Latest News  

TELUS International: How to keep customers front and center when scaling your business

Learn how to ensure the customer experience grows in tandem with your company's products and services

2018-02-25 11:02:30





Grégoire Vigroux
Vice-President Marketing Europe at TELUS
International

Key Takeaways


• One of the biggest pitfalls of rapid scaling is not having enough resources to delight your new, hard-won customers.
• Despite the added pressure that accompanies hyper-growth, it's important to take the time to get the hiring process right the first time.
• Recruit team members who share your company values as opposed to hiring for 'cultural fit' in order to avoid the pitfalls of a homogeneous workforce.

After starting up there's scaling up. Growing from a cool idea into a profitable venture is a true test of a company's mettle.

But scaling a product, and scaling customer support teams, are two very different beasts to tame. One of the biggest pitfalls of rapid scaling is not having enough resources to delight your new, hard-won customers. That's usually because founding teams are so focused on making and delivering its products that customer support can be an afterthought.

Bambora, a Sweden-based provider of online payment processing and merchant services, found themselves in this predicament. "We didn't recognize the acceleration of our growth… We'd scaled our business but we didn't scale our customer service team, and people started to notice," says Alexandra Skey, the head of customer experience for the North American Bambora office.

As outlined in the Blitzscale Like A Boss e-book by Voxpro — powered by TELUS International, it's precisely during this high-growth phase that companies need to carefully consider the customer experience.

Blitzscaling is a term coined by Reid Hoffman, a co-founder of LinkedIn and former PayPal executive, to describe quickly building out a company to become either the first mover or the first disruptor. Voxpro's chief commercial officer, Brian Hannon, believes it's essential to many businesses' survival in this hot technology market, writing in the e-book: "Once you hit on a product or service that the market wants, other people see this and competitors start lining up to try to eat your lunch. If you don't scale fast enough, you lose the lead and somebody else gets to enjoy the spoils of your unique idea."

Reorganizing customer support while in scale-up mode


Airbnb's global head of customer experience, Aisling Hassell, described the responsibility of heading up operations at a blitzscaling company in the e-book as "chasing a car that is hurtling down a hill — it's thrilling, but it takes a lot of work to keep up."

Since its founding eight years ago, the innovative home sharing company has grown from a start-up with $20,000, to one of the biggest tech companies in the world — but not without its fair share of growing pains. Hassell was hired in early 2014 to head up customer service, tasked with scaling the customer experience team from 50 to 500 agents, as well as scaling internal tools, teams and processes.

Similarly, Skey joined the Bambora team in early 2017 to reorganize their customer support while the company was in full scale-up mode. She leaned on data insights to identify their customers' biggest pain points, as well as peak times for inbound calls and emails, before strategically scaling the in-house support team.

Skey's first matter of business was to remove tiered support, replacing it with weekly skill-development workshops to help elevate all employees to the same level and keep them motivated. "That has a huge impact on our customers," Skey says. Other efforts included creating dynamic FAQs, having a 60-second maximum on call pickup, and organizing support pods around groups of customers to ensure the intricacies of particular files were shared in order to provide consistent service.

Hire for shared values, not ‘cultural fit'


Finding team members is an essential piece to the scaling puzzle. Fast-growing tech companies may choose to develop in-house teams or outsource some or all support operations. Regardless of the final decision, companies have a responsibility to make the customer experience as seamless as it can be — and that starts with hiring.

Airbnb, NewsWhip and Voxpro impart some valuable wisdom about their individual experiences with hiring in the Blitzscale e-book. One such nugget: Recruit people who share your company values.

Netflix paved the way for this line of thinking when it released its massively influential Culture Deck in 2008. The presentation laid out its core philosophy and values, what it expected from employees and what kind of freedom it was willing to give them in exchange. One of its chief architects, Netflix's former talent chief Patty McCord, said the company refreshes the document every year to make sure it's still relevant to the company and to the talent pool. That document has inspired countless tech firms to adopt similar HR principles.

The current incarnation of the Netflix deck is careful not to mention "cultural fit" as a hiring criteria — and for good reason. As NewsWhip's head of talent acquisition, Neil Concannon writes in the e-book, companies hiring for "cultural fit" run the risk of inadvertently stacking their teams with homogenous groups of people.

"This approach makes sense in the very early stages of your company, but to evolve and grow you'll need to gradually populate it with a very diverse set of people — and not just diversity of ethnicity and gender, but also of background and belief system. Your clients and customers are also diverse in this way," writes Concannon.

Scaling a company is intrinsically tied to human resources, especially when it comes to the customer experience. As Voxpro's Blitzscale Like a Boss e-book notes, time is not linear for a start-up; everything is urgent, almost all of the time. But to scale a company and its customer experience properly takes thoughtful and careful deliberation about the values and mission of the company, employees' responsibilities and freedoms and other larger-than-life questions that are hard to answer when you're putting out daily fires.

It's important for companies to take a few steps back to gain a greater perspective. As Hassell of Airbnb writes, "When you're in hyper-growth and trying to get to so many hugely important tasks, it can be tempting to hire the first semi-suitable candidate that comes along. Take your time and get it right."

Scaling the customer experience in tandem with product is essential to growing a valuable company, especially in the highly competitive tech world. After all, your customers are the reason for your success — make sure you keep them front and center when growing your business.

Keep up-to-date with the latest thinking about BPO, ITO and Contact Center solutions. Each week, TELUS International, a global provider of contact center outsourcing and BPO solutions, shares insights on the latest customer service trends.
Related articles: https://www.telusinternational.com/


0 COMMENTS ^ Go back to Top
WRITE A COMMENT ^ Go back to Top
 
Your email address will not be published.
Nickname
Email
Comment
Validation Code
   
 
 
NEWS
TEDxBucharest welcomes 19 international speakers on the stage at the end of this November

The TEDxBucharest conference series reaches its tenth edition to happen between November 30 – December 1, at Auditorium Pallady, with 19 international speakers on the stage.

 Read Full article »
Office market demand in Bucharest reached 220.000 sqm in the first nine months of 2018

The office market demand is estimated to have reached 220.000 sqm in the first nine months of 2018, according to the latest study findings delivered by CBRE.

 Read Full article »
The missing link- Growing a solid entrepreneurial culture

Within a developing yet solid market where the necessary factors are on the table - investors, strong academic life, work force, skills and private companies operating countrywide - it seems that the evolution

 Read Full article »
Office leasing transactions up to 73.500 sqm in Bucharest in Q3 of 2018

The office market in Bucharest registered a total volume of 75,300 sqm of rental transactions in the third quarter of 2018, of which the new demand was 20,400 sqm. According to Colliers International real est

 Read Full article »
Violeta Luca is the new GM of Microsoft Romania

Microsoft announces the appointment of Violeta Luca as the new General Manager for the company's operations in Romania, starting November this year.

 Read Full article »
Oracle delivers personalized digital assistants for companies

Oracle announced the availability of Oracle Digital Assistant, enabling companies to build personalized digital assistants to help employees work smarter and more productively.

 Read Full article »
Verint opens cyber Research & Development center in Romania

Verint Systems announced the opening of a Cyber Intelligence Research and Development center in Romania. This new facility will offer Romanian IT professionals a unique opportunity to contribute to making the w

 Read Full article »
Microsoft leased 23.000 sqm offices in Skanska's Campus 6

Microsoft has leased 23,000 square meters of office space and 500 parking spaces in Skanska's Campus 6, in Bucharest, Romania. The start date of the lease is in the third quarter of 2020 and it is estimated to

 Read Full article »
DCA Romania expands outside Bucharest with a new call center

DCA Romania, the company's top five largest debt brokers in the country, opened in October its first call center outside Bucharest, the company announced in a press release.

 Read Full article »
Romanian fintech start-up Fintech OS was accepted into the Microsoft accelerator program in London

Fintech OS is also the first Romanian start-up that joins the Microsoft UK accelerator, after having passed a complex registration and selection process.

 Read Full article »
 
 
MOST READ ARTICLES
» ROMANIAN OUTSOURCING AWARDS FOR EXCELL...
» Molson Coors started to grow its busin...
» Office market demand in Bucharest reac...
» Digital Transformation and Next-Genera...
» How to protect your Romanian company a...
» Capgemini to open new office at Suceav...
» Atos Romania to hire 750 more people b...
» Bombardier hires site operations direc...
» Synergy of skills
» Fortech opens its second office in Ias...
 
EDITOR CHOICE
Keep the communication channels open

The necessity of creating a functional dialogue within a company has been underlined by Denisa Panaite Casu, PwC Academy Manager, Romania, in the panel of the recently held People in Shared Services and Outsour

 Read Full article »
Digital Transformation and Next-Generation Talent Development

To what extent will robotics, chat bots and other cognitive technologies change the makeup of our future workforce? With customizable software and cloud-based tools which promote automation, the low skill secto

 Read Full article »
Building an efficient business-wise ecosystem

The Romanian employees are well-seen and appreciated by foreign investors, top managers of large corporations and, as Vivek Bakshi General Manager International Operations (Europe), Wipro Technologies considers

 Read Full article »
How to achieve a solid culture of work?

The plenary session of the recently held People in Shared Services and Outsourcing Forum brought together the industry stakeholders and the authorities in an open dialogue panel, with the aim at identifying the

 Read Full article »
People in Shared Services and Outsourcing Forum, 2018: What kind of future, tomorrow will bring?

We have just concluded the fourth edition of our annual event People in Shared Services and Outsourcing Forum, the get-together of the Who's Who in the industry of business shared services in Romania.

 Read Full article »
Latest News  
 
about us | newsletter | contact | members area | GDPR policy
Copyright © 2015 by Diplomat Media Events Design by Diplomat Media Events