LavaCon 2017 - Developing Your Edge: Getting a Seat at the Customer’s Table
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Transcript of LavaCon 2017 - Developing Your Edge: Getting a Seat at the Customer’s Table
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Developing Your Edge: Getting a Seat at the Customer’s Table
Charles L. Rygula II
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How many of you are in...
https://uahtechcomm.com/category/technical-editing/
Technical Communications?
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Marketing?
https://marketoonist.com/wp-content/uploads/2017/03/170320.onetoone.jpg
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Customer Service/Support?
https://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0ahUKEwjvk_7vn4XXAhWD3oMKHWlmCZYQjRwIBw&url=http%3A%2F%2Fwww.brucesallan.com%2F2013%2F09%2F07%2Fevolution-technology-customer-service%2F&psig=AOvVaw1_iva_80VdG1c3GhFHKITg&ust=1508796620678848
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https://think360studio.com/ux-humor-jokes-funny-quotes/
UI/UX Engineers?
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https://marketoonist.com/2012/08/the-art-of-product-management.html
ProductManagement?
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Sales?
https://www.pinterest.se/pin/461478293042398126/
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Your Customer
Your Business
https://itstillruns.com/difference-between-spur-helical-gears-7786286.html
…the interlock between your business and your customer
Customer Engagement …
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Why does Customer Engagement matter?
+ 23%
http://www.gallup.com/services/169331/customer-engagement.aspx
Icons made by Freepik from www.flaticon.com
“...customers who are fully engaged represent a 23% premium...”
“...customer experience will overtake priceand product as the key brand differentiator.”
https://sessioncam.com/customer-engagement-stats-2016/, taken from Walker's “Customers 2020: A Progress Report
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Customer engagement done well...
Happy customers RevenueGood reviews (for business and employees)
https://emojipedia.org/
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There's a disconnect somewhere...
Icons made by Freepik from www.flaticon.com
believe they have holisticview of their customers
81%
ConsumerBrands
“Five best practices for understanding customer journeys”, https://public.dhe.ibm.com/common/ssi/ecm/im/en/imw14854usen/IMW14854USEN.PDF
BUT
63%Consumers
believe their favorite retailer understands them
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And...
86%
Consumers
$
will pay more for a better customer experience
feel that vendors consistently meet their expectations
thoughONLY
https://www.forbes.com/sites/christinecrandell/2013/01/21/customer-experience-is-it-the-chicken-or-egg/#352a7d263557
Consumers
1%
YAY!!!
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Oh no – there's an issue! Now what?
Engage people based on:
Previous experience and trust
Leverage existing workflows
Attempt to solve issue
https://advanceprotech.com/blog/overcome-resistance-to-change-action-plan/
Silos and job titles
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Are content teams generally in that “circle of trust”?
Background modified from: http://www.huffingtonpost.co.uk/2012/07/19/internet-defense-league-cat-signal_n_1685236.html
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http://saucedinnewyork.com/wp-content/uploads/2015/11/coste-psicologico-nunca-decir-no.jpg?w=640
...well, OK. Sometimes, but not usually.
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CommunicationsProfessional
Stonewalled…
Customer
OrganizationalRoadblock –
aka the “Gatekeeper”
STOP
http://www.clipartpanda.com/clipart_images/barbed-wire-fence-clipart-2443117
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The problem with this pattern
Undermines the importance of content in the customer engagement process
Overlooks the value of those who develop and manage content better
Results in lost engagement opportunities
It:
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Contributing business factors
Type, Sector, and Industry
Maturity(age, size, locations)
http://scoliosistreatmentalternatives.com/4525/treatment-for-adult-scoliosis/
Organization Compositionand Hierarchy
Management
http://errolallenconsulting.com/customer-service-manager-success/
https://www.forbes.com/sites/jacobmorgan/2015/07/06/the-5-types-of-organizational-structures-part-1-the-hierarchy/#18a200df5252
B2C B2B
C2C C2B
Differences in restrictions and flexibility basedon regulations and processes
More people in more locations = less visibility across departments, business process maturity
Number of layers, number of silos, full-time staff vs. contractors
Are they good? Inclusive? Proficient at managing up/outward? Do they look out for you?
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Contributing personal factors
<insert title here>
Icons made by Smashicons from https://www.flaticon.com/
Project 1
Duration atCompany
Your StatedTitle and Role
Your Project(s) Your Performance
http://www.advantageappraisalsca.com/tips-agents-appraisers-backed/
http://www.insight-net.org/p/bl/et/blogaid=236
http://indyshrm.org/the-power-of-recognition-and-simple-steps-you-can-take-to-harness-it/
How long you’ve been there, how well you’re known
Set ideas about the importance or value of different roles/job functions
High-profile vs. low-profile, High-revenue, Big customer
How good you are, How much/often you go the extra mile
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A top concern when bringing more people to the customer table…
Managing communication and personality
More people = more styles = more risk
Potential for less personalized engagement
Potential to upset the customer
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From “Word Crimes” video by Wierd Al Yankovic
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http://saucedinnewyork.com/wp-content/uploads/2015/11/coste-psicologico-nunca-decir-no.jpg?w=640
...but change is required
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“The main problem with systems of titles is that people are erratic,
chaotic messes who learn at different paces and in different ways.
They can be good at or terrible at completely different things, even
while doing more or less the same job.
https://medium.com/@rands/titles-are-toxic-ec2cdf571f11
“Titles are Toxic”
“Titles place an absolute professional value on individuals, where
the reality is that you are a collection of skills of varying ability.”
Michael Lopp
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How to get that seat
Wait for the opportunity to fall into your lap
The passive way:
It does happen from time to time
Leaves too much to chance
If/when it does happen, exploit the opportunity
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How to get that seat (cont’d)
Proactively learn about your customers and their needs
The proactive way:
Use that knowledge – it’s OK to display what you know
Don’t wait until something is confirmed –learning paves the way
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How to get that seat (cont’d)
Establish trust and confidence with the gatekeepers
The proactive way:
Demonstrate competence
Deliver value
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Maximizing your value in the content ecosystem
Take away 1:
Do more with more –use the resources of your Content Ecosystem
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Maximizing your value in the content ecosystem
Take away 2:
Base what you do on what is needed –the minimum viable product concept applies to content too
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Maximizing your value in the content ecosystem
Take away 3:
Minimize the impact of organizational silos –think horizontally
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Maximizing your value in the content ecosystem
Take away 4:
Connect the dots for those can’t –don’t explain, inspire
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The best thing we could do is
Think BIGGER!!!
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The logic is simple…
Common goals Collaboration opportunities
Collaboration Better experiences
Better experiences Recognition
Recognition instills confidence + influences perception of value
Value (real or perceived) Your seat at the customer table
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Product Management – the simple view
Based on https://help.prodpad.com/hc/en-us/articles/205009327-What-is-Product-Management-
Product/ Technology
Customer
Business (Capital)
Product Management
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Product Management – the gritty details
Community Management
Social Media Marketing
SEO
User Research
Web Analytics
Design Budget
Product Roadmap
Investor Relations
Business Vision
Technology Licensing
Project Management
Business Development
Advertising
Monetization
Strategic Partnerships
Market Sizing
Business Model Development
https://www.quora.com/What-does-closing-the-feedback-loop-mean-with-regards-to-product-management
https://productlogic.org/2014/06/22/the-product-management-triangle/
Customer Engagement
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Content Product Management –User-Business Loop
Business Development
Advertising
Monetization
Strategic Partnerships
Market Sizing
Business Model Development
User Acquisition
Revenue
Content Marketing, Re-use, Quality
RFx Responses, Contract-based, Fee-based
Contract Vendor Management
OEM, ODM Partner Content Management
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Content Product Management –Business-Technology Loop
Budget
Product Roadmap
Investor Relations
Business Vision
Technology Licensing
Project Management
Tools
Cross-functional Relationships
Content Strategy, Information Architecture
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Content Product Management –Technology-User Loop
Community Management
Social Media Marketing
SEO
User Research
Web Analytics
Design
Distribution
Templates, Formats, Style sheets, etc.
Customer Engagement
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Sales – the simple view
ProductCustomer
Business(Capital)
Sales
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Sales – the gritty details
Customer Service
Fulfillment/Delivery
Project Management
Training
Demos and Trials
Customer Engagement
Requirements
Regulatory and Compliance
Offer Creation
Feedback
Issue Resolution
Competitive Intelligence
Business Development
Advertising
Lead Generation and Contact
RFx Response and Defense
Quotes
Customer Retention and Management
Sales Strategy
Commercial Contract Agreements
Technical Project Requirements
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Business Development
Advertising
Lead Generation and Contact
RFx Response and Defense
Quotes
Customer Retention and Management
Sales Content –User-Business Loop
Content marketing, re-use, quality
Marketing and Technical Content
Contract Management
Technical Project Requirements
Commercial Contract Agreements
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Requirements
Regulatory and Compliance
Offer Creation
Feedback
Issue Resolution
Competitive Intelligence
Sales Strategy
Sales Content –Business-Product Loop
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Product Documentation, Issue reports
MoPs, Design Documents
Scope Definition, Methods of Procedure
Customer Service
Fulfillment/Delivery
Project Management
Training
Demos and Trials
Customer Engagement
Sales Content –Product-User Loop
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The Customer Engagement process has changed
Customer needs are more nuanced
The process moves faster
You must engage the customer earlier and more often
Know who to bring to the table
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Experience
Advocate
Bond
Buy
Consider
Evaluate
Start
https://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/the-new-consumer-decision-journey
https://www.thinkwithgoogle.com/_qs/documents/673/2011-winning-zmot-ebook_research-studies.pdf
Customer decision journey and ZMOT Next Customer
ZMOT = Zero Moment of Truth
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Sales Advice: Rules of engagement
Get to know the customer’s preferences
Remember names
Establish communication protocols beforehand
Know who you’ll be meeting with beforehand
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Sales Advice: Rules of engagement (cont’d)
Go in knowing what to say
Prepare your story, stick to it
Avoid pitfalls -- know what to share and when
Anticipate what questions might be asked
Listen closely
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Sales Advice: Rules of engagement (cont’d)
Establish a mutual understanding up front
Use caution when discussing possibilities
Engage early to help the customer
No showboating
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Sales Advice: Rules of engagement (cont’d)
Don’t lie
Have examples ready
Don’t act like you know everything –they’ll know you don’t
Work to build credibility
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Summary
Customer engagement is critical to success – yours and your business
Content is power – it’s relatable and a customer engagement tool
Think bigger than your title and install confidence within your organization to play a bigger role in customer engagement
Collaborate, follow the rules of engagement, and execute with proficiency
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Acknowledgements
Robert Huffer, Eastern Regional Sales Manager, General Kinematics
Mike Shomaker, Director Advanced Services, Cisco Systems
Jake Klein, CEO, Panaya
Jason Heiling, Systems Engineering Manager, Sales, Cisco Systems
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Thank you!
Charles L. Rygula II
www.linkedin.com/in/CharlesRygula