And with so many moving parts, the experience at any point of the customer's journey has the potential to impact both current and future purchasing decisions, as well as the company’s entire brand image.
Governing this journey is the digital framework.
An end-to-end view of the customer journey does not stop at a web page. The digital framework is more than a system myopically focused on user interfaces and customer relationship management. While these are great hooks into customer contacts, they do not govern the entire customer journey. All aspects of the services rendered, and/or still available, should be visible to the customers via their channel of choice. Accuracy is paramount and clarity across channels is necessary to avoid confusion; and confusion, of course, leads to issues and dissatisfaction. So the digital framework must be an extension of the underlying business model.
Along with service satisfaction, consumers are very sensitive to price and ongoing charges. Indeed, such sensitivity is often the breeding ground for escalating tension. For this reason, payment and billing information – such as services rendered, services still available, past charges, pending charges and so on – must be 100% accurate, and not just an estimate derived from front-end pricing systems. And, there should be no unpleasant surprises. This means that invoices should be clear and consistent with the original expectations set during the sales engagement process.
Just as navigating a busy intersection doesn’t necessarily preclude the ability of a driver to purchase a last-minute Mother’s Day gift, consumers can conjure up a brand experience from literally anywhere. Random situations can drive a desire to visit a website, portal, store, app, or any other digital channel. The store is now everywhere; everywhere is now the store.
But while the channels may change, the digital you – today’s customer – is the same. Today, the customer IS the store. For this reason, successful companies must be poised to fully take advantage of the digital framework in order to present their best effort in every channel, at any time of day, to any audience.