal. Dave Blake has been seeing this model across the industry more and more and this is the model that Cloudflare follows. Coming from a venture capitalist background, Sylvia knows that when valuing a company, people look at how risky their recurring revenue is and the heavy influence customer success has on this. She emphasized that the main reason this works for Cloudflare is that all their customers are on auto-renew contracts with a 60-day notice period.

“ The key to success here is fairly straightforward renewals that aren’t high maintenance, and the experience and maturity of your CS team. Some teams don’t have the negotiating experience or want that pressure.” Dave Blake, founder and CEO of ClientSuccess

Even though this is the majority of their customers, she says that when dealing with large accounts with long complex initial negotiations, it makes sense to bring in the AE because they have all the contacts, and they negotiate every day. They have a long standing relationship with the AE, even though renewal is truly a customer success number.

“As long as you’ve done a good job of driving the adoption along the way, the renewal itself is not a negotiation process.” Sylvia Kuyel, Customer Success Strategic & International Lead at Cloudflare

All three CSMs in the latest panel for the Customer Success Meetup felt strong ownership over expansion and renewal. According to Erica Pearson from Periscope Data, “ I own it all; it is my relationship with the client. I am their partner.” Their job is to get their clients value, with renewal being part of the CSM’s reward for doing the job right. Cloudflare recognizes the heavy workload that is involved when CSMs own everything. They set a global CS team goal that contributes to their comp but it is not individual. They do not want CSMs getting possessive over their accounts, and this encourages them to help each other out when one CSM has a particularly heavy day or week.

Many are hesitant to have CSMs own expansion and renewal because they fear that CSMs will lose the “trusted adviser” role, but Dave, Angeline and Sylvia all disagree with this based on experience. Customers tend to prefer having the trusted adviser to talk to about the commercial aspects, rather than bringing in a sales rep. They want someone who knows their business and if the commercial interactions are done right, CSMs can actually gain more trust as an adviser.

Model 3: A separate sales team of Account Managers own expansion and renewal

This last model brings in a third party into the organization’s ecosystem, a dedicated team of Account Managers who specialize in expansion and renewal. There is an undeniable benefit of specialization that comes with this model, letting AEs focus on new logos and CSMs focus on adoption. However, none of the experts at August’s Meetup were keen on this model, even having seen other companies successfully use it.  Dave and Angeline found that customers are overwhelmed, having so many introductions and relationships to maintain. Sylvia suggested that if there is noticeable tension between the trusted adviser role and the commercial duties, then this is the model for you. It’s important to clearly delineate the duties among these three roles, with appropriate comp and incentives to drive the individuals in these roles.

Lana Pucket, a CSM at WalkMe gave insight into her experience with this model and relationship during the most recent Customer Success Meetup, saying that she executes the entire lead up to the renewal, but the AM comes in to handle the renewal contract. She noted that 20% of her salary is based on renewals, tying her salary to a number that she does not own according to the roles within her organization.

Having previously managed an AM team, Angeline says this model worked at that unnamed company, but you have to think about the type of person you are hiring for each role. The AM needs a balance between the CSM mindset of customer care and the AE mindset of making the sale. To learn more about the traits you should look for in a CSM, check out this article.

Tailoring it for you

Depending on the product you’re selling, the maturity of your organization, and the size of your customers, you may need to switch from one ownership model to another. Through this transition, remember to define the roles clearly to your customers, aligning to their needs. All of this will result in high expansion and successful renewals.

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