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A Man, a Plan, a Canal – Panama Papers and Shadow IT

panamaThe Panama Papers should be a wake-up call to every CEO, COO, CTO and CIO in every company.

Yes, it’s good that alleged malfeasance by governments and big institutions came to light. However, it’s also clear that many companies simply take for granted that their confidential information will remain confidential. This includes data that’s shared within the company, as well as information that’s shared with trusted external partners, such as law firms, financial advisors and consultants. We’re talking everything from instant messages to emails, from documents to databases, from passwords to billing records.

Clients of Mossack Fonseca, the hacked Panamanian law firm, erroneously thought its documents were well protected. How well protected are your documents and IP held by your company’s law firms and other partners? It’s a good question, and shadow IT makes the problem worse. Much worse.

Read why in my column in NetworkWorld: Fight corporate data loss with secure, easy-to-use collaboration tools.

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The most important plug-in for Customer Experience Management software: Humans

customer_experienceNo smart software would make the angry customer less angry. No customer relationship management platform could understand the problem. No sophisticated HubSpot or Salesforce or Marketo algorithm could be able to comprehend that a piece of artwork, brought to a nationwide framing store location in October, wouldn’t be finished before Christmas – as promised. While an online order tracking system would keep the customer informed, it wouldn’t keep the customer satisfied.

Customer Experience Management (CEM). That’s the hot new buzzword for directly engaging the customer. Contrast that with Customer Relationship Management (CRM), which is more about the back-end tracking of customers, leads and orders.

Think about how Amazon.com or FedEx or Netflix keep you constantly informed about what’s happening with your products and services. They have realized that the key to customer success is equally product/service excellence and communications excellence. When I was a kid, you mailed a check and an order form to Sears Roebuck, and a few weeks later a box showed up in the mail. That was great customer service in the 1960s and 1970s. No more. We demand communications. Proactive communications. Effective, empathetic communications.

One of the best ways to make an unhappy customer happy is to empower a human to do whatever it takes to get things right. If possible, that should be the first person the customer talks to, so the problem gets solved as quickly as possible, and without adding “dropped calls” or “too many transfers” to the litany of complaints. A CEM platform should be designed with this is mind.

I’ve written a story about the non-software factors required for effective CEM platforms for Pipeline Magazine. Read the story: “CEM — Now with Humans!“