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3 Ways to Use Customer Journey Mapping, Portland Ad Federation, January 2014
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Transcript of 3 Ways to Use Customer Journey Mapping, Portland Ad Federation, January 2014
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ISITE Design
Journey Mapping
January 23, 2014 :: Portland Ad Federation
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Barbara Holmes Just a small town girl. Livin' in a
lonely world. She took the midnight train, goin' anywhere.
@volleyballbarb
Colin O’Neill Just a city boy. Born and raised in
South Detroit. Also took the midnight train goin' anywhere.
@oneill_colin
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• Why Journey Mapping?
• Three types of maps:
– Ethnographic Technique
– “As Is” Snapshot of a Business/Process
– Future State
• What, Why, When, Who (and a little bit of How)
• How to use your Map
• Q&A
Agenda
@volleyballbarb @oneill_colin
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Fron0ers, 1983
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Source: Forrester
Acquisition
Connection
Loyalty
Need
Compare
Discover
Research
Purchase
Decide
Use
Get Help
Share
Personalize
Partner Evangelize
Tribe
Search
Customer Experience Ecosystem
Function
Value
Meaning Connected Journeys
@volleyballbarb @oneill_colin
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Multiple Contexts
@volleyballbarb @oneill_colin
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Digital Customer Experience Strategy
Source: May 18, 2011, “Why You Need A Digital Customer Experience Strategy” Forrester report
Customers’ goals Who are they, what are
their goals and behaviors?
Content
What do customers need to do to accomplish their
goals?
Personality How should the brand
be expressed throughout all interactions?
Touchpoints Where do customers consume content?
Digital customer experience
strategy
@volleyballbarb @oneill_colin
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It’s not what we say. It’s how we help.
@volleyballbarb @oneill_colin chiefmartech.com
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It’s going to be ok.
“The more digital we get, the more human we must be.”
Gatum Ramdurai, Google
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• Complex interactions across connected touch points • Customers expect parity across channel and device
• Teams need a shared language and reference point • Technology is changing established processes and
expectations
• Business isn’t typically all that great at holistic thinking
Why journey mapping?
@volleyballbarb @oneill_colin
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• A tool to manage interconnected cross-channel experiences
• Helps orchestrate touch points over time and space
• Inventories all touch points to illustrate the journey with clarity and precision
• Helps forge alignment around what’s most important
• Brings a human perspective to organizational and tactical discussions
What does it do?
@volleyballbarb @oneill_colin
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• A tool to collect insight and embed empathy • A shared lens to collaborate through
• A way to understand the connections and handoffs between touch points
• A way to identify opportunities for improvement
• And to make better decisions
What is the value?
@volleyballbarb @oneill_colin
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But!
A map is not a destination.
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Improve today’s experience
Transform the organization
Sustain cultural change
Time
Cu
sto
mer
exp
erie
nce
qu
alit
y Customer-focused transformation
@volleyballbarb @oneill_colin Outside In, Forrester
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Reproduced from The Etude, October, 1913
@volleyballbarb @oneill_colin
1913
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Captured, 1981
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Ethnographic Journey Maps
• WHAT: Hand-drawn sketches that answer a core question
• WHY: To capture deeper, more relevant stories from customers
• WHEN: During interviews, as a tool to spark a conversation
• WHO: Current customers and non-customers • HOW: Ask person to draw their answer to the core
question; then debrief
@volleyballbarb @oneill_colin
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How
• Ask one open-ended question, “How do/did you…?” to frame the journey map activity
• Allow 5 - 10 min to draw: 15 min to describe
• Use open/closed questions to fill in knowledge gaps and probe for thinking, feeling, doing data
• Record the interview session for later referral
@volleyballbarb @oneill_colin
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• How did you choose your primary mode of transportation?
• Debrief:
– What did you think
– What did you do
– What did you feel
www.kerismith.com/WishJarTales/connect_dots.jpg
Exercise
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Revela0on, 2008
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As Is Journey Maps
• WHAT: Data visualization derived from customer data, business data, trend data, analytics, etc. Reveals of what is happening now.
• WHY: Reveals opportunities for a business; catalyzes customer-centric thinking
• WHEN: Prior to embarking on a transformative initiative; when customer feedback indicates
• WHO: Stakeholders from the business; customers; prospects
• HOW: Data collection and analysis; affinity mapping; data visualization
@volleyballbarb @oneill_colin
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Business • Process/Lifecycle • Goals • Brand Impression • Touch points
Customer • Goals • Emotions • Touch points
Tim
e Characteristics
@volleyballbarb @oneill_colin
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hSp://www.edutxt.co.uk/preloginjsp/edutxt/customer_journey.jsp
Service
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Platform
Nick Finck, Übermind @volleyballbarb @oneill_colin
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Persona-based Journey
Comcast experience map, nForm @volleyballbarb @oneill_colin
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Touch Points
getallyourducksinarow.com @volleyballbarb @oneill_colin
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Internal Processes
@volleyballbarb @oneill_colin
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Customer Journey Phases Loosening of status quo
Commit to change
Explore op0ons
Compare solu0ons
Commit to
solu0on
Step Back
Jus0fy the
decision
Make the selec0on
Use the service
Advocate
Discover
Consider
Decide
Use
@volleyballbarb @oneill_colin SiriusDecisions
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Customer Journey Map
• Stages • Touch Points
• Customer Needs • Customer Expectations
• Customer Activities • Emotional State
• Opportunities
@volleyballbarb @oneill_colin
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http://jasonfurnell.wordpress.com/2010/08/04/customer-journey-sketchboards/
Elements of an As Is Journey Map
• Experience phases • Customer types
• The journey itself • Points of delight/opportunities
• Points of pain/service barriers
• Specific touch points and interactions
• What the experience is like; the highs and lows
• Key to explain the map
@volleyballbarb @oneill_colin
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Evolu0on, 1979
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Future State Journey Maps
• WHAT: Data visualization based on a goal-state 3 to 5 years in the future
• WHY: Informs technology roadmap; informs content strategy and staffing to fulfill on the desired goal
• WHEN: Periodically, to keep the business focused on the goals and future
• WHO: Stakeholders from the business • HOW: Brainstorming, roleplaying and connected
thinking. For example, write a letter from the future (storytelling parsed into touch points)
@volleyballbarb @oneill_colin
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@volleyballbarb @oneill_colin
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http://blogdotcrmitdotcom.files.wordpress.com/2013/12/customers.jpg @volleyballbarb @oneill_colin
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@volleyballbarb @oneill_colin
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hSp://www.graphicrecordingstudio.com/blog/2013/11/28/crea0ng-‐a-‐vision-‐map-‐for-‐asmp-‐colorado @volleyballbarb @oneill_colin
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http://jasonfurnell.wordpress.com/2010/08/04/customer-journey-sketchboards/
Elements of a Future State Journey Map
• Tell a story from a customer’s perspective • Outline specific touch points
• Describe the expected experience for each touch point
• Identify triggers to start the journey
• Focus on transitions between the steps in the journey
@volleyballbarb @oneill_colin
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Greatest Hits, 1988
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http://jasonfurnell.wordpress.com/2010/08/04/customer-journey-sketchboards/
Recap
• Journey Maps are a powerful tool to align and manage customer/user experiences across devices, channels and time
• Ethnographic Maps help you quickly capture real-world stories from people
• “As is” Journey Maps reveal business opportunities through a customer lens
• Future State Journey Maps help make a vision seem achievable and identify the evolution required and the potential benefits
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Digital is everything.
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Connection is everything.
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• Bruce Temkin http://experiencematters.wordpress.com/2009/03/03/legos-building-block-for-good-experiences/
• Jason Hobbs http://www.boxesandarrows.com/person/122-jasonhobbs
• Boxes and Arrows http://www.boxesandarrows.com/view/journeys_needs
• The Yard Creative http://www.theyardcreative.com/bandqhongkong.html
• Engine Group http://www.enginegroup.co.uk/service_design/m_page/customer_journey_mapping
• Adam Richardson http://blogs.hbr.org/cs/2010/11/using_customer_journey_maps_to.html
• Joyce Hostyn http://www.joycehostyn.com/blog/2010/03/22/visualizing-the-customer-experience-using-customer-experience-journey-maps/
• People and Participation.net http://www.peopleandparticipation.net/display/Methods/Customer+Journey+Mapping
References
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We help brands embrace the power of digital to align around their customer.
www.isitedesign.com