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Avaya intro & updates
1. Avaya Contact Center Overview & Update
Outbound Road Map
Bill Pennabaker
Outbound Sales Leader
Avaya
2. Overview of Avaya Sessions
Gary Barnett
President & General Manager
Contact Center & Collaboration
Bill Pennabaker
Outbound Practice Leader
Tom Hanson
Director of Product Management
Contact Center Solutions
Nitin Shroff
Sr. Product Manager
Proactive Outreach Manager
Joe Suggs
Market Readiness Manager
Global Market Introduction
Juan Pablo Stamati
Video Introduction of Avaya Contact Center
Initiatives
Overview & Update of Avaya Contact Center
Outbound Road Map & Offers
Video Introduction: 360 degree automated
multichannel experience
Proactive Outreach Manager (POM)
PC 5.1 Case Studies
Outbound Contact Express
Automated Customer Experience
Global Portfolio Manager
Avaya Professional Services Customer Offers
AvayaAvaya Professional Services
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2
4. Today’s Consumer
55% have interacted with a company via social media
Uses Social Media regularly
39% used their smartphone to comment on Facebook or
Twitter about service received
1 in 3
say convenience is more important than price
Frequently starts on thelike web-chat offered
web
would
68%
while on company web site
Video usage at home has increased by
55%
17%
Uses be interested to have their
video regularly
would
100%
questions answered by video-chat
say organizations make it easy to switch
between different channels
Uses multiple channelsorganizations to always
want
82%
offer multiple channels
would like to be able to email
the same agent they talk to
58%
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Is empowered
say they get better help from other
94%
consumers than call center agents
4
5. Customer Lifetime Value
Margin on Sales or Product
Contacts per Order
Amount of Purchase
Frequency of purchase
How much wallet share
will we have?
Up-sell / Cross-sell
How much will she spend?
How long will she remain
our customer?
Customer Effort
First Contact Resolution
Net Promoter Score
Referral Rate
Will she influence others?
Will she refer others to us?
How costly will she be to
support?
Frequency of Contact
How costly is she to acquire
as a customer?
Mix of self and assisted service
Campaign Cost
First Contact Resolution
Campaign Effectiveness
Labor Rate
Transfers
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5
6. Our Vision
The Aware Customer Experience
Aware of Relevant Context including
History, Resources and Processes
One Company
Proactive
Personalized
Anticipate,
and Respond
Across Channels &
Over Time
One Customer
Connecting Interactions across
Channels into a Seamless Experience
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6
7. Solution to Get There From Here
A Path for Every Customer
CUSTOMER
CUSTOMER
CENTRICITY
CENTRICITY
MULTI-CHANNEL
ADD
APPLICATIONS
SELFCustomer ExperienceCUSTOMER ROUTING
SERVICE AND INTELLIGENT Framework
PERFORMANCE MANAGEMENT AND ANALYTICS
ACDCENTRIC
AACC
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ELITE / EMC / AIC
3rd PARTY ACD
7
8. Interaction
EXPERIENCE
PERFORMANCE
Today
Voice self service
Next
360° multi-media experience
Completion of transaction
Simplified implementation
On the Horizon
Automated and assisted
service working together as
the ultimate agent
Considerations:
• Where is your company in implementing the “360 degree” multichannel conversation?
• How are web/mobile apps linked to the contact center today? Is this a business model or technology
driven challenge? How can Avaya applications accelerate the integration?
• Answering repeat questions with automation; new questions with agents;
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8
MANAGEMENT
Evolution Path to Experience Management
DESIGN
INTERACTION
9. MANAGEMENT
Experience
INTERACTION
DESIGN
Evolution Path to Experience Management
EXPERIENCE
PERFORMANCE
Today
Predictive routing to
best agent
Next
On the Horizon
Expand into enterprise and
other business processes –
2 way communication
Sophisticated matching
driven by dynamic customer
value and business need
Considerations
• Are Agent, Customer / Prospect and Business Rules your key drivers in routing decisions? How is the
priority evolving?
• What is the Importance of enterprise level vs. LOB decision making in routing? Are the challenges in
evolving to enterprise level routing technology or culture driven?
• How are segmentation based routing strategies influencing business results? What do you need from
Avaya to advance their use?
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9
10. EXPERIENCE
PERFORMANCE
Today
Statistical reporting:
Abandon rates
Service indicators
Next
On the Horizon
Speech analytics
100% Listening
Simple “Google like” query
Contact Flow analytics
Harness big data
Multiple sources
Performance, power, accuracy
Considerations
• What steps are you taking to move beyond “what” is happening to “why”, e.g. Analytics?
• Where does “big data” apply to your information management strategy? What do you need from Avaya
to support integration into relevant business data beyond the CC?
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10
MANAGEMENT
Performance
DESIGN
Evolution Path to Experience Management
INTERACTION
11. Evolution to Aware Customer Experience
Customer Sees
One Company
Today
Organization Sees
One Customer
Connecting All Interactions as a Seamless Experience
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11
12. Best Practice:
Evolution to Experience Management from Elite – Interaction / Experience
GROW to Differentiate
Customer Experience
PROTECT and ENHANCE
Existing Investments
Scale and
simplify?
Experience
Portal
Segmentation
Routing?
Intelligent
Customer
Routing &
Advocate
360° Customer
Experience?
Proactive
Outreach and
Multi-channel
Today
Next
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Unified
Desktop
Multi-channel
Context
Driven
Enterprise
Work
Assignment
Multi-source
Experience Management
Avaya Elite
Customers
Automate and
unify?
Virtualized
Environment
On the Horizon
12
13. Best Practice:
Evolution to Experience Management from CMS – Performance
PROTECT and ENHANCE
Existing Investments
GROW to Differentiate
Customer Experience
Avaya Aura Performance Center
Upgrade CC Elite and
CMS
Elite 6.2 +
and
CMS17 +
Avaya Elite
CMS Customers
Report across
Multi-Channels (with
EMC only)?
Analyze Voice
of the Customer?
Avaya’s
Speech
Analytics
Obtain Cradle to Grave
Insight?
Unified, end to end,
multi-source, multichannel business
intelligence
AAPC7.0
w/ Contact
Flow
Analytics
Today
Next
On the Horizon
• AAPC does not replace CMS
• AAPC is optional for CMS customers
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or Avaya policy.
13
13
14. Best Practices:
Evolution to Experience Management from AACC - Interaction & Performance
GROW to Differentiate
Customer Experience
PROTECT and ENHANCE
Existing Investments
Experience
Portal
Automate and
unify?
360° Customer
Experience?
Proactive
Outreach and
Multi-channel
Analyze Voice
of the Customer
Avaya’s Speech
Analytics
Today
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Next
Unified
Desktop
Multi-channel
Context Driven
Enterprise Work
Assignment
Unified, end to
end, multisource, multichannel
business
intelligence
Experience Management
AACC
Customers
Virtualized
Environment
Avaya Aura Performance Center
(future releases)
Scale and
simplify?
On the Horizon
14
AAPC does not replace AACC integrated reporting
15. Introducing…
After months of collaboration between:
• Avaya Contact Center & Unified Communications Experts
• Industry analysts & experts
• Business Partners
• Customers
The Avaya Customer Experience Management Guide
A comprehensive guide with over 40 articles including:
• Industry & trends analysis
• Use case scenarios
• Customer case studies & testimonials
Includes:
• Inbound, outbound, multichannel & social media
• Collections, sales, customer service & Proactive Contact
• On premise, CCAAS, and mobile
https://avaya.box.com/s/2cg55ffah7sya46j5x60
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15
22. Sample of Articles in The Avaya Customer
Experience Guide
What is Customer Lifetime Value (CLV) ?
Solving The Challenge of Collecting Payments
Benchmarking Your Contact Center
Why Multichannel Customer Service is important
Bringing Social Media Interactions into the Contact Center
Maintaining Excellence in Self Service
How Social Media & Mobile Technology impact the Customer
Experience
Self Service Patient Care? (Really!)
What Customers Hate About Contact Centers
Case Study: Malaysia Airlines, Palm Coast Data, Hoepers (Brazil)
Are Your Agents Following Your Scripts?
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How Will You your signed agreement or Avaya policy.
22
23. Applications to Enable the Customer Journey
CC Mobile
Automated
Web Chat
Disconnect
Leaving
Renew
Select
Retain &
Winback
Place an
Order
Maintain
Chasing
Order
Own
Buy
Breakdown
Damage
Troubleshoot
Upgrade
Receipt and
Setup
Mobile/Web
Research
Research
Interesting!
Find Out More!
Use
Receive
Learning to
Use Product
Social Media
Promote
Promotion
Offer
Purchase
Feel & Compare
Products
Proactive
Outreach
Proactive
Outreach
Video
Advanced Wait Security &
Biometrics
Treatment
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Making a
Payment
Onboard
Enterprise Automated Chat
Call Routing Email, Speech
Callback
Assist
23
24. Voice the Predominant Channel
Percent of Respondents
2010
2012
80%
60%
40%
20%
0%
Voice
(agent)
Fax
Voice
Email
(self)
Web
SMS
Chat
Video
Social
Media
IM
Source: Webtorials Editorial/Analyst Division
Considerations:
• Which channel is next? Email, Web, Video, SMS, Text?
• When does channel escalation – web to voice, web to video, become real in your business? Are there
best practices that you can share?
• What are the agent implications of expanding channels and how are you dealing with them? What can
Avaya do to support you?
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24
25. Avaya’s Outbound Offers
Proactive Contact
Avaya’s premier
dedicated outbound
dialer
PG230 “Hard
Dialer”
CTI “Soft
Dialer”
15th generation
application
3 Types of Blending
Ability to deliver 1
way OB
notifications, with
opt-out
Stand Alone
Proactive
Outreach
Integration between
Proactive Contact &
Voice Portal (Dialer &
IVR)
Two Best in Class
solutions Provides
“Proactive Outbound
Self Service”
Dialer places call,
passes live connect
to IVR
Live agent &
Outbound Contact
Express
A turnkey, bundled
solution for midmarket (<250 agents)
Uses IP Office
Switch (no PG230)
Includes:
Proactive
Contact 5.1
Web based
agent
Scripting
Automated
Notifications, plus
conditional branch
scripting
Recording
Integrated
Bundled
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Proactive Outreach
Manager (POM)
Avaya’s Next
Generation Outbound
Proactive Contact &
Voice Portal on a
common server
Live agent & multi-
channel from a
single platform
POM 2.5 (Automated
Notifications)
available today
POM 3 (live agent) in
December
Analytics
Unified
25
26. Global Requirements Integration Program (GRIP)
The Account team submits enhancement request to GRIP portal
Complete List
of customers
affected
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Clear & Complete
description of
problem customer
needs solved
26
26
26
27. Proactive Contact 5.0 Feature List Summary
Telephony
Blend
PG230 IP Card
Agent Blend Support for AACC
Enhanced Cell Phone Detection
Simultaneous Agent and Call Blending
Productivity
Administrative
Automatic Record Selection for Job Linking
Enhanced SNMP Support
Real-Time Record Selection Support
Strengthened Password Support
Unit Work List Compatibility with Infinite Lists
Simultaneous Campaign Alert
Multi-Unit Select for Unit Work List Jobs
Enhanced Oracle Database Documentation
Virtual Job “Opt-Out” - FTC Compliance -
SMTP Support
Internet Monitor Enhancements
Logical Code Isolation
Real-time Scheduling Execution
Upgrade Simplification
Extend Agent Joblist Functionality
Miscellaneous Improvements (see detail)
Automatic Recalls for Completed Jobs
Automated Agent Monitoring Transition
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Hardware and Software
Click file
below for
detail
Miscellaneous Improvements (see detail)
27
28. Proactive Contact 5.1 Feature List Summary
Multi-Tenancy
Enhanced IQ Reporting Events
10 Dialers per Pod
Out of Area Code Cell Phone Time
Support Longer Calling
Zone Handling
List Names (G1350)
Simplified Supervisor Install
Oracle 11g
Automated Release Agent to Ready
for Answer Machines (GRIP 6004)
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28
29. GRIPS Being Considered* for Next Release of PC
•
•
•
•
•
•
•
•
•
•
•
•
•
SIP Support (via gateway)
Dual NIC Support
Windows 8
change VIRT_PORT_TIMEOUT:60 to be
VIRT_PORT_TIMEOUT:10
Managed Recall
Output IMON raw data
NPA/NXX updates to Dialer
AUTORELEASE enhancement for NO
ANSWER calls
Configurable password lockout attempts
change the master.cfg parameter of
MAXSCRIPTLINES to 6000
Disabling Agent API log and Agent Error
log as default
Pass ANI for opt out calls to VDN
PAB Greeting on return to outbound
•
•
•
•
•
•
•
•
•
Virtualized Server (vmware)
CIFS RPM Support for file
sharing
Add hang-up call events to API
Support CTI Dialer on System
Platform
Eliminate error message for
screen change
Fix Call Termination Term for IQ
Contact Details Report
Serviceability: Add option to
append to API.trans instead of
overwrite
Removing Users in Hierarchy
Manager
Enhanced Voice and Answer
Machine Detection, by job
* NOTE: GRIPS are currently in evaluation phase. None
have yet been approved for inclusion in the next release
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29
30. Avaya Outbound Suite – Release Map
CY10
CY11
CY12
POM 2.0
CY13
POM 2.5
POM 3.0
CY14
POM X.X
POM X.X
Next Gen
PC 5.0
PC 5.1
PC X.X
Legacy
OCE 1.0
OCE 1.x
Mid-market
POM: Proactive Outreach Manager
PC: Proactive Contact
OCE: Outbound Contact Express
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30
31. FCC Telemarketing Rules (TCPA)
Thou shall not harass
Thy consumer!
On February 15, 2012, the FCC adopted
rules to strengthen consumer protections
against unwanted telemarketing “Robocalls”
to wire-line and wireless phones
The latest of the regulations
became effective in January
2013, and the last will be
effective on Oct. 16th 2013.
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31
32. FCC Information
The FCC Definition of “Robocalls” is listed below, and can be found
directly at the following link: http://www.fcc.gov/guides/robocalls
“…..unsolicited prerecorded telemarketing calls to landline home
telephones, and all autodialed or prerecorded calls to wireless
numbers, emergency numbers, and patient rooms at health care
facilities. These calls are known as “Robocalls.”
For further information directly from the FCC,
contact Karen Johnson at 202-418-7706 or
karen.johnson@fcc.gov, or visit the web site
at www.fcc.gov. Press contact: Janice Wise
(202-418-8165; janice.wise@fcc.gov).
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32
32
33. FCC REGULATIONS
1. Requires telemarketers to obtain prior express written
consent from them, including by electronic means such
as a website form, before placing a robocall to a
consumer;
2. Eliminates the “established business relationship”
exemption to the requirement that telemarketing
robocalls to residential wire line phones occur only with
prior express consent from the consumer;
3. Requires telemarketers to provide an automated,
interactive “opt-out” mechanism during each robocall so
that consumers can immediately tell the telemarketer to
stop calling; and,
4. Strictly limits the number of abandoned or “dead air”
calls that telemarketers can make within each calling
campaign.
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33
34. Avaya’s Response
FCC REGULATIONS
1. Requires telemarketers to
obtain prior express written
consent from them, including by
electronic means such as a
website form, before placing a
robocall to a consumer;
2. Eliminates the “established
business relationship” exemption
to the requirement that
telemarketing robocalls to
residential wire line phones occur
only with prior express consent
from the consumer;
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Avaya Response
The first and second rule changes
are directly related to business
practices that must be implemented
by the telemarketing organization,
and do not relate to the technical
capabilities of “RoboCall”
equipment.
34
35. Avaya’s Response
FCC REGULATIONS
FCC REGULATIONS
Avaya Response
3. Requires telemarketers to
provide an automated, interactive
“opt-out” mechanism during each
robocall so that consumers can
immediately tell the telemarketer
to stop calling;
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Avaya has made the appropriate
changes to supported versions of
Proactive Contact so that our
customers can meet the third rule
change. These changes provide the
called party the ability to
automatically (without ever
speaking with a live agent) opt-out
to the company’s DNC list when
they receive any automated
telemarketing message
35
36. Avaya’s Response
FCC REGULATIONS
FCC REGULATIONS
4. Strictly limits the number of
abandoned or “dead air” calls
that telemarketers can make
within each calling campaign.
Avaya Response
Using Proactive Contact’s patented
Cruise Control algorithm,
customers can choose a specific
abandon rate percentage, i.e. 3%,
and the system will automatically
manage to that setting.
Service Level Objective
Effects of Cruise Control
110
100
Desired Service
Level
90
Manual
Adjustments
80
70
Avaya Cruise
Control
60
50
8AM
9AM 10AM 11AM 12PM 1PM
2PM
3PM
4PM
5PM
Time of Day
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36
37. Effective in October 2013
Effective October 16, 2013, the FCC’s amended TCPA regulations
prohibit the use of an ATDS to make telemarketing or advertising
calls to cell phones without the call recipient’s “prior express
unambiguous written consent.” The consumer’s provision of
his/her telephone number will no longer constitute sufficient consent
for a business to use an ATDS to call his/her cell phone for
solicitation purposes.
An ATDS, Automatic Telephone Dialing System, is “equipment which
has the capacity:
(A) to store or produce telephone numbers to be called, using a
random or sequential number generator; and
(B) “to dial such numbers.”
This regulation is subject to interpretation by businesses and their legal
departments. If a company should determine that cell phone numbers may not
be called using predictive dialing, Avaya Proactive Contact can be customized in
configurations that limit or prohibit either predictive dialing only, or all automated
dialing functions. These include Preview (Managed) Dialing and TEST mode.
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37
38. Summary
Avaya continues to invest R& D dollars in multiple
outbound applications
This is being done with the objective of helping our
customers obtain a holistic, 360 degree view of their
customers, converging onto a single IB/OB platform
The integrated applications platform of the future is
Proactive Outreach Manager (POM)
Help us decide what goes into our next releases
Take advantage of custom offers and custom development
capabilities of Avaya Professional Services
We can consult with you on how Avaya’s outbound
applications can function in today’s regulatory environment
Pick up a copy of the Avaya Customer Experience Management Guide!
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38
Important to highlight the title in this deck - Delivering Tomorrow’s Experience Today. This tag line is based on our ability to deliver:Deliver proven, reliable solutions for today to address current requirementsDeveloping reliable solutions to meet changes in customer requirements and growth in the futureProvenbusiness transformation methodology to help customers get from where they are today to where they want to be in the futureNew StrategyEvolutionary/not disruptive
Proactive Contact BundleRack mountable PG230 switch based system which includes all hardware components. Configurations are geared toward high volume predictive dialing applications and include the Avaya PG230 switch for connecting to outbound lines and provide dedicated digital switchingProactive Contact with PG230Identical to Proactive Contact Bundle but customers can purchase all non-PG230RM hardware Proactive Contact with CTIA "soft-dialer" using the same robust dialing software as the Proactive Contact Bundle. The key difference is the use of Communication Manager infrastructure to dial and perform call classification. Configurations are geared toward lower volume predictive and preview dialing applications
The key findings show:1. Twitter and Facebook are driving social media service– 55% have interacted with a company using socialmedia2. Organisations must support wider channel choicefor consumers– 38% use web chat to communication withorganisations – fastest growing channel– 68% would like web-chat offered whilst on the internet3. Video adoption is increasing fast– Video usage at home has increased by 100% in last3 years– 55% would be interested to have their questionsanswered by video-chat4. The omni-channel failure – organisations struggle tolink channels– Only 17% say organisations make it easy to switchbetween different channels5. Customer demand is becoming more complicated…and the need for Networked experts is increasing– 3 in 4 regularly ask to speak to a manager whenphoning an agent– 58% say they get better help from other consumersthan call centre agents■ Make better use of video in the contact centre.■■ Incorporate social media into the contact centre.■■ Make it simple to use devices to access organisations.■■ Find ways of equipping agents with more information,more expertise or perhaps putting the call through tosomewhere else in the organisation.■■ Make it easy to do business.
Avaya’s unique approach centers on two core principles: Awareness: the Application of All Relevant Context which includes Information, Resources, and Processes, for a Specific Customer, at Any Time Persistent Conversation: Connecting All Interactions with a Customer together as a Seamless Experience.AWARENESSA key enabler of Awareness is Context, which could include information such as: Customer Attributes: for example, Customer Lifetime Value, Open Case/Ticket, Recent Purchase, Propensity to Buy, Propensity to Churn, Retention Offer, Business KPIs, At risk Shopping Cart Contents, Service Contract, Gender, Age Group, Demographic, Communication Device, Income, Last Agent Talked to, Repeat Caller, Customer preferences Resource Attributes (agent, expert, self service, etc): for example, Expertise, Occupancy, Cost, Presence, On-shore, Near-shore, Far-shore, Outsourcing Contract, Quality Scores, Interruptible Work, Business KPIs, Gender, Age Group, First Call Resolution Rate, Shift times, # of current contacts, Multiplicity rules Context Attributes: for example, Time of Day, Day of Week, Exchange Rates, Dow Index, Inventory, Sales Goals, Inflation Rate, Interest Rates, Market Direction, Marketing Campaigns, Customer Sat Scores, Export Targets, Product Announcements, Contact Center Status, Holidays, Crisis ManagementContext could be: Personal (e.g. contact details, last order placed, etc.) and Public (e.g. home town / local information like weather, traffic, etc.), Historical (e.g. account information, yearly spend with the company, etc.) and Real-time (e.g. menu option selected from IVR menu in current transaction, GPS information from smart phone, etc.) Internal to the organisation (e.g. account details in the CRM system) or External (e.g. exchange rates, share price, etc.)Context used during an Interaction could be:Information already stored prior to the interaction. For example, information stored in the CRM and ERP systems like account details, contact details, recent orders, customer value, services purchased, previous contact history, billing information, outstanding balances, etc.Information collected during the course of an interaction. For example, information about the caller, his intent, the treatment that is provided to him, etc. It could be collected by various elements in the interaction path, for instance IVR, Agent Desktop, Recording system, etc. Examples of this data include caller name, caller product, caller segment, propensity to leave, IVR tree path, call reason (as described by an agent), agent evaluation, etc. Information stored following the interaction. For example, information such as contact history, updated personal information, customer satisfaction score, customer feedback, payment information, etc.PERSISTENT CONVERSATION A conversation is any interaction between the customer and organization, regardless of: the media channel used in the interaction whether the interaction was initiated by the organization or the customer whether the interaction was automated or agent assisted A Persistent Conversation is one where all interactions with a customer are connected together for the purpose of trying to: understand the customer and their specific requirements better serve the customer better and continuously improve their experience with the organization A key enabler of Persistent Conversations is Awareness Details on how Persistent Conversations can add value to a customer experience can be highlighted in the following example:A customer has been in contact with an organization multiple times recently regarding a problem they’ve experienced with their billing. If the organization is able to tie together the previous conversations when taking the customer call, they can circumvent a lot of frustration by:Upgrading the relative priority of the call to prevent the customer from unnecessary queuingTrying to route the call to the same agent that dealt with the issue the last time or immediately escalating the conversation to a specialist/ supervisorEnsuring the details of the previous conversations and the actions taken to date are made available to agent so that the customer does not have to cover old ground.Benefits of a Persistent Conversation are:Reduce the overall frustration levels that customers can experience when organizations fail to use information shared with them during previous interactions. Improve proactiveness when dealing with customers by predicting and tailoring services based on previous interactionsImproving agent effectiveness and understanding when dealing with specific customer issues. AWARENESS AND PERSISTENT CONVERSATION TOGETHERAwareness and Persistent Conversation collectively enable the organization to:Predict, Anticipate and Respond to Each Customer’s Individual RequirementsEnsure a Holistic, Personalized , Enduring Customer Experience
You have a great opportunity for your customersElite 6.2 doubled BHCC, and now adding virtualization to support mid-market and cloud. AACC 6.3:Early, Bugs, SimpleWhether they have Elite, AACC or competitive ACD’sAvaya’s CE Framework Strategy creates opportunity to sell new applicationsUltimately both paths lead to Experience ManagementStay tuned as we expand our mid-market offers with more applications and simplified bundlesApplications likeMulti-Channel for the 60% who change channel regularlyNatural language self-service via voice, web or chatGracefully escalating into enterprise wide experience managementNew Performance Management and Analytics ApplicationsSpeech, Call Flow, Self-Service Agent Interaction AnalyticsBringing forward the “SOUL” of our traditional reporting applicationsAgent Desktop integrations into CRM apps and multi-channelsUltimately both paths lead to Experience Management
Today voice self service voice, hope it goes through – one way – inbound or outbound – yet no clear connection with the customer on transaction confirmation or proactive push for ongoing communication.Tomorrow 360 degree experience – Experience portal based self service with integrated Proactive Outbound Management or AACC / EMC plus integrated Proactive Outbound Management – Transaction completion message, Status updates, Next step requests via voice, email, text, or smsHow – integrated inbound/outbound multimedia with Proactive Outbound Management integration with Experience Portal, AACC, EMCEasy to create campaign management applications for our Self Service / Proactive Outbound sales teams via Orchestration DesignerDifference – simplified implementation – software based – POM an application on Experience Portal vs. a separate hardware based dialer applicationFuture/Next – Seamless migration of an customers web / mobile based experience to their contact center agent experienceFaster time to find the information they are looking for via the web with the automated interaction with Conversive automated chat – yet with the innate ability for the automated chat to determine when live agent interaction via chat – or even voice will get the customer the information they need – or the information you wan them to have in a faster timeframeFirst “soft transfer” to our existing multichannel solutions – longer term fully integrated mobile / web and contact center integration leveraging Avaya Automated Chat and the Context Store capability within Experience ManagementDifference – Integrated Use cases:Co-pay Medical, 2) Airline 3) Banking Transaction 4) Retail Online Early adoptors – the outsourcers, e.g. Sutherland Group
Today – most customers using skills based routing – some customers are using business advocate routing on service level agreement, best agent or least occupied agent match – these customer companies taking on the challenge of incorporating business rules context into the decision making process and seeing the benefits.Forward looking companies looking to expand the routing of calls – or other media – in a more integrated way. Pulling in email and web based chat; Expanding to social media; Again this drives business process and organizational change as well as technology leverage – Social Media often managed by marketing, web / mobile based applications managed by other groups within the enterprise ITTherefore adoption of channel integration will differ by both the business need and ability for these groups to see the business value in the contact center as a main focal point for customer interaction and experience managementDifference Avaya approach – making applications – email, social media, web, even video available – yet leveraging the same core routing decision tools to make decisionsUse caseExample: Multi channel email handling – often done by back office workers today – not well integrated to CC experieince – not as measurable - value driven through combining – using spare back office and/or agent time – they are already trained on back office systems – examples from WestJet, Penske as well2) Expanding the set of parameters across the agent, the LOB and the customer that the customer can choose to combine to make decisions on3) Developing high capacity and speed in decision making via the data grid technologies4) Most critical – enabling these new capabilities and decision making technologies to work in conjuction with the way the customer doe business today – so they can be introduced where they will add differentiated business value – and in a way the customer can manage riskDifference – 1 to 1 agent matching, leveraging back office processes adding priority, lifetime value – customer, agent, business need Managing customer lifetime value – not only as a “one and done”, but as it is impacted by the most recent customer experience and/or decision; Focusing on business value improvement, e.g. Net Promoter Score as a key measureAirline, updated every time you fly you have different experiences – satisfaction ratings driven through surveys – they need to be able to differentiate their response to you based on your most recent survey response; Installed BaseElite: Upgrade to 6.2 & Elite Multichannel, AACC: Upgrade to 6.3 add channelsAIC: Upgrade to v7.3, add channelsStart on Experience Mgmt path with ICR - replace Genesys and Cisco ICMGreenfieldElite for voice centric and mid to largeAACC for Multichannel centric & Mid-MktSell ApplicationsAdvanced MultichannelAnalyticsExperience PortalNatural Language
Today Lots of data – and even information is available in the contact center today, e.g. operational reporting via CMS, WFO including Avaya Call recording. Although customers have a lot of information, they are not making optimal use of it.Customers are now looking for ways to leverage these many information sources to provide actionable insight.Example – in talking to a customer recently, their CEO was asking about abandon rates - what he was really asking about is how many customers are leaving the customer service experience – and what he really wanted to know was WHY they were leavingNext– we need to bring data up a level to ensure customers can get to this next level of understanding … “the WHY” things are happening so they can enact the right new processes and/or change existing processes to ensure they can get a better business result. Examples of this better level of understanding can be delivered through two new Avaya offers: Speech and Contact Flow AnalyticsSpeech Analytics: “Search” vs. “Listen“ to 100% of calls – find the 10% that give you the information you are looking for and Listen to 100% of thoseContact Flow Analytics: Visually see the most used and least used paths in the contact center flows – which choices customers are making, where they are leavingContact Flow Analytics: Understanding how contacts / calls flow through the contact center – which paths customers are most likely to take and which ones they don’t; Where they abandon in the call flow; Where they press “0” maybe because they are confused; Understand what choices customers are making and what they don’t like, where you are keeping them, where you are losing them Differentiation in Avaya Speech Analytics – simple query “google like” with drill through, so a business person vs. a technical IT analyst can research directly, e.g. the person that understands the business best is now able to do the queries and gain the actionable business insight.On the Horizon – Continue to improve the speed at which you can get to that information – performance and power accuracy leveraging same data grid technology we will leverage for real time and historical reporting (performance center/data grid).Increaseddata sources you can pull from – add from call reporting to other sources.
Application of All Relevant Information, Resources, and Processes, for a Specific Customer, at Any TimePredict, Anticipate and Respond to Each Customer’s Individual RequirementsEnsure a Holistic, Personalized , Enduring Customer ExperienceMay want to bring up use of both private and public data about customers (i.e. home town information like weather, traffic, sports scores, home value)Abstract Context DataThe Key/Value pair structure allows applications to decide what information to store for each callMultiple Key/Value pairs can be stored for each callInformation can be added or deleted at any timeInteraction ContextContext collected during the course of an interaction. Context includes information about the caller, his intent, the treatment that is provided to him, etc. Interaction Context is collected by various elements in the interaction path, for instance IVR, Agent Desktop, Recording system, etc. Examples of this data include caller name, caller product, caller segment, propensity to leave, IVR tree path, call reason (as described by an agent), agent evaluation, etc. Primarily customers want to have the ability of providing rich interaction handling by keeping an unified context for the duration of the interaction (solving the old I-already-told-you-what-I-want issue)Optionally they also want to be able to use context collected during the interaction for detailed reporting and analysis both in real time and laterIC - Interaction Controller (***THIS IS NOT AIC*** ;-)Any system that has control of the interaction at any given moment. For Workflows 1.0 the standard Interaction Controller will be AAEP/ICR. An Interaction Controller knows when an interaction started, paused waiting for a resource on another Interaction Controller, was cancelled/abandoned and when it was delivered to another Interaction Controller. It also typically collects Interaction Context from the caller as well as consulting legacy systems that might have information about him (such as CRM, Billing, etc.). The typical interaction in the CC Portfolio for Avaya is a voice call. Other interaction types are mail, IM, social network messages, etc.RM - Resource ManagerAny system that has knowledge on resources that can handle an interaction. This status includes characteristics, availability, location, etc. Resource Managers are also Interaction Controllers in the sense that they have the control of the interaction while the caller is interacting with a certain resources. Examples of Resource Managers are CM - Communication Manager and AACC – Avaya Aura Contact Center. Other potential Resource Managers are IM systems, Service Order management systems, etc.On a Workflows Solution environment, the Resource Manager is the master
Tie it back to assisted/automated service journeyCustomer Experience Management (CEM) is the discipline of managing and treating customer relationships as assets, with the goal of moving satisfied customers to loyal customers, and loyal customers to advocates of your brand. In doing so, CEM looks to improve customer lifetime value (CLV) by optimizing each interaction and conversation, creating an engaged customer relationship which drives repeat purchases, retained customers, customer referrals, price premiums and reduced support costs. Organizations invest in improving the customer experience to drive customer lifetime value (CLV)CLV is a function of 4 important elements;Yearly spend Initial cost of acquisitionYearly cost of retentionYearly cost of supportRetention rate/average length of customer relationshipFor the organization focused on improving CLV, it’s about improving the 4 revenue/cost levers above, AND extending the average length of the customer relationship/improving retention. So, how does an organization link what it does every day, every interaction it has with a customer to the 4 CLV levers? Through strategic, operational & technical KPI’s. We have created a CLV framework that links strategic, operational and technical KPI’s together, and illustrates their relationship and impact on the 4 CLV levers, which in turn impact CLV itself. Additionally, we have linked our solutions to each of the operational KPI’s, so that we can help the customer draw a line to how our solution is used daily, and what that means in terms of improving the customer experience, and the indicators that support Revenue & Cost, rolling up to CLV.CEM is about optimizing the interactions, conversations and engagement that occurs throughout the customer journey between and organization and its customers, suppliers and partners, and the cumulative affect optimized interactions have on driving top line growth and bottom-line improvement. Customer service is an enterprise business process that occurs in the “OWN” phase of the customer journey and is delivered in large part by the Contact Center. >2/3 of the customer journey is spent in the “own” cycle of the journey, where a customer has received the product or service, utilize it, maintain it, and renew and ultimately refer. These phases of the journey and the interactions that occur here are absolutely critical in the customer’s overall perception of the brand, and their willingness to repurchase, refer and remain retained. Increasing CLV and the measures that reflect top line growth and bottom line improvement are driven in fact by many operational metrics and measures that are used to measure and manage interactions on a daily basis. The cumulative effect of these interactions and the measures that support them roll up to impact top line growth as illustrated via CLV. Optimizing these daily interactions are a key ingredient in growing CLV. ----------------------Customers have needs and what they do to satisfy those needs is their Journey. Successful organizations recognize this and aim to identify where in this Journey the organization can influence the outcome in their favor. 2/3 of the Customer Journey is spent in the “OWN” phase of the relationship. The “OWN” phase includes all of the needs a customer has after they have acquired the product or service, and now begin the process of receiving it, using it, sustaining it, renewing it and referring it to other potential customers. The “OWN” phase plays a critical role in nurturing customers. The Contact Center plays a critical role in this nurturing process which if successful, ultimately leads to a customer who will remain retained, refer, and repurchase. From a financial perspective, the organizational goal relative to the customer journey is to move customers through the journey as effectively and efficiently as possible. This is measured in different ways. At a high level, organizations invest in CE to improve CLV and customer profitability. What can the organization do today to improve it’s financials, and through this, increase CLV and customer profitability over time? We have created a value framework that allows organizations who play a key role in both the acquisition and own phase of the customer journey to quantify the impact they have on CLV, and link every day operational metrics to top and bottom line financials results. 2 key questions I want to leave you with as we step through this….Where should an organization focus its CE investments, and how do you prioritize them? How do link incremental improvements and operational metrics to CLV?MOVE TO NEXT SLIDE…………….