2. Who is INI?
Dedicated to Customer Satisfaction
INI has been delivering customer satisfaction
in touch-tone and speech-directed self-service
environments for over 20 years.
Key Verticals
Healthcare
Financial Services
Insurance
Utilities
Government Federal, State, Local
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5. Have You Ever… ?
Explained your reason for calling and then
had to be transferred to “the right” representative?
Let me transfer you
to someone who
can assist you…
www.interactivenw.com
If I get transferred
one more time…
I will scream!
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6. Have You Ever… ?
Then had to give your account information again?
Can I have your
member number?
www.interactivenw.com
Didn’t I already
go through this?
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7. Have You Ever… ?
Waited in queue and been dropped or
had your cell phone battery die while waiting?
When is
my call going to
get answered?!
All of our representatives
are assisting other
customers…
www.interactivenw.com
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8. Have You Ever… ?
Tried to solve your own problem online and then
called in for assistance, only to be insulted with
a confusing menu of self-service options?
If you are not a customer, press 1.
If you are calling to report an outage, press 2.
For cable service, press 3.
For telephone, press 4.
For internet, press 5.
For hardware support, press 6.
For technical support, press 7.
For human resources, press 8
To speak with a representative, press 9.
Huh?
For more information you can go to www…
www.interactivenw.com
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9. Do YOU Ever…
Do any of these things to YOUR customers?
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11. What is Customer Experience?
Customer Experience…
is the sum of all experiences a customer
has with a supplier of goods and/or
services, over the duration of their
relationship with that supplier.
It can also be used to mean
an individual experience over
one transaction.
http://en.wikipedia.org/wiki/Customer_experience
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12. What is Customer Experience?
82% of customers
buy more from
companies who
make it easier to
do business with
them
British Telecom, The Autonomous Customer 2013, 2013
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13. What is Customer Experience?
Customer Experience Management
A revolution is underway in customer service, being
driven by new generations of consumers, new modes of
communication, and consumer adoption of social media.
To address these changes, companies need an end-toend approach to managing their customer experience
that helps them leverage the latest in best practices and
enabling technologies alongside their existing resources.
www.avaya.com
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14. What is Customer Experience?
Resources
Agents
IVR & Self-Service
Personalization
Speech Recognition
CTI - Screen Pop
Unified Communications
Web, iPhone & Mobile
Applications
WFO
Reporting & Analytics
www.interactivenw.com
Channels
Web Site
Mobile Device
Email/Chat/Text
Video
Social Media
Telephone
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15. What is Customer Experience?
Achieving Customer Satisfaction
Short call times
Short IVR menus
Long business hours
No call transfers
US-based agents
Short queue times
First call resolution
Polite and friendly agents
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16. What is Customer Experience?
Achieving Customer Satisfaction
Avaya Study - US Contact Center Decision-Makers Guide 2013
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18. First Call Resolution
Customers want to talk to the right person…
the first time they call
Don’t transfer me… again
I already gave you my account info
I just called and talked to…
I spend a lot of money with you…
Why do I have to talk to an agent
for this?
www.interactivenw.com
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19. First Call Resolution
Personalized Experience
Lookup ANI / Caller ID
Ask for (and keep) unique identifier
Provide floodgate messages
Account type / status
Previous menu / agent selection
Products purchased
Dynamic menu options
Automate “low effort” calls
Provide agent with screen pops
www.interactivenw.com
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20. First Call Resolution
Return on Investment – Screen Pop
Inbound Calls
1,000,000 annual
1,000,000
1,000,000
5 minutes
4.75
4.5
300 seconds
285
270
4,750,000
4,500,000
$60,000
$60,000
$0.54
$0.54
$2,582,813
$2,446,875
0.03
0.03
$142,500
$135,000
$2,725,313
$2,581,875
$143,438
$286,875
19,230.77 weekly
Average Call Duration
5,000,000 Total Minutes
Average Agent Cost
$60,000 annual
$0.54 per minute
$2,718,750 Annual Total
Average Toll Charges
0.03 per minute
$150,000 Annual Total
$2,868,750 Annual Combined Total
ROI:
www.interactivenw.com
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21. First Call Resolution
Return on Investment – Screen Pop
Reduce 5-minute call by 15 Seconds
— Save $143,400
— Reclaim 250,000 minutes (2+ FTE)
— Increased customer satisfaction & retention = Priceless!
www.interactivenw.com
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23. Improve Service Levels
Customers Don’t Like to Wait
I’m available now… Why aren’t you?
I have other things I can be doing right now!
My cellular minutes/battery are expiring
I will call <your competition> instead
This on-hold music is terrible
Another #%$*& commercial???
My arm is getting tired
I’ll call back later… maybe
Quit telling me you know my time is valuable!!
www.interactivenw.com
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24. Improve Service Levels
CallBack Applications
When to offer callback
— Average Hold Time
— Agents Staffed
Types of callback
— AgentFirst or CallerFirst
— Immediate or Scheduled
Mobile and/or Web Integration
Other departmental use
— Help Desk
— Human Resources
— Facilities
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25. Improve Service Levels
Value Proposition
Improve caller satisfaction
Flatten call volume peaks
Create communication efficiencies
Protect revenue
Saves customer’s time & money
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29. Improve Service Levels
Customers Want to Tell You How You Are Doing
That agent did a great / terrible job
I wish I didn’t have to listen to all of those menus
When I was transferred I had to give all of my
information again… I hate that!
It’s not easy doing business with you
Your product could be better if…
I hated waiting for so long
www.interactivenw.com
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30. What is Customer Experience?
The Customer Effort Score (CES)
CES is measured by asking:
“How much effort did you personally
have to put forth to handle your request?”
It is scored on a scale from 1 (very low effort)
to 5 (very high effort).
Harvard Business Review • July–August 2010
Stop Trying to Delight Your Customers
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31. What is Customer Experience?
The Customer Effort Score (CES)
Of the customers who reported low effort,
94% expressed an intention to repurchase
88% said they would increase their spending.
81% of the customers who had a hard time
solving their problems reported an intention
to spread negative word of mouth.
Harvard Business Review • July–August 2010
Stop Trying to Delight Your Customers
www.interactivenw.com
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32. Improve Satisfaction
Post Call Survey
Respond rapidly to changes
in customer sentiment
Measure and enhance the
customer experience
Drive product and service
improvements
Provide data for effective
business decisions
Improve competitive
advantage
www.interactivenw.com
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33. Great Customer Experience!
The Bottom Line is… Follow the Golden Rule
“One should treat others
as one would like others to treat oneself.”
www.interactivenw.com
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35. The INI Customer Experience
Focused on the Customer Experience
Increase agent availability for high-effort requests
Automate high-volume, low-effort requests first
Touch tone vs. speech recognition
Give callers the option to transfer
Display account info to agent
Consistency is critical
Don’t over-engineer
Keep It Simple…
Multi-lingual
www.interactivenw.com
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36. The INI Customer Experience
Focused on Your Experience
Accessible Sales & Management Teams
Avaya Focused
Great Partners
Certified Project Managers
Dedicated QC Staff
24x7 Customer Support Options
Block of Hours for Managed Services
Flexible and Agile
www.interactivenw.com
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37. The INI Customer Experience
Objective
Process
Application
First Call Resolution
Targeted Routing
INI LaunchPort™
Improve Service
Levels
CallBack Management
INI SureConnect™
Improve
Customer Satisfaction
Forms, Surveys &
Order Fulfillment
INI AudioForms™
Increase
Customer Contact
Proactive Outbound
Notification
INI Messenger™
Increase Revenue
Payment Processing
Pay by Phone
High Availability
Load Balancing
INI EQuilibrium™
www.interactivenw.com
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38. The INI Customer Experience
Custom Solutions
Appointment Reminders & Cancellations
Benefits Information & Enrollment
Account Information & Status
Pay-by-Phone
Account Activation
Proactive Notification
And more…
www.interactivenw.com
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41. Conclusion
INI develops innovative IVR, CTI, and self-service
applications for high-volume contact centers. INI has a
deep history in deploying applications on Avaya
platforms—making it a reliable partner capable of
delivering results that promote the success and
profitability of our partners and customers.
INI Contact info:
Kirk Jesser
Channel Sales Manager
(503) 454-1377
jesserk@interactivenw.com
www.interactivenw.com
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