As companies grapple with finding the right balance between managing multiple touchpoints and driving great customer experience (CX), the importance of getting the flow consistent – right communication to the client without spending too much time on re-directing calls or asking questions about a previous call or experience via a touchpoint – is becoming critical. The desire to impress a customer the first time they come into contact with a touchpoint is an area companies are looking to invest in. Using data as a means to understand customer sentiment before the call comes in will give the agent information to prepare them for making appropriate decisions during and after the call.
Case Study – Carsales
I was recently invited to an AWS Connect, Zendesk and Voice Foundry event in Sydney and it was great to hear from Carsales about how they re-invented CX. Prior to making the leap to deploying the solution from AWS Connect and Zendesk, they had been running their contact centre for years using a traditional contact centre platform. Some of the issues they have faced over the years included the following:
- Difficult and costly to customise
- Expensive support costs
- Expensive and difficult integrations
- Difficult to extract reporting
- Downtime for upgrades
- Difficult to use
These issues are common challenges posed by traditional contact centre platforms. High costs of maintenance and expensive integration costs are some of the challenges I hear of when speaking to end-users. The contact centre and CX industry are at an inflection point where organisations are evaluating how best to drive great CX and at the same time considering how to work with vendors that can help drive innovation in CX. Carsales eventually shortlisted 4 players before making the decision on which cloud provider to work with. They ended up working with Zendesk and AWS Connect.
Carsales recognised the need for a CX solution that could use the data they already have on their customers in Zendesk and Salesforce CRM systems to create a unique experience for each interaction. It was important for them to have a solution that would simplify data warehousing and analytics to make it easier to get a full view of the customer. By integrating the CRM application to AWS Connect as the CX orchestration engine. to bring the contact centre and CRM applications together helped Carsales deliver a personalised CX for their customers.
WHY AWS Connect?
These have come off the points mentioned by Carsales as to why they selected AWS Connect:
- Cloud-Based (accessible anywhere)
- No downtime for upgrades
- Access to Data (Lambda and APIs) via ZenDesk and Salesforce
- Easy UI
- Support from implementation partner Voice Foundry
- Affordable solution
- Access to great technology such as Speech to Text (Polly), Speech Recognition (Lex) and Analytics (Transcribe and Comprehend)
- Scalable and customisable call flows
In the global Ecosystm Cloud study, as depicted by the chart below, about 53% of organisations state that increased work processes and efficiency are a key benefit of the cloud. Nearly half the organisations rate flexibility and scalability and improved service levels and agility as the main benefits of a cloud deployment.
What Carsales found about the AWS Connect solution, is how changes can be made easily. Most configurations can be made by the contact centre staff and there is no need to go to IT. Their primary aim was to deliver a personalised CX by accessing data from other internal systems (CRM, proprietary databases, etc) and the solution addressed this need.
The advice that Carsales gives to others implementing a Cloud Contact Centre are:
- Ensure that you have invested in the network to support voice over IP.
- Make sure that your headsets are compatible to ensure full functionality.
- Engage with a partner rather than implementing the platform on your own. Although you can implement AWS Connect solution on your own, it can be difficult. Voice Foundry was a great implementation partner.
The Importance of Data-Driven CX
The market is witnessing a shift where organisations are looking for new and more agile platforms for CX. The challenges, as highlighted by Carsales – such as existing solutions being difficult and costly to customise – are some of the common challenges we are hearing from organisations about the limitations of traditional telephony and contact centre solutions. Whilst the traditional vendors still have a majority share of the market, that is changing. Some of the new cloud contact centre vendors are offering new and dynamic ways of driving a better experience for the users of the technology – from agents to those that manage the contact centre solution. The ability to add agents when needed has become easier (without intervention from IT) and cloud provides better security due to the multiple back-ups and redundancies it offers. The ability to reduce maintenance and customise applications with new agile methodologies and APIs are driving a new era in the contact centre market. The single most important area is deep analytics. The ability to have deep analytics to understand the customer better as a starting point before a call, during a call and after the call is critical. Artificial intelligence can be used to better understand customer sentiment and detect trends in customer data.
The shift from traditional contact centres to cloud contact centres is happening and no longer just with mid-market companies. Large organisations are making the shift to the cloud as the benefits are apparent. Implementing a data-driven culture is key to driving a personalised CX. The tight integration between CRM databases and the applications in the contact centre is becoming more important than ever.