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Ask, Watch and Listen

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The document summarizes key points from Sean Van Tyne's book on improving the customer experience. It discusses asking customers for feedback early and often during the product development process. It describes a case study of how Skinit used iterative design reviews with customers to improve the conversion rate of its photo customization tool by 350%. The document emphasizes observing customers to understand why they do things, as analytics only show what people do. It argues companies should involve customers from the start to discover what is truly meaningful to them.

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Ask, Watch, and Listen The Customer Experience Revolution Sean Van Tyne
THE CUSTOMER EXPERIENCE REVOLUTION How Companies Like Apple, Amazon, and Starbuck Changed Business Forever Available January 2012 Pre-order yours today! www.cxrevolution.com Ask, Watch and Listen Sean Van Tyne 2
The Betty Crocker Cake Mix Story Ask, Watch and Listen Sean Van Tyne 3
Ask, Watch, and Listen •  It is not just risky these days to make assumptions about your customers but it can cost you revenue and, in some cases, entire markets. •  In the new economy of experience, the customer controls the conversation and you need to be a good listener before you speak. Ask, Watch and Listen Sean Van Tyne 4
Do it Early, Do it Often •  Do it Early - or you will spend more time and money in the later stages when it is harder and more time consuming to make course corrections, make the best trade-offs, or do rework. •  Do it Often - and minimize guesswork by involving your customers all along the way. Ask, Watch and Listen Sean Van Tyne 5
Delighting Your Customers is not a Destination •  Market needs change, customers’ goals change and technology changes. •  …and when you get there, what it takes to delight them just got harder or changed •  Constantly monitor and improve Ask, Watch and Listen Sean Van Tyne 6
Follow Your Customers The Quicken Story Ask, Watch and Listen Sean Van Tyne 7
Find the Opportunities To Do Things Better •  Look at what you can ‘take up a notch’ - don’t just look at what you can fix - look for where you can make your experiences exceptional. •  If someone has a “work-around” and it gets them to where they are going faster - if it works for them - get that into your solution because it is probably going to work for everybody. Ask, Watch and Listen Sean Van Tyne 8
The Skinit Story In 2006, Skinit had five employees making personalized adhesive logos and other artwork for consumers to stick onto cell phones, laptops, digital cameras and other electronic gadgets. Today, it has over one hundred workers and recently raised $60 million in venture capital. Ask, Watch and Listen Sean Van Tyne 9
Case Study: Skinit Customizer •  In 2007, the company was preparing to enhance it’s previously successful Photo Uploader, a web-based application that allows consumers to upload their own photos and manipulate designs for their personal electronic devices. •  The objective was to enhance the features of the new solution and provide an intuitive and flexible interface with a rich customer experience that increased conversion. Ask, Watch and Listen Sean Van Tyne 10
Profile Your Customers •  Using profiles, Skinit identified customers who would buy more than one thing at a time and make connections between the various themes that they purchase and recommend things that are meaningful to them. •  Developed profiles at the very beginning of the project based on the demographics and psychographic – lifestyle – information Note: If you do not have the time or budget to purchase data to develop your profiles, you can bring customers in for focus groups and talk directly to them to create profiles. Ask, Watch and Listen Sean Van Tyne 11
Iterative Design Reviews (Do it early and often) •  First, we asked employees at Skinit that hadn't used the photo up-loader. •  Then we brought in friends and family who had never used it before that matched the profile •  We moved from lower fidelity – paper prototypes - to higher fidelity – HTML prototypes. Note: Soliciting employees was easier, faster, and cheaper than finding and bringing in people from outside. Ask, Watch and Listen Sean Van Tyne 12
What We Learned •  We figured out how the content should be laid out very rapidly because paper prototypes are easy to make changes •  Rather than *guessing* what was in the mind of the customer, we reviewed the designs with them to be sure the content was clear - making sure that the information was presented in the context of what the customer is trying to do. Note: For bigger companies it can be a much more rigorous process but for smaller companies or smaller projects, with a modest budget, it can be a more of a “guerilla” approach Ask, Watch and Listen Sean Van Tyne 13
What Else We Learn •  Realizing the content was a progression from nailing down the information architecture to the visual design then the interaction. •  Everybody had to be willing to give up the ego - follow the data and be willing to live with the results. Note: The alternative is to continue to interject your own ideas – guesses - and continue to design experiences that your customers don’t understand or like or want. Ask, Watch and Listen Sean Van Tyne 14
Results By integrating knowledge of the customers goals and design best practice with business objectives, we deliver a solution that exceeded projected revenue estimates. Increased conversion by 350%. Ask, Watch and Listen Sean Van Tyne 15
Testimonial “Increasing the conversion of our Customizer application not only increased revenue it also enabled us to provide a more compelling customer experience which has driven significant interest in new and existing partner programs.” – Paul Buss, CEO of Skinit. Ask, Watch and Listen Sean Van Tyne 16
Analytics tell you the What UX tells you the Why •  Metrics do a great job of telling us what the problem is, but only listening to and observing our customers can tell us why they're having trouble in the first place. •  Analytical data will track people from the offering through various “touch points” and that will tell you what they are doing when they are doing it. •  Observational data lets you know what they are doing when they are not being tracked. Ask, Watch and Listen Sean Van Tyne 17
You are Not Your Customer “The trouble with the world is that the stupid are cocksure and the intelligent are full of doubt." - Bertrand Russell •  What separates good designs from the rest is the number of mistakes (umm… prototypes) that they've made. For Dyson, they did 5127 prototypes over five years! •  There will always be things that we think should be easy that our customer will not and things that we think should be difficult that were actually easy… there are always surprises! Ask, Watch and Listen Sean Van Tyne 18
Parting Thoughts… •  Observe your customer interacting with your experience and see what they are not telling you. •  Include them in the earliest notion of your ideas and have them take this journey with you as you both discover what is meaningful for them. Ask, Watch and Listen Sean Van Tyne 19
Website/Blog: www.SeanVanTyne.com Twitter: http://twitter.com/Sean_Van_Tyne Linkedin: www.linkedin.com/in/seanvantyne Book: www.cxrevolution.com Ask, Watch and Listen Sean Van Tyne 20

More Related Content

Ask, Watch and Listen

  • 1. Ask, Watch, and Listen The Customer Experience Revolution Sean Van Tyne
  • 2. THE CUSTOMER EXPERIENCE REVOLUTION How Companies Like Apple, Amazon, and Starbuck Changed Business Forever Available January 2012 Pre-order yours today! www.cxrevolution.com Ask, Watch and Listen Sean Van Tyne 2
  • 3. The Betty Crocker Cake Mix Story Ask, Watch and Listen Sean Van Tyne 3
  • 4. Ask, Watch, and Listen •  It is not just risky these days to make assumptions about your customers but it can cost you revenue and, in some cases, entire markets. •  In the new economy of experience, the customer controls the conversation and you need to be a good listener before you speak. Ask, Watch and Listen Sean Van Tyne 4
  • 5. Do it Early, Do it Often •  Do it Early - or you will spend more time and money in the later stages when it is harder and more time consuming to make course corrections, make the best trade-offs, or do rework. •  Do it Often - and minimize guesswork by involving your customers all along the way. Ask, Watch and Listen Sean Van Tyne 5
  • 6. Delighting Your Customers is not a Destination •  Market needs change, customers’ goals change and technology changes. •  …and when you get there, what it takes to delight them just got harder or changed •  Constantly monitor and improve Ask, Watch and Listen Sean Van Tyne 6
  • 7. Follow Your Customers The Quicken Story Ask, Watch and Listen Sean Van Tyne 7
  • 8. Find the Opportunities To Do Things Better •  Look at what you can ‘take up a notch’ - don’t just look at what you can fix - look for where you can make your experiences exceptional. •  If someone has a “work-around” and it gets them to where they are going faster - if it works for them - get that into your solution because it is probably going to work for everybody. Ask, Watch and Listen Sean Van Tyne 8
  • 9. The Skinit Story In 2006, Skinit had five employees making personalized adhesive logos and other artwork for consumers to stick onto cell phones, laptops, digital cameras and other electronic gadgets. Today, it has over one hundred workers and recently raised $60 million in venture capital. Ask, Watch and Listen Sean Van Tyne 9
  • 10. Case Study: Skinit Customizer •  In 2007, the company was preparing to enhance it’s previously successful Photo Uploader, a web-based application that allows consumers to upload their own photos and manipulate designs for their personal electronic devices. •  The objective was to enhance the features of the new solution and provide an intuitive and flexible interface with a rich customer experience that increased conversion. Ask, Watch and Listen Sean Van Tyne 10
  • 11. Profile Your Customers •  Using profiles, Skinit identified customers who would buy more than one thing at a time and make connections between the various themes that they purchase and recommend things that are meaningful to them. •  Developed profiles at the very beginning of the project based on the demographics and psychographic – lifestyle – information Note: If you do not have the time or budget to purchase data to develop your profiles, you can bring customers in for focus groups and talk directly to them to create profiles. Ask, Watch and Listen Sean Van Tyne 11
  • 12. Iterative Design Reviews (Do it early and often) •  First, we asked employees at Skinit that hadn't used the photo up-loader. •  Then we brought in friends and family who had never used it before that matched the profile •  We moved from lower fidelity – paper prototypes - to higher fidelity – HTML prototypes. Note: Soliciting employees was easier, faster, and cheaper than finding and bringing in people from outside. Ask, Watch and Listen Sean Van Tyne 12
  • 13. What We Learned •  We figured out how the content should be laid out very rapidly because paper prototypes are easy to make changes •  Rather than *guessing* what was in the mind of the customer, we reviewed the designs with them to be sure the content was clear - making sure that the information was presented in the context of what the customer is trying to do. Note: For bigger companies it can be a much more rigorous process but for smaller companies or smaller projects, with a modest budget, it can be a more of a “guerilla” approach Ask, Watch and Listen Sean Van Tyne 13
  • 14. What Else We Learn •  Realizing the content was a progression from nailing down the information architecture to the visual design then the interaction. •  Everybody had to be willing to give up the ego - follow the data and be willing to live with the results. Note: The alternative is to continue to interject your own ideas – guesses - and continue to design experiences that your customers don’t understand or like or want. Ask, Watch and Listen Sean Van Tyne 14
  • 15. Results By integrating knowledge of the customers goals and design best practice with business objectives, we deliver a solution that exceeded projected revenue estimates. Increased conversion by 350%. Ask, Watch and Listen Sean Van Tyne 15
  • 16. Testimonial “Increasing the conversion of our Customizer application not only increased revenue it also enabled us to provide a more compelling customer experience which has driven significant interest in new and existing partner programs.” – Paul Buss, CEO of Skinit. Ask, Watch and Listen Sean Van Tyne 16
  • 17. Analytics tell you the What UX tells you the Why •  Metrics do a great job of telling us what the problem is, but only listening to and observing our customers can tell us why they're having trouble in the first place. •  Analytical data will track people from the offering through various “touch points” and that will tell you what they are doing when they are doing it. •  Observational data lets you know what they are doing when they are not being tracked. Ask, Watch and Listen Sean Van Tyne 17
  • 18. You are Not Your Customer “The trouble with the world is that the stupid are cocksure and the intelligent are full of doubt." - Bertrand Russell •  What separates good designs from the rest is the number of mistakes (umm… prototypes) that they've made. For Dyson, they did 5127 prototypes over five years! •  There will always be things that we think should be easy that our customer will not and things that we think should be difficult that were actually easy… there are always surprises! Ask, Watch and Listen Sean Van Tyne 18
  • 19. Parting Thoughts… •  Observe your customer interacting with your experience and see what they are not telling you. •  Include them in the earliest notion of your ideas and have them take this journey with you as you both discover what is meaningful for them. Ask, Watch and Listen Sean Van Tyne 19
  • 20. Website/Blog: www.SeanVanTyne.com Twitter: http://twitter.com/Sean_Van_Tyne Linkedin: www.linkedin.com/in/seanvantyne Book: www.cxrevolution.com Ask, Watch and Listen Sean Van Tyne 20