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  • Is your team is a high-performing team?

    As a child I can remember looking out of the car window as my father drove along the Interstate in Florida while seeing prisoners wearing bright orange jump suits and prison guards keeping a watchful eye on them. The prisoners were taking part in a prison road gang. These road gangs were formed to help the state maintain the state highway infrastructure. The prisoner’s primary responsibilities are to pick up trash and debris from the roadway. This is a prime example of a work group or working group used by most prison systems in the United States. Work groups or working groups can be defined as a collection of individuals or entities working together to achieve a specific goal or accomplish a specific set of tasks. Typically these groups are only established for a short period of time and are dissolved once the desired outcome has been achieved. More often than not group members usually feel as though they are expendable to the group and some even dread that they are even in the group. "A team is a small number of people with complementary skills who are committed to a common purpose, performance goals, and approach for which they are mutually accountable." (Katzenbach and Smith, 1993) So how do you determine that a team is a high-performing team?  This can be determined by three base line criteria that include: consistently high quality output, the promotion of personal growth and well being of all team members, and most importantly the ability to learn and grow as a unit. Initially, a team can successfully create high-performing output without meeting all three criteria, however this will erode over time because team members will feel detached from the group or that they are not growing then the quality of the output will decline. High performing teams are similar to work groups because they both utilize a collection of individuals or entities to accomplish tasks. What distinguish a high-performing team from a work group are its characteristics. High-performing teams contain five core characteristics. These characteristics are what separate a group from a team. The five characteristics of a high-performing team include: Purpose, Performance Measures, People with Tasks and Relationship Skills, Process, and Preparation and Practice. A high-performing team is much more than a work group, and typically has a life cycle that can vary from team to team. The standard team lifecycle consists of five states and is comparable to a human life cycle. The five states of a high-performing team lifecycle include: Formulating, Storming, Normalizing, Performing, and Adjourning. The Formulating State of a team is first realized when the team members are first defined and roles are assigned to all members. This initial stage is very important because it can set the tone for the team and can ultimately determine its success or failure. In addition, this stage requires the team to have a strong leader because team members are normally unclear about specific roles, specific obstacles and goals that my lay ahead of them.  Finally, this stage is where most team members initially meet one another prior to working as a team unless the team members already know each other. The Storming State normally arrives directly after the formulation of a new team because there are still a lot of unknowns amongst the newly formed assembly. As a general rule most of the parties involved in the team are still getting used to the workload, pace of work, deadlines and the validity of various tasks that need to be performed by the group.  In this state everything is questioned because there are so many unknowns. Items commonly questioned include the credentials of others on the team, the actual validity of a project, and the leadership abilities of the team leader.  This can be exemplified by looking at the interactions between animals when they first meet.  If we look at a scenario where two people are walking directly toward each other with their dogs. The dogs will automatically enter the Storming State because they do not know the other dog. Typically in this situation, they attempt to define which is more dominating via play or fighting depending on how the dogs interact with each other. Once dominance has been defined and accepted by both dogs then they will either want to play or leave depending on how the dogs interacted and other environmental variables. Once the Storming State has been realized then the Normalizing State takes over. This state is entered by a team once all the questions of the Storming State have been answered and the team has been tested by a few tasks or projects.  Typically, participants in the team are filled with energy, and comradery, and a strong alliance with team goals and objectives.  A high school football team is a perfect example of the Normalizing State when they start their season.  The player positions have been assigned, the depth chart has been filled and everyone is focused on winning each game. All of the players encourage and expect each other to perform at the best of their abilities and are united by competition from other teams. The Performing State is achieved by a team when its history, working habits, and culture solidify the team as one working unit. In this state team members can anticipate specific behaviors, attitudes, reactions, and challenges are seen as opportunities and not problems. Additionally, each team member knows their role in the team’s success, and the roles of others. This is the most productive state of a group and is where all the time invested working together really pays off. If you look at an Olympic figure skating team skate you can easily see how the time spent working together benefits their performance. They skate as one unit even though it is comprised of two skaters. Each skater has their routine completely memorized as well as their partners. This allows them to anticipate each other’s moves on the ice makes their skating look effortless. The final state of a team is the Adjourning State. This state is where accomplishments by the team and each individual team member are recognized. Additionally, this state also allows for reflection of the interactions between team members, work accomplished and challenges that were faced. Finally, the team celebrates the challenges they have faced and overcome as a unit. Currently in the workplace teams are divided into two different types: Co-located and Distributed Teams. Co-located teams defined as the traditional group of people working together in an office, according to Andy Singleton of Assembla. This traditional type of a team has dominated business in the past due to inadequate technology, which forced workers to primarily interact with one another via face to face meetings.  Team meetings are primarily lead by the person with the highest status in the company. Having personally, participated in meetings of this type, usually a select few of the team members dominate the flow of communication which reduces the input of others in group discussions. Since discussions are dominated by a select few individuals the discussions and group discussion are skewed in favor of the individuals who communicate the most in meetings. In addition, Team members might not give their full opinions on a topic of discussion in part not to offend or create controversy amongst the team and can alter decision made in meetings towards those of the opinions of the dominating team members. Distributed teams are by definition spread across an area or subdivided into separate sections. That is exactly what distributed teams when compared to a more traditional team. It is common place for distributed teams to have team members across town, in the next state, across the country and even with the advances in technology over the last 20 year across the world. These teams allow for more diversity compared to the other type of teams because they allow for more flexibility regarding location. A team could consist of a 30 year old male Italian project manager from New York, a 50 year old female Hispanic from California and a collection of programmers from India because technology allows them to communicate as if they were standing next to one another.  In addition, distributed team members consult with more team members prior to making decisions compared to traditional teams, and take longer to come to decisions due to the changes in time zones and cultural events. However, team members feel more empowered to speak out when they do not agree with the team and to notify others of potential issues regarding the work that the team is doing. Virtual teams which are a subset of the distributed team type is changing organizational strategies due to the fact that a team can now in essence be working 24 hrs a day because of utilizing employees in various time zones and locations.  A primary example of this is with customer services departments, a company can have multiple call centers spread across multiple time zones allowing them to appear to be open 24 hours a day while all a employees work from 9AM to 5 PM every day. Virtual teams also allow human resources departments to go after the best talent for the company regardless of where the potential employee works because they will be a part of a virtual team all that is need is the proper technology to be setup to allow everyone to communicate. In addition to allowing employees to work from home, the company can save space and resources by not having to provide a desk for every team member. In fact, those team members that randomly come into the office can actually share one desk amongst multiple people. This is definitely a cost cutting plus given the current state of the economy. One thing that can turn a team into a high-performing team is leadership. High-performing team leaders need to focus on investing in ongoing personal development, provide team members with direction, structure, and resources needed to accomplish their work, make the right interventions at the right time, and help the team manage boundaries between the team and various external parties involved in the teams work. A team leader needs to invest in ongoing personal development in order to effectively manage their team. People have said that attitude is everything; this is very true about leaders and leadership. A team takes on the attitudes and behaviors of its leaders. This can potentially harm the team and the team’s output. Leaders must concentrate on self-awareness, and understanding their team’s group dynamics to fully understand how to lead them. In addition, always learning new leadership techniques from other effective leaders is also very beneficial. Providing team members with direction, structure, and resources that they need to accomplish their work collectively sounds easy, but it is not.  Leaders need to be able to effectively communicate with their team on how their work helps the company reach for its organizational vision. Conversely, the leader needs to allow his team to work autonomously within specific guidelines to turn the company’s vision into a reality.  This being said the team must be appropriately staffed according to the size of the team’s tasks and their complexity. These tasks should be clear, and be meaningful to the company’s objectives and allow for feedback to be exchanged with the leader and the team member and the leader and upper management. Now if the team is properly staffed, and has a clear and full understanding of what is to be done; the company also must supply the workers with the proper tools to achieve the tasks that they are asked to do. No one should be asked to dig a hole without being given a shovel.  Finally, leaders must reward their team members for accomplishments that they achieve. Awards could range from just a simple congratulatory email, a party to close the completion of a large project, or other monetary rewards. Managing boundaries is very important for team leaders because it can alter attitudes of team members and can add undue stress to the team which will force them to loose focus on the tasks at hand for the group. Team leaders should promote communication between team members so that burdens are shared amongst the team and solutions can be derived from hearing the opinions of multiple sources. This also reinforces team camaraderie and working as a unit. Team leaders must manage the type and timing of interventions as to not create an even bigger mess within the team. Poorly timed interventions can really deflate team members and make them question themselves. This could really increase further and undue interventions by the team leader. Typically, the best time for interventions is when the team is just starting to form so that all unproductive behaviors are removed from the team and that it can retain focus on its agenda. If an intervention is effectively executed the team will feel energized about the work that they are doing, promote communication and interaction amongst the group and improve moral overall. High-performing teams are very import to organizations because they consistently produce high quality output and develop a collective purpose for their work. This drive to succeed allows team members to utilize specific talents allowing for growth in these areas.  In addition, these team members usually take on a sense of ownership with their projects and feel that the other team members are irreplaceable. References: http://blog.assembla.com/assemblablog/tabid/12618/bid/3127/Three-ways-to-organize-your-team-co-located-outsourced-or-global.aspx Katzenbach, J.R. & Smith, D.K. (1993). The Wisdom of Teams: Creating the High-performance Organization. Boston: Harvard Business School.

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  • Oracle Customer Hub - Directions, Roadmap and Customer Success

    - by Mala Narasimharajan
     By Gurinder Bahl With less than a week from OOW 2012, I would like to introduce you all to the core Oracle Customer MDM Strategy sessions. Fragmentation of customer data across disparate systems prohibits companies from achieving a complete and accurate view of their customers. Oracle Customer Hub provide a comprehensive set of services, utilities and applications to create and maintain a trusted master customer system of record across the enterprise. Customer Hub centralizes customer data from disparate systems across your enterprise into a master repository. Existing systems are integrated in real-time or via batch with the Hub, allowing you to leverage legacy platform investments while capitalizing on the benefits of a single customer identity. Don’t miss out on two sessions geared towards Oracle Customer Hub:   1) Attend session CON9747 - Turn Customer Data into an Enterprise Asset with Oracle Fusion Customer Hub Applications at Oracle Open World 2012 on Monday, Oct 1st, 10:45 AM - 11:45 AM @ Moscone West – 2008. Manouj Tahiliani, Sr. Director MDM Product Management will provide insight into the vision of Oracle Fusion Customer Hub solutions, and review the roadmap. You will discover how Fusion Customer MDM can help your enterprise improve data quality, create accurate and complete customer information,  manage governance and help create great customer experiences. You will also understand how to leverage data quality capabilities and create a sophisticated customer foundation within Oracle Fusion Applications. You will also hear Danette Patterson, Group Lead, Church Pension Group talk about how Oracle Fusion Customer Hub applications provide a modern, next-generation, multi-domain foundation for managing customer information in a private cloud. 2)  Don't miss session  CON9692 - Customer MDM is key to Strategic Business Success and Customer Experience Management at Oracle Open World 2012 on Wednesday, October 3rd 2012 from 3:30-4:30pm @ Westin San Francisco Metropolitan 1. JP Hurtado, Director, Customer Systems, will provide insight on how RCCL overcame challenges of data quality, guest recognition & centralized customer view to provide consolidated customer view to multiple reservation, CRM, marketing, service, sales, data warehouse and loyalty systems. You will learn how Royal Caribbean Cruise Lines (RCCL), which has over 30 million customer and maintain multiple brands, leveraged Oracle Customer Hub (Siebel UCM) as backbone to customer data management strategy for past 5 years. Gurinder Bahl from MDM Product Management will provide an update on Oracle Customer Hub strategy, what we have achieved since last Open World and our future plans for the Oracle Customer Hub. You will learn about Customer Hub Data Quality capabilities around data analysis, cleansing, matching, address validation as well as reporting and monitoring capabilities. The MDM track at Oracle Open World covers variety of topics related to MDM. In addition to the product management team presenting product updates and roadmap, we have several Customer Panels, and Conference sessions. You can see an overview of MDM sessions here.  Looking forward to see you at Open World, the perfect opportunity to learn about cutting edge Oracle technologies. 

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  • CRM@Oracle Series: Complete Customer Intelligence

    - by tony.berk
    How do you to get sales folks to use a CRM system? Ah, the age-old question (well, at least the one that has been around for the past 10-15 years). Of course, some combination of "Carrot and Stick" always come up as possible answers. You hear talk about, "WIFM" or "What's in it For Me?" Oracle's internal implementation of Customer 360 consolidates all customer information in one place in Siebel CRM and enables the sales rep to present one-face to the customer. Additionally, Customer 360 provides customer intelligence and prospecting tools making it a darn nice "Carrot" for our sales teams to chew on. Check out today's slidecast for an overview. CRM@Oracle - Customer 360 Click here to learn more about Siebel CRM and other Oracle CRM products and here to learn about customers using Oracle CRM. Are you enjoying the CRM@Oracle Series? If you have a particular CRM area or function which you'd like to hear how Oracle implemented it internally, let us know and we'll get it on our list.

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  • Customer Centricity: It's Not Easy, But Worth It

    - by tony.berk
    Defining customer centricity is relatively easy: focusing on the customer and their experiences and interactions with your company. Implementing a customer centric strategy is not so easy. We've highlighted customers who have focused on their customers and experienced great success including SJ, the Swedish rail operator, and Vopak, the world's largest provider of conditioned storage facilities for bulk liquids. In this interview with Stuart Lennie, President, Volvo IT, North America and VP, Volvo's Global Sales to Order Solutions Unit, we get the opportunity to learn from another company that is not just talking about the customer, but actually implementing the significant strategic shifts required to become customer centric. Volvo has developed a vision, a strategy and a methodology to keep existing customers by understanding what is important to them. To see other customer success stories, visit Siebel CRM Success. Click here, to learn more about Oracle's CRM products.

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  • Understanding the value of Customer Experience & Loyalty for the Telecommunications Industry

    - by raul.goycoolea
    Worried by economic woes and market forces, especially in mature markets, communications service providers (CSPs) increasingly focus on improving customer experience. In fact, it seems difficult to find a major message by a C-level executive in the developed world that does not include something on "meeting and exceeding customers' needs". Frequently in customer satisfaction studies by prominent firms, CSPs fall short of the leadership demonstrated by other industries that take customer-centric approaches to their bottom-line strategies. Consider the following:Despite the continued impact of global economic crisis, in July 2010, Apple Computer posted record revenue and net quarterly profit. Those who attribute the results primarily to the iPhone 4 launch should note that Apple also shipped around 30% more Macintosh computers than the same period the previous year. Even sales of the iPod line increased by 8% in a highly commoditized, shrinking media player market. Finally, Apple began selling iPads during the quarter, with total sales of more than 3 million units. What does Apple have that the others lack? Well, some great products (and services) to be sure, but it also excels at customer service and support, marketing, and distribution, and has one of the strongest brands globally. Its products are useful, simple to use, easy to acquire and augment, high quality, and considered very cool. They also evoke such an emotional response from many of Apple's customers, which they turn up their noses at competitive products.In other words, Apple appears to have mastered virtually every aspect of customer experience and the resultant loyalty of its customer base - even in difficult financial times. Through that unwavering customer focus, Apple continues to drive its revenues and profits to new heights. Other customer loyalty leaders like Wal-Mart, Google, Toyota and Honda are also doing well by focusing on customer experience as an essential driver of profitability. Service providers should note this performance and ask themselves how they might leverage the same principles to increase their own profitability. After all, that is what customer experience and loyalty are all about: profitability.To successfully manage all the critical touch points of customer experience, CSPs must shun the one-size-fits-all approach. They can no longer afford to view customer service fundamentally as an act of altruism - which mentality dates back to the industry's civil service days, when CSPs were typically government organizations that were critical to economic development and public safety.As regulators and public officials have pushed, and continue to push, service providers to new heights of reliability - using incentives and punishments - most CSPs already have some of the fundamental building blocks of customer service in place. Yet despite that history and experience, service providers still lag other industries in providing what is seen as good customer service.As we observed in the TMF's 2009 Insights Research report, Customer Experience Management: Driving Loyalty & Profitability there has been resurgence in interest by CSPs. More and more of them have stated ambitions to catch up other industries, and they are realizing that good customer service is a powerful strategy for increasing business performance and profitability, not an act of good will.CSPs are recognizing the connection between customer experience and profitability, as demonstrated in many studies. For example, according to research by Bain & Company, a 5 percent improvement in customer retention rates can yield as much as a 75 percent increase in profits for companies across a range of industries.After decades of customer experience strategy formulation, Bain partner and business author, Frederick Reichheld, considers "would you recommend us to a friend?" as the ultimate question for a customer. How many times have you or your friends recommended an iPod, iPhone or a Mac? What do your children recommend to their peers? Their peers to them?There are certain steps service providers have to take to create more personalized relationships with their customers, as well as reduce churn and increase profitability, all while becoming leaner and more agile. First, they have to define customer experience, we define it as the result of the sum of observations, perceptions, thoughts and feelings arising from interactions and relationships between customers and their service provider(s). Virtually every customer touch point - whether directly or indirectly linked to service providers and their partners - contributes to customer perception, satisfaction, loyalty, and ultimately profitability. Gaining leadership in customer experience and satisfaction will not be a simple task, as it is affected by virtually every customer-facing aspect of the service provider, and in turn impacts the service provider deeply - especially on the all-important bottom line. The scope of issues affecting customer experience is complex and dynamic.With new services, devices and applications extending the basis of customer experience to domains beyond the direct control of the service provider, it is likely to increase in complexity and dynamism.Customer loyalty = increased profitsAs stated earlier, customer experience programs are not fundamentally altruistic exercises, but a strategic means of improving competitiveness and profitability in the short and long term. Loyalty is essential to deriving long term profits from customers.Some of the earliest loyalty programs date back to the 1930s, when packaged goods companies offered embedded coupons for rewards to buyers, and eventually retail chains began offering reward programs to frequent shoppers. These programs continued for decades but were leapfrogged in the 1980s by more aggressive programs from the airlines.This movement was led by American Airlines, which launched the first full-scale loyalty marketing program of the modern era with the AAdvantage frequent flyer scheme. It was the first to reward frequent fliers with notional air miles that could be accumulated and later redeemed for free travel. Figure 1: Opportunities example of Customer loyalty driven profitOther airlines and travel providers were quick to grasp the incredible value of providing customers with an incentive to use their company exclusively. Within a few years, dozens of travel industry companies launched similar initiatives and now loyalty programs are achieving near-ubiquity in many service industries, especially those in which it is difficult to differentiate offerings by product attributes.The belief is that increased profitability will result from customer retention efforts because:•    The cost of acquisition occurs only at the beginning of a relationship: the longer the relationship, the lower the amortized cost;•    Account maintenance costs decline as a percentage of total costs, or as a percentage of revenue, over the lifetime of the relationship;•    Long term customers tend to be less inclined to switch and less price sensitive which can result in stable unit sales volume and increases in dollar-sales volume;•    Long term customers may initiate word-of-mouth promotions and referrals, which cost the company nothing and arguably are the most effective form of advertising;•    Long-term customers are more likely to buy ancillary products and higher margin supplemental products;•    Long term customers tend to be satisfied with their relationship with the company and are less likely to switch to competitors, making market entry or competitors gaining market share difficult;•    Regular customers tend to be less expensive to service, as they are familiar with the processes involved, require less 'education', and are consistent in their order placement;•    Increased customer retention and loyalty makes the employees' jobs easier and more satisfying. In turn, happy employees feed back into higher customer satisfaction in a virtuous circle. Figure 2: The virtuous circle of customer loyaltyFigure 2 represents a high-level example of a virtuous cycle driven by customer satisfaction and loyalty, depicting how superiority in product and service offerings, as well as strong customer support by competent employees, lead to higher sales and ultimately profitability. As stated above, this is not a new concept, but succeeding with it is difficult. It has eluded many a company driven to achieve profitability goals. Of course, for this circle to be virtuous, the customer relationship(s) must be profitable.Trying to maintain the loyalty of unprofitable customers is not a viable business strategy. It is, therefore, important that marketers can assess the profitability of each customer (or customer segment), and either improve or terminate relationships that are not profitable. This means each customer's 'relationship costs' must be understood and compared to their 'relationship revenue'. Customer lifetime value (CLV) is the most commonly used metric here, as it is generally accepted as a representation of exactly how much each customer is worth in monetary terms, and therefore a determinant of exactly how much a service provider should be willing to spend to acquire or retain that customer.CLV models make several simplifying assumptions and often involve the following inputs:•    Churn rate represents the percentage of customers who end their relationship with a company in a given period;•    Retention rate is calculated by subtracting the churn rate percentage from 100;•    Period/horizon equates to the units of time into which a customer relationship can be divided for analysis. A year is the most commonly used period for this purpose. Customer lifetime value is a multi-period calculation, often projecting three to seven years into the future. In practice, analysis beyond this point is viewed as too speculative to be reliable. The model horizon is the number of periods used in the calculation;•    Periodic revenue is the amount of revenue collected from a customer in a given period (though this is often extended across multiple periods into the future to understand lifetime value), such as usage revenue, revenues anticipated from cross and upselling, and often some weighting for referrals by a loyal customer to others; •    Retention cost describes the amount of money the service provider must spend, in a given period, to retain an existing customer. Again, this is often forecast across multiple periods. Retention costs include customer support, billing, promotional incentives and so on;•    Discount rate means the cost of capital used to discount future revenue from a customer. Discounting is an advanced method used in more sophisticated CLV calculations;•    Profit margin is the projected profit as a percentage of revenue for the period. This may be reflected as a percentage of gross or net profit. Again, this is generally projected across the model horizon to understand lifetime value.A strong focus on managing these inputs can help service providers realize stronger customer relationships and profits, but there are some obstacles to overcome in achieving accurate calculations of CLV, such as the complexity of allocating costs across the customer base. There are many costs that serve all customers which must be properly allocated across the base, and often a simple proportional allocation across the whole base or a segment may not accurately reflect the true cost of serving that customer;  This is made worse by the fragmentation of customer information, which is likely to be across a variety of product or operations groups, and may be difficult to aggregate due to different representations.In addition, there is the complexity of account relationships and structures to take into consideration. Complex account structures may not be understood or properly represented. For example, a profitable customer may have a separate account for a second home or another family member, which may appear to be unprofitable. If the service provider cannot relate the two accounts, CLV is not properly represented and any resultant cancellation of the apparently unprofitable account may result in the customer churning from the profitable one.In summary, if service providers are to realize strong customer relationships and their attendant profits, there must be a very strong focus on data management. This needs to be coupled with analytics that help business managers and those who work in customer-facing functions offer highly personalized solutions to customers, while maintaining profitability for the service provider. It's clear that acquiring new customers is expensive. Advertising costs, campaign management expenses, promotional service pricing and discounting, and equipment subsidies make a serious dent in a new customer's profitability. That is especially true given the rising subsidies for Smartphone users, which service providers hope will result in greater profits from profits from data services profitability in future.  The situation is made worse by falling prices and greater competition in mature markets.Customer acquisition through industry consolidation isn't cheap either. A North American service provider spent about $2,000 per subscriber in its acquisition of a smaller company earlier this year. While this has allowed it to leapfrog to become the largest mobile service provider in the country, it required a total investment of more than $28 billion (including assumption of the acquiree's debt).While many operating cost synergies clearly made this deal more attractive to the acquiring company, this is certainly an expensive way to acquire customers: the cost per subscriber in this case is not out of line with the prices others have paid for acquisitions.While growth by acquisition certainly increases overall revenues, it often creates tremendous challenges for profitability. Organic growth through increased customer loyalty and retention is a more effective driver of profit, as well as a stronger predictor of future profitability. Service providers, especially those in mature markets, are increasingly recognizing this and taking steps toward a creating a more personalized, flexible and satisfying experience for their customers.In summary, the clearest path to profitability for companies in virtually all industries is through customer retention and maximization of lifetime value. Service providers would do well to recognize this and focus attention on profitable customer relationships.

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  • Deleting Team Project in Team Foundation Server 2010

    - by Hosam Kamel
    I’m seeing a lot of people still using some old ways ported from TFS 2008 to delete a team project like TFSDeleteProject utility.   In TFS 2010 the administration tasks are made very easy to help you in a lot of administration stuff, for the deletion point specially you can navigate to the Administration Console then Select Team Project Collection Select the project collection contains the project you want to delete then navigate to Team Projects. Select the project then click Delete, you will have the option to delete any external artifacts and workspace too.   Hope it helps. Originally posted at "Hosam Kamel| Developer & Platform Evangelist"

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  • A Complete Customer Experience Solution (3 of 3 in 'No Customer Left Behind' Series)

    - by Kathryn Perry
    A guest post by David Vap, Group Vice President, Oracle Applications Product Development In my previous post, I talked about taking three concrete steps to improve your customers' overall experiences: 1) understand your customer, 2) empower your ecosystem, and 3) adapt your business. To do these effectively and efficiently, it's important to find the right technology that can bridge the gaps across your channels, interactions, departments, and repositories. Oracle has spent the past three years and more than six billion dollars acquiring and developing some of the world's best-of-breed applications. The result is the most comprehensive customer experience (CX) portfolio offering in the World - bar none: ATG Best in Class Selling Experiences Fatwire Best in Class Marketing Experiences Inquira Best in Class Support Experiences Endecca Best in Class Search Experiences RightNow Best in Class Service Experiences Vitrue & Involver Best in Class Social Marketing Collective Intellect Best In Class Social Listening We don't expect organizations to eat the CX elephant in one bite, nor should they try to. There are key strategic initiatives within each of the four main pillars of our customer experience offering for which we deliver solutions: 1. Customer Experience for Marketing Social Listening and Engagement Social Marketing Marketing Websites Demand Generation and Lead Management Marketing and Loyalty Management 2. Customer Experience for Commerce Search, Navigation & Content Delivery Cross-Channel Commerce Targeting & Product Recommendations Social Commerce Order Management & Fulfillment Retail Store Operations 3. Customer Experience for Sales Sales Force Automation Social Selling Territory & Quota Management Revenue Forecasting Partner Relationship Management Quote to Cash Incentive Compensation 4. Customer Experience for Service Cross-Channel Customer Service Knowledge Management Social Customer Service Eligibility Management Contracts, Assets, and Entitlements Industry-Specific Solutions eBilling Oracle's customer experience portfolio is socially infused at each layer of our pillars rather than simply bolted on as a side process. This combines with the power of the Cloud to run the parts of the solution that need the access, efficiency, and agility from a managed infrastructure. You can get the compliance control from on-premise backbone infrastructure systems that run your business and don't change that often. Please take advantage of our teams of Oracle customer experience professionals and our key agency and technology partner ecosystem. They can help you develop strategic solution roadmaps that build and deliver customer experience and that are tailored to your business needs and objectives. No one has built a better customer service portfolio to manage the entire customer journey than Oracle. It is backed by CX thought leadership programs, a commitment from our executives, and a worldview that your technology decisions must be driven by your customer experiences to succeed. If you’d like to follow up on this conversation, please leave a comment or contact me at [email protected]. You can get more information on Oracle’s complete customer experience solution here.

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  • Does a team of developers need a manager?

    - by Amadiere
    Background: I'm currently part of a team of four: 1 manager, 1 senior developer and 2 developers. We do a range of bespoke in-house systems / projects (e.g. 6-8 weeks) for an organisation of around 3500 staff, as well as all the maintenance and support required from the systems that have been created before. There is not enough of us to do all the work that is potentially coming our way - we're understaffed. Management acknowledge this, but budget restraints limit our ability to recruit additional members to the team (even if we make the salary back in savings). The Change This leaves us where we are now. Our manager is due to leave his role for pastures new, leaving a vacancy in the team. Management are using this opportunity to restructure our team which would see the team manager role replaced by another developer and another senior developer. Their logic being that we need more developers, so here's a way of funding it (one of the roles is partially funded from another vacant post). The team would have no direct line manager and the roles and responsibilities would be divided up between the seniors and the (relatively new to post) service manager (a non-technical role with little-to-no development knowledge/experience whose focus is shared amongst a number of other teams and individuals) - who would be our next actual manager up the food chain. I guess the final question is: Is it possible to run a development team without an manager? Have you had experience of this? And what things could go wrong / could be of benefit to us? I'd ideally like to "see the light" and the benefits of doing things this way, or come up with some points for argument against it.

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  • October 2013 Fusion Middleware (FMW) Proactive Patches released

    - by Irina
    We are glad to announce that the following Fusion Middleware (FMW) Proactive  patches were released on October 15, 2013.Bundle PatchesBundle patches are collections of controlled, well tested critical bug fixes for a specific product  which may include security contents and occasionally minor enhancements. These are cumulative in nature meaning the latest bundle patch in a particular series includes the contents of the previous bundle patches released.  A suite bundle patch is an aggregation of multiple product  bundle patches that are part of a product suite. Oracle Identity Management Suite Bundle Patch 11.1.1.5.5 consisting of Oracle Identity Manager (OIM) 11.1.1.5.9 bundle patch Oracle Access Manager (OAM) 11.1.1.5.6 bundle patch. Oracle Adaptive Access Manager (OAAM) 11.1.1.5.2 bundle patch. Oracle Entitlement Server (OES) 11.1.1.5.4 bundle patch. Oracle Identity Management Suite Bundle Patch 11.1.2.0.4 consisting of Oracle Access Manager (OAM) 11.1.2.0.4 bundle patch. Oracle Adaptive Access Manager (OAAM) 11.1.2.0.2 bundle patch. Oracle Entitlement Server (OES) 11.1.2.0.2 bundle patch. Oracle Identity Analytics (OIA ) 11.1.1.5.6  bundle patch. Oracle GlassFish Server (OGFS) 2.1.1.22, 3.0.1.8 and 3.1.2.7 bundle patches. Oracle iPlanet Web Server (OiWS) 7.0.18 bundle patch Oracle SOA Suite (SOA) 11.1.1.7.1 bundle patch Oracle WebCenter Portal (WCP) 11.1.1.8.1 bundle patch Sun Role Manager (SRM) 4.1.7 and 5.0.3.2 bundle patches. Patch Set Updates (PSU)Patch Set Updates (PSU)  are collections of well controlled, well tested critical bug fixes for a specific product  that have been proven in customer environments. PSUs  may include security contents but no  enhancements are included. These are cumulative in nature meaning the latest PSU  in a particular series includes the contents of the previous PSUs  released. Oracle Exalogic 2.0.3.0.4 Physical Linux x86-64 and 2.0.4.0.4 Physical Solaris x86-64 PSUs. Oracle WebLogic Server 10.3.6.0.6 and 12.1.1.0.6 PSUs. Critical Patch Update (CPU)The Critical Patch Update program is Oracle's quarterly release of security fixes.The following additional patches were released as part of Oracle's Critical Patch Update program: Oracle JDeveloper 11.1.2.3.0, 11.1.2.4.0 and 12.1.2.0.0 Oracle Outside In Technology 8.4.0 and  8.4.1 Oracle Portal 11.1.1.6.0 Oracle Security Service  11.1.1.6.0, 11.1.1.7.0 and 12.1.2.0.0 Oracle WebCache 11.1.1.6.0 and 11.1.1.7.0 Oracle WebCenter Content 10.1.3.5.1, 11.1.1.6.0, 11.1.1.7.0 and 11.1.1.8.0 Oracle WebServices 10.1.3.5.0 and 11.1.1.6.0 For more information: Master Notes on Fusion Middleware Proactive Patching PSU and CPU October 2013  Availability Document Critical Patch Update Advisory -  October 2013

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  • Dealing with selfish team member(s)

    - by thegreendroid
    My team is facing a difficult quandary, a couple of team members are essentially selfish (not to be confused with dominant!) and are cherry-picking stories/tasks that will give them the most recognition within the company (at sprint reviews etc. when all the stakeholders are present). These team members are very good at what they do and are fully aware of what they are doing. When we first started using agile about a year ago, I can say I was quite selfish too (coming from a very individual-focused past). I took ownership of certain stories and didn't involve anyone else in it, which in hindsight wasn't the right thing to do and I learnt from that experience almost immediately. We are a young team of very ambitious twenty somethings so I can understand the selfishness to some extent (after all everyone should be ambitious!). But the level to which this selfishness has reached of late has started to bother me and a few others within my team. The way I see it, agile/scrum is all about the team and not individuals. We should be looking out for each other and helping each other improve. I made this quite clear during our last retrospective, that we should be fair and give everyone a chance. I'll wait and see what comes out of it in the next few sprints. In the meantime, what are some of the troubles that you have faced with selfish members and how did you overcome them?

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  • Itautec Accelerates Profitable High Tech Customer Service

    - by charles.knapp
    Itautec is a Brazilian-based global high technology products and services firm with strong performance in the global market of banking and commercial automation, with more than 2,300 global clients. It recently deployed Siebel CRM for sales, customer support, and field service. In the first year of use, Siebel CRM enabled a 30% growth in services revenue. Siebel CRM also reduced support costs. "Oracle's Siebel CRM has minimized costs and made our customer service more agile," said Adriano Rodrigues da Silva, IT Manager. "Before deployment, 95% of our customer service contacts were made by phone. Siebel CRM made it possible to expand' choices, so that now 55% of our customers contact our helpdesk through the newer communications channels." Read more here about Itautec's success, and learn more here about how Siebel CRM can help your firm to grow customer service revenues, improve service levels, and reduce costs.

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  • Microsoft Team Foundation Server 2010 Service Pack 1

    - by javarg
    Last week Microsoft has released the first Service Pack for Team Foundation Server. Several issues have been fixed and included in this patch. Check out the list of fixes here. Cool stuff has been shipped with this new released, such as the expected Project Service Integration. PS: note that these annoying bugs has been fixed: Team Explorer: When you use a Visual Studio 2005 or a Visual Studio 2008 client, you encounter a red "X" on the reporting node of the team explorer. Source Control: You receive the error "System.IO.IOException: Unable to read data from the transport connection: The connection was closed." when you try to download a source

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  • Simple tips to design a Customer Journey Map

    - by Isabel F. Peñuelas
    “A model can abstract to a level that is comprehensible to humans, without getting lost in details.” -The Unified Modeling Language Reference Manual. Inception using Post-it, StoryBoards, Lego or Mindmaping Techniques The first step in a Customer Experience project is to describe customer interactions creating a customer journey map. Modeling is never easy, so to succeed on this effort, it is very convenient that your CX´s team have some “abstract thinking” skills. Besides is very helpful to consult a Business Service Design offered by an Interactive Agency to lead your inception process. Initially, you may start by a free discussion using post-it cards; storyboards; even lego or any other brainstorming technique you like. This will help you to get your mind into the path followed by the customer to purchase your product or to consume any business service you actually offer to your customers, or plan to offer in the near future. (from www.servicedesigntools.org) Colorful Mind Maps are very useful to document and share meeting ideas. Some Mind Maps software providers as ThinkBuzzan provide trial versions, and you will find more mindmapping options on this post by Mashable. Finally to produce a quick one, I do recommend Wise, an entirely online mindmaping service. On my view the best results in terms of communication will always come for an artistic hand-made drawing. Customer Experience Mind Map Example Making your first Customer Journey Map To add some more formalization to your thoughts, there is a wide offering for designing Customer Journey Maps. A Customer Map can be represented as an oriented graph in which another follows each step. The one below is the most simple Customer Journey you can draw. Nothing more than a couple of pictures, numbers and lines to design the customer steps sequence in the purchase process. Very simple Customer Journey for Social Mobile Shopping There are a lot of Customer Journey templates much more sophisticated available  in the Web using a variety of styles, as per example this one with a focus on underlining emotional experience, or this other worksheet template. Representing different interaction devices on the vertical axis, and touchpoints / requirements and existing gaps horizontally  is today´s most common format for Customer Journeys. From Customer Journey Maps to CX Technology Adoption Plans Once you have your map ready, you can start to identify the IT infrastructure requirements for your CXProject. By analyzing customer problems and improvement opportunities with maps, you will then identify the technology gaps and the new investment requirements in your IT infrastructure. Deeping step by step from the more abstract to the more concrete is the best guarantee to take the right IT investment decisions.  ¡Remember to keep your initial customer journey safe on your pocket in every one of your CX´s project meetings- that´s you map to success!

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  • Who should determine team size?

    - by TaylorOtwell
    Developers, managers, or customers? I was recently involved in a situation where I felt like the customers were arbitrarily demanding for more developers on a team which already had too many developers. They were scared the project was going to be late (and it probably will be). Personally, I was scared we were going to fulfill Brook's Law. The group of programmers already lacked in-depth business knowledge, and some were even new to the technology (.NET), yet the customer wanted to add more developers who had even less business knowledge. The impression was that this would make the project get done quicker. I started wondering if the customer, who is extremely bright, but presumably knows little about IT project management, should really be the one determining team size.

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  • Messing with the Team

    - by Robert May
    Good Product Owners will help the team be the best that they can be.  Bad product owners will mess with the team and won’t care about the team.  If you’re a product owner, seek to do good and avoid bad behavior at all costs.  Remember, this is for YOUR benefit and you have much power given to you.  Use that power wisely. Scope Creep The product owner has several tools at his disposal to inject scope into an iteration.  First, the product owner can use defects to inject scope.  To do this, they’ll tell the team what functionality that they want to see in a feature.  Then, after the feature is developed, the Product Owner will decide that they don’t really like how the functionality behaves.  To change it, rather than creating a new story, they’ll add a defect.  The functionality is correct, as designed, but the Product Owner doesn’t like it.  By creating the defect, the Product Owner destroys the trust that the team has of the product owner.  They may not be able to count the story, because the Product Owner changed the story in the iteration, and the team then ends up looking like they have low velocity for something over which they have no control.  This is bad.  One way to deal with this is to add “Product Owner Time” to the iteration.  This will slow the velocity, but then the ScrumMaster can tell stake holders that this time is strictly in place to deal with bad behavior of the Product Owner. Another mechanism often used to inject Scope is the concept of directed development.  Outside of planning, stand-ups, or any other meeting, the Product Owner will take a developer aside and ask them to complete a task for them.  This is bad!  The team should be allocating all of their time to development.  If the Product Owner asks for a favor, then time that would normally be used for development will be used for a pet project of the Product Owner and the team will not get credit for this work.  Selfish product owners do this, and I typically see people who were “managers” do this behavior.  Authoritarian command and control development environments also see this happen.  The best thing that can happen is for the team member to report the issue to the ScrumMaster and the ScrumMaster to get very aggressive with management and the Product Owner to try and stop the behavior.  This may result in the ScrumMaster being fired, but if the behavior continues, Scrum is doomed.  This problem is especially bad in cases where the team member’s direct supervisor is the Product Owner.  I don’t recommend that the Product Owner or ScrumMaster have a direct report relationship with team members, since team members need the ability to say no.  To work around this issue, team members need to say no.  If that fails, team members need to add extra time to the iteration to deal with the scope creep injection and accept the lower velocity. As discussed above, another mechanism for injecting scope is by changing acceptance tests after the work is complete.  This is similar to adding defects to change scope and is bad.  To get around, add time for Product Owner uncertainty to the iteration and make sure that stakeholders are aware of the need to add this time because of the Product Owner. Refusing to Prioritize Refusing to prioritize causes chaos for the team.  From the team’s perspective, things that are not important will be worked on while things that the team knows are vital will be ignored.  A poor Product Owner will often pick the stories for the iteration on a whim.  This leads to the team working on many different aspects of the product and results in a lower velocity, since each iteration the team must switch context to the new area of development. The team will also experience confusion about priorities.  In one iteration, Feature X was the highest priority and had to be done.  Then, the following iteration, even though parts of Feature X still need to be completed, no stories to address them will be in the iteration.  However, three iterations later, Feature X will again become high priority. This will cause the team to not trust the Product Owner, and eventually, they’ll stop caring about the features they implement.  They won’t know what is important, so to insulate themselves from the ever changing chaos, they’ll become apathetic to all features.  Team members are some of the most creative people in a company.  By losing their engagement, the company is going to have a substandard product because the passion for the product won’t be in the team. Other signs that the Product Owner refuses to prioritize is that no one outside of the product owner will be consulted on priorities.  Additionally, the product, release, and iteration backlogs will be weak or non-existent. Dealing with this issue is not easy.  This really isn’t something the team can fix, short of taking over the role of Product Owner themselves.  An appeal to the stake holders might work, but only if the Product Owner isn’t a “manager” themselves.  The ScrumMaster needs to protect the team and do what they can to either get the Product Owner to prioritize or have the Product Owner replaced. Managing the Team A Product Owner that is also the “boss” of team members is a Scrum team that is waiting to fail.  If your boss tells you to do something, failing to do that something can cause you to be fired.  The team needs the ability to tell the Product Owner NO.  If the product owner introduces scope creep, the team has a responsibility to tell the Product Owner no.  If the Product Owner tries to get the team to commit to more than they can accomplish in an iteration, the team needs the ability to tell the Product Owner no. If the Product Owner is your boss and determines your pay increases, you’re probably not going to ever tell them no, and Scrum will likely fail.  The team can’t do much in this situation. Another aspect of “managing the team” that often happens is the Product Owner tries to tell the team how to develop the stories that are in the iteration.  This is one reason why I recommend that Product Owners are NOT technical people.  That way, the team can come up with the tasks that are needed to accomplish the stories and the Product Owner won’t know better.  If the Product Owner is technical, the ScrumMaster will need to take great care to protect the team from the ScrumMaster changing how the team thinks they need to implement the stories. Product Owners can also try to manage the team by their body language.  If the team says a task is going to take 6 hours to complete, and the Product Owner disagrees, they will use some kind of sour body language to indicate this disagreement.  In weak teams, this may cause the team to revise their estimate down, which will result in them taking longer than estimated and may result in them missing the iteration.  The ScrumMaster will need to make sure that the Product Owner doesn’t send such messages and that the team ignores them and estimates what they REALLY think it will take to complete the tasks.  Forcing the team to deal with such items in the retrospective can be helpful. Absenteeism The team is completely dependent upon the Product Owner to develop features for the customer.  The Product Owner IS the voice of the customer and without them, the team will lack direction.  Being the Product Owner is a full time job!  If the Product Owner cannot dedicate daily time with the team, a different product owner should be found. The Product Owner needs to attend every stand-up, planning meeting, showcase, and retrospective that the team has.  The team also must be able to have instant communication with the product owner.  They must not be required to schedule meetings to speak with their product owner.  The team must be the highest priority task that the Product Owner has. The best way to work around an absent Product Owner is to appoint a new Product Owner in the team.  This person will be responsible for making the decisions that the Product Owner should be making and to act as the liaison to the absent Product Owner.  If the delegate Product Owner doesn’t have authority to make decisions for the team, Scrum will fail.  If the Product Owner is absent, the ScrumMaster should seek to have that Product Owner replaced by someone who has the time and ability to be a real Product Owner. Making it Personal Too often Product Owners will become convinced that their ideas are the ones that matter and that anyone who disagrees is making a personal attack on them.  Remember that Product Owners will inherently be at odds with many people, simply because they have the need to prioritize.  Others will frequently question prioritization because they only see part of the picture that Product Owners face. Product Owners must have a thick skin and think egos.  If they don’t, they tend to make things personal, which causes them to become emotional and causes them to take actions that can destroy the trust that team members have in the Product Owner. If a Product Owner is making things person, the best thing that team members can do is reassure them that its not personal, but be firm about doing what is best for the Company and for the users.  The ScrumMaster should also spend significant time coaching the Product Owner on how to not react emotionally and how to accept criticism without becoming defensive. Conclusion I’m sure there are other ways that a Product Owner can mess with the team, but these are the most common that I’ve seen.  I would encourage all Product Owners to seek to be a good Product Owner.  If you find yourself behaving in any of the bad product owner ways, change your behavior today!  Your team will thank you. Remember, being Product Owner is very difficult!  Product Owner is one of the most difficult roles in Scrum.  However, it can also be one of the most rewarding roles in Scrum, since Product Owners literally see their ideas brought to life on the computer screen.  Product Owners need to be very patient, even in the face of criticism and need to be willing to make tough decisions on priority, but then not become offended when others disagree with those decisions.  Companies should spend the time needed to find the right product owners for their teams.  Doing so will only help the company to write better software. Technorati Tags: Scrum,Product Owner

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  • Essential roles for web application team

    - by jromero
    Some friends of mine came up with an idea for a web application which we (so far) think could be great. I made the analysis and all the early stages of the development process and I'm about to start the coding. I'm talking about something that is barely a mid-level project, so I consider one developer (myself) should be enough. The thing is that we are trying to assign roles to each one of us so we can be focused on our duties and have clear our responsibilities within the team. We are a crew of four people, three of us (my friends) are business people who would do the marketing, customer relationship, management and accounting stuff and I'm basically the developer. I have in mind to get them involved into the development process by giving them documentation to write and use them as testers, all of that besides the management duties they have. Perhaps someone out there have been in the same situation, so I would appreciate if the experience is shared so we can effectively give ourselves positions in the project based on what I explained above. Which are the essential roles or the optimal team layout so the idea can be developed successfully? The question is not strictly about programming, but it's related to build a software entrepreneurship beyond the code, that is something that I'm sure plenty of us are looking. Any help is really appreciated! Regards.

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  • User-Defined Customer Events & their impact (FA Type Profile)

    - by Rajesh Sharma
    CC&B automatically creates field activities when a specific Customer Event takes place. This depends on the way you have setup your Field Activity Type Profiles, the templates within, and associated SP Condition(s) on the template. CC&B uses the service point type, its state and referenced customer event to determine which field activity type to generate.   Customer events available in the base product include: Cut for Non-payment (CNP) Disconnect Warning (DIWA) Reconnect for Payment (REPY) Reread (RERD) Stop Service (STOP) Start Service (STRT) Start/Stop (STSP)   Note the Field values/codes defined for each event.   CC&B comes with a flexibility to define new set of customer events. These can be defined in the Look Up - CUST_EVT_FLG. Values from the Look Up are used on the Field Activity Type Profile Template page.     So what's the use of having user-defined Customer Events? And how will the system detect such events in order to create field activity(s)?   Well, system can only detect such events when you reference a user-defined customer event on a Severance Event Type for an event type Create Field Activities.     This way you can create additional field activities of a specific field activity type for user-defined customer events.   One of our customers adopted this feature and created a user-defined customer event CNPW - Cut for Non-payment for Water Services. This event was then linked on a Field Activity Type Profile and referenced on a Severance Event - CUT FOR NON PAY-W. The associated Severance Process was configured to trigger a reconnection process if it was cancelled (done by defining a Post Cancel Algorithm). Whenever this Severance Event was executed, a specific type of Field Activity was generated for disconnection purposes. The Field Activity type was determined by the system from the Field Activity Type Profile referenced for the SP Type, SP's state and the referenced user-defined customer event. All was working well until the time when they realized that in spite of the Severance Process getting cancelled (when a payment was made); the Post Cancel Algorithm was not executed to start a Reconnection Severance Process for the purpose of generating a reconnection field activity and reconnecting the service.   Basically, the Post Cancel algorithm (if specified on a Severance Process Template) is triggered when a Severance Process gets cancelled because a credit transaction has affected/relieved a Service Agreement's debt.   So what exactly was happening? Now we come to actual question as to what is the impact in having a user-defined customer event.   System defined/base customer events are hard-coded across the entire system. There is an impact even if you remove any customer event entry from the Look Up. User-defined customer events are not recognized by the system anywhere else except in the severance process, as described above.   There are few programs which have routines to first validate the completion of disconnection field activities, which were raised as a result of customer event CNP - Cut for Non-payment in order to perform other associated actions. One such program is the Post Cancel Algorithm, referenced on a Severance Process Template, generally used to reconnect services which were disconnected from other Severance Event, specifically CNP - Cut for Non-Payment. Post cancel algorithm provided by the product - SEV POST CAN does the following (below is the algorithm's description):   This algorithm is called after a severance process has been cancelled (typically because the debt was paid and the SA is no longer eligible to be on the severance process). It checks to see if the process has a completed 'disconnect' event and, if so, starts a reconnect process using the Reconnect Severance Process Template defined in the parameter.    Notice the underlined text. This algorithm implicitly checks for Field Activities having completed status, which were generated from Severance Events as a result of CNP - Cut for Non-payment customer event.   Now if we look back to the customer's issue, we can relate that the Post Cancel algorithm was triggered, but was not able to find any 'Completed' CNP - Cut for Non-payment related field activity. And hence was not able to start a reconnection severance process. This was because a field activity was generated and completed for a customer event CNPW - Cut for Non-payment of Water Services instead.   To conclude, if you introduce new customer events that extend or simulate base customer events, the ones that are included in the base product, ensure that there is no other impact either direct or indirect to other business functions that the application has to offer.  

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  • Limitations of User-Defined Customer Events (FA Type Profile)

    - by Rajesh Sharma
    CC&B automatically creates field activities when a specific Customer Event takes place. This depends on the way you have setup your Field Activity Type Profiles, the templates within, and associated SP Condition(s) on the template. CC&B uses the service point type, its state and referenced customer event to determine which field activity type to generate.   Customer events available in the base product include: Cut for Non-payment (CNP) Disconnect Warning (DIWA) Reconnect for Payment (REPY) Reread (RERD) Stop Service (STOP) Start Service (STRT) Start/Stop (STSP)   Note the Field values/codes defined for each event.   CC&B comes with a flexibility to define new set of customer events. These can be defined in the Look Up - CUST_EVT_FLG. Values from the Look Up are used on the Field Activity Type Profile Template page.     So what's the use of having user-defined Customer Events? And how will the system detect such events in order to create field activity(s)?   Well, system can only detect such events when you reference a user-defined customer event on a Severance Event Type for an event type Create Field Activities.     This way you can create additional field activities of a specific field activity type for user-defined customer events.   One of our customers adopted this feature and created a user-defined customer event CNPW - Cut for Non-payment for Water Services. This event was then linked on a Field Activity Type Profile and referenced on a Severance Event - CUT FOR NON PAY-W. The associated Severance Process was configured to trigger a reconnection process if it was cancelled (done by defining a Post Cancel Algorithm). Whenever this Severance Event was executed, a specific type of Field Activity was generated for disconnection purposes. The Field Activity type was determined by the system from the Field Activity Type Profile referenced for the SP Type, SP's state and the referenced user-defined customer event. All was working well until the time when they realized that in spite of the Severance Process getting cancelled (when a payment was made); the Post Cancel Algorithm was not executed to start a Reconnection Severance Process for the purpose of generating a reconnection field activity and reconnecting the service.   Basically, the Post Cancel algorithm (if specified on a Severance Process Template) is triggered when a Severance Process gets cancelled because a credit transaction has affected/relieved a Service Agreement's debt.   So what exactly was happening? Now we come to actual question as to what are limitations in having user-defined customer event.   System defined/base customer events are hard-coded across the entire system. There is an impact even if you remove any customer event entry from the Look Up. User-defined customer events are not recognized by the system anywhere else except in the severance process, as described above.   There are few programs which have routines to first validate the completion of disconnection field activities, which were raised as a result of customer event CNP - Cut for Non-payment in order to perform other associated actions. One such program is the Post Cancel Algorithm, referenced on a Severance Process Template, generally used to reconnect services which were disconnected from other Severance Event, specifically CNP - Cut for Non-Payment. Post cancel algorithm provided by the product - SEV POST CAN does the following (below is the algorithm's description):   This algorithm is called after a severance process has been cancelled (typically because the debt was paid and the SA is no longer eligible to be on the severance process). It checks to see if the process has a completed 'disconnect' event and, if so, starts a reconnect process using the Reconnect Severance Process Template defined in the parameter.    Notice the underlined text. This algorithm implicitly checks for Field Activities having completed status, which were generated from Severance Events as a result of CNP - Cut for Non-payment customer event.   Now if we look back to the customer's issue, we can relate that the Post Cancel algorithm was triggered, but was not able to find any 'Completed' CNP - Cut for Non-payment related field activity. And hence was not able to start a reconnection severance process. This was because a field activity was generated and completed for a customer event CNPW - Cut for Non-payment of Water Services instead.   To conclude, if you introduce new customer events, you should be aware that you don't extend or simulate base customer events, the ones that are included in the base product, as they are further used to provide/validate additional business functions.  

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  • Unleash Oracle Premier Support's Advanced Proactive Capabilities

    - by swalker
    Where do you go to solve technical problems? Better yet, where do you find out how to prevent them? Oracle Premier Support's proactive capability portfolio can help you prevent, resolve, and upgrade. Join thousands of Oracle customers and partners who are already taking advantage of proactive support. Are You Ready To Get Proactive? Bookmark the proactive capabilities portfolio and start exploring Oracle Premier Support's proactive support capabilities. Search "Get Proactive" in My Oracle Support to view the knowledge, tools and communities available through product specific pages. Act now to get started! Questions? Contact Oracle’s "Get Proactive" team today.

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  • Customer Experience in the Year Ahead

    - by Christina McKeon
    With 2012 coming to an end soon, we find ourselves reflecting on the year behind us and the year ahead. Now is a good time for reflection on your customer experience initiatives to see how far you have come and where you need to go. Looking back on your customer experience efforts this year, were you able to accomplish the following? Customer journey mapping Align processes across the entire customer lifecyle (buying and owning) Connect all functional areas to the same customer data Deliver consistent and personal experiences across all customer touchpoints Make it easy and rewarding to be your customer Hire and develop talent that drives better customer experiences Tie key performance indicators (KPIs) to each of your customer experience objectives This is by no means a complete checklist for your customer experience strategy, but it does help you determine if you have moved in the right direction for delivering great customer experiences. If you are just getting started with customer experience planning or were not able to get to everything on your list this year, consider focusing on customer journey mapping in 2013. This exercise really helps your organization put your customer in the center and understand how everything you do affects that customer. At Oracle, we see organizations in various stages of customer experience maturity all learn a lot when they go through journey mapping. Companies just starting out with customer experience get a complete understanding of what it is like to be a customer and how everything they do affects that customer. And, organizations that are further along with customer experience often find journey mapping helps provide perspective when re-visiting their customer experience strategy. Happy holidays and best wishes for delivering great customer journeys in 2013!

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  • Watch Customer Concepts TV and Find Out How Leading Organizations Are Creating Engaging Customer Journeys

    - by Jeri Kelley
    The customer journey has changed dramatically. Customers have far more knowledge and far more power. Managing the new customer experience isn’t just about increasing profitability. For many organizations it’s about survival.  To survive, organizations must deliver relevant, personalized experiences that engage customers at each step in their journey, but where do organizations start? ??To learn more, I’m looking forward to tomorrow's Customer Concepts Web TV show.   On October 23rd, experts from Oracle and various successful businesses such as Euroffice will discuss how the customer journey has fundamentally changed and will share best practices for adapting your organization so you can truly engage customers. These Customer Concepts Web TV programs are an excellent way of keeping up with the very latest thinking in the field of customer experience.  Register for tomorrow’s event now at: http://bit.ly/RqPSL3

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  • Improved Customer Experience, but at what Cost?

    - by Tony Berk
    We can all probably agree that improving your customers' experience is a good thing. But a key question many people are asking is will it help your organization and, in particular, what are the financial benefits?That's a good question, especially when companies ARE experiencing phenomenal return on investment (ROI). Of course, there are many factors that impact ROI or other measures of success, but we'd like to share some success stories as examples of customer experience in action and delivering positive results. If you would like to learn more about the economics of customer experience, see Brian Curran's presentation at the Oracle Customer Experience Summit last month. In this series of blog posts, we'll share actual customer stories. Today's example is Dell, which uses Oracle Real-Time Decisions (RTD) and Siebel CRM as part of their customer experience portfolio to better understand their customers' needs and wants and provide consistent interactions. Regular readers of this blog are probably familiar with Siebel, but RTD may be new to many of you. RTD is a complete decision management solution that delivers real-time decisions and recommendations and automatically renders decisions within a business process to create tailored messaging for every customer interaction.What does that mean? In the video below, Dell describes how customer experience is important not just for one interaction channel, but across all "vehicles." RTD is helping Dell understand customer behavior and communicate with the customer in a more relevant manner, across all communication  or interaction channels including sales and service call centers, email marketing and online. Dell continues to expand use of RTD because the benefits are showing up in sales, service and marketing results including 19% increase in close rates, faster issue resolution and 40% improvement in revenue per click in email marketing. Click here, to learn more about Oracle Customer Experience and stay tuned for more customer spotlights.

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  • CRM Evolution 2014: Mediocrity is the New Horrible in Customer Service

    - by Tuula Fai
    "Mediocrity is the new horrible in customer service," Blair McHaney, Gold's Gym Almost everyone knows that customers' expectations have risen. But, after listening to two days of presentations at CRM Evolution, I think it’s more accurate to say that customers' expectations have skyrocketed. Fortunately, most companies have gotten the message and are taking their customer service to a higher level. For those who've been hesitant to 'boldly go where their customer service organization has not gone before,' take heart. I’ve got some statistics that will encourage you to take those first few steps. Why should I change? By engaging customers online, ancestry.com achieved a 99.5% customer satisfaction score (CSAT) while improving retention and saving millions on greater efficiency, including a 38%-50% drop in inbound calls and emails.1 By empowering employees to delight customers, Gold’s Gym achieved a 77.5% Net Promoter Score (NPS) and 22% customer churn rate. No small feat when you consider the industry averages are 40% NPS and 45% churn.2 By adapting quickly to social media, brands like Verizon have benefited from social community members spending 2.5x-10x more than average customers.3 ‘The fierce urgency of now’ is upon us in customer service. You can take your customer service to a higher level! To find out more, click here CRM Evolution Customer Service Experience Footnotes: 1. Arvindh Balakrishnan, Is Your Customer Service Modern?2. Blair McHaney, Wire Your Organization with Customer Feedback3. Becky Carroll, The Power of Communities for Improving the Service Experience and Building Advocates

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  • New A-Team Web Site Launched

    - by .raja
    The A-Team has launched a new web site – the A-Team Chronicles which aggregates and organizes content produced by The A-Team members (including your humble blogger). The A-Team is a central, outbound, highly technical team comprised of Enterprise Architects, Solution Specialists and Software Engineers within the Fusion Middleware Product Development Organization that works with customers and partners, world wide, providing guidance on implementation best practices, architecture, troubleshooting and how best to use Oracle products to solve customer business needs. This content captures best practices, tips and tricks and guidance that the A-Team members gain from real-world experiences, working with customers and partners on implementation projects, through Architecture reviews, issue resolution and more. A-Team Chronicles makes this content available, through short and to the point articles to all our customers and partners in a consistent, easy to find and organized way. If you like the articles we post here, you might find even more interesting articles at the new A-Team Chronicles site, covering a wider range of Fusion Middleware topics. We will be decommissioning this site shortly in favor of A-Team Chronicles site and all new contents will be posted there.

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