In pursuit of True Relationship Value

Value Exchange

Relationships. How do we measure the value of a relationship?

It’s not an easy question to answer.

Customer Relationships. How do we measure the value of customer relationships?

We have an answer. But I think it’s the wrong one, or at the very least an incomplete one.

If we were all in a room together, many of you likely would have shouted out words like “profitability!”, or “revenue!”. Maybe some of the more advanced thinkers would throw out “CLV!” (Customer Lifetime Value).

The problem with this lies within the root of my first question: “How do we measure the value of a relationship?”

THE MEASUREMENT OF CURRENCIES AND CAPITAL

As companies measure the value of customers, we typically only look at Dollars, or Euros, or Yen, or whatever the local currency is. We limit our evaluation and ranking of our customers to how much capital they have contributed to our organization in the denomination of monetary currency. But aren’t there other forms of capital?

You’ve heard the terms: Relational capital, Social capital, Human capital, etc.

Identifying relational value should include all the components of the value created by that relationship, but today’s CRM systems typically only include monetary measures in identifying how much a customer is worth to the company.

What about those companies or individuals who have created value for the firm by:

(1) Talking positively about them
(2) Referring potential customers
(3) Referring potential employees
(4) Providing recommendations and/or being references
(5) Introducing them to new networks
(6) Adding value in other “hard to measure” ways

There is a whole set of value being generated and given to us by not just our customers, but many members in our relationship ecosystem. The problem is that we are not measuring it. Since we are not measuring it, we don’t know what to do with it, and are likely missing opportunities to create more opportunities of value exchange.

If people are only interested in money, we call them “golddiggers”. Shouldn’t our systems enable and empower richer professional relationships than this?

The changing face of Marketing

As the social web evolves and we collectively turn off our ears to unidirectional ads and messaging, the face of marketing continues to evolve. Prospects continually seek to find and pull valuable information and content without wanting to give up much in exchange. How do marketer’s respond?

The new goal is to provide something of value…something so valuable that folks who have never even heard of you or your brand want to share it with their friends. The content that you provide might be a public webcast, podcast, video, white paper, etc. It might be funny, proprietary and valuable research, or something else that will resonate with your target demographic. The idea is to get something interesting and valuable in front of the eyes of some key buyers and influencers within your demographic.

An interesting thing happened this week. Eloqua, a leader in marketing automation, drip campaigns, marketing analytics, and all the traditional fundamental building blocks of marketing did something different.

They created and shared freely a couple of pieces that most marketers will find value. No opt-in. No forms. No registration.

Not only is their content valuable, especially for those marketers just getting started and trying to wade through the variety of tools and how to incorporate them into their marketing mix. More significantly, a marketing automation company just became another living example of how marketers must evolve in order to gain Attention the first step in the 5 Stages of Customer Acquisition for the Social Business.

AIPEE Pyramid

The Content Grid
This graphic creates a framework for creating and distributing content to align with the demands of the new marketplace. Personally, I have some questions and don’t totally agree with or understand everything in it, but it’s a fantastic piece of reference and valuable as a framework as organizations begin to organize their content strategy.

The content grid

The Social Media Playbook

Click on the image below to download the playbook. It’s built and designed for those new to the Social web, and provides an overview of all the tools out there. It doesn’t speak too much about the strategy of participation, or corporate strategy for actually bringing customers into the corporate ecosystem (critical first steps), but it does provide loads of tactical tidbits and an overview of the many of the leading publicly available tools for use on the social web.

Eloqua Social Media Playbook

Social Media Playbook

Both pieces were done in collaboration with Jess3, the creators who worked in collaboration with Brian Solis to create the now ubiquitous Conversation Prism and the video embedded below – “The State of the Internet”, which contains a dizzying array of facts about today’s internet (or yesterday’s as it is now a few months old, but helpful nonetheless)

Need more examples of valuable content that went viral, or why every company should be creating and providing valuable content? Check out “Three New Roles for your company: Media Mogul”

Have more examples to share? Please post them below.

March Madness: Timeless Business Lessons from the Greatest Coach of All Time

The Final Four tips off tomorrow to determine who will play in the NCAA Men’s National Championship Game.

Every March, 65 basketball teams are given an admission ticket for a chance to play their way into a dream – competing for a National Championship. It’s my favorite time of year. It’s a time where most dreams are never realized, and some dreams are shattered when attainment is just inches from their grasp.

Not unlike the social landscape, the NCAA Tournament (aka March Madness) is a great equalizer. It’s a place where the small guys get to face the giants and see how good they really are. It’s a place where undiscovered stars emerge under a giant spotlight to take center stage and sometimes, just sometimes, this is where magic happens. Schools like Texas Western defeat legends like Adolph Rupp’s Kentucky. Little schools like Northern Iowa conquer untouchable top ranked giants like the University of Kansas.

Fans and observers across the USA simply love the excitement and adrenaline rush of buzzer beaters, agonizing near misses, and the thrill of the “win or go home” environment. Well, at least most fans do…

This March was a little different for me. Number one, I regrettably didn’t get to watch many games. (On a positive note though, as referenced above, I did fare better in my pool than Brent.) Secondly, I suddenly found myself witnessing a different kind of “March Madness” unfold. Use of the word “Social CRM” has absolutely exploded. A relatively small conversation between a few of us a year ago is currently experiencing “hockey stick” interest and discussion.

Social CRM Search Volume

Now this growth and interest is a good thing. I firmly believe that Social CRM has the potential to reshape modern day commerce. If you’re just getting up to speed, check out a great compilation of valuable discussions curated by Prem Kumar.

But, boy have I seen the term misused, misinterpreted, and all of a sudden there is a rush of new definitions, new models, and anything related to social media is now being called Social CRM. Some are arguing that the term shouldn’t even be used, and trying to rename it to align it with their own agenda. Many posts and discussions have become misleading, misguided, and in many cases, myopically focused on the latest social tools with absolutely no real context, strategy, purpose, or value behind them.

STOP THE MADNESS!

Over the course of NCAA basketball history, there is one coach who stands far above the rest.

His all time coaching record was 885-203.
In more than 40 years as a player and a coach, he NEVER WAS ON A LOSING TEAM.
He won 10 National Championships.
He won an unbelievable 38 STRAIGHT NCAA tournament games, leading to 7 STRAIGHT NATIONAL CHAMPIONSHIPS.

His name is John Wooden.

While he applied his principles to coaching young men to play a game, he could have applied them anywhere and had a similar track record. He was (and still is) simply a remarkable leader.

For a stretch of 12 years in a row, Coach Wooden navigated the UCLA Bruins successfully through March Madness, defeating countless adversaries on their way to appearing in a championship game. During the course of his tenor, opposing coaches and players devised new schemes, new defenses, innovative offensive plays, fancy tricks, and spiced the game up with a little “razzle dazzle” for the entertainment the crowd. Wooden never lost his focus.

Ironically, he never focused on winning. He identified 12 key principles, and he pushed his players to give everything they had to try be the best they could be. He believed the results would take care of themselves.

To Wooden, winning was the result of focusing on just three things: Fundamentals, Conditioning, and Teamwork. He was and is, at the vivacious age of 99, a man of profound simplicity. To tie the 3 things to the business world, conditioning equates to simply striving to increase your competence everyday. An oft used term right now for Teamwork is “Collaboration”.

In this fast changing landscape of new toys, schemes, tools, and ideas, we can probably heed some things from Coach Wooden. I urge business leaders and those who are advising them to capitalize and leverage new opportunities brought about by emerging technologies and strategies to not lose sight of the core business fundamentals critical to their success.

For each organization, these core fundamentals will likely be slightly different. But there are many that can and should apply across the board.

What are the core business fundamentals YOU believe organizations should be focusing on today?

Please share them in the comments section. I’ve taken the initial stab with a short list below. I look forward to your additions.

  • Align your entire value delivery chain around customer needs
  • Constantly measure and improve your customer experience
  • Draw talent, customers, and partners to your organization by constantly doing something that others can’t, or won’t
  • Build loyalty (with customers, partners, suppliers, and employees) by exceeding expectations and offering an unbelievable value proposition
  • Execute: Do what you say you are going to do

And, before we go, in this rapidly emerging world where “reputation management” is becoming more and more relevant, here are some valuable parting words from Coach Wooden:

“Be more concerned with your character than your reputation, because your character is what you really are, while your reputation is merely what others think you are.” – John Wooden

Thanks Coach for getting us back on track.

Three New Required Roles for your company: (#2) Social Anthropologist

In the first post of this series, we talked about listening for what people are saying about you, your brand, your market, your products and services, or market needs that your organization has an answer for. I intentionally didn’t dig into all the things you can do with that data – some are passive and some are active. The important part was listening. Turning that data into actionable insight is where the real magic can happen, but that’s a post for a different day. 😉

A couple of weeks ago, well known social superwoman blogger Amber Naslund sent this surprised tweet out:

Amber Naslund Tweet

It is very interesting indeed. But I think I have a good idea of where that hiring company is going.

Today, I’m going to turn our attention to the second required role for your company: The Social Anthropologist.

I don’t know about you, but when I hear that phrase, it immediately brings to mind sleepy images of some British guy talking slowly and methodically on a Sunday afternoon about some displaced nomads in the bush of Botswana.

African Tribe

But that’s not what I am talking about here. I’ve said it once and I’ll say it again. Know your customer.

Today, most companies are doing a good job of profiling their customers based on transactional data.

(1) Who spent the most money with us this year?
(2) Who is forecasted to spend more money with us next year?
(3) What net new opportunities do we have?

We may be breaking this data down by region, SIC Code, etc. We may have history of our marketing campaigns, response rates, phone calls, web form submissions, email interactions, sales person’s notes. We’ve got it all; Mounds and mounds of data about our customers.

With all this data, we may think we know our customers. But we don’t. In fact, we know very little about them.

A more complete customer profile

Harvey Mackay set out decades ago with his Mackay 66 to learn more about his customers. It was a differentiator. This was the next step towards actually knowing our customers. Do something like this, and you’ll be heads and shoulders above most of your competition.

But what if we were to take it even one step further?

What if we were to not just know about our customers, but also about the groups of people that they were part of, who they interact with, how they interact, and why?

Wikipedia defines Social Anthropology the following way:

Social anthropology is the branch of anthropology that studies how contemporary living human beings behave in social groups.

Practitioners of social anthropology investigate… the social organization of a particular people: customs, economic and political organization, law and conflict resolution, patterns of consumption and exchange, kinship and family structure, gender relations, childrearing and socialization, religion, and so on.

Most of our customers don’t live on an island (unless they live in Hawaii, or Australia, or… Suwarrow). No, I’m not talking about that kind of island anyway.

Strive to learn about your customers (and prospects) in the context of their lives.

They (We) all have circles of friendships, professional relationships, patterns, etc. that we live by. We have patterns of decision making, and we all make decisions based on influence of those we know and trust.

Below is an example of the #scrm Accidental Community on Twiangulate compliments of Josh Weinberger

By understanding more about those who influence our customer’s decisions; who they interact with, how they interact, and why they interact, we may discover valuable insights that may help us to meet our customer’s needs better, and if your organization is prepared enough, even co-create solutions with them.

Conversely, we may also begin to understand who our customers influence, and why a successful sale might not only allow us to recognize revenue from that single purchase, but also a chain of purchases based on the influence and recommendation of our customer’s purchase decision.

These insights are not only valuable for each individual prospect or customer, but also in aggregate. By profiling groups or segments of our customer base (or our target market in general), we can potentially gain key insights into who is likely deriving the most value from our products and service offerings.

The internet is compiling a huge amount of data

Feed.ly knows that 65% of my facebook friends are male, their most popular music group is U2, and their most popular movie is Gladiator.

While this may not present immediate opportunity in your mind, the point is illustrated. By knowing who I talk to, what their interests are, when and how we communicate, there are numerous opportunities to know more about me, what my preferences are, and what opportunities exist to help me in my daily life.

IBM recently did a social network analysis project called SNAzzy , to accurately chart and predict lifetime customer value and churn rates in the telecommunications industry.

James Koblieus points out on his blog the huge impact social network analysis will have on data warehouse growth and there are plenty of other challenges that await us as we begin to analyze and make sense of this data, and integrate with our existing systems and processes.

This is a new area for me and something I’ll definitely be spending more time on. If you know of any additional resources, please send them over.

Your customers and prospects are sharing, talking, conversing, and transacting. Get to know them. Partner with them, and find more people like them.

The 5 Stages of Customer Acquisition for the Social Business (Part 2)

This is the second of a three part post.

In post 1, I introduced the AIPEE pyramid, talked briefly about what it was and what it wasn’t, and pointed our attention to R Value Exchange (the circled blue R under Interaction Medium) – which represents our target destination when participating socially for the purposes of Customer Acquisition. If you missed that post – you may want to briefly revisit it here

In this post, let’s take a closer look at each stage and the progressive journey up the pyramid, starting at the bottom, where most new individuals will start their journey with us. (Click on the image to look at a larger view)

ATTENTION

For marketers, here is where we are casting our net far and wide. The key difference versus what we’ve traditionally done is that companies can no longer rely on “shouting” a message. Ads are less effective than they’ve ever been and trust in companies is about as low as it has ever been. The new goal is to provide something of value…something so valuable that folks who have never even heard of you or your brand want to share it with their friends. The most successful viral campaign in recent history is one from Blendtec. Google this to see what they did. There are dozens of other examples as well.

The content that you provide might be a public webcast, podcast, video, white paper, etc. It might be funny, proprietary and valuable research, or something else that will resonate with your target demographic. The idea is to get something interesting and valuable in front of the eyes of some key influencers within your demographic.

Side Note: While I haven’t created a visual yet, also visualize the LIPEE pyramid (where Listening is substituted for Attention). Instead of the company creating compelling content to attract attention, it “listens” to and monitors the socialsphere for mentions of their brand, their core competency, or other key words which might be a signal to engage in “interaction” through Social Channels.

INTERACTION
You’ve now garnered some attention, and have established a little bit of relational capital. Now is the time where some 1:1 interaction might take place. Twitter, blogs, Facebook, some “Unconnected” community participation, etc.

Dialogue at this stage will vary – but the offline equivalent might be saying “Hi – how are you doing?” to someone while waiting for a drink at the bar on in the line at the bathroom at a networking event. There is a shared common interest, and we’ve just been presented with an opportunity for some dialogue in passing. Unless there is something compelling or interesting during that exchange, the conversation will likely be forgotten within 15 minutes by both parties. If there is something of value during the exchange, the natural response is something like “Hey, let’s talk more about that next week”, and contact information is exchanged. We’ve just gained permission to continue the conversation.

PERMISSION
Simply put, the dialogue during our brief interaction was compelling enough. We have offered something of interest and value that the individual have implicitly or explicitly asked to know more about us. Instead of handing them a business card in the offline world, with a few mouse clicks and a URL, we can point them to exactly what they are looking for in the form of pre-existing content. In exchange, they’ve give you permission to follow up to talk more.

Some examples of ways that this can manifest itself are:

  • Subscribing to our blog
  • Inviting us to connect on a Social Network
  • Giving us their contact information in exchange for a white paper, webinar, newsletter, free product sample or trial

We’ve been able to offer something of value and they’ve given us permission to engage with them in more conversation.

*** VALUE ***
This isn’t a stage by itself, but it is the most critical factor to all of them, respectively. If there is something that isn’t graphically represented enough in the diagram, it is the Value that is provided on behalf of our company. You will notice that as the prospect moves up the pyramid, the company must be providing more value in order to enable them to do so. If there is a strong undercurrent that is unseen by the casual observer… the invisible hand of the AIPEE Pyramid, it is the absolute necessity to PROVIDE VALUE at each and every stage of the process. Without it, the climb up the pyramid is simply too hard. It is the value provided by the company that compels the prospect to continue their journey.

ENGAGEMENT
This is where we get the chance to really “talk turkey”, and is likely representative of the transition from what is traditionally known as marketing into the realm of sales. At this same point, interaction that has previously been facilitated by social technologies and platforms now probably transitions to a more “traditional” or “more deeply engaging” channel. There might be a natural escalation in communication channels from social –> email –> phone –> web conference –> face to face. Typically, as we get closer to the most natural form of human communication (face to face), we are likely moving closer to a mutually beneficial value exchange with our prospect. (Conjecture on my part – anyone have any research to back this up?)

This stage could be (and likely will be), another post or two unto itself. But that is for another day. We all have work to get back to.

For the sake of brevity, here is the summary:

The two parties are fully engaged, figuratively “sitting on the same side of the table” and seriously exploring how they can help each other out. Trust has never been deeper up until this point in the relationship. The company’s main goal is to understand in detail what their prospect is trying to accomplish, and either offer an existing solution from their offerings portfolio, or co-create with them a product or solution that helps them accomplish their goals.

EXCHANGE
We’ve made it. It’s nice to be at the top.

We’ve consistently added value over a series of interactions. We’ve established trust. We’ve worked hard on behalf of our prospect to help them achieve their goals. We’ve now earned the right to ask for something. It might be a sale (Revenue). It might be a Referral. It might be a Recommendation. In some cases, it might be all three. We’ve successfully executed an R Value Exchange. But it doesn’t stop there… (It never does).

In the final post, we’ll dig a little more into the Value Exchange Retention Cycles, the potential response(s) of the customer at all stages in their journey up the pyramid, provide some examples of how and when the customer might “skip” stages and get to the top more quickly, and how and when you might consider automating some of your efforts.

The 5 Stages of Customer Acquisition for the Social Business (Part I)

This is the first of a Three Part Post.

“The purpose of a business is to create and keep customers.” — Theodore Levitt

So then, the next logical question is how do we create customers? And once we get them, how can we keep them? While keeping them engaged and developing them into advocates is vitally important and we’ll touch on that subject slightly in this post, the focus here is: How do we bring new sheep into the flock? This will likely appeal most to the Sales, Business Development, and Marketing types.

But isn’t this an old conversation? Has any of this really changed with the rapid rise of Social Technologies? I believe it has, and will illustrate the point below.

Don’t get me wrong. The fundamentals of business haven’t changed – but the tools and technology available to us, and how we can (and will be forced to) accomplish fundamental business goals like “New Customer Acquisition” have.

I’ve attempted to illustrate my thoughts in the image below – called the AIPEE Pyramid. Click on the link to view the diagram in a higher resolution. Special thanks to Mitch Lieberman and Graham Hill for reviewing my first draft and sharing their valuable feedback which have been incorporated into the current draft.

Before we get too far, here are some parameters to keep in mind as you study the Pyramid:

WHAT THIS ISN’T:

(1) A Comprehensive Social Business diagram – there is far more going on in the Social Enterprise than what is illustrated here. The focus is relatively narrow, specifically on Customer Acquisition. Quite simply, how do you have more conversations with more prospects, and provide enough value so that they participate with you in an R Value Exchange? (What happened to creating Customers you ask? More on that below.)

(2) A “One size fits all” solution: Most companies and business models can find value from this illustration. However, it was primarily built with a solution/consultative sale in mind. For Transactional Sales, the model might look slightly different. I am interested in your thoughts on this.

(3) A perfect image: You’ll notice that the image shows Beta Version 0.5. There will be changes and tweaks – hopefully because of your helpful feedback and critiques. Once the pyramid becomes more defined, the image quality will be better as well. 🙂 Consider this a rough “back of the napkin” sketch.

WHAT THIS IS:

A baseline road map of how to successfully find, attract, and engage prospects leveraging Social Technologies so that you may provide something of use to them, and therefore participate in an exchange of value.

What’s our Target Destination?

Before we start breaking down each stage, let’s focus our eyes on the first box under the heading Interaction Medium towards the top right of the image – this is where we’d like to ultimately go.

You’ll notice a blue R with a circle around it. No, this isn’t a tribute to the boy wonder. This is my uber creative symbol for the R Value Exchange. This is our target destination. If possible, we’d like to have as many of our interactions with new folks ultimately end up here.

This doesn’t necessarily always mean that we get money in exchange for the value that we’ve provided. We may receive money (ie. Revenue). We might also receive something of less quantifiable or transferable value – a Referral to someone who might find more value in what we are offering than the prospect we are currently engaged with, or a Recommendation, something that we may use as social proof that we are indeed a provider of value in the marketplace. In the ideal scenario, we’ll receive all 3 – over and over and over.

With that in mind, let’s breakdown each stage, starting at the bottom, since this is where things (generally) start. While I’ll lay this out in a perfect linear approach, it’s important to remember that in real life;

a. There are multiple entry points on the pyramid.
b. Most will abandon their journey before they get to the Circled R for a myriad of reasons.
c. Many could move up and down the pyramid in a non-linear sequence before they reach the Circled R.

This is a baseline. A framework from which to build a basic strategy, and a template from which to facilitate dialogue. In my mind, I have at least a dozen iterations of the the pyramid – but in all of them, this is at the core.

So without further adieu, let’s examine the first stage of the pyramid:

ATTENTION
For marketers, here is where we are casting our net far and wide. The key difference versus what we’ve traditionally done is that companies can no longer rely on “shouting” a message. Ads are less effective than they’ve ever been and trust in companies is about as low as it has ever been. The new goal is to provide something of value…something so valuable that folks who have never even heard of you or your brand want to share it with their friends. The most successful viral campaign in recent history is one from Blendtec. Google this to see what they did. There are dozens of other examples as well.

The content that you provide might be a public webcast, podcast, video, white paper, etc. It might be funny, proprietary and valuable research, or something else that will resonate with your target demographic. The idea is to get something interesting and valuable in front of the eyes of some key influencers within your demographic.

Side Note: While I haven’t created a visual yet, also visualize the LIPEE pyramid (where Listening is substituted for Attention). Instead of the company creating compelling content to attract attention, it “listens” to and monitors the socialsphere for mentions of their brand, their core competency, or other key words which might be a signal to engage in “interaction” through Social Channels.

Tomorrow, we’ll look a little closer at the additional stages, and on Friday, we’ll wrap things up with a summary. I look forward to your thoughts, comments, questions, and critiques along the way.

Social CRM: The #SCRM Accidental Community Roundtable Conversation

Brent Leary, creator of the #scrm hashtag on Twitter and well respected author and speaker, recently invited me to participate in a round table discussion on Social CRM alongside 3 very insightful thought leaders and experts in the field; Prem Kumar Aparanji, Mitch Lieberman, and Esteban Kolsky.

If you have some time, the conversation is worth a listen. You can find it on Brent’s Blog by clicking here.