Impact of Insight: Data and Analytics in Customer Success
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Transcript of Impact of Insight: Data and Analytics in Customer Success
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1© 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
1. Audio Broadcast window should automatically pop up; Audio will be streamed through your computer speakers
2. If Audio Broadcast window does not appear, go to Communicate menu and select Audio Broadcast
3. If you are unable to hear via your PC speakers, click the Phone button to request dial-in instructions
Joining Audio Broadcast
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2© 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
1. Click on the Q&A arrow to expand the Q&A panel
2. Type your question• Technical Assistance – send to Scott• Content Questions – send to All Panelists
3. Click the Send button
Joining Audio Broadcast
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Impact of Insight: Data & Analytics in Customer Success
Today’s Host: Scott Schell@Schell_ShockedSenior Manager, Global Customer Success Cisco Systems, Inc.
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4© 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
People
Automation
Process Analytics
Customer Success Methodology#successtalk
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5© 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Source: IDC, CMO Customer Experience Predictions for 2014
“80% of customer data will be wasted due to immature enterprise data “value chains” as poor data practices remain one of the biggest hurdles to marketing success”
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Impact of Insight: Data & Analytics in Customer Success
Guest Presenter: Scott Herron@Scott_HerronChief Enablement OfficerGlobal Customer SuccessCisco Systems, Inc
Guest Presenter: Jason HulingCustom Application EngineerGlobal Customer SuccessCisco Systems, Inc
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7© 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
3.5x higher retention rate
20% customer lifetime value growth
ActionInsight
Why is quality data important?#successtalk
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8© 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Initial sale Post-sale
Data collection opportunities
Where is the data?#successtalk
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9© 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Where can you gain actionable insight?
Health Scoring
Journey Mapping
Loyalty
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10© 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Data management categories
Descriptive Analytics Predictive Analytics Prescriptive Analytics
#successtalk
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11© 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Descriptive Analytics
Predictive Analytics
Prescriptive Analytics
Audience Poll
Which type of data do you think will be most difficult to collect and understand?
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12© 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Source: IDC, CMO Customer Experience Predictions for 2014
“By 2017, 15% of B2B companies will use more than 20 data sources to personalize a high-value customer journey.”
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Where do you start?
Big data management is essential to your Customer Success strategy.
Gap Analysis Aggregation
Integration
Enrichment/Cleansing
Ongoing Management
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14© 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
“80% of customer data is wasted”
Source: IDC, CMO Customer Experience Predictions for 2014
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15© 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
MonitorObserve Examine
AssessMeasureAnalyze
CleanseParse
StandardizeCorrect
EnrichEnhance
ReportMatch
ConsolidateShare
Data lifecycle management#successtalk
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16© 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Monitor
Assess
Cleanse
Enrich
Report
Audience Poll
In what area do you think your organization can most improve with their data management lifecycle?
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Identify trends to determine what your customer needs and what you can offer to solve for their outcomes.
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18© 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Where are your opportunities?
Adopt
Welcome
2nd Chance AttachExpand
Renew
Refresh
#successtalk
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19© 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
50% Actionable
Sales or Purchaser
90% Actionable
Cisco is here to help you
Partner
#successtalk
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20© 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Do you want to have ready-to-book quotes at your established pricing and the ability to instantly transact renewals?
Set up a demo with your preferred distributor or visit the Cisco Impact website.http://impact.cisco.com
Find out more about what's available to you#successtalk
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21© 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Data
Insight
Action
Increase
dRevenue
Manage your data for business outcomes#successtalk
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22© 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Find out how to save with strategic, digital investments in your customer success practice.
How to Automate and Digitize Customer EngagementJanuary 19, 2016
Discover how to build a winning team customer success team.
Anatomy of a Customer Success TeamFebruary 2, 2016
Upcoming Sessions
See how to create customer advocates to expand your business opportunities.
Evolving Your Install Base Management StrategyJanuary 5, 2016
#successtalk
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Thank you.
#successtalk