hpmc 2014 - optimizing customer value - pega systems
TRANSCRIPT
© 2014, Confidential, Pegasystems Inc.
Optimizing Customer Value and
Experience through Next Best Action:
Customer Stories from the Trenches
Peter van der Putten
Director Decisioning and Marketing Solutions WW
Amsterdam, January 23, 2014
5 5 © 2014, Confidential, Pegasystems Inc.
Build for Change®
Pega software revolutionizes how leading
organizations optimize the customer experience
& automate operations
6 6 © 2014, Confidential, Pegasystems Inc.
360°
Who Why/What When/Where/How Decision Data Process
+ +
360° 360°
Automate Operations
Optimise Customer Experience
1080° 720° High Definition
7 7 © 2014, Confidential, Pegasystems Inc.
On Processes (Muscle) and Decisions (Brain) Unifying Two Strengths
8 8 © 2014, Confidential, Pegasystems Inc.
Next-Best Action -
Marketing
Sales Force Automation
Customer Process
Manager
Pega CRM
9 9 © 2014, Confidential, Pegasystems Inc.
Next-Best-
Action- Marketing
Sales Force Automation
Customer Process
Manager
10 10 © 2014, Confidential, Pegasystems Inc.
Business Objectives
Growth
Retention
Service
Risk
Customer Needs
Contextual
Timely
Consistent
Relevant
1:1
Business Case
Next-Best-Action Optimizing Value And Experience For Each Customer
Channels
11 11 © 2014, Confidential, Pegasystems Inc.
NBA Addresses Marketing Execution Gaps
One-size-fits-all
marketing
Static and
disconnected
channels
Difficult to
adapt and
change
Execution Gaps
Optimize
Strategies with
Next-Best-Action
1
Business Objectives
Growth
Retention
Service
Risk
Customer Needs
Contextual
Timely
Consistent
Relevant
Channels
12 12 © 2014, Confidential, Pegasystems Inc.
1 Next Best Action Knowing when to sell to a customer (and what/how) ….
13 13 © 2014, Confidential, Pegasystems Inc.
Next Best Action … or not to sell but to best negotiate a collections deal ….
1
14 14 © 2014, Confidential, Pegasystems Inc.
IVR ID & V
Thank you for
calling we have
received your
payment for 35
euros today at
10 am
Pass MSISDN Return relevant
message
1 Next Best Action … or not to sell but to best service the customer ….
15 15 © 2014, Confidential, Pegasystems Inc.
Decide on a proactive next-best-action
• Address a collections issue or risk, or
• Address a retention issue or risk, or
• Make a sales recommendation, or
• Thank the customer
Next Best Action Decision Strategy Example
1
16 16 © 2014, Confidential, Pegasystems Inc.
One-size-fits-all
marketing
Static and
disconnected
channels
Difficult to
adapt and
change
Optimize
Strategies with
Next-Best-Action
1
Personalize
Across Channels
2
NBA Addresses Marketing Execution Gaps
Business Objectives
Growth
Retention
Service
Risk
Customer Needs
Contextual
Timely
Consistent
Relevant
Channels
Execution Gaps
17 17 © 2014, Confidential, Pegasystems Inc.
Channels
2 Personalize Experience Across Channels Two way conversations in outbound, inbound & event trigger
18 18 © 2014, Confidential, Pegasystems Inc.
2 Personalize Experience Across Channels Retail Example – Blended Agent-Customer Experience
19 19 © 2014, Confidential, Pegasystems Inc.
Personalize Experience Across Channels Listen and Respond on Mobile Channels
2
20 20 © 2014, Confidential, Pegasystems Inc.
1. Communicate through
preferred or most successful
channels
2. How long to listen and wait
for a response?
4. Listen and react to
responses in real time,
at customer level
5. Close the loop by fulfilling
accepted offers
2
3. We should also listen for
responses on inbound
channels
Personalize Experience Across Channels Orchestrate real time cross channel journeys
21 21 © 2014, Confidential, Pegasystems Inc.
One-size-fits-all
marketing
Static and
disconnected
channels
Difficult to
adapt and
change
Optimize
Strategies with
Next-Best-Action
1
Personalize
Across Channels
2
Monitor,
Control, and
Adapt
3
NBA Addresses Marketing Execution Gaps
Business Objectives
Growth
Retention
Service
Risk
Customer Needs
Contextual
Timely
Consistent
Relevant
Channels
Execution Gaps
22 22 © 2014, Confidential, Pegasystems Inc.
Manage marketing
effectiveness across all
channels, segments, and
products in real time
Measure the return on
NBA Excellence and
Drivers – Test & Learn
Continuously Monitor, Control, and Adapt
Adapt and learn from customer feedback
Automate the Test & Learning with Adaptive Analytics
3
Next-Best-Action
23 23 © 2014, Confidential, Pegasystems Inc.
Optimize Marketing
with Next-Best-Action
Strategies
Personalize in Real-Time,
Across Inbound &
Outbound Channels
1 2 3 Continuously
Monitor, Control, and
Adapt
Unparalleled Marketing Agility
Closed loop marketing that increases operational effectiveness, reduces time-to-value, and drives massive returns.
Next-Best-Action Delivers Marketing Agility
Measure
Learn
Simulate
24 24 © 2014, Confidential, Pegasystems Inc.
EverythingEverywhere From optimizing inbound retention and sales through centralized
decisioning to transitioning the customer base into the new EE brand
25 25 © 2014, Confidential, Pegasystems Inc.
ABN AMRO (Alfam) Business Command and Control to Optimize Loan Sales and Credit Risk