Don Peppers - Managing Customer Experience and Relationships

Low-hanging fruit. Quick fixes or opportunities that don't require a lot of time or resources to provide revenue or customer engagement/retention.

Performance metrics/dashboard recommendations. What key pivot points really make a difference versus sometimes too inwardly facing metrics.

Input into standard operating procedures (SOP) document. How you should be interacting, over what channel, and with what messaging and cadence. This ties to communication and precision campaign plans as well.

Road map initiative charters. Next steps for bigger projects.

Post-project planning for continuous improvement. Mapping will be revisited at frequent intervals to ensure that there is progress and to reveal other areas requiring improvement or offering opportunity.

Our goal for this chapter has been to give the reader a grounded perspective of how Learning Relationshipsenable enterprises to develop more personalized and collaborative interactions with individual customers. Our next step is to begin to understand the business sense of building a customer-strategy enterprise. Learning Relationships, after all, result in many pragmatic and financial benefits, not only for the customer but also for the enterprise that engages in them. The objective of increasing the overall value of the customer baseby getting, keeping, and growing one customer, and then another and another, is achieved through these highly interactive relationships.

The enterprise determined to increase the value of the customer base will start with a commitment to increase customer value through better experiences and then move to implement the strategic levels of the Learning Relationship. The tasks needed to make this happen are: identifying their customers individually, ranking them by their value to the company, differentiatingthem by their needs, interacting with each of them, and customizing some aspect of the business for each. From the enterprise's perspective, these tasks are by no means chronological or finite. We will examine each of them more carefully in the next chapters.

1 1 Harvard Business Review, “Know Your Customers' ‘Jobs to Be Done’,” September 2016.

2 2 See Matthew Dixon, Nick Toman, and Rick DeLisi, The Effortless Experience: Conquering the New Battleground for Customer Loyalty (New York: Portfolio, 2013); they described a survey of some 97,000 consumers conducted by their employer, the Corporate Executive Board (CEB).

3 3 Harley Manning and Kerry Bodine, Outside In: The Power of Putting Customers at the Center of Your Business (New Harvest, 2012).

4 4 Harley Manning and Kerry Bodine, Outside In: The Power of Putting Customers at the Center of Your Business (New Harvest, 2012).

5 5 Harley Manning and Kerry Bodine, Outside In: The Power of Putting Customers at the Center of Your Business (New Harvest, 2012).

6 6 Effortless Experience, Kindle loc. 1012-1019.

7 7 Outside In, Kindle loc. 287.

8 8 Outside In, Kindle loc. 288.

9 9 See Don Peppers and Martha Rogers, Ph.D., Extreme Trust: Turning Proactive Honesty and Flawless Execution into Long-Term Profits (New York: Portfolio/Penguin, 2016).

10 10 Full disclosure: One of the textbook's authors (Rogers) serves as the Chairman of the Board, and the other (Peppers) serves on the board of SuiteCX. Valerie Peck formerly served as a Senior Vice President of Peppers & Rogers Group and is also the Founder of East Bay Group Consulting. SuiteCX's competitors include UXPressia, Decooda International, Strativity Group, and MURAL.

11 11 Oracle, “Global Insights on Succeeding in the Customer Experience Era,” February 2013, available at http://www.oracle.com/us/global-cx-study-2240276.pdf, accessed August 17, 2021.

12 12 Martin Hayward, “The Four Futures: The Digital Loyalty Survey,” Aimia, 2013, available at https://www.slideshare.net/atsuki/data-whitepaperfourfuturesdigitalloyaltysurvey-49267939, accessed August 31, 2021.

13 13 Pointillist, “2021 State of Customer Journey Management and CX Measurement,” 3rd edition, p. 7, available for purchase at https://www.pointillist.com/resources/.

14 14 Thanks to Valerie Peck for this case study.

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