LiveOps Blog

Dreamforce 2012: Modifying the Roles of CMO and CIO to Fit the Social Revolution

A hot topic at salesforce.com’s Dreamforce conference this week was the impact of the Social Revolution on the roles of chief marketing officers (CMO) and chief information officers (CIO). Now, more than ever, these two department heads need to work together to address and accept how technology and social tools are shaping companies, their customers, and the relationship that links them.

I had the opportunity to join the session “Focus on the Customer: The Colliding Worlds of the CMO & CIO” with other CMOs and CIOs. I joined co-panelists John Dunn, CIO, GE Healthcare; Douglas Menefee, CIO, Schumacher Group; and Catherine Hernandez-Blades, Chief Marketing and Communications Officer, Flextronics to discuss the speed of social marketing and how it is creating unprecedented demands on CIOs to support the CMO and vice versa. Their responsibilities must be updated to align with new IT and the demands of customers and employees to communicate via social channels. As these technologies and demands come about, CMOs and CIOs will increasingly find themselves working together to create a better outcome for the company and their customers. As I mentioned during the session, the consumerization of IT, and most recently the growth of cloud, has created the need for a new breed of CMOs. A Gartner study recently predicted that CMOs will spend more on technology than CIOs by 2017, and I believe we’re going to start seeing more CMOs owning operations and technology functions while CIOs become advisers to them. Together, CMOs and CIOs can establish the perfect Ying/Yang relationship that will enable them to usher their company into the Social Revolution.

Watch the video for a quick recap on my participation in the session, and stay tuned next week for a wrap-up post on key trends and takeaways from Dreamforce!

- Ann Ruckstuhl, Chief Marketing Officer, LiveOps

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Dreamforce 2012: Catch Us In The Clouds This Week

Dreamforce 2012

“Touch the Social Enterprise” is the theme around this week’s cloud computing event of the year – Dreamforce 2012. With four days of breakout sessions, exhibitions, and CRM success stories, Dreamforce is a must attend event for those in the industry. Enabling the social enterprise to excel at customer service is exactly what we’ve been focused on this year, so it’s no surprise that you will find us at Salesforce.com’s largest event. In between attending sessions, leading sessions, and demoing the LiveOps Platform and LiveOps Applications, we will stress how social customer service has become a necessity for brands. This is why we are ushering in a new era to CRM, and, as always, we’re proud to support Salesforce.com’s contact center.

We have a number of activities going on at Dreamforce this week, including three speaking sessions. Today, at 3:30 p.m. in Moscone West, 3020, our Chief Marketing Officer, Ann Ruckstuhl, will speak to the session “Focus on the Customer: The Colliding Worlds of the CMO & CIO.” Ann and other panelists will participate in a lively discussion about the speed of social marketing and how it is creating unprecedented demands on CIOs to support the CMO. Attendees will learn best practices on how the marketing and IT teams can rally around the customer in creating social apps for awareness, conversion, and loyalty.

At the same time, in the Expo Hall – Partner Theater 2, our CTO, Cloud Platform and Telephony, Keith McFarlane, will speak on “Enhancing Social CRM with Contact Center Technologies.” He will discuss how modern contact center technologies multiply the value of social CRM by amplifying its reach across multiple communications channels. In this session, Keith will touch on the best practices for developing web callback, social pivot, and bulk contact center data administration apps. Keith will also be giving an interactive demo using the LiveOps cloud Contact Center Platform.

We will conclude our speaking participation with a breakout session on the “Dynamic Customer Journey: A New Age of Customer Service” on Thursday, September 20 at 10:30 a.m. at the San Francisco Marriott Marquis – Foothill G. Jeremiah Owyang, Altimeter Group, Partner & Industry Analyst; Sarah Barrow, Wokingham Borough Council, Head of Customer Service & Administration; and Stefan Osthaus, Symantec, VP, Customer Experience will ask the question: Is social media killing your brand? This session – for CRM, marketing, and customer service practitioners – will be led by Jeremiah Owyang and will provide real world experiences and solutions from Symantec and a UK Government visionary. They will discuss how customers are evolving, lessons learned, and best practices for managing the dynamic customer journey.

You can also catch us at booth #1321 where we will provide demos of the LiveOps Platform and LiveOps Applications, including LiveOps Social. Additionally, Salesforce.com is showing their live call center powered by LiveOps on the expo floor in their Campground area.

And, if you’re feeling really engaging, follow us on Twitter and stay up to date on ways your brand can bridge the gap with your customers and touch the social enterprise!

Marty Beard, President and CEO, LiveOps

Marty Beard, President and CEO, LiveOps

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How to Empower Customer Service to Get Social

Ashley Furness, Help Desk Software Advice Analyst

Ashley Furness, Help Desk Software Advice Analyst

One question dominated recent discussions in a Linkedin group I follow: “What department owns social media?” Most chime in with “marketing” or “public relations,” but it turns out this is the wrong question altogether.

“That’s like customer service asking marketing if they can use the phone to make a call,” industry expert Michael Pace told me. “Social media is a tool, not a function.”

Instead, companies should ask how you can deliver social media to those who need it, when they need it. Many automated social listening tools provide big-picture analysis, such as customer sentiment and keyword trends. But what about messages that require an immediate response, like customer service?

More than half of Twitter users expect a response within two hours of tweeting a complaint. 

51% of Facebook users expect same-day response.

- Oracle report, Consumer Views of Live Help Online 2012

Customer support software developers, including LiveOps, have developed tools to solve this problem. Here’s how this technology turns social media listening into customer service action.

Prioritization is Key

As mentioned, one of the most difficult parts of socialized customer support is fishing out the most critical comments among the masses of information out there.

To overcome this challenge, LiveOps listens for any combination of the #CompanyName, @CompanyName or brand mention with customer service triggers like “help” or “need assistance.”

Then the technology applies a priority ranking based on a variety of factors, such as content, customer’s purchase history, and social activity level. A computer manufacturer company might, for example, place higher value on a key social media influencer or brand advocate who recently purchased ten laptops, and bump his help request to the top of the queue.

This priority scale completely depends on the company’s customer service strategy. At the same time, the provider should provide a dictionary of various prioritization options.

Service Needs to be Agile

“It’s important that all channels are treated with the same level of depth. This allows agents to easily pivot between each channel without any change in service.” – Sanjay Mathur, LiveOps Senior Vice President, Product Management.

Another common obstacle to efficient social customer service is process. If a complaint is submitted on Twitter, what’s the next step? Create a ticket? Respond in Twitter with a link? Send an email?

Not only does this make it difficult to respond quickly, it also provides a poor customer experience. LiveOps processes social media issues in the same way as tickets from any other channel. Once the social media complaint is identified, the software creates a ticket that shows up in the service queue along with requests from other channels. When they respond, it’s automatically pushed to Twitter, email or whatever channel makes sense in that situation.

Context is Crucial

If a community or social media manager is manually monitoring Twitter and Facebook, they won’t have the complete customer context on hand. As a result, they likely won’t flag a complaint as critical if the customer called the hotline, emailed three hours ago, and then tweeted, of example. They simply wouldn’t know their past points of contact. Similarly, they wouldn’t be able to identify loyal and high-value customers that might warrant a faster response than others.

Automated Routing Speeds Response Time

LiveOps also uses a rules-based interface to automate social message routing. The system can be configured to consider agent expertise, work group, current caseload, average time to respond, and service satisfaction rate. The platform might, for example, choose a top service-rated agent to handle a strongly negative issue.

Reporting tools also enable managers to constantly monitor response time, net promoter scores, satisfaction rates and more so they can fine-tune process and prioritization rules.

Research for this article was provided by Software Advice.

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Social Customer Service Webinar, White Paper, and Infographic. Oh my!

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Sanjay Mathur, SVP of Product Management

Last week, I was fortunate enough to team up with Dr. Natalie Petouhoff, a prominent social strategist and evangelist, in hosting a webinar on social customer service. As if this webinar wasn’t exciting enough, she also worked with LiveOps on a white paper – “Social Customer Service: The Pivotal Driver of the Social Enterprise” – and infographic – Your Brand on Social Media. Together, we explored a radically new breed of customer, the social customer, and how enterprise organizations must also make a radical transition to manage their social customers more effectively.

In putting together our infographic, we found that 60% of companies don’t respond to customer comments on social channels. This number seems surprising at first until you realize that, while companies may be on social channels thanks to marketing, they can’t keep up with the amount of customer comments on these channels. Now that brands have gone social, they need to go beyond using social channels to market and monitor; they need to interact with consumers to drive greater engagement. Additionally, brands are still determining which internal team should handle these comments – marketing, sales, product development, back offices, or customer service. To effectively manage social customers, these departments need the right technology and process to work together to manage these interactions residing in the contact center.

In turn, our integration of social media in the cloud contact center can enable you to better manage and engage with the social customer. Through LiveOps Social on the LiveOps Platform, we make it easy for you to manage, measure, and respond to your customers online with the same routing, quality control, efficiency, and reporting needed for other channels, such as voice, email, and chat. Your customers are telling your company’s story on their social channels, and it’s time you joined them.

I encourage you to take a few moments to read over Dr. Petouhoff’s white paper or grab a cup of coffee, pull up a chair, and watch our webinar to find out more about:

  • The rapidly evolving role of Customer Service and the expansion of this critical role to include collaboration with PR, Communication, Marketing, and Sales.
  • The myriad of challenges in managing today’s Social Customer Service, including the struggle to keep pace with the volume of customer interactions.
  • The value of a Contact Center – Marketing partnership and the inherent value in creating one central hub for servicing social customer interactions.

When you’re done, we’ll help you take your online presence from the top to the bottom of our infographic.

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Building a Better Hackathon: Four Core Principles from LiveOps Hack Day

Keith McFarlane, Chief Architect

Keith McFarlane, Chief Architect

We recently held our eleventh LiveOps Hack Day event, and it was something special; a number of really interesting ideas came to life in a mere 24 hours thanks to the efforts of some very passionate and dedicated teams and individuals. A few of the hacks shown at demo time were:

  • Pivot to Video – the team involved with this one found a way to move a live agent chat conversation into the world of video using Tokbox.
  • Multichannel Visualization – our reporting team presented a new way to look at the overlapping streams of work an agent handles while dealing with multiple work items simultaneously.
  • Agent Telephony in-Browser – the engineer showed off integration of our agent phone panel application with Twilio‘s JavaScript-based Client, enabling voice calls using a PC alone.
  • Scriptable Callflow – some of our platform engineers found a slick way to control granular telephony functions via REST API.
This is just a subset of the projects completed this time around; these and others may become products in the not-too-distant future.

We have worked to improve Hack Day over the years since we held the first event, and while we have made many incremental changes, we have also identified a set of core principles that can make or break the event depending on how closely they are followed.

1) Great hacks come from the heart, not from the backlog

All too often, I’ve seen engineers or product managers try to use Hack Day as an excuse to accelerate their favorite backlog items. While this certainly accomplishes something useful, it defeats the true purpose of the event: innovation. Developers should use this time to pursue their wildest software dreams and try out new technologies. The same is true for product managers; they should team up with developers to integrate with other web services in unexpected ways, or to make an attempt at defining and implementing an idea that would seem risky under normal circumstances. It should be an opportunity for exploration, not business as usual in a slightly different order.

For developers, picking a backlog item as your hack day project is essentially thumbing your nose at the product management team’s priorities. Think of all of the thought and discussion that has gone into getting the story order right for your scrum, and then imagine ignoring all of that work and selecting stories at random. Clearly the former is preferable to the latter.

Hack Day is about allowing great ideas to emerge from unexpected places. Without emphasis on pursuing new ideas rather than existing ones, it loses most of its value.

2) Focus, focus, focus; scope creep kills hacks dead

While any new idea should be fair game for hack day, I’ve noticed that the greatest successes come from small, focused efforts that aim to complete a minor but valuable feature, or to demonstrate a large concept through a well-defined example that is limited in scope. Often, projects like this can achieve success early, and then add features as time permits. Also, because the victory conditions are well-defined, the team can abandon the hack if it proves too complex, and move their focus to some other idea.

All developers have “big concepts” floating around in their heads; unfortunately, these can be the most difficult to  build, even in limited form, as part of Hack Day. If you want to successfully pursue one of these grand schemes in hack form, draw more people into the discussion and find a small piece of the puzzle that stands well on its own, but still gets your point across.

3) Sometimes it takes a village to create a hack

Certain hacks are so clearly defined and limited in scope that a single developer can make them happen on time; however, as complex as most web services are, it is far more common that any truly interesting hack will require the efforts of several subject matter experts across a number of different platforms.

At their heart, hackathons are social events, and they are just as much about teaming and morale as they are about innovation. If you are organizing a Hack Day event, provide a forum for team formation prior to the event itself; we have held a pre-Hack-Day “recruiting” meeting for several years at LiveOps, yielding teaming combinations that might not occur within the normal flow of project work, and fostering greater interactions between teams over the long haul.

4) Deployment is the best reward

Yes, it is important to offer some sort of tangible “best hack” prize, although everyone who wants an iPad probably has one already. However, not every developer has a product idea of their own running as a feature in production; many engineers can work at enabling the visions of product managers for years without their own innovative notions seeing the light of day. If hacks show promise as products, or if they are immediately usable, they should be fast-tracked into production for both the good of the company and as a reward for the engineers involved.

Every software company (not just web startups) should hold regular hackathons to engender innovation, increase motivation, and improve the lines of communication between teams. As with any company activity, however, there are more effective and less effective ways to go about it. Keep track of what works and doesn’t work, make improvements over time, and listen to participant feedback. Although the principles above have worked very well for us at LiveOps, you will more than likely evolve a set of guidelines that work better for your organization over time.

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UK = The Hub of Social Enterprise

It is clear from Cloudforce London and the many LiveOps customers and partners that we met with that ‘Social CRM’, or social customer service is on the move in the UK. This was showcased in several case studies at the Cloudforce event.

Marty Beard, President and CEO

Marty Beard, President and CEO

Many of our customers in the UK are trailblazers in this area and have smartly leveraged our social-enabled cloud contact center software to deliver high quality customer service, and in the process, distinguished themselves from their peers.  They are mixing ‘traditional channels’, like voice and email, with social channels like Twitter and Facebook, to provide a better 2-way and real-time interaction with their customers.

LiveOps customers Royal Mail, ParcelForce and Wokingham Borough Council have embraced this shifting communication culture through LiveOps Platform.

With LiveOps, Wokingham Council’s contact center now can service the borough’s 160,000 citizens through their preferred communication channels be it email, chat, voice, SMS or Twitter. By acknowledging social government through LiveOps, the council is ahead of the curve and has been able to deploy new services such as the traffic issue reporting service and the “Dog and Bone Text Alert Scheme”. Through the scheme, the council’s contact center can alert dog walkers via SMS when a dog has been reported as missing within the borough.

Through LiveOps Social, Royal Mail has improved public perception of the organization by delivering a deeper level of customer engagement. By responding to customer concerns on public forums such as Twitter in real-time, the postal service has accelerated “first tweet problem resolution”. Ultimately Royal Mail has demonstrated a true commitment to their customers by harnessing cloud-based customer services.

As the show concluded and the sun set over London’s Excel, it became clear that the social enterprise will continue to gain momentum in the UK and beyond. Hats of the trailblazers as they set the scene for the future in customer services!

- Marty Beard, President & CEO

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Cloudforce London, 2012

Ann Sung Ruckstuhl, Senior Vice President and Chief Marketing Officer

Ann Sung Ruckstuhl
Senior Vice President and Chief Marketing Officer

Cloudforce London kicked off today with a bang! Congratulations to George Hu and the Salesforce.com team for putting together yet another excellent event. George’s keynote on social enterprise and the rapidly evolving social customer service environment reflects LiveOps’ vision to a tee. As social customer interactions reach critical mass, NOW is the time for contact centers to embrace multichannel customer service with social at its core.

LiveOps is an established leader in social customer service and we firmly believe that social enterprise is the future. Today’s customers expect to engage in two-way communications with brands on social media such as Twitter and Facebook. Pragmatically speaking, however, we must not lose sight of existing communications channels such as web chat, voice, email or SMS which many customers simply prefer. It would be counterproductive to just focus on one or two channels.

At Cloudforce we’re demonstrating LiveOps Social and LiveOps Voice contact center solutions. Both demos are attracting a lot of visitors. The fact that they are interested in both social and voice is a testament to the importance of multichannel customer services.

- Ann Ruckstuhl, SVP & CMO

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UK Borough Engages with Residents in the Cloud

Sarah Barrow, Head of Customer Services & Administration, Wokingham Borough Council

Sarah Barrow, Head of Customer Services & Administration, Wokingham Borough Council

As head of customer services & administration at Wokingham Borough Council in the UK, I’m responsible for ensuring the 160,000 residents, as well as businesses, of Wokingham Borough are well-connected to the Council. This is not just done via phone or in-person meetings anymore. Communication has modernised with the shifting culture, so we’re finding more of our customers now prefer to use email, mobile devices and social media. So we’ve been mirroring their preferred forms of communication with the cloud-based LiveOps Platform, which I recently spoke about at the IQPC Call Centre Europe conference in London.

Communicating with such a diverse customer base is always a challenge. Modern communication methods dictate much faster response times and with resource pressures from Government, we had to find a solution that improved the organisation and efficiency of our responses. LiveOps gave us the ability to manage all types of customer contact in a holistic way. The LiveOps Platform enables the Council to monitor and respond to residents’ comments and questions in real time via email, SMS, web chat, and social media. Utilising cloud technology in our contact centre facilitates and encourages home and flexible working, saving 50 percent in office space, increasing productivity and decreasing sickness and absenteeism. The way in which we have engaged with our residents using Twitter during a recent major change to their council services has had a very positive impact on public perception.

By working with LiveOps, Wokingham Borough Council has reduced costs and administration, shrunk its environmental foot print, increased the quality of communication with our residents and has been recognized nationally for outstanding customer service communications. By enabling real time interactions with our residents, we are making people’s daily lives better — a powerful and wonderful outcome of moving to the cloud.

Sarah Barrow

Head of Customer Services & Administration
Wokingham Borough Council

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LiveOps at 2012 Call Centre & Customer Services Summit

Ann Sung Ruckstuhl, Senior Vice President and Chief Marketing Officer

Ann Sung Ruckstuhl
Senior Vice President and Chief Marketing Officer

Last week LiveOps met with dozens of industry leaders at the Call Centre & Customer Services Summit in Northamptonshire, UK.  Top managers in customer services, contact centres and business operations took time out to quiz vendors on how they could add business value.

The hotels and leisure, financial services, retail, gambling and consumer goods manufacturing sectors were well represented, as were local government and housing associations.

“Compared to September 2011, the mood of the summit was significantly more upbeat,” reported LiveOps’ European Sales Director, Mark Edgeworth.   “Attendees were putting a lot of emphasis on wanting to build long term relationships with service providers they liked, tackling strategic issues in partnership with them, rather than just plugging a functional gap at the lowest price. It seems companies are ready to invest in customer service again, to help them compete.”

Key drivers for investment included the need to replace legacy systems, contracts falling due for renewal and managers wanting to replace software that was no longer supported. Both Avaya and Mitel are causing considerable frustration for customers facing hefty bills to upgrade to a supported version of their software.  “People are feeling really trapped and quite hopeless. It should be of concern to the whole industry that some installed software providers are so severely limiting clients’ ability to deliver best practice service,” says Mark.

Attendees were frequently feeling stuck on an old voice system that didn’t give them the flexibility they needed to run a modern contact centre.  Or wanted to consolidate a multiple of different systems giving different communication channels, such as email, SMS or web chat, into one system they could easily integrate with their CRM.  Sometimes both.

“This year the summit was all about overhaul, improve and replace,” says Mark.

Attendees understand they can now use technology to improve customer service and automate tasks, while retaining or improving service quality. They want technology that will enable them to simplify the contact centre, whilst opening up new channels and working practices and at the same time lifting service response times and quality.

Managers want to keep the same number of agents in their contact centres, but use technology to enable their current teams to handle increased messages or call volumes, without losing quality.

We were particularly impressed with the passion from Velux Windows, Mothercare and Kenwood for making smart use of technology to improve service delivery for their customers.

There was a real buzz at the Summit about the potential for cloud delivery and it was great to be able to step lots of the attendees through what it could mean for them and their businesses.  Especially for those looking for a staged escape from legacy systems or installed software.

We created a bit of a buzz ourselves too, attending as LiveOps for the first time, rather than Datasquirt who had become regulars at the event.  It was exciting to be able to showcase the fully integrated range of voice, social and mobile capability, and talk about how much LiveOps clients enjoy the freedom of ongoing upgrades and pay-as-you-go flexibility, with the comfort of great aftercare.

Thanks to Forum Events for hosting a format that works for clients and vendors. The team can’t wait for September’s Summit in London!

Ann Ruckstuhl
SVP & CMO

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Is Your Contact Center Keeping Up with the Shifting Social Media Landscape?

Eric Salas, Product Marketing

Eric Salas, Director, Product Marketing

Earlier today, Facebook announced their $1 billion acquisition of Instagram, and last week Pinterest skyrocketed to become the third-largest social network behind Facebook and Twitter. When you consider how quickly the social media landscape can shift, you also have to wonder how companies can keep up with all the new and different ways customers want to interact with their brands–not to mention the sheer volume of interactions that could potentially be generated by them. Are customers going to be “pinning” a photo to initiate a service request any time soon? Perhaps they already are in some cases. But no matter what the latest trend might be, it’s clear that companies have to be better prepared to engage with customers wherever they choose to be.

One of the reasons to choose a cloud-based, multichannel technology platform in your contact center is to ensure that you are better prepared for the ever-shifting social landscape. At LiveOps, we’re seeing more companies utilize our cloud contact center platform to enable their contact centers to engage more effectively with customers in social media, and work more closely with their marketing teams to deliver a better customer experience in social channels. And, by leveraging a social-enabled cloud platform, enterprises can deliver customer service more quickly in new channels. Look for another post in a few weeks from Keith McFarlane, Chief Architect, that will go into more detail about how LiveOps cloud contact center technology can help you meet the challenges of the new social media landscape.

In the meantime, here are a few more “must-reads” from the past week on social customer service:

Pinterest Is Now the Third Most Popular Social Network in the U.S.

socialtimes.com4/6/12

Marketing wants to own ‘Social Engagement?’ Think again.

blogs.gartner.com4/9/12

20 Tips on How to Deliver an Amazing Customer Service Experience

thesocialcustomer.com4/4/12

Not All Fun and Games: One Call Center’s Social Media Today

socialmediatoday.com4/4/12

Clearing Up the Customer Service/Customer Experience Confusion

www.1to1media.com4/6/12


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