E-Shopping Satisfaction is at its Lowest Point Since 2001. Why?

The Internet has promised many revolutionary innovations over the years, and for the most part, has delivered in a big way. People are now connected with one another on a global scale and can access more information, products and services than they ever could before the birth of the net.

However, the influence of ecommerce has raised the bar for merchants everywhere – consumers expect better service through online channels and this has been reflected in lowered customer satisfaction rates in a range of sectors, according to MarketingCharts. They pointed to a recent American Customer Satisfaction Index (ACSI) survey that found consumers are overall less pleased with their online shopping experiences than with traditional storefronts.

Online shopping satisfaction falls behind

When shoppers were first exposed to the world of online retail, the possibility of ordering items to be delivered directly to their doors instantly drove customer satisfaction through the roof when stacked against conventional shopping experiences.

While online channels have traditionally provided a more satisfying customer experience than in-store shopping, ACSI research has shown that heightened expectations for ecommerce perfection, and perhaps a bit of nostalgia for brick-and-mortar, have consumers reporting higher rates of happiness with storefront purchases. Overall retail satisfaction increased by 1.3 points from last year, while happiness with e-commerce fell by 3 points to 78, noted as its lowest point since 2001, the study indicated.

What can decision-makers in this field do to get consumers excited to shop on the Internet again?

According to the ACSI study, respondents weren’t dissatisfied with every aspect of their ecommerce journeys. Consumers rated the ease of checkout and payment processes at 90 and the variety and selection of merchandise at 88. However, they were less happy with the usefulness of the recommendations made by online retailers, rating this aspect of the experience at a low of 80.

Ecommerce service is a difference-maker

In light of the information presented in ACSI’s study, it would appear that online merchants have their work cut out for them this coming year.

According to Examiner, a study conducted by Bain and Co. argued that a mere five-percent improvement in service can lead to profit boosts between 25 and 95 percent.

This is in large part due to the effect of memorable service on customer retention, which continues to present problems for businesses across industries. Studies have shown time and again that it costs more to attract new shoppers than to keep old ones coming back, so decision-makers must do their best to hold on to devotees.

Related article: How to Get Smart about Customer Lifetime Value

Merchants suffering from customer satisfaction woes may want to revitalize their approach to service, looking into new live help technology that can foster more effective support strategies.

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This article originally appeared on the LiveLOOK blog, and is reprinted with permission.

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Serving Customer Buying Patterns Means Our Partners are “Living on the Edge”

Today’s business environment is a competitive and dynamic landscape that necessitates innovation in communications and collaboration. Technology solutions are more than mere infrastructure investments, they are business success enablers. This has led to a major transformation in customer buying patterns. Customers have changed how they approach, purchase, and deploy ICT—information and communications technology–and we’ve changed how we sell to customers. Simply put, customers are requesting as much agility in their solutions and infrastructures as they require functionality, if not more.

Here at Avaya, we recognized several years ago that one size NEVER fits all. That’s why we made the strategic decision to transition to a software-and-services-led company providing solutions and platforms. To keep pace with customer buying patterns, we totally changed our product mix, made everything available as a software component, and gave our customers more flexibility in how they consume our solutions.

That last point reflects another major shift for Avaya—we put our customers first. That may sound self-evident, something all companies should be doing all the time, but it all too often doesn’t happen in the IT industry. It certainly wasn’t happening at Avaya. In 2011, our Net Promoter Score was hovering in the 20s, placing us … well, on par with most of our competitors, which is to say not very good. Today, we’re at 59, or Best in Class, which is in the 50% to 70% range with Apple and the Ritz Carlton.

So, putting the customer at the heart of everything we do has paid off for us big time. Consequently, our channel programmes have to evolve taking that new reality into consideration and that is exactly what we have done.

This month saw the global launch of Avaya Edge, our brand new and streamlined global partner programme, designed to give our partners the edge in the marketplace. Our vision for the new programme has three pillars:

  • Put the customer first
  • Protect and represent the Avaya brand
  • Be highly rewarding for the professionals and organisations that are a part of the programme, wherever they may be.

Avaya Edge also addresses some of the biggest needs for technology partnerships—a simpler structure, greater benefits, and flexibility—and builds them in as the key defining characteristics of the programme. To achieve that we gave our partners a choice to decide in which marketplace they would like to thrive, i.e., Enterprise or Mid-Market, since each of those segments require different level of profiles, skills and investments.

Here’s another way we’re bringing partners more closely into the fold. In previous years, we’ve hosted separate events for partners and customers around the globe. The partners had their own specialist Avaya Partner Forum event, while customers attended Avaya Technology Forums. Fair enough, specialization is not exactly a bad thing—but achieving the best possible outcome requires everybody pulling together in the same direction. The Avaya business teams, our partners (resellers, systems integrators, distributors, etc.) and, above all, our customers need to be aligned if we are all going to achieve our business objectives.

This month in Dubai, we’re hosting Avaya Engage—our first event that brings everybody in the Avaya ecosystem under one roof. Avaya executives will meet with partners, customers and industry leaders, giving everybody an equal opportunity to network, learn latest industry trends and understand where Avaya is going.

Get more details on Avaya Engage in Dubai. I look forward to seeing you there.

 

Make or Break: The Customer Experience Imperative for Midsize Businesses

According to the Wall Street Journal, 2016 Thanksgiving and Black Friday sales have already accounted for more than $3 Billion in “desktop spending”—aka, e-commerce. While many of these purchases are simply one click and a check off of gift lists, the customer probably made several decisions well before the submit-order button was activated. Whereas item and price have been the primary drivers of purchasing decisions, the customer experience is increasingly the new battleground.

  • We know that customers tend to repeat shop at places where both the self and assisted service is efficient and knowledgeable.
  • We know there is an expectation that they’ll be able to use mobile, desktop, voice channels—often all of them in the course of a transaction.
  • And we know that making them repeat information over and over is a black mark against the perceived experience.

Big companies can and are dedicating investments and resources to digital strategies focused on an elevated customer experience that checks all items on the list above. But if you’re a midsize business, is it even possible to break through the bulwark of expectations and large enterprise investments, and stand out from the crowd on customer experience alone?

At Avaya, we strongly believe the answer is a resounding YES! We are well aware that what goes on behind the scenes to coordinate the customer experience can be dauntingly complex. The latest release of Avaya IP Office Contact Center takes into account midsize businesses’ needs and requirements for simplicity and affordability, and the desire to deliver a top-notch customer experience.

Tips for Creating an Outstanding Customer Experience

Midsize businesses can ensure their customer experience sets them up for the kind of preferred vendor relationships that lead to profitability, growth, and long term customer loyalty.

  • Integrate Multichannel Customer Contact into Your Strategy

    An overwhelming majority of customers expect organizations to offer different channels to meet their needs, and make it easy to do so (Marcus Hickman, The Autonomous Customer 2015). Avaya IP Office Contact Center enables a midsize business to offer web chat, email and voice as an integrated, multichannel customer interaction strategy.

  • Drive an Efficient Experience with Skills-Based Routing
    It doesn’t help to offer multiple channels if the channels are kept separate within the company. For example, web chat is a great way to capture the customer while they’re in the evaluation stage on a website and turn them into a buyer. But if the channel only goes to those handling web chat and not the best agent for the customer needs, you may end up with someone who’s more frustrated than satisfied.Avaya IP Office Contact Center can help companies optimize their multichannel strategy, providing voice, email and web chat and enabling skills-based routing that can get customer inquiries to agents who are best qualified to handle them, including choice of channel, expertise, and past experience with a particular inquiry or customer. This can create a much more efficient experience by increasing first contact resolutions, reducing interaction handling times, reducing or eliminating transfers to other agents, and reducing callbacks.
  • Drive More Efficiency by Letting Customers Serve Themselves

    The preference to use self service is on the rise, and can be a money saver for the company and a time saver for the customer. For those that call in, an interactive voice response (IVR) can greet and direct callers, allowing them to use speech recognition or their touch tone keypad to get answers to common questions. This may quickly resolve issues without involving live assistance, or if needed, quickly get the customer to the right agent.

  • Narrow the Gap by Using Agent Downtime More Efficiently

    Undoubtedly, there are times when incoming interactions are slow. This is a perfect opportunity to automatically start outbound or proactive marketing campaigns and fill in the gaps between peak times and seasons. With Avaya IP Office Contact Center agents can use predefined scripts during outbound call campaigns to help increase sales revenue and upsell opportunities, to reduce accounts receivable backlog, or generate sales appointments for field sales.

  • Make Faster Connections: Link Your Customer Engagement Platform to Your CRM System

    Your CRM system can be a tremendous boost to contact center agent productivity by simply linking one platform to another. Now, agents don’t need to search for customer details or create activity records—it’s all in one place. From here they can click to dial or email from customer records, greet customers by name, and quickly access relevant information for more personalized, well informed customer interactions.

  • Look Back to Go Forward: Measure to Identify and Pursue Improvement Opportunities

    Companies need to determine what success looks like to understand if they’re on the right path. For the contact center, KPIs should be outlined by an agreement on what’s important to the business. Metrics such as new customer acquisitions, new and repeat sales, debt collected, or sales appointments made can be good starting places from which you establish a benchmark to chart future progress. Contact centers may also want to measure some of the more traditional indicators such as number of interactions handled, number of first contact resolutions, wait time, etc. And here’s a strong tip: Tout your customer experience metric successes to demonstrate the positive impact your contact center is having on the overall business.

If you’re an Avaya IP Office company and not already using IP Office Contact Center, make a New Year’s resolution to check out all it can do for you to make the next peak season one that breaks records—not backs.

Has WhatsApp Video Missed a Trick?

In today’s mobile-led world, there is no doubt that messaging apps are becoming the preferred means to communicate with friends, family, and even work colleagues. So the announcement that WhatsApp Video is here has been met with mass excitement.

But while the ability to have WhatsApp video conversations with family and friends is a huge benefit—there really is nothing like seeing your loved ones live—it’s not so clear what effect this is going to have on the business community. Is Facebook presenting an offer that businesses can’t refuse? The short answer is no.

WhatsApp users are surpassing the 1 billion mark, that’s almost 15% of the world’s population that businesses could target. Today, many businesses are integrating social media platforms into their customer experience and this trend will soon be the norm. Businesses are striving to deliver seamless, contextual and pleasurable experiences for their customers—based on their favorite apps.

Key to driving this trend is how open these social apps are and how easy it is for businesses and the developer community to integrate them. That means not only with other social platforms but also with business applications that enterprises use such as the contact center, CRM system, and many others.

While WhatsApp is still closed, the most highly-used social apps in Asia are taking a different approach. WeChat in China and LINE in Japan—which are used by another 15% of the global population—have taken the “open innovation” path, and delivered a platform upon which businesses and developers can innovate new solutions and applications, and integrate with other software vendors.

We at Avaya have long decided to take the “open innovation” approach, where we’ve not only opened up our tool box for our partners and customers to innovate on, but we also partnered with growing social media apps, including LINE and WeChat, to find new ways for businesses to integrate within these channels.

So a large BPO in Japan can offer a fully integrated customer experience solution that gives a true edge in customer engagement. Taking this a bit further, when social media apps are open, and present a platform for innovation, transforming experiences to include virtual assistance, automated chatbots, and artificial intelligence becomes easy and fast and the competitive landscape becomes more exciting, dynamic and relevant.

Whatsapp had announced their intention to integrate into enterprise in August of this year, but as yet has not progressed very far. On the other hand, sister app Facebook Messenger has taken a leap ahead by not only integrating into the enterprise, but providing Chatbot integration for customer services as well.

The question is when will Mark Zuckerberg actually merge the two applications together, bring the best of all worlds under one App, and provide a phenomenal customer Omni-Channel experience linked into AI tools such as Speechbots (like Amelia), chatbots, and business intelligence tools at the same time?

Mr Zuckerburg we are waiting!