The Tip of the Spear
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Transcript of The Tip of the Spear
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Copyright © 2016, Oracle and/or its affiliates. All rights reserved. |
The Tip of the SpearHow Customer Success Can Lead The Effort to Integrate The Client Experience
Peter ArmalyPrincipal Transformation AdvisorOracle Marketing CloudOctober 24, 2016
Confidential – Oracle Internal/Restricted/Highly Restricted
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Copyright © 2016, Oracle and/or its affiliates. All rights reserved. |
Goals for this presentation
Confidential – Oracle Internal/Restricted/Highly Restricted 2
1. Communicate benefits of broadening Customer Success scope to cover more terrain of customer journey• Why is that important? • What’s preventing it from
happening now?• How can Customer Success
accelerate the change?2. Communicate how Oracle Marketing
Cloud is building a future-focused Customer Success framework
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• The Boston Consulting Group on capability
–“… an ingrained ability to do something well in a way that improves business performance”
–“… building capabilities generally requires coordination across functions and business units”
Confidential – Oracle Internal/Restricted/Highly Restricted 3
Industry weighing in on the client experience topic
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Copyright © 2016, Oracle and/or its affiliates. All rights reserved. | Confidential – Oracle Internal/Restricted/Highly Restricted 4
Industry weighing in on the client experience topic
AT&T’s CEO, Randall Stephenson, today on CNN:
• Buying Time-Warner (CNN, HBO, Warner Bros, DC Comics, et al) because of customer demands for more (bandwidth, variety and quality of content, etc)
• All about the customer experience
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• 88 percent of enterprise decision-makers say their growth depends on personalizing the customer experience, but they lack the resources and expertise to design an improved digital customer journey.
Confidential – Oracle Internal/Restricted/Highly Restricted 5
Forrester 2016 Survey
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• Product functions and delivers results as advertised and expected
• Top notch guidance when I request it or on those rare occasions when you accurately guess what I need before I even ask for it
• Rapid, frictionless technical assistance
Confidential – Oracle Internal/Restricted/Highly Restricted 6
Customer expectations
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• Customers follow instructions to progress towards business goals
• A respectful partnership develops with customers, leading to subscription/license renewal and maybe, even, growth
• Customers advocate on behalf of the vendor because they realize ROI
Confidential – Oracle Internal/Restricted/Highly Restricted 7
Vendor expectations
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• Under-developed, or only a one-off, end to end view of customer
• Misaligned product fit as customer proceeds through lifecycle
• Client feels passed from function to function with little info about them accompanying them along the way
• Financial targets associated with managing the client experience difficult to determine
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Client Experience Challenges
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Critical Factors that Retain Customers
Confidential – Oracle Internal/Restricted/Highly Restricted 9
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Speed
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Relevance
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Consistency
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Critical Enablers of those Factors
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Data
Data
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Human Intelligence
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Culture
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Working with the buyer/customer – who does what
Confidential – Oracle Internal/Restricted/Highly Restricted 17
Promote
Brand
Identify
Interest
Distribute
Content
Nurture
Prospect &
Community
Nurture
MQLs
Negotiate
w/SQLs
Support
New Sales Close Deals
Manage
Events
Implement
& Onboard
Educate &
Coach
Customer
Distribute
Investment-
specific
Content
Measure
Health
Promote
&
Manage
Adoption
Nurture
Renewal
Drive
Advocacy
Sales X X X
Marketing X X X X x X X X
Customer Success X X X X X X x
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Working with the buyer/customer – who knows what
Confidential – Oracle Internal/Restricted/Highly Restricted 18
Broad
Interest
Specific
Interest
Demo-
graphics
Business
Goals
Org
Structure
Budget &
Timeline
Contract
Flow NPS
Goals
Progression
Tech &
Process
Challenges
Adjacent
Needs
Talent &
Skills
Application
Processes
Contract
Milestones Engagement Advocacy
Propensity
for
Advocacy
Sales X X X X X
Marketing X X X X
Customer Success X X X X X X X X X X X X X
Not a lot of sharing going on
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The buyer/customer would be better served if the who knows what was broadened
Confidential – Oracle Internal/Restricted/Highly Restricted 19
Broad
Interest
Specific
Interest
Demo-
graphics
Business
Goals
Org
Structure
Budget &
Timeline
Contract
Flow NPS
Goals
Progression
Tech &
Process
Challenges
Adjacent
Needs
Talent &
Skills
Application
Processes
Contract
Milestones Engagement Advocacy
Propensity
for
Advocacy
Sales X X X X X X X X X
Marketing X X X X X X X X X X X X X X
Customer Success X X X X X X X X X X X X X X
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• Long-held and cherished organizational structures
– Hierarchical silos
– Front-loaded financial performance goals
• DNA
• Skills
• Technological complexity
Confidential – Oracle Internal/Restricted/Highly Restricted 20
Challenges inhibiting true customer-centricity
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1. Broader dissemination of the customer data it collects and distills (to Sales, Marketing, and Product Management)
• CS should be held accountable for producing and maintaining customer post-sale account record
2. Outsource customer marketing to the Marketing team; pros at handling content management and executing nurture campaigns
• Hold them accountable to SLAs
3. Push for a financial measurement of customer lifetime value and share in the responsibility and accountability for achieving it
Confidential – Oracle Internal/Restricted/Highly Restricted 21
How can Customer Success accelerate the change?
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Customer Success at Oracle Marketing Cloud
Confidential – Oracle Internal/Restricted/Highly Restricted 22
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Modern Marketing Assessment Success Plan
Planning For Success
Business Objectives
Marketing Priorities
Maturity Levels
NEXT STEP: Take action on the plan
Emerging/SMB
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Adoption Services Transformation Services
Ensuring Value with Adoption & Transformation Services
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Self-Guided Toolkits Personalized Follow Up Communications
Self-Serve Boost SeriesInteractive, self-directed journey to drive adoption and mastery of Modern Marketing best practices
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Process Flow for BoostUnderstanding how customers will engage
1 2 3
Boost Series Self-Guided Emails
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DIY Marketing Success Pages
Detailed checklists and tools to support plan execution
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The Cloud PortalKey information accessed on-demand
Single Entry Point For Users
Step-by-Step Guided Journey
Real-Time Subscription Information and Data Analytics
Strong, Engaged User Community
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Oracle’s Approach to Managing the Client Experience
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Oracle CX Cloud SuiteComplete, Innovative & Proven
Data Management
Analytics & Data Visualization
Application Development
Content & Collaboration
Process & Integration
Identity & Security
Unified CX Platform
CX Cloud Apps
CommerceSales CPQ Service Social MarketplaceMarketing
CX Industry Solutions
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What Customer Experience (CX) Should BeA set of related interactions
Oracle Confidential – Internal/Restricted/Highly Restricted 32
“Companies will be better off if they stop viewing customer engagement as a series of discrete interactions and instead think about it as customers do: a set of related interactions that, added together, make up the customer experience.”-McKinsey & Company
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