Consistent customer and brand experiences should be at the heart of every digital strategy. In the first part of this feature, we explored the barriers to creating memorable customer experience (CX). Here we look at what organisations who have mastered the art of great CX have in common.
Through Ecosystm research and interviews with organisations we have found that businesses that are already creating a consistent, effective, and memorable digital customer experience have these traits in common:
Had CEO and Board-level support for their strategy. Your ability to create a memorable and consistent digital experience lives and dies by the support of your senior management team. Without the CEO telling the rest of the business that this is a priority, the employees simply won’t come along for the ride.
Gained Employee support for the strategy. There is no point in creating a digital customer strategy at the Board and senior management level if it is not consistent with the lived experience of employees. An Australian bank made the mistake of making all their digital experience decisions at the most senior levels without taking the employees on the journey too. Change needs buy-in from all levels of the business – so make sure all levels are heard and that they understand why and how you will change the way they work and deliver customer value.
Made the delivery of a brand-consistent experience into a key KPI. In these businesses, a consistent CX is a given. That doesn’t mean they are not personalising their customer experiences or optimising them for specific touchpoints – it means that collaboration with other teams and channels is a base expectation. Changes are not made without the knowledge of other teams.
Prioritised governance over management. The risk of collaboration and including many people in decisions is that it slows decisions down and impacts business agility. To enable their collaborative approach to digital experience delivery, these businesses have set rules and guardrails into their decision-making processes to ensure they continue to deliver on-brand and consistent experiences. Many also have created cross-channel teams or sewn their digital skills across the different channel teams to ensure consistency of customer experience.
Consolidated on fewer platforms and CX ecosystems. Five years ago, businesses needed to source smaller, more innovative CX software and cloud components just to keep up with customer expectations. The trendsetters had built their own CX capabilities and weren’t relying on the traditional ISVs for their CX innovation. Smaller providers were emerging to fill these gaps for businesses who were not digitally native. Sourcing best-practice solutions is much easier today. Some of those smaller vendors have emerged to create their own platforms and CX ecosystems, and other suppliers have acquired and innovated their own software to meet and exceed customer requirements. For example, you no longer need multiple content management systems or platforms – a single content source can now meet the different needs of your different channel teams and feed consistent content to all customers tailored to their journey stage or chosen touchpoint.
Used data for their customers – not against them. Many personalisation or automation attempts have failed. Not because they used the wrong data, but because they were driving the wrong outcome. They were designed to corner a customer into a decision, versus helping them make the best decision for their circumstance. We all know what that looks like – if an interaction feels “creepy” like they are following you around the web and across touchpoints, or they seem to know too much about you. This is when a business is using data against you to try to force an action. Smart businesses use data to help customers achieve their goals – in the knowledge that happy customers will not only return to the business or brand, but also tell their friends and family about the experience.
Creating a consistent and on-brand digital experience will drive many positive outcomes for your customers and your business. Your customers will know what to expect and be comfortable in their interactions with your brand in whatever channel or touchpoint they desire – with the knowledge that the experience will be consistent and integrated and their time will not be wasted. They’ll return to your business over and over again. The consistent experience will also drive down your costs – with less rework, fewer platforms to support, more automation and hopefully a simpler technology architecture. Done right, it will also create a single unifying digital initiative across the business that will help to break down barriers, improve collaboration, and unlock innovation in and between your business teams.