Project Killers: Lions and Tigers and Bears Oh my!

OZYou’ve just discovered yourself surrounded by Witches and Munchkins in Munchkin land and you desperately want to get back to Kansas.  You’ve heard that the Wizard of Oz in Emerald City can help you get back, but how do you find the Wizard?  Just follow the Yellow Brick Road!

Do you see the similarities to your CRM project?   In Munchkin land Dorothy had a clear goal, return to Kansas with the help of the Wizard of Oz.  Your CRM project has a clear goal; help grow your profits by delighting your customers.  The path from Munchkin land to the Wizard is the Yellow Brick Road.  Your path to delighting your customers is your project statement of work.  Just as Dorothy gathered helpers on her journey to Oz, you will assemble a project team to assist you in getting to Deployment.   Finally, just like Dorothy you start off confidently down the road.

If you have watched the 1939 classic movie the Wizard of Oz, you should remember that the Yellow Brick Road was a path filled with risks to the journey – or as the Strawman and Tin Woodman stated – Lions, and Tigers and Bears.  There were also belligerent fruit trees, wicked witches, and deadly poppies along the way.  Dorothy hadn’t planned for any of these risks and would have been stopped ‘dead’ in her tracks if not for the help of her companions and finally the intervention of Glinda the good witch.

Your project path is a lot like the Yellow Brick Road.  yellow brick roadWhat are the lions, and tigers, and bears you will face?  Where are the belligerent fruit trees and deadly poppies?  Who are the ‘bad witches’ and what risks do they introduce?  Every project faces at least one risk to successful completion.  Most of the time, there are myriad risks to successful completion.  If these risks are not identified and/or not mitigated, they become impacts.  Impacts cost the project time, money, and scope.  In the most severe form, they kill the project before any benefit can be realized!

Dorothy ran head long into her risks and impacts, and unless you have a ‘Glinda’ protecting you, we don’t recommend that approach.  Instead create a detailed project plan using a tool such as MS Project that can point out some of the most common risks faced by a CRM project.  Here are the top 10 risks as identified by online-crm.com:

  1. Invalid project assumptions (different expectations among stakeholders)
  2. Project planning omissions. Significant delays incurred not because project planning tasks were underestimated but because project tasks were completely omitted (forgotten)
  3. Data conversion delay. Unanticipated data scrubbing due to poor data quality
  4. Lack of continuity or consistency of business processes among multiple locations (as well as the introduction of sub-optimization by some locations)
  5. Failure to proactively anticipate and mitigate user adoption challenges – fear of change, sub-optimization and/or sacred cows. Closely aligned with failure to recognize the change in cultural due to a CRM implementation
  6. Missing or infrequent active and visible executive sponsorship
  7. Project is perceived by users as optional; CRM software failure is an option
  8. Failure to backfill project team schedules/workloads
  9. Failure to recognize weak (basic PC operation) user skills assessment prior to training
  10. Failure of Risk Management and proactive risk mitigation

Interesting to note that one of the top 10 risks to any CRM project is the lack of proactive risk mitigation!  Your job as a project manager is to identify these above risks (and all others) well in advance of running into them, determine the potential each has for becoming an ‘impact’ to the project, determine whether or not to accept or mitigate the risk, and establish a risk mitigation plan for each risk that you have identified should be mitigated.  Those mitigation plans should have tasks, resources, and due dates that are tracked on your project plan with strict adherence.  Each risk that is not mitigated becomes an ‘impact’, you will have to deal with impacts to the project, but by the time you are dealing with them the project has been delayed, made more costly, reduced in scope, or all 3.  If you don’t have more time or don’t have more money, and Glinda doesn’t come to your rescue, your project has just come to the end of the Yellow Brick Road with the gleaming Emerald City far in the distance.

Jim Lindenfeld, Principal Consultant

Jim Lindenfeld, Principal Consultant

This blog was written by Jim Lindenfeld, who has been actively involved in customer relationship management during his entire professional career.  He is a certified sales and sales management trainer.  He has been involved in the implementation of CRM systems since 1987 and is currently a principal consultant in our CRM practice.

Project Killers: Does X Mark the Spot?

X Marks the SpotProject Killers are waiting to pounce on every project – from inception to transition.  In this series we are looking at the most common assassins and exploring the ways to preserve the health and well-being of your projects.  The most heinous killers are:

 

  1. Dead on Arrival (a.k.a. DOA) – A project without the proper estimations for time and resources somehow is initiated. (The Path to On Time, On Budget and In Scope : http://blog.evergegroup.com/?p=1385)
  2. Death by Documentation (a.k.a. Strangled in Red Tape) – A great deal of time and effort goes into plans, requirement documents, and design documents with no real benefit to the project. (Project Killers: An Ode to Death by Documentation: http://blog.evergegroup.com/?p=1389)
  3. Death by Indecision (a.k.a. Analysis Paralysis in its milder forms) – Key project decisions are delayed or avoided altogether. (Project Killers – PSI – Project Scene Investigation “A Case of Slow Death” http://blog.evergegroup.com/?p=1400)
  4. Death in Unchartered Lands (a.k.a. Scope Creep) – The participants, stakeholders, scope, and methods, are never agreed to formally when the project starts. If you don’t know where you’re going, most any road will take you there – but it may take a lot longer and cost a lot more!
  5. Sudden Unplanned Death (a.k.a. Running into a dead end) – risks are not properly identified and mitigated
  6. Death by Starvation (a.k.a. Bottlenecks) – resources are not properly identified and allocated.

We have already dealt with DOA, Strangulation by Red Tape, and Analysis Paralysis in previous blogs.  This blog deals with Scope Creep, enemy number One and the most hated project killer of all time.

Imagine that you make your living by looking for and recovering treasure.  It shouldn’t take much imagination, because that is exactly what you are doing as a project manager, but let’s carry out the analogy to show the congruence.  First, as a professional you wouldn’t chase a treasure that was known to be too small or too costly to obtain.  Second, you would have a ‘map’, literal or figurative, that has a definitive ‘X’ that marks the spot where the treasure can be found.  Third, you would obtain the permissions and licenses needed to hunt for the treasure.  Fourth you gather your investors to fund the trip.  Fifth, you would assemble your treasure hunting team.  Sixth, you would plan your treasure hunting trip.  Finally, you would hunt for and recover the treasure.

It is easy to see the analogy, an IT project is a lot like a treasure hunt.  You initiate the project to benefit (the treasure) your organization.  You have an estimate and a statement of work (the map).  You license the software.  You identify the business stakeholders and obtain the funding.  You put together the project team.  You write up a plan to obtain your objectives.  Finally, you carry out the project and obtain the desired result.  Or do you??

Do you instead ‘get greedy’?  A new map has been found, lying close to your original treasure is another one.  It is temptingly close by and by extending your trip, and pushing your resources to the limit, that treasure can be had!  X no longer marks the spot.  Your careful plans and preparation are no longer going to assure you of finding the treasure you seek, because you now seek more than you had originally planned to.  You have literally released the ‘bird in your hand’ to seek ‘two in the bush’.

When this happens to your IT project, when you reach out for that nearby benefit, you have exposed the heart of your project to the most deadly and feared project killer, Scope Creep.  Yes, there may be more benefit to be had, and yes, it may be reachable by running the project longer and pushing the team to the limits.  However, you must realize your carefully created plans and preparation are no longer going to assure you of a successful project.  Prior to giving up on your original ‘treasure’ in favor of a new, expanded one, you should think of the professional treasure hunters.  What would they do?

The truly successful, professional treasure hunters stay focused on the prize to the exclusion of all potential distractions, they also draw up a charter and make every member of the team commit to that charter, and finally they set up the reward system for the team members in such a way that they are only rewarded for the treasure they are chartered to find.  Do the same for your projects and you will find that X indeed marks the spot much more often than not!

Jim Lindenfeld, Principal Consultant

Jim Lindenfeld, Principal Consultant

This blog was written by Jim Lindenfeld, who has been actively involved in customer relationship management during his entire professional career.  He is a certified sales and sales management trainer.  He has been involved in the implementation of CRM systems since 1987 and is currently a principal consultant in our CRM practice.

Illustration created and provided by Jonathan Pike, eVerge Group IT Specialist.

 

Keys to CRM System Adoption: Coaching

High rates of user adoption maximize the benefit of a CRM system to every system user in an exponential way as every key process in the business; planning, marketing, selling, servicing, and analyzing, is enriched by the increased information and functionality of the CRM system. Many companies invest millions in software licenses and services to install a CRM application, but don’t invest the time and energy to create a CRM System – Application, Infrastructure, Employee users, Indirect Channel users, and Customers. Each part of the system is critical to the system, with none more critical than the Employee users.

When Employee users eagerly use and contribute to the CRM system, user adoption is high. When Employee users do not use, or incorrectly use the system user adoption rates are low. When adoption rates are high, companies must persist on the system planning and implementation path that they have outlined to maintain and upgrade the system over time. When adoption rates are low, companies must pause and analyze the issues and take immediate corrective action. This is the first in a series of articles that detail what organizations can do to drive user adoption of the installed CRM system. There are 5 key areas to investigate and correct: executive involvement, pay for play, EASE, commitment, and coaching.

Coaching may be the least understood duty that is assigned to any manager in any organization. Coaching is the ability to demonstrate and inculcate a skill as it will be used in the organization. It should not be confused with Training, Motivation, Leadership, or Management of Resources – each of these is an important duty for organization Managers, but they are not “Coaching”. Unfortunately, many organizations and the Managers in that organization DO confuse one or all of these skills for Coaching. This is particularly detrimental to CRM Application user adoption. Throwing money and bodies at the CRM Application and making speeches about the benefits will not increase the skill level of the Employee users. Even application training is only marginally effective. The only proven way to increase the employee skill level successfully on a CRM Application is for the appropriate person, which more than 95% of the time is the direct Manager of the employee, to Coach the employee on the application. Raising the employee skill level, making the employee more comfortable with the application, is a key to user adoption.

In the Carew course on Selling Skills Coaching[1], the Coaching process has 4 distinct steps:

  1. Demonstrate the skill to the employee
  2. Assist the employee in attempting the skill
  3. Allow the employee to practice the skill in a supportive, protected environment
  4. Monitor and give feedback on the employee’s skill level in day to day activities

Demonstrate the skill: This means that each Manager on the Management team must be able to use the CRM application with enough proficiency that they can fully demonstrate it to their direct reports. For example, Sales Managers must be able to do everything in the CRM application that they are expecting their team members to do – e.g. handle leads, manage opportunities, create quotes, submit orders, update contact level information, etc. This level of proficiency is gained by including the Managers early in the requirements gathering phase, the design and development process, the testing phase, and by involving them in intensive application training and train the trainer sessions prior to the release of the application.

Assist the employee in attempting the skill: Each Manager should be at every roll-out/training session for the CRM application when his/her team is involved. The Manager will demonstrate the CRM application in the context of the business model for his/her team. They will assist each employee in completing a real world use case. They will answer business questions and questions about application design and functionality. They will also be able to do this when a new employee is added to the team after the CRM Application roll-out.

Allow the employee to practice the skill: After assisting the employee on the first use case, the Manager allows the employee to practice on similar use cases. The Manager evaluates the progress, provides positive feedback for each correct step, and makes suggestions for improvement when appropriate. Finally, the Manager recognizes and congratulates the employee on having attained a skill level sufficient to begin using it in live business processes.

Monitor and give feedback: The best and only effective way to monitor progress on a CRM Application is for the Manager to use the application! Printed reports and spreadsheets send a very negative message to the employees when used for this purpose. Employees want to feel that they have enriched the organization and improved the business through their actions in the CRM Application, the best way to do this is for the Manager to demonstrate that his/her decisions are being driven by the information in the system. Managers who use the system are much better able to evaluate the performance of their teams on the CRM Application than those who do not.

The creation or re-release of a CRM system involves a great deal more than the installation of a CRM Application. If the CRM Application is not used properly, or not used at all, then the system has a greatly diminished value. Coaching is one of five key drivers to Employee user adoption. Make sure that as you are planning your CRM System you enable Coaching in your organization change management plans.

  1. Involve all Management levels in requirements, design, prototypes, and testing.
  2. Conduct intense training and train the trainer sessions (and include Coaching training if it is not already part of your Management training curriculum) for all managers before general release
  3. Involve the Managers in all direct rollout activities to their teams
  4. Make training environments available to the organization
  5. Ensure that Managers can work in the CRM Application to accomplish the vast majority of the business process cycles they manage.
  6. Ensure that employee onboarding is not considered complete until the Coaching process has progressed to step 4.

The cost of these activities will easily be recovered in the increased benefit of the system to your company, and the Coaching skills you give to your Managers will be used many, many times in other business processes and become part of your Customer Experience driven culture.

[1] http://www.carew.com/selling-skills-coaching.php

Jim Lindenfeld, Principal Consultant

Jim Lindenfeld, Principal Consultant

This blog was written by Jim Lindenfeld, who has been actively involved in customer relationship management during his entire professional career.  He is a certified sales and sales management trainer.  He has been involved in the implementation of CRM systems since 1987 and is currently a principal consultant in our CRM practice.

 

Focus on the Customer: A Sustainable Competitive Advantage

In a previous article about focus on the customer we discussed how putting the customer in the center of your company can help you become a well-organized company. We also explored in another article how focus on the customer can be your guide to empowering your employees to act in a way that retains your customers and protects your interests. What may not have been crystal clear in either article is the crucial reason why focus on the customer is so important.

Ever since the introduction of row agriculture, when man was first able to consistently produce a product (the turnip) in abundance beyond his needs, there has been a ‘marketplace’ – i.e. producers, sellers, and consumers. The size and shape and kind of the marketplaces have changed dramatically over time, but there are two maxims that were true then and are still true today. Maxim One, there will always be someone in the marketplace who will be able to produce a better product than you can, or sell it more cheaply than you can, or promote it more effectively than you can, or do all three! Maxim Two, every market, and the products and services in that market, has a lifecycle curve from inception to obsolescence.   In layman terms, if you are in a market now or trying to enter an emerging market, you are constantly faced with a host of formidable competitors.

Economists will tell you that competition is healthy for the economy because it favors innovation and keeps prices low and service high. What that don’t tell you, and hope you implicitly understand, is that the way this comes about is that each of the companies in, or attempting to enter the marketplace, are trying to develop a competitive advantage over all of the other suppliers in the market.   They are trying to develop a sustainable competitive advantage that will allow them to take advantage of the market lifecycle when it is profitable. You have probably had these same discussions many times.  For example, “If we develop a new technology we will either leapfrog the competition or create a whole new market.” Perhaps you are thinking, “We’ll lower our prices and gain a greater market share that way.” Maybe you believe that developing myriad sales channels and heavy promotion will help you beat back your competitors and dominate the market. The problem lies in marketplace Maxim One.  Technology, Price, and Promotion are not sustainable advantages because there is always someone who will technologically leapfrog you, who will sell it cheaper, or who will outdo your promotion. Eventually, the technology research costs too much, the profit margin becomes too low, the selling and marketing expenses too high and your plan fails.

There is one, and possibly only one, sustainable advantage – focus on the customer. Customers still place a value on a relationship with a company; enough of a value to help you ward off the discounters who don’t nurture that relationship. Satisfied customers tell you what they need, and if you are focused on that, they give you the early optics to emerging and new markets so that your innovations aren’t wasted in leapfrogging in the wrong direction technologically.  Finally, customers who believe they are the focus of your company are loyal; they are 5 times less likely to be persuaded by your competitors’ promotions than are dissatisfied customers.

Focus on the customer is a very small investment compared to the research to develop technically superior products, or the discounting required to be the low price leader, or the sales and marketing expenses of a high powered promoter. It simply takes the right culture, with the right tools, empowered with the right attitude. Put the customer in the center of your Customer Relationship Management system for a sustainable competitive advantage.

Jim Lindenfeld, Principal Consultant

Jim Lindenfeld, Principal Consultant

This blog was written by Jim Lindenfeld, who has been actively involved in customer relationship management during his entire professional career.  He is a certified sales and sales management trainer.  He has been involved in the implementation of CRM systems since 1987 and is currently a principal consultant in our CRM practice.

Customer Experience: Is the Bar Being Raised and Can You Still Jump Over It?

It is a widely held belief that the secret to a satisfied customer is similar to the secret to a satisfying marriage – low expectations!

As with many things in life, a customer’s satisfaction with a product or service is something that can really only be measured against that customer’s own, personal expectations.

The customer will be satisfied with your company’s offering if his or her expectations are met. However, this also implies that as the customer’s expectations go up, satisfying the customer will become more difficult. Evidence strongly suggests that all customer expectations are, as a rule of thumb, rising constantly over time.

Your customers are not measuring their experience with you against your competitors in the current marketplace; instead they are comparing your company to the customer experience delivered by Amazon, JetBlue, Apple, or American Express.

Claes Fornell is the Swedish professor who came to America more than 20 years ago and founded the American Customer Satisfaction Index (ACSI). In his book, The Satisfied Customer, Fornell reports that before field testing the ACSI, his team scoured the literature on customer satisfaction in order to ensure that they captured just the right kind of variables.

According to Fornell,

“Although there was no consensus on how to measure customer satisfaction, three facets showed up over and over. The most common had to do with the confirmation or disconfirmation of prior expectations. Another was the idea of comparing a company’s product to a customer’s ideal version of the product-regardless of whether or not such a product even existed. The third facet was the cumulative level of satisfaction when all interactions, the customer’s total experience over time with the company, were taken into account.”

Simply stated, a customer will become less satisfied even if your product or service remains at the same level of quality because his or her expectations have increased.

It is easy to imagine that, as companies around the world focus more and more on improving the customer experience, streamlining and automating their processes, and providing greatly enhanced online experience that the general level of customer expectations with regard to ALL companies is increasing.

This means you cannot simply maintain your position by continuing to do what you have always done. If your remain static, you customer satisfaction scores – ACSI or NPS – or previously determined internal scales from Ecstatic to Miserable – will decline as customer expectations rise.

No matter what your current position in your marketplace, dominant to new entrant, you simply will not maintain or grow that position without actively working to improve your customer experience, because the rising tide of customer expectations will soon submerge your satisfaction scores.

As the pace of technological change continues to accelerate, and as new customers with elevated expectations enter the marketplace, you must plan to improve your customer experience at an accelerated pace just to maintain your current level of customer satisfaction scores. That type of planning and execution requires a partner with deep experience in customer satisfaction, broad knowledge of current and future trends for customer expectations, and keen awareness of the technologies that are currently and soon to be available to customer experience managers.

Jim Lindenfeld, Principal Consultant
Jim Lindenfeld, Principal Consultant

 

This blog was written by Jim Lindenfeld, who has been actively involved in customer relationship management during his entire professional career.  He is a certified sales and sales management trainer.  He has been involved in the implementation of CRM systems since 1987 and is currently a principal consultant in our CRM practice.

Focus on the Customer by Empowering Your Employees

Before you read this article, please go to the shelf, find your customer service standard operating procedures, dust them off, and check to see how many issues your organization faces daily that aren’t covered by a listed procedure. The truly customer-focused organizations are keenly aware that there are many situations that arise that are not covered by a known procedure and in order to keep the customer satisfied, action that is ‘against policy’ may have to be taken. These organizations engender a Focus on the Customer culture that empowers employees to do just that.

Empowering an employee to advocate for the customer, however, doesn’t necessarily give them the tools to do so. For years companies have been seeking the best way to handle these un-documented service scenarios so that the customer is satisfied and the company interests are also protected. Many people feel that if they tell the Customer Service Rep to treat the customer as fairly as they would want to be treated, then that meets an internal standard for solving the customer’s issue and protecting the corporate interests. However, many others feel that relying on a single employee’s perception of ‘fair’ may not do either of those things. This latter stream of thought has led some companies to insert a management review stage into the process that is counter-productive to an empowered culture.

Don Peppers, a highly respected author and CRM researcher, recently blogged about a new and innovative approach being tried by an Australian company. In their system, the customer service representative formulates an approach to solve the customer’s issue. However, before presenting it to a customer, they present it to a peer in customer service. If two customer service reps agree that the solution is the right one that is the one presented to the customer. In addition, the solution is reviewed later by management to see if it is something that would make sense to include in a standard procedures manual. This approach seems to preserve the culture of empowerment while ensuring that a ‘reviewed’ solution is used. It has the added benefit of increasing the knowledge base for the company.

If you have an innovative idea for creating and maintaining an empowered customer service culture that focuses on the customer, we would like to hear from you as well. Customer Relationship Management is a marriage of culture and technology and the companies that customers like to buy from are the ones where that relationship is nurtured from the boardroom to the warehouse.

Jim Lindenfeld, Principal Consultant

Jim Lindenfeld, Principal Consultant

Jim Lindenfeld has been actively involved in customer relationship management during his entire professional career.  He is a certified sales and sales management trainer.  He has been involved in the implementation of CRM systems since 1987 and is currently a principal consultant in our CRM practice.

Organize your Company by Focusing on Your Customers

In 2015 many have come to believe that Customer Relationship Management (CRM) is all about the technology. Technology is only the enabler. Real CRM is a corporate wide discipline that is enabled by the chosen CRM technology. That technology is capable of capturing all of the information about your transactions with customers (indeed, you can usually capture every interaction from the first moment you meet them as prospects to whatever eventuality occurs), but that typically requires a discipline throughout your company to do just that! That discipline can come by focusing on the customer.

Customers want to work with companies that are well-organized – that is, there are no gaps in their interactions with their customers. During sales interactions, these well-organized companies quickly provide answers that are specific to the customer’s needs and situation. They understand not only the features of the products that they sell, but also the benefits that derive from those features. Finally, they understand which of the benefits best match the objectives of the customer and focus on delivering those in value messages and during service delivery.

During support interactions, the support team can clearly define the support process for the customer, they have documented knowledge of the products and services the customer has purchased, they have access to what the customer is currently evaluating, they know what service level the customer is entitled to have, and they have encyclopedic knowledge on how to resolve an issue or answer a question. In addition, they have support sites specific to the customer for speedy and effective self-support.

Finally, the customer is delighted to learn that the well-organized company understands the social and competitive landscape that the customer faces. The well-organized company is in touch with the thought leaders and decision makers in the organization and the marketplace, they know the competitors and understand the competitive advantage the customer is attempting to create, and they understand the trends and regulatory pressures that are also shaping the customer’s behavior.

There are many companies out there that have processes in place (sales, customer service, and marketing) to gather the information described above. What they lack is the corporate discipline to gather it consistently and to then consistently share the raw data and the customer-focused analysis of the data.

If you are currently evaluating your CRM technology ask yourself some key questions:

  1. Does our system put the right person, in front of the right customer, with the right product and information, at the right time? (Or, as in many systems, are we relying on sales people to figure that out and then record the interaction in a CRM tool?)
  2. Does our system make it easy for my Sales channel to see and evaluate customer issues that required support from either self-service or the Customer Service team? (Or, as in many systems, are we at best only presenting the raw data and expecting the Sales team to spend additional time analyzing it?)
  3. Does our system make it easy for the Customer Service team to understand the Sales activity with the customers that involve samples, demonstrations, and trials?
  4. Does our system proactively push results from marketing and social media campaigns to our Sales and Customer Service teams? (Or, as in many systems, are we expecting those groups to search for, pull, and evaluate the information?)
  5. Finally, is our corporate focus on the customer, treating each customer as a marketplace of one, to ensure that each corporate employee understands the importance of using the system each and every time we interact with a customer so that we have the data and analysis available to demonstrate to all of our customers that we are a well-organized company?

Put the “customer” in the center of your Customer Relationship Management system and you will find that your company will focus on the discipline needed to maximize the return on your investment.

Jim Lindenfeld, Principal Consultant

Jim Lindenfeld, Principal Consultant

Jim Lindenfeld has been actively involved in customer relationship management during his entire professional career.  He is a certified sales and sales management trainer.  He has been involved in the implementation of CRM systems since 1987 and is currently a principal consultant in our CRM practice.

 

 

 

May 2015 Service Cloud in a Nutshell

Oracle Service Cloud: May 2015
The May 2015 release has arrived! It is the second release of the year and has four major new features/enhancements. As usual there is a new tutorial that goes over the release highlights; you may want to review it as I will not go over every new feature: https://cx.rightnow.com/app/answers/detail/a_id/7811
Single Sign-On for Third Party Identity Providers
In this release you no longer need to integrate Agent desktop for Single Sign-on now you can connect to third party identity providers. This allows for seamless connections between applications utilized by your call center agents. If you already own or are thinking about acquiring Oracle Sales cloud this will allow you to use Oracle Identity Management as the IDP as the two applications come with it when bundled. Also available now is Single log-out which will log agent out of the Service cloud , any other service providers that are connected to the IDP and the IDP itself.

sso

Connect REST API
The new REST API is something I have been hearing whispers about for a few years now and recently had the opportunity to see a demo from the Oracle Product Manager who “owns” this new feature. The REST API opens up a whole new realm of integration possibilities. To go hand in hand with the new API Oracle has come out with a new version of the Connect Common Object Model 1.3 which will allow synchronized metadata among PHP API, ROQL and Connect for Web Services. The full developer documentation can be reviewed for anyone interested here: http://documentation.custhelp.com/euf/assets/devdocs/may2015/Connect_REST_API/wwhelp/wwhimpl/js/html/wwhelp.htm#href=connect_rest_api.1.01.html

The launch URI to access the API is:

https://<your_site_interface>/services/rest/connect

Service Collaboration
Service collaboration has been enhanced to allow agents to get assistance from subject matter experts (SME) who are not users of agent desktop. Users such as product experts and analysts, can be brought in to answer questions or contribute to solving an incident.
If you configure collaboration, the External User check box displays on a tab in the Profiles editor. Users with an external profile can collaborate in conversations with agents, but are not charged as named users for licensing compliance purposes. This is a huge score especially for organizations who don’t want to give accounts to occasional or highly specialized users. External users can log in to the collaboration service via a web browser or supported mobile device, but cannot use the Service Console.
I recently did a 3 part fast cast series about modern service and all the features outlined here can help businesses get ahead if they are far enough along on the maturity curve and look at adopting them as part of their roadmap to modern.

Oracle will be doing a product release webinar Thursday May 28th which should provide even more detailed information regarding this release. You can sign up here: http://bit.ly/OSVCexperts

For more information on the May 2015 version including release notes, manuals, webcasts, tutorials and community posts. Please review at the official RightNow documentation overview page.

eVerge Group is an Oracle Platinum Partner with extensive experience. For more information about Oracle Service Cloud and our other business solutions, contact us through our website: cx@evergegroup.com
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About the author: Rhianna Albert (Just Rhianna) Director of CX Solutions @ eVerge Group has an extensive background in customer support systems and processes, is an active member of the CX community and has been implementing and integrating Service Cloud (RightNow) for eight years. Follow me on twitter: just_rhianna

What’s in the Box? Oracle RightNow CX: May 2014 Part 1

There are so many enhancements and features in the May 2014 release of Oracle Service Cloud aka RightNow that this will be part one of a multiple part series. In this post we will focus on two of the major new features updated UI framework and mobile surveys.

Updated UI framework

One of the biggest new features is the new Agent console. It allows Agents and Administrators to customize the layout to their personal preferences and optimize it based on preference. There are eight key features to consider when using the new User Interface (UI).

Change in console configuration: By default a second navigation pane has been added on the right of the content pane, for more flexibility when arranging the different elements.

may1

 

 

 

 

 

 

 

 

 

Movable tool windows: may2

Recent Items, Navigation and the Quick Search tool windows can be arranged in any order, moved to other areas, displayed as a floating window or    removed from the console completely.

 

Customizable tool windows: New buttons near window titles allow custom actions like Close, Minimize, and Customize List.

Ability to undock editors: You can now undock any administration or workspaces editor and display it in a separate window. This provides you with another way to optimize screen layout.

Simplified workgroup functionality: As part of the new UI workgroup functionality may3has been simplified to include sub-tabs. When you have an incident open the contact record now opens on a sub-tab below the incident’s content pane tab.

 

 

 

New application options: You can now choose which tool display on the navigation pane for all navigation buttons. A Reset Tool Windows shortcut has also been added to revert windows to their default locations.

may4

 

 

 

 

 

 

 

 

Expanded auto-complete functionality: When assigning a common object like incidents  from a report, auto-complete works identical to when assigning directly from the incidents editor.

Customizable Search window layouts: This is one of those new features that I have been personally asking and waiting for patiently. I had many requests for this from clients; you can now customize the Search window used in reports and dashboards. You can define positions, sizes, ordering of filters and you can manage whitespace by stacking smaller filters and wrapping date range filters.

may5

 

 

 

 

Mobile surveys

may6At long last surveys can be rendered and optimized in a format that works well on various sized mobile devices. You now have ability to preview surveys in a mobile optimized format right from the ribbon bar or survey tasks section. There are four new reports that comprise a Mobile Trends Dashboard to assist with analyzing things like mobile versus desktop software usage. Other new options include conditional and case sections as well as the ability to switch between desktop and mobile mode on a device.

 

may7

For more information on the May 2014 version including release notes, manuals, webcasts, tutorials and community posts. Please review at the official RightNow documentation overview page.

If you are interested in learning more or have questions feel free to reach out to me at cx@evergegroup.com

eVerge Group is an Oracle Platinum Partner with extensive experience. For more information about Oracle RightNow CX and our other business solutions, contact us through our website: http://www.evergegroup.com/contact.php

About the author: Rhianna Albert (Just Rhianna) has an extensive background in customer support systems and processes, is an active member of the CX community and has been implementing and integrating RightNow solutions for seven years.

Spotlight on Oracle RightNow CX: February 2014 Part 2

Oracle RightNow CX: February 2014 Part 2

As I stated in part one of my spotlight on the February 2014 release of Oracle Service Cloud aka RightNow, this release includes many new major features, enhancement of existing features spanning all areas of the product and new tutorials. I am happy to report that I have just received my new February 2014 demo site and will be taking full advantage of the new bells and whistles. This part will focus on the second half of the new features and will wrap up the two part series. Read Part One if you missed it last week.

Cross-Channel Contact Center

Feedback which is the RightNow module that contains transactional, broadcast and polling surveys has finally been enhanced to allow all users to respond to surveys that have been sent to them even people that require compatibility with accessibility tools. It is worth noting that web accessibility optimization for feedback surveys is listed in the release notes as one of the Major New Features and that adding a question to a new or existing survey will trigger the accessibility enhancements to be automatically applied. In the User Guide for February 2014 reading about new accessibility enhancement will refer you to Oracle’s Accessibility Program for more information. I did a quick review of the page and it included detailed policy information, news, how-to articles as well as quotes about the initiatives like the one below:

“Oracle is committed to creating accessible technologies and products that enhance the overall workplace environment and contribute to the productivity of our employees, our customers, and our customers’ customers.”
—Safra Catz, President, Oracle

 

Analytics Report Delivery Options have been enhanced to include a compressed csv format that will allow an increased amount of data to be sent up to one million rows. This is good if you are trying to run large reports with data that goes back a few years. Prior to this Major Feature you were limited to running reports with a max row count of 10,000. The row count was increased in Excel in 2010 to allow one million rows so if you worked for a company that had adopted office 2010 then you would have to limit the date range on reports generated in RightNow, export many multiples and merge them back together in excel. With the new feature you will save time, decrease the risk of errors and report failures. Although this is a little overdue at this point it is still a welcome enhancement that improves usability, decreases defects and increases capacity. There are some restrictions that I have included below from the user guide:

 

Outlook Integration has been around for quite some time from an Administrative and Agent perspective I think this feature will not make your job easier if you are used to the robustness available in the .Net client. However if you have Executives, Sales representatives or other staff who are on the go a lot or do not need the full .Net client this is an option that is extremely convenient and requires little training once implemented. The difference in February is that RightNow has added support for both Outlook 2010 and 2013 64-bit so now you can have outlook integration on a wider set of versions. The integration allows the user to sync contacts, tasks and email from a button that appears at the top of the Outlook window in the Ribbon bar.

 

Policy Automation (OPA) was released in February 2013 and is used for businesses that have a lot of policies examples of use cases are eligibility for social programs like food stands or finding out if you qualify for a student loan. I previously reviewed OPA when it was introduced if you want to know more you can read about it in my February 2013 review. In order to update a policy business users update a word document and then upload to the Service cloud with a click of a button.

OPA Interview Enhancements include:

  1. New pop-up date control option for calendars
  2. Ability to collect rows of data in a tabular entity collection which is column based

 

 

OPA Agent Desktop Enhancements include:

  1. Ability to run multiple agent interviews at the same time
  2. Allow sub-interviews to allow a natural customer interaction flow
  3. Keep an accurate record of customer experience interaction by automatically saving incident thread.

 

OPA Enhanced Rules Navigation improves productivity for staff modeling and testing policies.

  1. Use word to navigate rule structure
  2. Highlight a section of the document in word or excel to launch the debugger tool and debug the current rule or test case

 

 

 

 

OPA New Sample Project Templates include options for financial services, higher education, media and entertainment. You can enhance existing interviews by features from the new samples and use as a framework for new interviews.

Oracle Service Cloud Integration enhancements will be covered as a separate post.

There is a wealth of information on the different releases available including release notes, manuals, webcasts, tutorials and community posts. Please review at the official RightNow documentation overview page.

If you are interested in learning more or have questions feel free to reach out to me at cx@evergegroup.com

eVerge Group is an Oracle Platinum Partner with extensive experience. For more information about Oracle RightNow CX and our other business solutions, contact us through our website: http://www.evergegroup.com/contact.php

About the author: Rhianna Albert (Just Rhianna) has an extensive background in customer support systems and processes, is an active member of the CX community and has been implementing and integrating RightNow solutions for six years.