All posts in Customer Success


Self-Service Vs. Customer Support: Which is the Best Customer Engagement Strategy?

customer engagement strategy

This is a guest post from Brayn Wills, knowledge management manager at ProProfs. He is responsible for creating unique and relevant content on knowledge base tools and keeping track of the latest developments in the realm of knowledge management. In his free time, he is either reading a new book or exploring offbeat destinations.

When customers deal with businesses, they expect a great experience. This means that some kind of customer support needs to be available to them, around the clock.

Of course, providing quality customer support with real human agents managing helpdesks 24/7 is an expensive proposition.

On the other hand, companies need to make it easy for customers to access information to solve common queries – this is a vital factor in the journey towards consistent, high-quality customer satisfaction.

Many organizations are now implementing customer self-service via traditional and online platforms to ensure that neither the business nor the customer suffers.

This helps them to deliver a double whammy of maintaining their overheads while improving their efficiency in customer service, both of which result in improved customer experience.

With the adoption of digital services, self-service is gradually minimizing the burden on live agents too. It is also allowing businesses to successfully meet customer expectations with regards to servicing queries in a more timely and regulated fashion.

However, going overboard with the automation of customer support self-service can be a risky move for businesses. While it may help in curbing expenses, it may take an adverse toll on customer satisfaction and the overall reputation of the business. Therefore, the key is to hit the right balance between man and machine.

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How to Automate User Onboarding with Customer Education

How to automate user onboarding with customer education

This is a guest post from Kyriaki Raouna, a Content Writer at LearnWorlds writing about marketing and elearning. She is an experienced career consultant and a content writer for SaaS.

User onboarding is one of the hottest topics of discussion amongst SaaS companies. You start thinking about it on day zero of your launch and continuously improving onboarding as your business grows.

Welcoming and educating users on the use of your product is a priority for software businesses, and while you scale, you will want to automate the onboarding process.

In fact, the quicker you do so, the better. Customer onboarding is a huge opportunity for every SaaS. Especially if you are working to increase sales and reduce churn rates.

When onboarding is combined with customer education, it becomes the ALPHA and OMEGA of activating users and ending up with loyal customers who are experts in your product and advocate for you.

Indeed, the biggest software companies with a highly valued brands use education as marketing and for user onboarding, but more on this later…

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SaaS Customer Support: The 4 Moments of Truth

This is a guest post from Rhiza Oyos, the inbound marketing manager at Spiralytics.

SaaS Customer Support

Customers relationships are the lifeblood of every SaaS business. However, regardless of their years of operation, there are moments when these relationships can — for better or worse — dramatically change

A customer’s experience is everything. It helps SaaS companies attract customers, retain them, and generate referrals

So, businesses who understand the importance of customer experience end up winning the race and beating the competition. In particular, winning companies are those that understand the human factors and emotions at play in experience, design, and production.

Harley Manning in a 2012 article for Fast Company writes:

“In other words, if you want that next sale, if you want good word of mouth, and if you want to keep your customers, it’s unlikely that anything else you do matters more than delivering a superior experience”

Experience is all about moments.

In designing an exemplary customer experience, businesses should know about the four moments of truth that can help them get ahead.

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CX Design: How to Craft & Deliver Excellent Customer Experiences

cx-design

It’s no secret that attracting, satisfying, and retaining customers is becoming increasingly challenging.

The sheer amount of choice and demand for fast, flawless service demands businesses to formulate and execute effective ways to deliver excellent customer experiences.

Without acknowledging the importance of the customer experience at every touchpoint, companies miss out on great opportunities to develop a strong brand identity; opportunities that cannot afford to be missed in a business environment where first impressions are pivotal.

A slew of recent research studies provides us with the data to support this perceived demand to enhance customer experiences.

McKinsey research found that 70 percent of buying experiences are based on how the customer feels they are being treated—and a large part of that has to do with showing the customer you (as the brand) care about them, and value their business.

It’s also been found that 58% of consumers are willing to spend more on companies that provide excellent customer service throughout the buying process.

To cap it off, the Digital Marketing Trends Report by Econsultancy and Adobe asked companies to indicate the single most exciting opportunity for their organization in the upcoming year – and, yes indeed, customer experience came out on top.

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What is Customer Support? How to Improve Your Support Team (17 Free Processes)

Customer Support

A buggy Netflix account. A defective iPhone. Faulty B2B software.

There’s nothing more frustrating than when products and services encounter issues, or when they simply don’t work at all.

Consumers expect the products and services they buy to perform properly. After all, they’ve handed over their hard-earned money to the vendor in exchange for goods.

Who do consumers turn to for assistance? Customer support.

However, a customer-facing employee can only carry out excellent service if they’re onboarded correctly, fully trained, taught how to interact with customers, and given regular feedback on their performance.

If consumers aren’t impressed with their experience, they can churn immediately and leave negative reviews in their wake. Should the churn rate increase and harmful reviews accumulate, it could be the death knell of an entire business.

At Process Street, we know about – and strongly believe in – effective customer support. In fact, we operate a policy where each new employee must undergo a period of customer support experience, which amounts to a few weeks in total.

That’s why we created these 17 free templates for other teams.

The process templates featured in this free template pack will help strengthen any customer-facing team’s ability to perform successfully. From new employee training checklists to performance reviews, churn reduction checklists to a guide on responding to negative reviews, we’ve got your workflows covered.

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What is Churn Rate? How to Calculate Customer Churn (Definition + Meaning)

churn rateWhen it comes to running a business, particularly a SaaS company, understanding churn is vital.

There’s a lot to cover, so let’s cut straight to the chase.

In this Process Street article, we’ll look at:

  • What is churn?
  • How to calculate churn rate
  • Churn examples: From Facebook to Twitter to HubSpot
  • Why do customers churn?
  • McKinsey’s 4 best practices to increase retention rates 15%
  • 3 practical steps to reduce churn in your business
  • The Harvard churn management algorithm
  • Churn management resources to help you reduce churn
  • Use Process Street to help you tackle churn in your business

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How to Make an Omnichannel Business: 5 Killer Examples

Omnichannel

We’re here for YOU“, the sign in front of me mocked as I waited my 22nd minute in line at the local store. We could all hear the staff chatting in a back room (a team-wide “lunch break”), discussing the weather while the rest of us silently fumed.

It’s horrible when a business doesn’t put their customers first.

That’s the problem that an omnichannel approach is designed to solve.

Following up from Whitney Blankenship‘s post about omnichannel marketing in e-commerce, we here at Process Street decided to tackle the subject as a whole and show what it means to be an omnichannel business in action.

From theme parks to banks, we’ve got a little of everything. Before all that though, there’s something we need to get straight…

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8 Account Management Checklists for Long-Term Customer Success

Retaining valuable customers is a necessity

In one of her hit songs, Adele famously sings the words “Sometimes it lasts in love, but sometimes it hurts instead”.

Minus the sentimental value, this also applies to the world of business. It is a simple reality that customers come and go and sometimes there is nothing you can do about it.

On the other hand, sometimes it lasts. Sometimes you can retain a customer for a long period of time and build a fruitful, trusting relationship that enables both of you to be more successful.

There has been some fascinating research done in recent years to highlight just how important it is to keep your customers happy.

Beyond the well-known Pareto principle that states 80% of a company’s revenue comes from 20% of its customers, Harvard Business School Professor, Sunil Gupta, has provided further evidence to show the importance of retaining customers that provide high levels of profitability.

Furthermore, Bain & Company have found that increasing customer retention rates by 5% increases profits by 25% to 95%, and it is widely agreed upon in the SaaS world that the cost of acquiring a new customer is anywhere from 5-25% more expensive than retaining an existing one.

Needless to say, making a concerted effort to retain your customers is just as, if not more important than acquiring new ones.

Execute account management processes flawlessly

Retaining customers, particularly high-value customers, is nothing short of essential for the growth of SaaS and other subscription-based companies, and to do so requires excellent account management.

That’s why we’ve gone ahead and created this set of checklists; to help you flawlessly execute various processes from conducting a thorough analysis of your competitors to the daunting task of preventing a valuable customer from churning.

Ever found yourself struggling with the sales-to-service handoff process or upselling? We’ve got those covered, too.

In this post, I’m going to provide a brief outline of each checklist and summarize why it’s a good idea to integrate them into your account management processes.

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What is a Customer Support Engineer? And How to Know if You Need One

customer support engineerThere are so many layers to a modern support team.

Some companies will have countless reps working hard each day to champion the customer and empower them to do what they need to do.

On top of that, you might have members of the support team who double up as part of the product design team; looking for niche use cases or areas where customers don’t find the product intuitive.

Support teams may even have specialized roles which look to help customers achieve certain business goals, rather than just guidance with the software.

In this Process Street article, we’re going to look at one of the unsung specialists of the modern age: the customer support engineer.

With the rise of SaaS products particularly, the customer support engineer has become a meeting point for customers, sales, design, and development.

A Jack or Jill of all trades!

We’re going to explore exactly what a customer support engineer is, what they do, and when or why you might need one!

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How to Build a Customer Feedback Analysis Process (with AI!)

The following is a guest post submission from Federico Pascual, co-founder and COO of MonkeyLearn.

Customer feedback doesn’t just come in through your site’s contact form – it’s everywhere.

You only have to search the Twitter handle of any product with more than a few hundred users to see that customers love to offer their opinion – positive and negative. It’s useful to be monitoring this and learning from it, but casually collecting feedback on an ad-hoc basis isn’t enough.

Startups thrive on feedback as their ‘North star’, and are constantly evolving based on what their customers request, break, and complain about. Enterprises also can’t overlook the fact that customers are what make any company tick, and must struggle harder than startups to stay relevant and innovate.

So, if you’re just collecting feedback ‘as and when’ it comes in, you’re missing out on data that’s just as important as page views or engagement. It’s like deciding not to bother setting up Google Analytics on your homepage, or not properly configuring your CRM; in the end, you’re deciding to not benefit from data that will have a transformative effect on your product strategy.

With a dataset of feedback – whether that’s from customer reviews, support tickets, or social media – you can dig into the words your customers are using to describe certain parts of your product and get insights into what they like, and what they don’t like. In this post, I’m going to show you how.

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