UX STRAT Online 2021 Presentation by Dr. Hsien-Hui Tang and Michael T LaiUX STRAT
"Shifting the Value of Experience: From Design to Strategy"
Dr. Hsien-Hui Tang
Tang UX Consultancy: Experience Strategy Expert
Michael T Lai
X Thinking University: Dean
Customer Journey Mapping 2.0: Best Practices for Creating Differentiated Expe...G3 Communications
Access the full event here: https://event.on24.com/wcc/r/1830314/96CA67060DE107FBB5BB20AE05F86E56
"Let’s face it, customers don’t care about ""omnichannel"" - they just want a seamless and unified experience relevant to their needs. To meet customer expectations, retailers must consider the entire customer journey in their acquisition and retention strategies to optimize life time value. In this session, we will explore how to use customer journey mapping to design differentiated experiences across all customer-facing channels and share best practices for achieving a truly unified and seamless retail approach.
During this webinar we will discuss:
• The importance of customer journey mapping in today's retail world
• When and how to use customer journey mapping
• Architecting your customer journey map - the structure, data and process "
Generally, customer journey mapping workshops are ineffective due to being run in silos, insufficient or irrelevant attendance, and lack of follow-ups.
Customer Journey Mapping Workbooks are the new way to hold customer journey workshops - the workbooks are designed around the lifecycle of a typical industry customer so that almost all aspects of customer's experience are covered. Each workbook contains useful design thinking frameworks including stakeholder map, persona map, empathy map, customer journey map, and prioritization matrix. The attendees of the journey mapping workshops are encouraged to perform individual or team level customer discoveries first and then consolidate all learning in a final workshop.
Customer journey mapping workbooks are available for 6 industry sectors: Telecom, Banking, Insurance, Travel, Retail, and Utilities. Customized workbooks could be developed for clients where their particular brand, strategy, and objectives are catered for. To learn more about the customer journey mapping workbooks, contact zaheer.gilani@omnixco.com. You can also purchase the workbooks on amazon.co.uk.
How UX Strategy can bridge the gap between brand promise and customer reality, presented by Tim Loo, Strategy Director and Partner at Foolproof, Europe's leading experience design company.
The webinar presentation was first broadcast 13 December 2011.
UX STRAT Online 2021 Presentation by Dr. Hsien-Hui Tang and Michael T LaiUX STRAT
"Shifting the Value of Experience: From Design to Strategy"
Dr. Hsien-Hui Tang
Tang UX Consultancy: Experience Strategy Expert
Michael T Lai
X Thinking University: Dean
Customer Journey Mapping 2.0: Best Practices for Creating Differentiated Expe...G3 Communications
Access the full event here: https://event.on24.com/wcc/r/1830314/96CA67060DE107FBB5BB20AE05F86E56
"Let’s face it, customers don’t care about ""omnichannel"" - they just want a seamless and unified experience relevant to their needs. To meet customer expectations, retailers must consider the entire customer journey in their acquisition and retention strategies to optimize life time value. In this session, we will explore how to use customer journey mapping to design differentiated experiences across all customer-facing channels and share best practices for achieving a truly unified and seamless retail approach.
During this webinar we will discuss:
• The importance of customer journey mapping in today's retail world
• When and how to use customer journey mapping
• Architecting your customer journey map - the structure, data and process "
Generally, customer journey mapping workshops are ineffective due to being run in silos, insufficient or irrelevant attendance, and lack of follow-ups.
Customer Journey Mapping Workbooks are the new way to hold customer journey workshops - the workbooks are designed around the lifecycle of a typical industry customer so that almost all aspects of customer's experience are covered. Each workbook contains useful design thinking frameworks including stakeholder map, persona map, empathy map, customer journey map, and prioritization matrix. The attendees of the journey mapping workshops are encouraged to perform individual or team level customer discoveries first and then consolidate all learning in a final workshop.
Customer journey mapping workbooks are available for 6 industry sectors: Telecom, Banking, Insurance, Travel, Retail, and Utilities. Customized workbooks could be developed for clients where their particular brand, strategy, and objectives are catered for. To learn more about the customer journey mapping workbooks, contact zaheer.gilani@omnixco.com. You can also purchase the workbooks on amazon.co.uk.
How UX Strategy can bridge the gap between brand promise and customer reality, presented by Tim Loo, Strategy Director and Partner at Foolproof, Europe's leading experience design company.
The webinar presentation was first broadcast 13 December 2011.
In the masterclass customer-journey mapping and innovation, service design plays a major role. Service designer Caroline Beck takes you through a quick course in customer journey thinking, which puts the customer at the center in a practical and applicable way.
Businesses typically view UX design as a tactical activity. More and more, however, companies are turning to UX as a source of strategic growth. As they do so, creating a design strategy and aligning it with business goals becomes essential. For many UX designers this represents a new challenge requiring an expanded skill set.
This workshop provides a solid background for understanding, building and communicating an effective UX Strategy. Through many examples, hands-on activities, and references to relevant literature, you’ll learn about this emerging field that is critical to the future of UX.
In particular, we’ll be working with a tool I created based on combination of research and practical experience called the UX Strategy Blueprint.
This course is suited for information architects, interaction designers, visual designers, content strategists, and UX designers seeking to better understand strategy, as well as product managers and developers interested in UX strategy. It is geared towards practicioners with an intermediate to advance level of understanding of UX design, in general.
Working with frog's UX experts, Melinda curated, collated and edited the GE User Experience Playbook for all those charged with designing GE products and services.
Do you understand the experiences of your customers? How about your employees? In this workshop/presentation Shift breaks down Journey Mapping best practices and offers hands-on guidance to perfecting your Journey Mapping skills.
Talk on the importance of Service Design Thinking, how the evolution of Design and business leads to Service Design Thinking, overview of Service Design Thinking process and key artifacts used.
Building High-Growth Products with Jobs-to-be-DoneProduct School
Jared Ranere, a Growth Partner at thrv, talked about how Jobs-to-be-Done answers questions like "what is a customer need?" "Who is your real competition?" and "What does it mean to be "satisfied?" in a way that aligns your development team around your customer. It also gives you precise, measurable customer needs, and helps you know if your feature idea will deliver customer satisfaction before your team writes a line of code.
What is Experience Strategy? by Tim Loo for DesignSingapore CouncilTim Loo
On the 26 August 2014, Tim Loo, Strategy Director at Foolproof, presented "What is Experience Strategy?" at special event organised by DesignSingapore Council and hosted at the National Design Centre, Singapore. This is a shareable version on that presentation.
UX STRAT Europe 2017: David Ruiz, "Developing a Multi-Channel Banking Experie...UX STRAT
UX STRAT Europe 2017 presentation by David Ruiz, Head of Design and CX, Orange Bank: "Developing a Multi-Channel Banking Experience for a Telecom Giant"
Strategy is a holistic look at product, brand, engineering and design. Carving up unique silos of strategy practice reduces collaboration, increases process bloat and results in slower time to market. This talk describes why identifying a separate user experience strategy falls into this trap and what can be done about it.
Tips on how to make your UX Design portfolio impressive by demonstrating your UX skills, strong understanding of User, adding value to business and team while being results-oriented and at the same time making your story compelling to your target audience.
My 7-Step Guide to Build a Customer Journey Map in 1 Week (Lessons Learned)Nasti Šušnjara
Just because you say that you want to "delight your customers" doesn't mean that you actually do. Very often, we don't even know where we're failing to meet the expectations of our customers. This 7-steps exercise helped us visualize our customers’ experience and prioritize what we’ll work on based on data and not assumptions. The process has worked for me ever since.
Original article: https://medium.com/omneechannel/7-steps-guide-to-building-a-customer-journey-map-d2c3b00cfffd
Content:
1. Why you need to map out your customer experience
2. Don't get intimidated by the complexity
3. 7 steps to create your Customer Journey Map
- Collect data from your customers and prospects
- Define your personas and goals
- Define stages of your customer journey
- Add your customer actions, thoughts, and emotions
- Define key highlights and pain points
- Write down what you can do to improve
- Prioritize and execute changes
Special thanks to Kristjan Pecanac from Hekovnik startup school who helped me better understand these concepts when I just started my career in the tech industry.
Journey Maps are a popular and important method in customer and user experience optimization. Here are some best practices for creating Journey Maps that will be effective in transforming your customer’s experience. The infographic discusses:
-What journey maps are and why create them
-The high-level steps to create a customer journey map
-The essentials of effective customer journey maps
-The different types of journey maps (ex: Customer Lifecycle, Service Blueprint)
-An example customer journey.
This presentation gives an overview of User Experience Strategy and why it ought to be a non-negotiable if one wants to develop and sustain a killer business.
I had presented it as a part of my talk on the topic at J.P.Morgan Tech Fest 2017.
Some topics covered here-in:
- Difference between UX Strategy and UX Design
- Why businesses need UX Strategy
- 4 tenets of UX Strategy by Jamie Levy
- Significance of UX strategy for the banking industry
- Recommended readings
This is the presentation that I gave to the Young Planners at Cannes 2014. The data herein is taken from survey distributed through @cheiluk, @yellif and @cr
Selling experience strategy - UX STRAT USA 2017 WorkshopTim Loo
You know your organisation needs a UX strategy, but can’t get the necessary attention and traction. How do you seize the opportunity to gain buy-in and a budget?
In this workshop, Tim & Phil will guide you through the process of turning a conversation about design into engaging in UX strategy, with tools and techniques for selling and embedding this into client organisations. You’ll also learn how to win opportunities to do experience strategy work.
In the masterclass customer-journey mapping and innovation, service design plays a major role. Service designer Caroline Beck takes you through a quick course in customer journey thinking, which puts the customer at the center in a practical and applicable way.
Businesses typically view UX design as a tactical activity. More and more, however, companies are turning to UX as a source of strategic growth. As they do so, creating a design strategy and aligning it with business goals becomes essential. For many UX designers this represents a new challenge requiring an expanded skill set.
This workshop provides a solid background for understanding, building and communicating an effective UX Strategy. Through many examples, hands-on activities, and references to relevant literature, you’ll learn about this emerging field that is critical to the future of UX.
In particular, we’ll be working with a tool I created based on combination of research and practical experience called the UX Strategy Blueprint.
This course is suited for information architects, interaction designers, visual designers, content strategists, and UX designers seeking to better understand strategy, as well as product managers and developers interested in UX strategy. It is geared towards practicioners with an intermediate to advance level of understanding of UX design, in general.
Working with frog's UX experts, Melinda curated, collated and edited the GE User Experience Playbook for all those charged with designing GE products and services.
Do you understand the experiences of your customers? How about your employees? In this workshop/presentation Shift breaks down Journey Mapping best practices and offers hands-on guidance to perfecting your Journey Mapping skills.
Talk on the importance of Service Design Thinking, how the evolution of Design and business leads to Service Design Thinking, overview of Service Design Thinking process and key artifacts used.
Building High-Growth Products with Jobs-to-be-DoneProduct School
Jared Ranere, a Growth Partner at thrv, talked about how Jobs-to-be-Done answers questions like "what is a customer need?" "Who is your real competition?" and "What does it mean to be "satisfied?" in a way that aligns your development team around your customer. It also gives you precise, measurable customer needs, and helps you know if your feature idea will deliver customer satisfaction before your team writes a line of code.
What is Experience Strategy? by Tim Loo for DesignSingapore CouncilTim Loo
On the 26 August 2014, Tim Loo, Strategy Director at Foolproof, presented "What is Experience Strategy?" at special event organised by DesignSingapore Council and hosted at the National Design Centre, Singapore. This is a shareable version on that presentation.
UX STRAT Europe 2017: David Ruiz, "Developing a Multi-Channel Banking Experie...UX STRAT
UX STRAT Europe 2017 presentation by David Ruiz, Head of Design and CX, Orange Bank: "Developing a Multi-Channel Banking Experience for a Telecom Giant"
Strategy is a holistic look at product, brand, engineering and design. Carving up unique silos of strategy practice reduces collaboration, increases process bloat and results in slower time to market. This talk describes why identifying a separate user experience strategy falls into this trap and what can be done about it.
Tips on how to make your UX Design portfolio impressive by demonstrating your UX skills, strong understanding of User, adding value to business and team while being results-oriented and at the same time making your story compelling to your target audience.
My 7-Step Guide to Build a Customer Journey Map in 1 Week (Lessons Learned)Nasti Šušnjara
Just because you say that you want to "delight your customers" doesn't mean that you actually do. Very often, we don't even know where we're failing to meet the expectations of our customers. This 7-steps exercise helped us visualize our customers’ experience and prioritize what we’ll work on based on data and not assumptions. The process has worked for me ever since.
Original article: https://medium.com/omneechannel/7-steps-guide-to-building-a-customer-journey-map-d2c3b00cfffd
Content:
1. Why you need to map out your customer experience
2. Don't get intimidated by the complexity
3. 7 steps to create your Customer Journey Map
- Collect data from your customers and prospects
- Define your personas and goals
- Define stages of your customer journey
- Add your customer actions, thoughts, and emotions
- Define key highlights and pain points
- Write down what you can do to improve
- Prioritize and execute changes
Special thanks to Kristjan Pecanac from Hekovnik startup school who helped me better understand these concepts when I just started my career in the tech industry.
Journey Maps are a popular and important method in customer and user experience optimization. Here are some best practices for creating Journey Maps that will be effective in transforming your customer’s experience. The infographic discusses:
-What journey maps are and why create them
-The high-level steps to create a customer journey map
-The essentials of effective customer journey maps
-The different types of journey maps (ex: Customer Lifecycle, Service Blueprint)
-An example customer journey.
This presentation gives an overview of User Experience Strategy and why it ought to be a non-negotiable if one wants to develop and sustain a killer business.
I had presented it as a part of my talk on the topic at J.P.Morgan Tech Fest 2017.
Some topics covered here-in:
- Difference between UX Strategy and UX Design
- Why businesses need UX Strategy
- 4 tenets of UX Strategy by Jamie Levy
- Significance of UX strategy for the banking industry
- Recommended readings
This is the presentation that I gave to the Young Planners at Cannes 2014. The data herein is taken from survey distributed through @cheiluk, @yellif and @cr
Selling experience strategy - UX STRAT USA 2017 WorkshopTim Loo
You know your organisation needs a UX strategy, but can’t get the necessary attention and traction. How do you seize the opportunity to gain buy-in and a budget?
In this workshop, Tim & Phil will guide you through the process of turning a conversation about design into engaging in UX strategy, with tools and techniques for selling and embedding this into client organisations. You’ll also learn how to win opportunities to do experience strategy work.
Uitleg over hoe je een ondernemerspln kunt maken. Uitleg in drie niveau's van detail: eerst op hoofd-termen, dan met korte uitleg en video's en vervolgens met zeer veel details (in Engelse taal). De details zijn voorbeelden en zijn naar eigen inzicht te benoemen of niet, dan wel zelf elementen toe te voegen.
How product culture drives organizational impact by Tony Fadel [Engineerex]TonyFadel2
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From Prospect to Customer: Maximize Lifetime Value with Account Based MarketingEngagio
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Download Engagio's Clear and Complete Guide to Account Based Marketing at Engagio.com/guide
Learn more about Engagio at Engagio.com
Twitter.com/Engagio
Linkedin.com/Company/Engagio
Facebook.com/Engagio
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• Marketing automation and CRM systems: what are they good for?
• Marketing automation: don’t get carried away by hype
• What should we be measuring and when
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Leadership Champions combines research, strategy, and employee engagement tool sets ideally suited to Tier 1-3 specialist Contractors operating in the Global Transport Sector.
Our business winning approach helps teams quickly gain a deep understanding of the changing nature of construction, collaboration (BS11000) and sustainability (BS8903).
We often work with Institutions globally, regionally, and locally, and share insight across a range of sectors, government departments, learning and research environments, and of course Transport environments.
As renowned thought leaders in business strategy execution working, Leadership Champions continues to develop solutions that generate real business value.
If you would like to know more about our work, contact us by email - hello@leadership-champions.com
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UX STRAT Europe 2018: Tim Loo and Phil Morton, Foolproof
1. London | Norwich | Singapore
UX STRAT Europe 2018
Selling Experience Strategy
Tim Loo Strategy Director @timothyloo
Phil Morton Head of Strategy @philipmorton
2. 2 | Selling Experience Strategy, June 2018
This is an abridged version of the
full workshop presentation from
UX STRAT Europe 2018
3. 3 | Selling Experience Strategy, June 2018
The Chatham House Rule
When a meeting, or part thereof, is held under the Chatham House Rule, participants are free to use the information
received, but neither the identity nor the affiliation of the speaker(s), nor that of any other participant, may be revealed.
4. 4 | Selling Experience Strategy, June 2018
What happens in Amsterdam
stays in Amsterdam
5. 5 | Selling Experience Strategy, June 2018
Real life scenarios and examples
- keeping it real and practical
6. 6 | Selling Experience Strategy, June 2018
We’re
Foolproof
We’re an experience
design company.
7. 7 | Selling Experience Strategy, June 2018
Who we are
Executive Director (Strategy) at Foolproof, leading the
Experience Strategy practice. Long time supporter of UX
Strat. Didn’t even get past one episode on MasterChef.
Principal Consultant at Foolproof, leading complex design
projects for global clients such as PlayStation and HSBC.
Once went on holiday to Turkmenistan.
Tim Loo Phil Morton
8. 8 | Selling Experience Strategy, June 2018
What you’ll learn:
Approaches and techniques to find,
create and win opportunities to do
experience strategy work
9. 9 | Selling Experience Strategy, June 2018
Contents
1. Introduction
2. What we mean by experience strategy
3. Selling experience strategy
— Know and understand your customers
— Make your product accessible, buyable and above all, essential
— Unlock your inner salesperson
10. 10 | Selling Experience Strategy, June 2018
Selling experience strategy
So what exactly do
we mean by this?
20. 20 | Selling Experience Strategy, June 2018
Levels of UX strategy…
(thanks to Ben Judy)
21. It can be at different levels (Ben Judy diagram)
Source: UX STRAT USA: Ben Judy, "Mission-Based UX Strategy: One Year Later”
https://www.slideshare.net/UXSTRAT/ux-strat-usa-ben-judy-missionbased-ux-strategy-one-year-later
22. 22 | Selling Experience Strategy, June 2018
Selling experience strategy
So what exactly do
we mean by this?
23. 23 | Selling Experience Strategy, June 2018
What do we mean by
experience strategy?
24. 24 | Selling Experience Strategy, June 2018
experience strategy
1. a long-term plan to align every
customer touch-point with your
brand position & business strategy
2. other definitions are available
25. 25 | Selling Experience Strategy, June 2018
§ Who are our target customers?
§ What’s the current customer story, priorities and
pain-points, metrics?
§ What’s our vision for the holistic experience?
§ What are our guiding principles for target
experience?
§ What are our future customer stories & outcomes?
§ What are the experience gaps between today’s
experience and our future customer stories?
§ What specific initiatives and projects do we need?
§ What enablers and capabilities are required to
support these initiatives?
§ What are the gaps between the vision and reality?
§ How will we prioritise & trade-off to create focus?
§ What’s our roadmap for change and innovation?
§ What are key performance indicators and targets
for transforming the experience?
§ How will we incentivise the right behaviours?
CURRENT STATE
EXPERIENCE
EXPERIENCE
VISION &
PRINCIPLES
INITIATIVES,
ENABLERS &
CAPABILITIES
EXPERIENCE
ROADMAP
EXPERIENCE
TARGETS & KPIs
1. Where are we today?
2. Where do we want
to get to?
4. What do we need
to do?
5. What’s our plan?
3. What are our
measures of success
26. 26 | Selling Experience Strategy, June 2018
Selling experience strategy
So how do we feel
about this?
27. 27 | Selling Experience Strategy, June 2018
London | Norwich | Singapore
How do you feel about selling?
28. 28 | Selling Experience Strategy, June 2018
London | Norwich | Singapore
How do you feel about selling?
29. 29 | Selling Experience Strategy, June 2018
How do you feel about selling?How do you feel about selling?
30. On your own (or with your colleagues):
You have 10 minutes.
§ Why have you pursued UX strategy in your
organisation or for your clients?
§ In your own efforts to advance UX strategy in your
organisation or clients, what has been effective?
§ What have been the biggest challenges?
Team task: Sharing your experience
33. being
clever
making shit
happen
strategy frameworks
methodology & toolkit
UX design skills
finding the right sponsor
getting buy-in
managing politics
internal communication
business cases
KPIs & dashboards
programme office
target operating model
change management
compensation & incentives
organisational design
enterprise architecture
culture change
34. 34 | Selling Experience Strategy, June 2018
Selling is a big part of making
experience strategy happen
35. 35 | Selling Experience Strategy, June 2018
Selling experience strategy
1. Know and understand your customers
2. Make your product accessible, buyable
and above all, essential
3. Unlock your inner salesperson
36. 36 | Selling Experience Strategy, June 2018
Selling experience strategy
1. Know and understand your customers
2. Make your product accessible, buyable
and above all, essential
3. Unlock your inner salesperson
37. 37 | Selling Experience Strategy, June 2018
organisation people
38. 38 | Selling Experience Strategy, June 2018
Boil down the organisation’s
strategy & goals
39. 39 | Selling Experience Strategy, June 2018
strategy
STRATEGIC
GOALS
STRATEGIC
PROGRAMMES
PROJECTS
(TACTICS)
goal A goal B goal C
programme X programme Y programme Z
project
Q
WORKSTREAMS
TASKS
BUSINESS
STRATEGY
40. COMMERCIAL FLEET: CUSTOMER SATISFACTION INDEX (CSI)
2013 2014 2015 2016
Boil down the organisation’s strategy & goals
42. Shell Commercial Fleet CONFIDENTIAL 42March 2015
The evidence is clear: our Commercial Fleet customer experience,
either creates value or destroys value in terms of customer margin,
volume & tenure. Delivering superior customer experience matters.
And it makes a big difference for our own satisfaction, motivation
and pride in our commercial offering.
In 2015, we need to commit to and create real change in the way
we think about and deliver customer experience
TRANSFORMING OUR CUSTOMER EXPERIENCE
46. 46 | Selling Experience Strategy, June 2018
Tune your ear to the language
of management
47. “we want to be the most
admired company” “improved speed &
transparency”
“increased customer
engagement”
“helps us unlock the value
of data”
“our existing clients expect
better experiences”
“could save us a huge
amount of money”
“increased colleague
productivity”
“increased access across
functions and
geographies”
“we need to innovate to
access new markets and
customers”
Source: Stakeholder interviews and workshops (March & April 2017)
Tune your ear to the language of management
48. “how can we get our
team to doing things in a
different way”
“we’ve been through a lot
of change already”
“our customer insight and
understanding is siloed &
fragmented”
“who exactly is the
customer?”
“how do we simplify
when we have such a
diverse range of
customers?”
“it’s difficult to engage
and access customers”
“digital can be quite
threatening”
“our business ecosystem
is complicated and we
use this an excuse”
“we’re good at products
but not so good at
services”
Source: Stakeholder interviews and workshops (March & April 2017)
Tune your ear to the language of management
49. 49 | Selling Experience Strategy, June 2018
Map your stakeholders and
their goals to identify potential
sponsors and blockers
50. 50 | Selling Experience Strategy, June 2018
experience strategy
1. a long-term plan to align every
customer touch-point with your
brand position & business strategy
Who owns this?Who owns this?
Who owns this? Who owns this?
51. 51 | Selling Experience Strategy, June 2018
ORIENTATION
SUPPORTIVE
NEUTRAL
RESISTANT
HIGHMEDIUMLOW
CRITICALITY TO SUCCESS
1. Identify advocates
2. Convert neutrals
3. Be prepared for
detractors
52. 52 | Selling Experience Strategy, June 2018
Understand how the
organisation’s strategy and
planning cycle work
53. 53 | Selling Experience Strategy, June 2018
Q2
Many organisations have a
planning and budgeting window
in the third quarter for next year
Q3 Q4 Q1 Q2 Q3 Q4
Sometimes opportunistic
expenditure can happen before
the end of the year
54. 54 | Selling Experience Strategy, June 2018
Be opportunistic – use existing
work/projects to get in front of
key stakeholders
56. 56 | Selling Experience Strategy, June 2018
Strategist checklist: know and understand your customers
q Boil down the organisation’s strategy & goals
q Tune your ear to the language of management
q Map your stakeholders and their goals to
identify potential sponsors and blockers
q Understand how the organisation’s strategy
and planning cycle works
q Be opportunistic – use existing work/projects
to get in front of key stakeholders
57. 57 | Selling Experience Strategy, June 2018
q Boil down the organisation’s strategy & goals
q Tune your ear to the language of management
q Map your stakeholders and their goals to
identify potential sponsors and blockers
q Understand how the organisation’s strategy
and planning cycle works
q Be opportunistic – use existing work/projects
to get in front of key stakeholders
§ How could
you apply
these to
current work/
challenge?
§ What could
you do
tomorrow?
Strategist checklist: know and understand your customers
58. 58 | Selling Experience Strategy, June 2018
Selling experience strategy
1. Know and understand your customers
2. Make your product accessible, buyable
and above all, essential
3. Unlock your inner salesperson
59. 59 | Selling Experience Strategy, June 2018
Sometimes you have to create
a brief when there is none
60. 60 | Selling Experience Strategy, June 2018
Build an argument for why
the work needs to exist
61. 61 | Selling Experience Strategy, June 2018
What is it like to be a customer
of the organisation today?
62. 62 | Selling Experience Strategy, June 2018
Start with a universal truth
Shine a light on what it’s like
to be a customer
63. 63 | Selling Experience Strategy, June 2018Do your research!
64. 64 | Selling Experience Strategy, June 2018Find a simple way to articulate the current state
65. 65 | Selling Experience Strategy, June 2018Compare it to other brands
66. 66 | Selling Experience Strategy, June 2018
Form an opinion of what the
organisation should change
to achieve their goals
67. 67 | Selling Experience Strategy, June 2018Explain the consequence of doing nothing
68. 68 | Selling Experience Strategy, June 2018Work out the equation for the experience
69. 69 | Selling Experience Strategy, June 2018Explain what they should change in terms the business understands
70. 70 | Selling Experience Strategy, June 2018
Figure out what
you will do
71. 71 | Selling Experience Strategy, June 2018Start small, but show how the pieces fit together
72. 72 | Selling Experience Strategy, June 2018
Your plan shouldn’t be to make
a PowerPoint
It should be to make a thing
73. 73 | Selling Experience Strategy, June 2018
VISION STATEMENT
§ An inspirational ambition that will
inform how the experience engages
and delivers value
EXPERIENCE DESIGN PRINCIPLES
§ How the vision will be executed.
§ Core values of the user experience.
§ Informed by research.
§ The design principles should also
be inspirational and directive.
FUTURE CUSTOMER STORIES
§ Customer narrative of future
outcomes inspired by the vision
and executed through the design
principles.
vision statement
experience design principles ideal customer journeys
VISION PROTOTYPE
§ A tangible, sometimes
clickable expression of
our vision
§ Options include videos,
clickable prototypes,
experiential spaces
§ Can be used by senior
stakeholders and
customers
A THING
ABSTRACT CONCRETE
vision prototype
IDEAL CUSTOMER JOURNEYS
§ Mapping out how the future ideal
end to end journeys plays out
future customer stories
74. 74 | Selling Experience Strategy, June 2018
Explain how you will create value
75. 75 | Selling Experience Strategy, June 2018Describe the outcomes that they will get
76. 76 | Selling Experience Strategy, June 2018Link your activities to KPIs and metrics
77. 77 | Selling Experience Strategy, June 2018
Choose deliverables
that will get attention
78. 78 | Selling Experience Strategy, June 2018Make it easy to understand the present
79. 79 | Selling Experience Strategy, June 2018 Allow the audience to imagine the future
80. 80 | Selling Experience Strategy, June 2018
Strategist checklist: Make your product buyable
q Clearly articulate what it’s like to be a customer
today
q Explain what must change about the experience
for the organisation to meet its goals
q Create a plan to make a thing – a tangible
articulation of the strategy
q Explain how the work will create value
q Plan for deliverables that will go viral
§ What is the product
you’re selling?
§ How can you make it
accessible, essential
and buyable?
81. 81 | Selling Experience Strategy, June 2018
Selling experience strategy
1. Know and understand your customers
2. Make your product accessible, buyable
and above all, essential
3. Unlock your inner salesperson
82. 82 | Selling Experience Strategy, June 2018
Your credibility
Your ideas and
their relevance
Love the idea
and love you
doing this
Nice ideas, but
we don’t trust
you to do it
We like you but
your ideas are
not relevant
We don’t like you
or your ideas!
83. 83 | Selling Experience Strategy, June 2018
Your credibility
Your ideas and
their relevance
Love the idea
and love you
doing this
Nice ideas, but
we don’t trust
you to do it
We like you but
your ideas are
not relevant
We don’t like you
or your ideas!
Tactic: Bring in
new faces
Tactic: Go for it!
Tactic: Bring in
new thinking
Tactic: Evaluate
the relationship
84. 84 | Selling Experience Strategy, June 2018
Would you like
a strategy?
Oh, we have
plenty of those
Sorry, did I say strategy?
I meant plan
A plan? We
need a plan!
85. 85 | Selling Experience Strategy, June 2018
Strategist checklist: Unlock your inner salesperson
q Make the time to rehearse & practice selling your
ideas and strategy product
q Always to be prepared to pitch at any moment
q Make it easy for others to sell - high quality sharable
assets to bring your pitch to life
q Pay it forward – be generous with your time and
ideas to build relationships & goodwill
q Don’t do this alone – build the power of the team
§ How could
you apply
these to
current work/
challenge?
§ What could
you do
tomorrow?
86. 86 | Selling Experience Strategy, June 2018
Thank you and good luck!
87. 87 | Selling Experience Strategy, June 2018
London | Norwich | Singapore
Thank you
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