In today’s crowded marketplace, brands are finding it more difficult to differentiate themselves from one another. When you have multiple brands in multiple industries offering the same products you do, you need to give customers a reason to choose you over them. Many brands today are working to find that differentiation in customer experience. In fact, experts believe that by 2020, customer experience will be even more important than price or product quality in differentiating one brand from another.
Companies need a digital customer experience strategy to ensure that they build the right experiences to suit their customers’ needs and expectations. It’s important that your strategy supports business objectives, accurately reflects your brand, and aids in prioritizing which customer goals to support and how to support them.
Organizations that aspire to differentiate based on digital customer experience need a clear, cohesive execution strategy. Customer experience professionals have the expertise required to create experiences that deliver value to customers and the business and should take the lead in developing a digital customer experience strategy for their firm. To start:
• Define your business and brand objectives. Your company’s mission and value statements should guide all activities and investments. A customer experience strategy that defines what the role of digital interaction points will be — and will not be — must be built on the foundation of the company’s overall business objectives and brand attributes.
• Identify and seek understanding of your target users. A digital customer experience strategy must define how the company will deliver experiences to its target customers through digital touchpoints. Therefore, a digital customer experience strategy must include a deep qualitative understanding of the audience members’ key goals, how they accomplish those goals, and their expectations of the brand.
• Prioritize and fund critical touchpoints. The world’s largest organizations market and sell to many customer segments, but an experience designed to serve the needs of all segments in the same way will not work. A customer experience strategy prioritizes the most important channels for delivering on customer goals, keeping focus on the activities that provide the highest value to the most valuable customers, the most important business objectives, and the brand.
How Can Digital Experience Management Help Your Business?
The digital experience used to revolve around strategic posts on Instagram, Facebook, and LinkedIn. But today’s companies are dealing with far more digital reach…managing email communication, website landing sites, checkout experiences, inventory, ad placement, and more. And all of it has to work together. Digital Experience Management (DXM) can manage it all.
In short, DXM helps customers “shop” rather than simply “buy.” It makes the entire shopping experience more memorable for them—and helps you know what’s working (or not) at the same time.
According to Dushyant Mohanty, Global Transformation Head – Industry Unit, Industrial Manufacturing, Energy, Banking & Financial Services, at Tata Consultancy Services, that means moving from being product-centric to being customer-centric. When creating a customer experience journey, companies should put themselves in the shoes of their customers to see if they are getting a solution that meets their needs, or if the company’s offerings are outdated.
In a digital transformation, the customer experience needs to be customized and in real time. That means adjusting as needed and using the correct customer persona. Mohanty points out that a digital strategy is more than just updating a few processes. For many companies, it’s a complete overhaul of their approach to service and customer experience. To make a real change, executives need to take a step back and look at things objectively to see if they are reaching customers and achieving their goals. The underlying technology structure has a huge impact on customer experience, as does the data strategy. Start with these as a foundation to customer experience.
In the end, it really comes down to having a growth mindset. Companies that can embrace digital transformation for customer experience are the ones that don’t simply do what’s always been done but instead look for new solutions to meet customers’ needs. Businesses need to always be evaluating their approach to customer experience to stay on top of new trends and technologies. A digital transformation can help companies become more customer-centric to guide their customers through the changing digital world.