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05.22.09 Exploring The Problem Of Poor Customer Service In Large Web Companies  By Jim Berkowitz Here are several excerpts from an excellent post by Phil Wainewright, Web Giants and the Helpless Individual, which explores the problem of poor customer service and support from some of the largest web service companies: Like many users of technology today, I have developed an essentially dysfunctional approach when things don't work properly: I do whatever it takes to avoid fixing it. I wait to see if it 'fixes itself'. I make a workaround. I live with it till the next upgrade. Or I just use something else. It's only when I absolutely can't function without resolving the problem that I take a deep breath, grit my teeth, and embark on the quest to find a solution. My worst nightmare is to find myself in the kind of situation frequently described in anguished blog posts by victims of Google, Amazon or eBay glitches and terminations. As is the norm when these mass-market automated online services fail, the victims discover there's no information to be found anywhere as to what was the cause, when normal service would be restored, or what actions they can take to resolve the problem.
The common theme with all these stories is a fundamental flaw with the business model of cloud services, which is predicated on fully automated systems - fine when everything works as expected, but not fine when the failure is unexpected, unbudgeted or involves parameters the developer didn't think of when the system was designed. At least with cloud services, you can often hope that an operational problem will indeed 'fix itself', because the cloud provider may well be working behind the scenes to correct the fault. In that respect, it's better than when I have a recurring problem on my own PC, where the only resolution to expect is that it will cascade to a worse fault that I can't put off fixing (in which case I'll end up stuck in an automated support purgatory at Microsoft or HP's website). But if the cloud problem is a mission critical fault like a lost RSS feed or a failed payment service, then you can't afford to wait - and if the root cause is an account problem rather than something in the infrastructure, that's where the cloud model really falls down. What these web giants need is an automated customer response system that acknowledges the possibility of exceptions. Instead of setting out to eliminate all human contact, they should explicitly allow for human interaction to investigate and resolve those problems that the system's designers haven't allowed for. Each problem resolved should then be analyzed to see how it can be eliminated by enhancing the automation - thus the human intervention becomes part of an iterative self-healing process through which the automation adapts to experience. It'll cost more in the short-term, but long-term, it'll enhance customer satisfaction and sales. Another way to keep costs down is to do a better job of integrating online and community help systems - and being open about their capabilities and limitations. I know from my own experience that I'm often reluctant to investigate a problem online because I'm not familiar with the online process, which breeds mistrust. How long will it take to get a response? Will it answer my question? What do I do if it doesn't? I was impressed earlier this year with a briefing from community help platform provider Helpstream, which allows vendors to set business rules so that, for example, a question posed to the community can be converted into a case for resolution by an agent if it hasn't been answered within two hours, or if the originator isn't satisfied with the response. It is also working on processes that automatically monitor community response and its effectiveness, for example by measuring satisfaction levels for specific pieces of advice. Continue reading this article. About the Author: Jim Berkowitz is a seasoned executive with more than 30 years of professional services and project management experience related to Customer Relationship Management (CRM) and Financial Management (Accounting & ERP) software solutions for small, mid-sized and Fortune 500 companies. As a Sales Force Automation and CRM Consultant, Jim has assisted more then 100 companies with the design and implementation of custom CRM solutions. Mr. Berkowitz is the founder and President of CRM Mastery, Inc.; a company dedicated to serving small and mid-sized enterprises (SMEs) by offering affordable tools and guidance to help them plan for and succeed with their CRM initiatives. |
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