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Customer centric at its best with Zappos & Parature
- 1. How Zappos Builta Billion Dollar Company Through a Customer Focused Culture Rob Siefker, Senior Manager, Customer Loyalty Team Gary McNeil, Vice President of Marketing, Parature
- 2. The Collapse ofDemand Although there may …customers are be signs of a buying less – demand recovery… is recovering slowly 2
- 3. The Customer HasNever Been More Important! • In light of sales teams selling less - organizations are focused on: » Customer retention » Customer upsell and cross sell opportunities » Lifetime value of a customer » Overall revenue from the customer base
- 4. The Shifting Focus:From Hunters to Farmers Falling Disproportionally on the Customer Support Function The focus has shifted to further monetizing the customer base… …placing new found responsibilities on the support function 4
- 5. The Changing Preferencesof Your Customer If You Build it They Will Come The challenge isn’t driving customers to leverage self-service… …it’s keeping them there 5
- 6. The Implications ofGetting it Wrong Costing you money now…and later 6
- 7. Service Has BecomeA Major Differentiator • Improving the customer experience » Multi-channel support • Providing support in the manner by which the customer wants it • Reducing customer effort » Delivering on the promise of first contact resolution • The result is reduced frustration • Increasing customer loyalty » By reducing customer effort you increase customer loyalty • Increased loyalty is a game changer
- 8. Parature Parature is a leading provider of on-demand software (SaaS) for customer service and support Parature enables organizations to: • Reduce the cost of supporting their customers • Have a 360 view of customer issues • Retain their customers • Improve customer loyalty • Generate more revenue from their base • Deliver “great” customer service
- 9. Parature - OneIntegrated Suite • One stop shopping • One integrated software suite – on-demand » Parature Portal » Parature Ticket » Parature Knowledgebase » Parature Reporting » Parature Chat » Parature Forum » Host of other modules
- 10. 800 Customers AcrossIndustries & Market Segments Technology Business Services Gaming and Digital Media Education Associations Healthcare
- 11. How Zappos Builta Billion Dollar Company Through a Customer Focused Culture Rob Siefker Sr. Manager, Customer Loyalty Team Confidential
- 12. A little aboutTony our CEO – 1994-1995: Pizza business in college – 1996-1998: LinkExchange (online advertising) Sold to Microsoft for $265 million – 1999: Venture Frogs, LLC (angel investment fund) 20/20 – Invested about $20M in about 20 companies Invested in Zappos.com – 1999-Today: Zappos.com Confidential Slide #12
- 13. Zappos at aGlance Corporate Background – Founded in 1999 – 1400 employees (half in Las Vegas headquarters, half in Kentucky) #23 in FORTUNE MAGAZINE’s “100 Best Companies To Work For” Highest debut for a newcomer in 2009 – Zappos is “Powered by Service” Providing the best online shopping experience possible. Fast, Free Shipping. Free return shipping. 365-day return policy. Fast fulfillment. Expedited delivery. Fast, friendly & expert customer service. – Best selection Over 1200 brands, over 200,000 styles, over 900,000 unique UPCs. 4 million items in warehouse 100% of products inventoried (no drop ship). – Zappos is a service company that happens to sell clothing, shoes, handbags, eyewear, watches (and eventually a bunch of other stuff). Confidential Slide #13
- 14. Recent Recognition: Nice, butwe pay more attention to our customers • TV Stories – Donald Trump-Apprentice (2009) – Oprah (2008/2009) – ABC Nightline (2008) – 60 Minutes (2007) • Fortune “100 Best Companies to Work For” – #23 (2009) – Highest ranking newcomer to list • Fast Company “50 Most Innovative Companies” – #20 (2009) • BusinessWeek Top 25 “Customer Service Champs” – #7 (2009) Confidential Slide #14
- 15. Customer service valueproposition in action… Zappos is committed to WOWing every customer. – Customers come… • 9.9M total purchasing customers (3.3% of US population) • 4.1M have purchased in the last 12 months – Customers come back… • On any given day, about 75% of purchases from returning customers • Repeat customers order >2.5x in the next 12 months – Customers come back, order more and order more often… • Repeat customers have higher average order size • $123.86 – first time customers in Q407 • $156.27 – returning customer in Q407 Confidential Slide #15
- 16. Power of repeatcustomers and word of mouth… $1,000 $800 Gross Sales $M's $600 $400 $200 $0 2000 2001 2002 2003 2004 2005 2006 2007 2008 Gross Sales 1.6 8.6 32 70 184 370 597 841 1014 Confidential Slide #16
- 17. Clothing: moving beyondshoes…great selection of clothing delivered with great service 100% 98% 96% Gross Sales % 94% 92% 90% 88% 86% 84% 2005 2006 2007 2008 Footwear Apparel Bags & Luggage Eyewear Other Confidential Slide #17
- 18. Customer Service: theZappos way…establishing a personal emotional connection with the customer See Experience Feel What customers first see on What customers experience after What we do to establish a personal Zappos web site? their order? emotional connection? • Great selection • Fast, Accurate Fulfillment • Manage Call Center Differently • No call times • Easy to navigate web site • Most customers are “surprise”- • No sales-based performance upgraded to overnight shipping goals for reps • 24/7 800 # on every page • Manage Fulfillment Differently • Friendly, helpful “above and • Run warehouse 24/7 • Free shipping beyond” customer service • Inventory all product (no drop- ship) • Free return shipping • Occasionally direct customers to • Manage Culture Differently competitors’ web sites • Interviews and performance • 365-day return policy reviews are 50% based on core values and culture fit • 5 weeks of culture, customer service, and warehouse training for everyone in Las Vegas • Offer $2,000 for trainees to quit • Culture book Confidential Slide #18
- 19. What is theZappos Culture? Confidential Slide #19
- 20. Culture: establish “committablecore values”… Every employee is asked to live & breathe the core values and inspire the culture in others. 1. Deliver WOW Through Service 2. Embrace and Drive Change 3. Create Fun and a Little Weirdness 4. Be Adventurous, Creative, and Open-Minded 5. Pursue Growth and Learning 6. Build Open and Honest Relationships With Communication 7. Build a Positive Team and Family Spirit 8. Do More with Less 9. Be Passionate and Determined 10. Be Humble Confidential Slide #20
- 21. Culture Actively manage your culture based on your core values Make culture part of everyone’s performance review Confidential Slide #21
- 22. Hiring for Culture •The Application (Beyond the Basics) – If you entered a room and a theme song played, what would your song be and why? – How lucky in life do you consider yourself to be on a scale from 1- 10? • The Tour • The Hiring Process – Managers interview for technical fit and department culture fit. – Human Resources interviews for culture fit. – Must pass both in order to be hired. Confidential Slide #22
- 23. Building Teams and Relationships “If you want to go quickly, go alone. If you want to go far, go together.” (Al Gore quoting African proverb) Confidential Slide #23
- 24. Zappos = DeliveringHappiness (customers and employees) “People may not remember exactly what you did or what you said, but they will always remember how you made them feel.” The Cab Ride by Kent Nerburn Confidential Slide #24
- 25. Teams and Relationships •Relationships – Socialize with co-workers – ZCN Clubs – Twitter • Manager’s Role: – Drive the culture, our Core Values should guide decision making – Build their team (Team Building) – Inspire new ideas and creative thinking – Help employees find their calling, reach their peak Confidential Slide #25
- 26. Trust and Transparency “Be Real and You have Nothing to Fear” Confidential Slide #26
- 27. Trust and Transparency • Employee Surveys • Twitter • Culture Book • Distribution Lists • OCM Notes • CLT • Sales Reports – No Scripts • Ask Anything – No Call Times • Media – Full Responsibility “Trust men and they will be true to you; treat them greatly, and they will show themselves great.” Ralph Waldo Emerson Confidential Slide #27
- 28. Seven Steps ForBuilding A Brand that Matters Confidential
- 29. Step #1 DECIDE If you’re trying to build a long term sustainable brand? Requires more patience with revenues & profits in order to lay the foundation Decide sooner rather than later Confidential Slide #29
- 30. Step #2 VALUES & CULTURE Figure out values & culture sooner rather than later Confidential Slide #30
- 31. VALUES & CULTURE Figure out values & culture sooner rather than later • What are your PERSONAL core values? • What are the COMPANY’s core values? • Start EARLY. • It is surprisingly HARDER than you think. • It doesn’t MATTER what the values are. • The most important thing is ALIGNMENT. • …and LIVE the BRAND. Confidential Slide #31
- 32. Step #3 COMMIT TOTRANSPARENCY “Be real and you have nothing to fear.” Your culture is your brand Don’t try to be someone you are not Confidential Slide #32
- 33. Step #4 VISION “Whatever you’re thinking, think bigger.” Does the vision have meaning? Chase the vision, not the money… Confidential Slide #33
- 34. VISION “Don’t chase the paper, chase the dream.” Sean Combs aka “Puff Daddy” to rapper Biggie Smalls aka “Notorious B.I.G.” in Notorious Confidential Slide #34
- 35. Question for ENTREPRENEURS: “What would you be passionate about doing for 10 years even if you never made a dime?” Confidential Slide #35
- 36. Question for EMPLOYEES: What’sthe larger vision and greater purpose in their work beyond money or profits? Confidential Slide #36
- 37. VISION MOTIVATION vs. INSPIRATION Confidential Slide #37
- 38. Step #5 BUILD RELATIONSHIPS (not networking) Be INTERESTED rather than trying to be INTERESTING Confidential Slide #38
- 39. Step #6 BUILD YOUR TEAM “If you want to go quickly, go alone. If you want to go far, go together.” (Al Gore quoting African proverb) Hire slowly Fire quickly Confidential Slide #39
- 40. Step #7 THINK LONG TERM Repeat customers Customer service There is no “get rich quick” formula “Overnight” successes are years in the making (both personally and in business) Confidential Slide #40
- 41. Put a littleZappos in your day… …some links to check out… – http://twitter.com/zappos (Tony Hsieh - CEO) – http://twitter.zappos.com (public mentions, employees) – http://blogs.zappos.com (photos & videos of culture) – http://about.zappos.com (more information about us & core values) – http://www.zapposinsights.com video Q&A from different depts., book recommendations) Confidential Slide #41
- 42. Contact Rob Email me – [email protected] Follow me on Twitter - @stopngorob Follow Tony on Twitter - @Zappos • Copy of our Culture Book (I’ll need a physical mailing address) • Tour of our offices when you’re next in Las Vegas (takes about 45- 60 minutes) • Job Opportunities Thank you all very much!!!!! Confidential Slide #42
- 43. Questions? Follow Parature on http://blog.parature.com/ http://facebook.parature.com http://twitter.com/parature.com http://www.parature.com/rss http://www.youtube.com/paratureinc