The Top Twelve Customer Management Trends For 2011

As 2010 draws to a close, what are the key trends that customer management process professionals need to pay attention to as you finalize plans for next year?

Here are the top trends that I am tracking. My full report that spotlights our latest research will be published in January.

Trend 1: The Revenue Impact Of Poor Customer Experience Is Recognized
Our models
estimate that the revenue impact from a 10 percentage point improvement in a company's performance, as measured by Forrester’s Customer Experience Index Score (CxPi), could be in excess of a billion dollars. Poor performers are particularly weak in being able to orchestrate multichannel interactions.

Trend 2: Business Process Management Extends To The Front Office
By extending business process management (BPM) to the front office functions, customer service organizations will improve the consistency of service delivered, elevate agent efficiency, personalize service, and meet compliance goals — at a cost that makes sense to the business.

Trend 3: The Business Value Of Social Customer Engagement Becomes More Evident
Winners of Forrester’s annual Groundswell Award
spotlight how organizations are using Social Computing to innovate, such as: community-based marketing research techniques; engaging with customers through social media; energizing brand advocates; empowering communities to support customer self-service; and collaborating with customers during the product ideation and development process.

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The Rise And Fall Of Complexity: Apps

[As promised, here's the first in the series about the tech industry's drive to reduce complexity.]

Remember the magic number? It's the one thing from Psych 101 that you should recall, since it pertains to memory. The brain has an upper limit on the number of chunks of new data it can stuff into working memory at one time. The number is around seven, plus or minus one or two depending on the person and the task. It's the limitation that makes the old game Simon challenging, and that bedevils us when we try to remember a phone number that someone just told us.

The magic number is one way in which the human brain tries to trim down complexity. Another more recent discovery is the brain's fuzzy boundary between literal and metaphorical statements. Attach a candidate's resume to a heavy clipboard instead of a light one, and the interviewer is more likely to treat the candidate seriously, because the resume seems somehow weightier.

Countless other examples exist where the brain takes shortcuts, filters information, and otherwise simplifies the constant, complex stream of perceptions, thoughts, feelings, and actions that would otherwise turn into a "blooming, buzzing confusion." We're not stupid creatures, but the machine that grants us powerful mental capabilities also puts limits on them.

The Death Star Would Be Great If I Could Figure Out What All These Buttons Do

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