Increase Customer Loyalty
And Profitability -- Call Center Technology Explosion BY
WALTER WILOWATYJ
I love this country. You know why? When I call and
order a pizza nowadays, all the delivery guy has to do
is ask me if I want the same thing I ordered last time,
and I say "yes." Thirty minutes later, he's at the door
holding my piping hot large thin crust with everything
on it but onions. It doesn't get much better than that.
I love pizza, but it's no coincidence that customer
service is getting just as easy. Thanks to the
development of call center technology, businesses are
able to track my phone number, my order preference, and
my address without having to ask me for that information
every time. As a regular customer, my life is made
easier because I don't have to waste time doing that
anymore.
End result: I stay loyal to the pizza guy who
knows what I like.
One of the byproducts of this increased convenience,
however, is that I am becoming more demanding in having
my needs met just as rapidly about other matters,
whether I want to order a sweater out of a catalog, or
need to have some troubleshooting done on my computer.
Customer profile tracking isn't necessarily new to the
world, but you now begin to realize the role it plays in
your life. Not only are these management tools -- long
deployed by call centers -- being used to communicate
directly with customers, but also within a company, for
inventory control, contact management, and internal help
desks. And they are being used by knowledge workers
outside the formal call center. After all, just by
taking an incoming business call at your desk, you are
in many respects acting as a customer service
representative in an informal call center. What's more,
workgroups use the applications that blend telephone and
IT operations for collaboration.
Given the current state of the economy, the desire
for quality customer service is something that cannot go
ignored -- and clients tightening their operations on
the demand side are particularly sensitive to having
their needs met. However, this is a great opportunity to
examine your company's QoS strategies and to achieve
market differentiation. Several current developments in
customer relationship management (CRM) software, partner
relationship management (PRM) software, and workforce
education, among others, are not only boosting call
center markets by enhancing capabilities and enhancing
user expectations, but also broadening the scope of
applications for these solutions. As a result, you will
continue to see steady and broader growth in the
deployment of call center solutions to improve CRM.
According to the annual MultiMedia Telecommunications
Market Review and Forecast published by TIA, the
number of call centers is expected to increase at a 13.9
percent average rate through 2003. Look out for the rate
of growth in informal call center applications; they
will grow at a 26.6 percent rate over the next two
years.
Six New Developments Boost Brand Loyalty And
Profitability
Depending on the human and fiscal resources your company
has available, you may have already adapted or are
currently considering the following features to ensure
the most efficient customer service possible:
- Responding to e-mails and phone calls
interchangeably. With the proliferation of new
Web-enabled solutions, your company can have the
ability to respond to inquiries over the Internet or
by phone. This allows your customers to elect their
preferred option for conducting transactions with
you, and it's a foolproof way to strengthen your
presence online and supplement your use of the
traditional phone-based solution. The growth of
e-business has placed added pressure on call centers
to provide features such as collaborative browsing,
Web chat, fast e-mail responses, and call back
technology. While giving your customers all the
options possible, Web-enabled solutions give you the
ability to handle calls beyond the telephone in
either an inbound, outbound, or blended capacity, so
you can keep tabs on your customers at all times.
- Training your workforce. Recently, emphasis
has been placed on training and certification in the
telecom industry, and call center managers are no
exception. Many call centers are using employee
education programs to elevate staff capabilities.
Never before have there been so many tools for
training. Some call center management training
packages are now available online to allow you to
upgrade your workforce. Today, the most successful
companies maintain customer loyalty because they
understand how important it is to invest in skilled
employees -- employees who know their products and
know their customers.
- Routing calls to the most appropriate agents.
As I expressed earlier, nothing pleases me more than
to have my needs addressed the first time I call.
Many companies are successfully using intelligent
call routing now to steer people like me to the
person with the necessary skill sets to address my
problem promptly. Suppose I need my phone company to
add call waiting to my billing plan. When I dial
them up, their system recognizes that I just ordered
new phone service the other week, and my call is
immediately routed to the New Accounts office.
Instead of being transferred several times, the
automation takes me to the right person the first
time. No hassle.
In addition, customers who need to speak with
someone in Spanish may now have their calling number
identified as individuals who need assistance in
their native language. Also, insurance companies can
have their
software direct calls to employees who file claims
or help customers take out policies. Your call
center really can be as sophisticated as your
employees are specialized.
Another development in call routing applications
involves interactive voice response (IVR)
technology. IVR solutions have been around for
years, but companies now can respond with spoken
words and even complete sentences. Anyone with
rotary dials can take advantage of this technology,
too -- not to mention drivers on cell phones. In the
next two years, the Market Review and Forecast
suggests that 30 percent of all IVR applications
will use voice recognition.
- Customizing customer profiles. As we have
identified earlier, a number of solutions can be
used to gather information about customers,
including speech recognition, CRM software, agent
monitoring, computer-based training software, e-mail
management, and workforce management. A recent
survey by Purdue University reveals that CRM
software and e-mail management could be two priority
buys for call centers next year. All of these can be
used in the interest of building a customer's
profile, personalizing their experience and
converting transactions into relationships.
- Providing software that enables your employees
to work from home. A growing number of companies
now give data access to their agents at home with
Web-based software. Individuals working remotely can
use the Internet to access a server located in the
company's main office and download software with all
the call-handling capabilities that the company's
call center normally delivers. The technology can
support Web-enabled services like e-mail, too. This
process allows large companies to achieve economies
of scale across call center networks so that call
volumes can be balanced during peak periods. All the
while it is still possible to supervise calls and
gather statistics of transactions even when your
agents are working from a remote location.
- Improving Operational Efficiencies. Your
company can steer customers to a particular solution
by offering incentives online, like a phone company
offering reduced rates to a customer if he pays his
bills over the computer or an airline that gives
discounted fares and additional mileage points to
Internet customers. Efficient use of your limited
human resources can be simplified by having them
focus on customer service over the Internet.
After All, What's Not A Call Center?
Just as CTI customized responses to callers when that
market exploded in the 1980s, we have moved to a time
where convergence technologies that revolutionized call
centers are used for a far broader range of business
transactions. Individual workgroups now interact with
each other and share customer information internally.
Certainly, it is important to note the sales
potential if you have a medium that does more than
transmit voice. If you can bring together a variety of
contact channels, i.e., telephone, Web, e-mail, fax, and
chat, you increase the range of options customers can
enjoy. Through Web-enabled technology, you have the
ability to exchange e-mail messages with customers,
engage in text-based real-time chat sessions, and even
talk with customers still linked to the Web.
Plus, public networks are moving from a traditional
circuit-switched variety to a more flexible,
packet-based network, which will create greater ease and
efficiency in linking Web sites to call centers. In the
coming years, the versatility of Web-based solutions
will propel the growth of call center operations.
According to the Market Review and Forecast,
Web-enabled call centers will constitute over 40 percent
of the call center market by 2004. Moreover, the
deployment of converged IP and circuit-switched
technologies now enables service providers to host
Web-enabled call centers for growing businesses. In the
early stages of call center technology, only the largest
companies could pay the costs. Consequently, service
providers can now enable smaller businesses to afford
features and functions previously out of reach.
As you can see, new convergence solutions in the call
center are supporting many mechanisms to deliver the
message that you care about your customers. And the
great thing is that, Web-enabled or not, call center
technology is increasing in functionality while its
costs to implement are decreasing. The Market Review
and Forecast reveals that enterprise-centric CTI
station prices alone have fallen by about 35 percent
over the last five years, so greater affordability,
paired with greater productivity, and enhanced customer
service have become compelling motivators for companies
to adopt it. When you develop your retention strategy,
regardless of the methods you choose, remember that a
successful company is one that has made the effort to
know what you like on your pizza.
Walter Wilowatyj is a partner at Wood Walters, LLC
and is the chairman of TIA's eCRM Working Group.
TIA is a
leading trade association serving the communications and
information technology industry, with proven strengths
in market development, trade shows, domestic and
international advocacy, standards development, and
enabling e-business. Through its worldwide activities,
the association facilitates business development
opportunities and a competitive market environment. The
association provides a market-focused forum for its more
than 1,100 member companies that manufacture or supply
the products and services used in global communications.
TIA represents the communications sector of the
Electronic Industries Alliance (EIA).
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