A well known product, already experienced by the entire market.
It’s had many re-introductions in different forms, packages, and industry verticals.
Fully commoditized.
The market may be emotionally attached to the original version so the new version may be potentially undesirable.
We must agree that under such a scenario new value-add, demand and certainly loyalty would be difficult to achieve.
However, if we are willing to look beyond our paradigms, and if we know our customers well enough to offer them something they never knew they wanted,
then, maybe we have a chance to lead.
Take a look:
What is special about this video?
Knowing your customer is the key to adding unforeseen value.
We prefer to find good examples of customer centricity to make our point.
However, sometimes examples of poor alignment with customer values can serve as helpful warning beacons.
First, I must say that I love BlackBerry products, they are reliable and do the job.
Today I was delighted to see BlackBerry had corrected their lack of a Desktop Manager for Mac, which has caused me countless hours of grief in trying to sync my PDA and Entourage on my Mac. I was excited, so I followed the link and downloaded the software.
Here is my experience:
1. The download did not include a pdf of the instructions. I went to the website to find the instructions and also found release notes – Cool.
2. Oops, the release notes say that when synchronizing with Entourage there are several unresolved issues with data integrity, the same ones that were giving me grief with the third party software.
3. I decided to call the contact center to ask if the release notes were still current and/or to get advice on whether I should make the switch. No phone number listed for customer support. They have self help and forums, I spent 15 minutes looking for an answer then gave up.
4. Decided to send an email to the support desk with my question – I received a reply saying the email was not delivered, we have self-help options or payed-for-support.
Why would a device come without necessary software to synch to well known computers?
Why would they deliver software without operating instructions?
Why would they deliver software that does not work, and not let you know before you download?
Why would they lead customers to believe there is a support email address when there is not?
Why would they consider reliable customer support for business people something beyond their responsibility?
The answer could be simple, and it can happen to any company in the blink of an eye:
Sometimes we may not consider the effects of our business decisions on the customer experience.
Perhaps even less if our products are leading the market.
Well, it’s not about the product, its about the customer and the company’s alignment to their values.
My 7 years of BlackBerry usage mean nothing if I don’t feel the company is ready to support me when I need them.
The point here is that great companies can quickly loose their footing simply by forgetting that we are no longer in a product economy.
Products are great, but no longer brand differentiators. The differentiator is now the customer experience due to the company’s integrity of purpose.
My partner Donna Root, said it perfectly yesterday : ” A company’s alignment to their purpose is critical because in an experience economy customers care about “HOW” companies win.”
Your customers have evolved. Their criteria for loyalty has shifted to a more holistic view. They care about what company’s stand for and about their authenticity in that purpose.
Posted by Rudy Vidal 
Posted by Rudy Vidal 
Posted by Rudy Vidal 
