Maximize Customer Lifetime Value by Improving all 360 Degrees of a Customer's Experience

The customer experience is changing ever faster today due to new technologies. The habits of customers are shifting as companies broaden when and accelerate how they deliver service. The always-on aspect of 21st century life is leading to an expectation of instant information in all areas.

Whatever the market hype, the key to creating Customer Lifetime Value requires catering to today’s expectations in all arenas and channels. So how is that relationship developed and maintained in the always-on, want-it-now, modern world?

In a webinar on January 14 (watch the recording here), Avaya’s Tore Christensen, Corporate Consulting Engineer in Innovations and Customer Experience, and Tom Hanson, Director of Product Management of Avaya Contact Center Automation Applications, explained how you can cover all 360 degrees of a customer’s experience with the right resources at the right time.

A Touching Experience



Customers are only as loyal as their last experience. Businesses must keep those customer experiences positive, or customers will defect, taking their respective revenue streams with them. Not all experiences are equal, of course. Certain “touch points… are quite memorable,” Christensen said.  “Any time that we miss an opportunity to improve that, we’re really losing an opportunity to both increase that customer value and drive more lifetime value for that customer.”

Christensen also cites research by Forrester Research showing a strong correlation between a company’s quality of customer service and its stock price.


Technology is Changing the Channels of Communication

“The formal channels are really losing out to informal channels where customers are helping themselves; looking at YouTube videos, going to Google and forums for support, and going to Facebook and Twitter for recommendations,” Christensen said. “It becomes a kind of ad hoc communication, and the idea here is to reach out and proactively interact with customers,” he continued. “Identifying the pattern is what’s important, and being able to influence it.”

And what is a very clear pattern in the behavior of modern people? Mobile phones, especially smart phones. “They’ve become the go-to device for people, and drive consumer behavior, especially around consumer expectations,” he explained. “Businesses need to handle the interactions across multiple sets of channels depending on the situation, the context and the kind of capabilities consumers will be involved with. That’s really the whole story with this, about expanding to multiple channels.”

The Customer Journey

Christensen characterized today’s Customer Journey as a “life cycle” customers go through in evaluating products. “The point of this is it’s not ‘sell it to them and then you’re done.’ Sell it to them. If they’re happy, they will come back and buy more,” he elaborated. “If they’re really happy, they will promote this, so this will become something that’s a real virtuous cycle.”


Offering the customer true value in some way is the key. This is achieved through four central principals of customer experience:


Flight or Fight?

Making customer interactions count is key. So “have timely information and make this interaction proactive, not reactive,” Christensen challenged.

For example, take a common occurrence, a delayed flight. “Wouldn’t it be nice if you got a message that says, ‘Because of the delay, you missed your connection. We set this up for you – would you want to do an alternate? Yes or no?’,” said Hanson. “That’s really the concept in trying to deal with these everyday disasters.”

“Make it relevant,” elaborated Christensen. “It is something important to this user. There’s real value you can bring to the customer. ‘Why does this matter to me now?’”

“You can get alerts,” Hanson said. “Alerts are nice, but now what? Suddenly, you start to get reactive about getting in line while they are dealing with a huge volume of calls. Typically, when you’re in the situation, and you get bad news without options, this causes a lot of anxiety. ‘What am I going to do? How am I going to get where I’m going? How am I going to solve my problem?’”

The third point? “Personalize it,” Christensen said. “No generic message. Give something that is very targeted to the person. Make it personalized to the situation so they can understand what’s going on.”

Also “have it frictionless,” Christensen urged. “There doesn’t need to be a whole set of options.” He explained it is important to “try to make that as easy as possible on the end-consumers so they are able to go through those interactions and essentially help themselves in the process.”

“There’s a value in this, and it can be done in a premium kind of way,” Hanson said, and that it’s important that things are “done in a very timely manner, where customers are notified as soon as the issue becomes known, making it relevant to the situation to where customers can find out what to do about it.”

It should be done in a way which is “personalized so they are getting very specific details, resulting in it being frictionless so the customer is provided a set of options instead of having to chase after them. People want to be communicated within their channel of choice and being able to make that part of an option is the key.”

Follow these steps to ensure that customer touch points are treated as precious opportunities. Connect with your customer at the right time, make sure it relates to the customer and the situation in a personalized way, and make it easy to utilize one of your options to solve a perceived problem. This will in turn bring the value back to the customer when they are accessible and consistent in the channel of their choosing, leading to the positive Customer Experience that ensures Customer Lifetime Value.




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2017 Avaya Customer Innovation Awards Honor Five Companies Leading the Way in Digital Transformation

Every year, Avaya and IAUG recognize a handful of customers who are innovators. These customers are recognized with Customer Innovation Awards. Last year’s award winners included a number of technology firms. This year’s five award winners, recognized on stage at Avaya Engage in Las Vegas, include three customers in the financial services sector, a leading global retailer, and a leader in the film production industry.

Each of these customers is benefiting from the latest Avaya solutions to meet business goals—whether the goals are growth, customer experience, cost management, or risk mitigation.


BECU, which began life 80 years ago as the Boeing Employee Credit Union, today is the fourth largest credit union in the US, with over $12 billion in assets and over a million credit union members. In 2016, BECU embarked on a digital transformation journey focused on the customer experience. BECU relies on Avaya Elite Multichannel running on an Avaya Pod Fx™ infrastructure.

BECU engineer Rick Webb says, “BECU is rapidly expanding and needed a technology partner that could support that expansion and keep our members happy. The Avaya Elite Multichannel infrastructure does just that, while providing increased flexibility and allowing BECU to better meet the expectations of our more than 1 million members.”

Green Shield Canada (GSC)

Green Shield Canada (GSC) is a one of the leading health and dental benefit carriers in Canada, with over 850 employees across seven locations. Starting last year, GSC is deploying the Avaya Equinox™ Experience and seeing strong results. Competing with larger players in its industry, GSC sees strong collaboration among its workforce as a key ingredient for success.

Jim Mastronardi, GSC Director for Enterprise Infrastructure says, “Green Shield Canada has over 850 employees across seven offices in Canada—from Montreal to Vancouver. We saw an opportunity to explore technology upgrades that would enhance company-wide communications and bring our teams across Canada closer together. With just a single training session, employees have hit the ground running with the Avaya Equinox tools. The video conferencing option has provided a solution to overbooked meeting rooms, and the instant messaging feature is already cutting down on the number of emails being sent.”


Scotiabank prides itself on “being a technology company providing financial services.” As a long-time Avaya customer—and a beta customer for Avaya Oceana™ and Avaya Oceanalytics™—Scotiabank is on a digital transformation journey to better serve bank customers worldwide. Scotiabank contact centers located in Canada and the Caribbean & Latin America region have benefited from a next-gen centralized architecture leveraging the latest Avaya solutions to better serve customers.

Scotiabank has already developed and deployed Avaya Oceana and Avaya Breeze™ apps, and continues to innovate in an ongoing drive to improve customer service and meet customer needs in a competitive market. The success of Scotiabank’s transformation program has enabled the bank to move with greater agility, improved reliability, and speed to market. This has changed the framework for deployment from months/years to days/weeks while improving the overall ROI/TCO.

The Crossing Studios

The Crossing Studios is one of Vancouver’s largest and fastest growing full-service studios and production facilities for film. The firm caters to companies like Fox, Nickelodeon, Showtime, and Netflix. The Crossing Studios were unhappy with the stability and quality of the disparate systems previously in place across their seven studio locations. In 2016, The Crossing Studios deployed a Powered by Avaya IP Office solution offered by local provider Unity Connected Solutions.

Powered by Avaya IP Office has improved stability, reduced TCO and provided the advanced features that the business needs to serve a very demanding film industry client base, including high scale audio conferencing, extensive web collaboration, and rich multi-vendor HD video conferencing. CTO Mark Herrman says, “We needed something that would support our rapid growth, support our clients, and support our bottom line. Thanks to IP Office and the hosted cloud model, we’re able to keep pace with dynamic, fast-moving film productions, staying as flexible as our clients need us to be.” Estimated savings are in the six figures for the first year alone.


Walgreens is using custom Avaya Snap-ins to bring centralized contact center reporting capabilities to local branch sites, for compliance purposes and to help improve the overall customer experience. Avaya Professional Services were instrumental with the deployment, which relies on an Avaya Pod Fx infrastructure.

These companies are each leaders in their respective industries. As part of their digital transformation journeys, they recognize that when it comes to selecting a trusted technology advisor, “experience is everything.” #ExperienceAvaya.

APTs Part 4: How Do You Detect an Advanced Persistent Threat in Your Network?

Here in part four of my APT series, we’re looking at how to detect Advanced Persistent Threats in your network. The key is to know what to look for and how to spot it.

Look for patterns of behavior that are unusual from a historical standpoint. Some things to look for are unusual patterns of session activity. Port scanning and the use of discovery methods should be monitored as well. Look for unusual TCP connections, particularly lateral or outbound encrypted connections.

Remember that there is a theory to all types of intrusion. An attacker needs to compromise the perimeter. Unless the attacker is very lucky, they will not be where they need or want to be. This means that a series of lateral and northbound moves will be required to establish a foothold. In order for any information to leave your organization there has to be an outbound exfiltration channel. This is another area where APTs have to diverge from the normal behavior of a user.

Here’s what to look for:

  • Logon Activity:

    Logons to new or unusual systems can be a flag. New or unusual session types are also a flag to watch for, particularly outbound encrypted sessions or unusual time of day or location. Watch for jumps in activity or velocity.

  • Program execution:

    Look for new or unusual program executions at unusual times of the day or from unusual locations. Execution of the program from a privileged account status rather than a normal user account should also be alarming.

  • File access:

    Look for unusually high volume access to file servers or unusual file access patterns. Also be sure to monitor cloud-based sharing uploads as these are a very good way to hide in the flurry of other activity.

  • Network activity:

    New IP addresses or secondary addresses can be a flag. Unusual DNS queries should be looked into, particularly those with a bad or no reputation. Look for the correlation between the above points and new or unusual network connection activity. Many C2 channels are established in this fashion.

  • Database access:

    Most users do not have access to the database directly. But also look for manipulated applications calls doing sensitive table access, modifications or deletions. Be sure to lock down the database environment by disabling many of the added options that most modern databases provide. An application proxy service should be implemented to prevent direct access in a general fashion.


    The goal is to arrive at a risk score based on the aggregate of the above. This involves the session serialization of hosts as they access resources. The problem with us as humans is this: if we’re barraged with tons of data and forced to do the picking out of significant data, we are woefully inefficient. First of all, we have a propensity for missing certain data sets. How often have you heard the saying, “Another set of eyes”? Never manually analyze data alone, always have another set of eyes go over it.


    At Avaya we’ve developed a shortest path bridging networking fabric we refer to as SDN Fx™ Architecture that is based on three basic self-complimentary security principles:

    • Hyper-segmentation: This is a new term that we’ve coined to indicate the primary deltas of this new approach to traditional network micro-segmentation. First, hyper-segments are extremely dynamic and lend themselves well to automation and dynamic service chaining, as is often required with software-defined networks. Second, they are not based on IP routing and therefore do not require traditional route policies or access control lists to constrict access to the micro-segment. These two traits create a service that is well suited for security automation.
    • Stealth: Due to the fact that SDN Fx is not based on IP, it is dark from an IP discovery perspective. Many of the topological aspects to the network, which are of key importance to APTs, simply cannot be discovered by traditional port scanning and discovery techniques. So the hyper-segment holds the user or intruder in a narrow and dark community that has little or no communications capability with the outside world, except through well-defined security analytic inspection points.
    • Elasticity: Because we are not dependent on IP routing to establish service paths, we can extend or retract certain secure hyper-segments based on authentication and proper authorization. Just as easily however, SDN FX can retract a hyper-segment, perhaps based on an alert from security analytics that something is amiss with the suspect system. There may even be the desire to redirect them into Honey pot environments where a whole network can be replicated in SDN Fx for little or no cost from a networking perspective.

In the End

Hardly a day goes by without hearing about a data breach somewhere in the world. To combat these breaches, it’s imperative to understand how APTs work and how you can detect them. Remember—prevention is ideal, but detection is a must!

With this blog series, I hope I’ve helped you see how to limit the impact of APTs on your enterprise. If you missed a blog post, here’s the whole series:

APTs Part 1: Protection Against Advanced Persistent Threats to Your Data

APTs Part 2: How the Advanced Persistent Threat Works

APTs Part 3: Prevention is Ideal, But Detection is a Must

APTs Part 4: How Do You Detect an Advanced Persistent Threat in Your Network?

Avaya and Axis Communications: Securing Video Surveillance Solutions

What do video surveillance cameras, badge readers, video conferencing endpoints and IP phones have in common? They all utilize the IP network infrastructure.

Technologies that have been traditionally segregated are converging on a common secure fabric infrastructure. A good example of this is in the physical security and video surveillance space. Traditionally video surveillance solutions were analog and ran over physically segregated networks with no integration to a company’s corporate IP network and communication systems. Today’s video surveillance solutions are vastly different. Most cameras are now IP based, with video surveillance traffic running over a converged IP network alongside other corporate applications such as unified communications, video conferencing, and traditional data networking. Additionally, newer surveillance cameras are SIP enabled, thus enabling them to integrate into the corporate communication systems.

This week at Avaya Engage 2017 in Las Vegas, Avaya, in conjunction with Axis Communications, is highlighting the innovation that has integrated physical security and IP communications. Avaya and Axis Communications are showcasing two unique capabilities:

  • Smart Security:

    The integration between Axis Communications intrusion and visitor access control offerings and Avaya Engagement solutions enable business to integrate physical security with their business processes. For example, if a visitor arrives at a location and presses the button on the Axis door station, the Avaya UC solution leverages call routing intelligence to place the call to the appropriate staff. The staff member then has the option to remotely open the door or talk to the visitor before deciding whether to let them in. To learn more, visit

  • Automated Security:

    Avaya’s Automatic Elasticity capability offers automated network attach for Axis surveillance cameras to Avaya’s secure Fabric. The large Distributed Denial of Service (DDoS) attack on Dyn last October, which temporarily brought down Twitter, Spotify and other sites, put the spotlight on cybersecurity in surveillance. While attacks are not new (I blogged about this topic previously in Who’s Securing Your Security Solution?), the significance of the Dyn attack clearly illustrates the potential threat that Internet of Things devices pose, if not connected securely.

    Avaya’s Automatic Elasticity capability allows for fast, secure onboarding of Axis video surveillance cameras. This capability automatically and securely provisions the virtual network and Quality of Service parameters for network endpoints such as video surveillance cameras. Once the endpoint device is removed from the network, Avaya’s secure Automatic Elasticity solution removes the virtual network, thus eliminating vulnerable backdoor entry points into the network. To learn more, read the Scalable, Always-on Video Surveillance with Avaya Fabric Connect and the Avaya Securing the Everywhere Perimeter fact sheets.

If you’re at Avaya Engage, stop by the Axis booth #304 to see our solutions in action.