Customer relationship management

• US 20050091156A1
• Filed: 08/02/2004
• Published: 04/28/2005
• Est. Priority Date: 10/05/2001
• Status: Abandoned Application

• Current Assignee: Accenture Global Services GmbH (Accenture PLC)
• Original Assignee: Accenture Global Services GmbH (Accenture PLC)
• Inventors: Hailwood, John W., Gottlieb, David M.
• Application Number:
  US10/910,254
• Publication Number:
  US 20050091156A1
• Time in Patent Office: Days
• US Class Current: 705/40
• CPC Class Codes: G06Q 20/102 Bill distribution or payments
• CPC Class Codes: G06Q 30/02 Marketing; Price estimation or determination; Fundraising
• CPC Class Codes: G06Q 30/0201 Market modelling; Market analysis; Collecting market data
• CPC Class Codes: G06Q 30/06 Buying, selling or leasing transactions
• CPC Class Codes: G06Q 30/0601 Electronic shopping [e-shopping]

Abstract

A framework for customer relationship management includes a first layer to identify platforms for customer interactions and a second layer to identify capabilities of customer interactions. The framework includes a third layer to demonstrate how knowledge about customer preferences and behavior can be brought to bear on customer interactions. The framework has a fourth layer to identify applications of analysis and modeling to customer information. The framework also can include backplanes identifying common services that can be defined and tailored to support capabilities described in the first, second, third and fourth layers.

Claims

1. (canceled)

2. A method for shaping a customer relationship management solution for a particular enterprise, the method comprising:

applying using a structured approach each of a plurality of layers of an architecture framework, the framework including a plurality of integrated layers, the application of the structured approach including;

a) identifying factors associated with a first layer including the platforms for enabling interactions between a customer and the enterprise across a plurality of communication channels;

b) identifying factors associated with a second layer including interaction types in which a customer may engage with the enterprise;

c) deriving insights about the company'"'"'s customers based on a fourth layer; and

d) defining how to apply intelligence about customers from derived insights to customer interactions based on a third layer.

3. The method of claim 2 wherein the structured approach includes a sequential application of the plurality of layers.

4. The method of claim 2 wherein identifying factors associated with a first layer including the platforms includes identifying at least one of one of:

premise/retail capabilities, wireless technologies, telephone capabilities, World Wide Web (web) capabilities, field capabilities, and correspondence capabilities.

5. The method of claim 2 wherein identifying factors associated with a first layer including the platforms includes identifying the necessary technology infrastructure, applications and business services necessary to conduct business with customers and business partners.

6. The method of claim 2 wherein the step of identifying factors associated with a second layer including interaction types further includes identifying at least one of:

capabilities that relate to gathering information about customers, capabilities that relate to packaging and delivery of personalized customer messages, capabilities that relate to management and execution of sales activities, capabilities that relate to billing and collection, capabilities that relate to customer service, capabilities that relate to partner relationship management, and capabilities that relate to field service.

7. The method of claim 2 wherein the step of defining how to apply intelligence about customers from derived insights includes applying information determined based on the fourth layer to customer interaction types identified in the second layer.

8. The method of claim 2 wherein the step of deriving insights about customers includes identifying how the customer collects, aggregates, and processes information about its customer base so that interactions can be tailored and identifying the ways in which the client develops and executes specific marketing programs based upon the insights.

9. The method of claim 2 wherein the step of deriving insights includes at least one of:

market research;

needs assessment;

offer packaging;

offer optimization;

offer development;

marketing campaign management; and

, customer segment management.

10. The method of claim 2 wherein the step of defining how to apply intelligence about customers from derived insights includes defining key processes and guidelines to connect customer insight with customer interaction capabilities.

11. The method of claim 2 wherein the step of defining how to apply intelligence about customers from derived insights includes deriving real-time offer arbitration.

12. The method of claim 11 wherein deriving real-time offer arbitration includes applying insight based on the fourth layer with the identified interaction types based on the second layer.

13. The method of claim 2 wherein the step of defining how to apply intelligence about customers from derived insights to customer interactions includes defining at least one of:

content management, customer data governance, and customer context.

14. The method of claim 13 wherein content management includes identifying where the content comes from, who creates it, who reviews it, how it is provided to applications where it is used, how it can be updated.

15. The method of claim 13 wherein content management capabilities include at least one of the following capabilities:

universal content entry;

a distributed workflow feature;

a version control feature;

a document transformation and management feature; and

, a content syndication and multi-channel communication feature

16. The method of claim 13 wherein customer data governance addresses how transaction security is ensured and whether there are any laws or agreements relating to data privacy or entitlements with which the company must comply.

17. The method of claim 13 wherein customer data governance includes at least one of the following capabilities:

privacy feature;

entitlements feature; and

a compliance feature.

18. The method of claim 13 wherein customer context addresses what is known about the customer at each interaction point within each channel and how that knowledge is leveraged to customize the interaction with the customer.

19. The method of claim 13 wherein customer context includes at least one of:

a geographic and demographic feature; and

a customer state feature.

20. The method of claim 2 wherein shaping the customer relationship management solution includes identifying the common services that can be defined and tailored to support at least one of the:

interaction platforms;

interaction types;

deriving insights about the company'"'"'s customer; and

, defining how to apply intelligence about customers from derived insights to customer interactions.

21. The method of claim 20 whereby the common services would address at least one of:

human performance, enterprise integration, reporting, integrated customer view, and workflow.

22. The method of claim 2 further comprising customizing the interaction with the customer based on the first, second, third, and fourth layers.

23. A method for performing a diagnostic analysis of a particular enterprise to identify required customer relationship management capabilities, the method comprising:

assessing using a structured approach each of a plurality of integrated layers of an architecture framework, the application of the structured approach including;

a) identifying factors associated with a first layer including platforms for enabling interactions between a customer and the enterprise across a plurality of communication channels;

b) identifying factors associated with a second layer including interaction types in which a customer may engage with the enterprise;

c) assessing how the company derives insights about the company'"'"'s customers based on a fourth layer;

d) assessing how the company can apply intelligence about customers from the insights assessed based on the fourth layer to customer interactions based on a third layer;

24. The method of claim 23 wherein the structured approach includes a sequential application of the plurality of layers.

25. The method of claim 23 wherein identifying factors associated with a first layer including the platforms includes identifying at least one of one of:

premise/retail capabilities, wireless technologies, telephone capabilities, World Wide Web (web) capabilities, field capabilities, and correspondence capabilities.

26. The method of claim 23 wherein identifying factors associated with a first layer including the platforms includes identifying the necessary technology infrastructure, applications and business services necessary to conduct business with customers and business partners.

27. The method of claim 23 wherein the step of identifying factors associated with a second layer further includes identifying at least one of:

capabilities that relate to gathering information about customers, capabilities that relate to packaging and delivery of personalized customer messages, capabilities that relate to management and execution of sales activities, capabilities that relate to billing and collection , capabilities that relate to customer service, capabilities that relate to partner relationship management, and capabilities that relate to field service.

28. The method of claim 23 wherein the step of assessing how the company can apply intelligence about customers includes applying information determined based on the fourth layer to identified customer interaction types identified in the second layer.

29. The method of claim 23 wherein the step of assessing how the company derives insights about the company'"'"'s customers includes assessing how the customer collects, aggregates, and processes information about its customer base so that interactions can be tailored and identifying the ways in which the client develops and executes specific marketing programs based upon the insights.

30. The method of claim 23 wherein the step of assessing how the company derives insights about the company'"'"'s customers includes assessing at least one of:

market research;

needs assessment;

offer packaging;

offer optimization;

offer development;

marketing campaign management; and

, customer segment management.

31. The method of claim 23 wherein the step of assessing how to apply intelligence about customers from derived insights includes assessing key processes and guidelines to connect customer insight with customer interaction capabilities.

32. The method of claim 23 wherein the step of assessing defining how to apply intelligence about customers from derived insights includes deriving real-time offer arbitration.

33. The method of claim 32 wherein deriving real-time offer arbitration includes applying insight based on the fourth layer with the identified interaction types based on the second layer.

34. The method of claim 23 wherein the step of assessing how the company can apply intelligence about customers from the insights includes assessing at least one of:

content management, customer data governance, and customer context.

35. The method of claim 34 wherein content management includes identifying where the content comes from, who creates it, who reviews it, how it is provided to applications where it is used, how it can be updated.

36. The method of claim 34 wherein content management capabilities include at least one of the following capabilities:

universal content entry;

a distributed workflow feature;

a version control feature;

a document transformation and management feature; and

, a content syndication and multi-channel communication feature.

37. The method of claim 34 wherein customer data governance addresses how transaction security is ensured and whether there are any laws or agreements relating to data privacy or entitlements with which the company must comply.

38. The method of claim 34 wherein customer data governance includes at least one of the following capabilities:

privacy feature;

entitlements feature; and

, a compliance feature.

39. The method of claim 34 wherein customer context addresses what is known about the customer at each interaction point within each channel and how that knowledge is leveraged to customize the interaction with the customer.

40. The method of claim 34 wherein customer context includes at least one of:

a geographic and demographic feature; and

, a customer state feature.

41. The method of claim 23 wherein performing a diagnostic analysis includes identifying the common services that can be defined and tailored to support at least one of the:

interaction platforms;

interaction types;

deriving insights about the company'"'"'s customer; and

, defining how to apply intelligence about customers from derived insights to customer interactions.

42. The method of claim 41 whereby the common services would address at least one of:

human performance, enterprise integration, reporting, integrated customer view, and workflow.

43. The method of claim 23 wherein performing the diagnostic analysis includes calculating the value to be realized by making customizations to the enterprise that affect customer relationship management.

44. A method for educating personnel about customer relationship management for a particular enterprise, the method comprising:

applying using a structured approach each of a plurality of integrated layers of an architecture framework, the application of the structured approach including;

a) presenting, in a first layer, information related to platforms for enabling interactions between a customer and the enterprise across a plurality of communication channels;

b) presenting, in a second layer, information related to interaction types in which a customer may engage with the enterprise;

c) deriving insights about the company'"'"'s customers based on information presented in a fourth layer; and

d) presenting, in a third layer, information related to how the company can apply intelligence about customers from derived insights based on the fourth layer to customer interactions.

45. The method of claim 44 wherein the structured approach includes a sequential application of the plurality of layers.

46. The method of claim 44 wherein presenting information related to the platforms includes presenting information related to at least one of one of:

premise/retail capabilities, wireless technologies, telephone capabilities, World Wide Web (web) capabilities, field capabilities, and correspondence capabilities.

47. The method of claim 44 wherein presenting information related to the platforms includes presenting information related to the necessary technology infrastructure, applications and business services necessary to conduct business with customers and business partners.

48. The method of claim 44 wherein the step of presenting information related to interaction types further includes presenting information related to at least one of:

capabilities that relate to gathering information about customers, capabilities that relate to packaging and delivery of personalized customer messages, capabilities that relate to management and execution of sales activities, capabilities that relate to billing and collection, capabilities that relate to customer service, capabilities that relate to partner relationship management, and capabilities that relate to field service.

49. The method of claim 44 wherein the step of presenting information related to how the company can apply intelligence about customers further includes applying information presented in the fourth layer to identified customer interaction types presented in the second layer.

50. The method of claim 44 wherein the step of deriving insights about customers includes identifying how the customer collects, aggregates, and processes information about its customer base so that interactions can be tailored and identifying the ways in which the client develops and executes specific marketing programs based upon the insights.

51. The method of claim 44 wherein the step of deriving insights includes at least one of:

market research;

needs assessment;

offer packaging;

offer optimization;

offer development;

marketing campaign management; and

, customer segment management.

52. The method of claim 44 wherein the step of presenting information related to how the company can apply intelligence about customers from derived insights includes presenting information related to key processes and guidelines to connect customer insight with customer interaction capabilities.

53. The method of claim 44 wherein the step of presenting information related to how the company can apply intelligence about customers from derived insights includes deriving real-time offer arbitration.

54. The method of claim 53 wherein deriving real-time offer arbitration includes applying insight based on the fourth layer with the identified interaction types based on the second layer.

55. The method of claim 44 wherein the step of presenting information related to how to apply intelligence about customers from derived insights to customer interactions includes presenting information related to at least one of:

content management, customer data governance, and customer context.

56. The method of claim 55 wherein content management includes identifying where the content comes from, who creates it, who reviews it, how it is provided to applications where it is used, how it can be updated.

57. The method of claim 55 wherein content management capabilities include at least one of the following capabilities:

universal content entry;

a distributed workflow feature;

a version control feature;

a document transformation and management feature; and

, a content syndication and multi-channel communication feature

58. The method of claim 55 wherein customer data governance addresses how transaction security is ensured and whether there are any laws or agreements relating to data privacy or entitlements with which the company must comply.

59. The method of claim 55 wherein customer data governance includes at least one of the following capabilities:

privacy feature;

entitlements feature; and

, a compliance feature.

60. The method of claim 55 wherein customer context addresses what is known about the customer at each interaction point within each channel and how that knowledge is leveraged to customize the interaction with the customer.

61. The method of claim 55 wherein customer context includes at least one of:

a geographic and demographic feature; and

, a customer state feature.

62. The method of claim 44 wherein educating personnel about customer relationship management for a particular enterprise includes educating personnel about the common services that can be defined and tailored to support at least one of the:

interaction platforms;

interaction types;

deriving insights about the company'"'"'s customer; and

, defining how to apply intelligence about customers from derived insights to customer interactions.

63. The method of claim 62 whereby the common services would address at least one of:

human performance, enterprise integration, reporting, integrated customer view, and workflow.