The Customer Success Playbook
Welcome to “The Customer Success Playbook,” a fresh podcast initiative spearheaded by Kevin Metzger and Roman Trebon. Immerse yourself with us in the dynamic realm of customer success, where we unravel the latest insights, inspirations, and wisdom from recognized leaders in the Customer Success domain.
Our journey began with a simple yet profound belief: that meaningful conversations can significantly impact our professional trajectory. With this ethos, we’ve embarked on a mission to bring to you the voices of seasoned and revered professionals in the field. Our episodes have seen the likes of Sue Nabeth Moore, Greg Daines, Jeff Heclker, James Scott, David Ellin, and David Jackson, who have generously shared their expertise on a variety of pertinent topics.
We’ve delved into the intricacies of Profit and Loss Statements in Customer Success with Dave Jacksson, explored the potential of Customer Success Platforms with Dave Ellin, and unravelled the role of AI in Customer Success with all guests. With Sue, we navigated the waters of Organizational Alignment, while Greg brought to light strategies for Reducing Churn. Not to be missed is James insightful discourse on the Current Trends in Customer Success and Jeff’s thoughts on Service Delivery in CS.
Each episode is crafted with the intention to ignite curiosity and foster a culture of continuous learning and improvement among customer success professionals. Our discussions transcend the conventional, probing into the proactive approach, and the evolving landscape of customer success.
Whether you’re a seasoned veteran or a newcomer to the industry, our goal is to propel your customer success prowess to greater heights. The rich tapestry of topics we cover ensures there’s something for everyone, from the fundamentals to the advanced strategies that shape the modern customer success playbook.
Our upcoming episodes promise a wealth of knowledge with topics like CS Math, Training, AI, Getting hired in CS, and CS Tool reviews, ensuring our listeners stay ahead of the curve in this fast-evolving field. The roadmap ahead is laden with engaging dialogues with yet more industry mavens, aimed at equipping you with the acumen to excel in your customer success journey.
At “The Customer Success Playbook,” our zeal for aiding others and disseminating our expertise to the community fuels our endeavor. Embark on this enlightening voyage with us, and escalate your customer success game to unparalleled levels.
Join us on this quest for knowledge, engage with a community of like-minded professionals, and elevate your customer success game to the next level. Your journey towards mastering customer success begins here, at “The Customer Success Playbook.” Keep On Playing!!
The Customer Success Playbook
Customer Success Playbook - Postgame - Brian Powers -AI in the callcenter s2 E45
In this illuminating episode of Customer Success Playbook (S2E45), industry veteran Brian Powers shares his extensive insights on the transformation of call centers through AI integration. With 25 years of experience, Powers presents a compelling vision of how artificial intelligence is revolutionizing customer service operations. The discussion challenges the common misconception that AI will replace human agents, instead highlighting how it's enabling an evolution in customer service roles and capabilities.
Detailed Analysis
The Evolution of Call Center Operations
Powers provides a historical perspective, drawing parallels between current AI adoption and previous technological transitions like e-commerce. He emphasizes that, similar to past innovations, AI represents an evolution rather than extinction for call center operations. The technology is fundamentally changing how customer service is delivered, creating new roles and opportunities rather than eliminating jobs.
Key Transformations in Agent Roles
- Upskilling Opportunities: AI is enabling agents to transition from routine tasks to more complex problem-solving and relationship-building roles
- Emergence of New Positions: The rise of "conversational engineering" as a specialized field
- Real-time AI Assistance: Implementation of AI systems that provide agents with instant access to customer history, suggested responses, and de-escalation strategies
- Quality Assurance Evolution: Transition from spot-checking to continuous, AI-powered call analysis and feedback
Strategic Implementation Considerations
Powers emphasizes the importance of:
- Realistic resource allocation and timeline planning
- Thorough vendor evaluation to avoid "vaporware"
- Integration of robust cybersecurity measures
- Development of clear ethical guidelines for AI usage
- Implementation of independent system audits
- Customer education regarding data usage
Future Outlook: The Age of Assistance
The discussion concludes with a vision of the future centered on:
- Proactive customer service delivery
- Enhanced personalization capabilities
- Balanced integration of AI and human touch
- Focus on customer empowerment through technology
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Metzgerbusiness.com - Kevin's person web site
Kevin Metzger on Linked In.
You can find Roman at:
Roman Trebon on Linked In.
Welcome back. We're going to unpack AI and the call center thing. You know, we just got done listening to Brian Powers on Customer Success Playbook.
Female Bot:Yeah.
Male Bot:the guy's got 25 years of experience.
Female Bot:true
Male Bot:he was dropping knowledge bombs left and right.
Female Bot:He was.
Male Bot:how AI is really changing the game in call centers.
Female Bot:I think what struck me was how he debunked that myth.
Male Bot:Yeah.
Female Bot:Right up front that AI is just going to. Completely replace call centers. Like this isn't about extinction, it's about evolution.
Male Bot:We've heard that story before. Like when e commerce was coming up, everyone was like, call centers are dead. they adapted. They changed. that's what Brian's talking about
Female Bot:Yeah, and he made this point, which I thought was so interesting, about how this is leading to an upscaling of e commerce. Agents, rather than just like robots taking their jobs, AI is taking over the boring stuff, like, answering basic questions or processing payments, right? And it's freeing up agents to do the more complex stuff, the stuff that requires real problem solving and, building relationships.
Male Bot:Yeah. That human touch.
Female Bot:Exactly.
Male Bot:it's not like, the robots are coming for your jobs. the robots are coming to help you do your job better.
Female Bot:they become the super powered assistant.
Male Bot:you're telling me the call center of the future is it's less about the day to day grind. it's more about the exception center, dealing with the really tough stuff And then
Female Bot:he talked about, the specific skills that are gonna be more important.
Male Bot:like what?
Female Bot:obviously customer service skills are always important.
Male Bot:Yeah.
Female Bot:But he was talking about this rise of conversational engineering. What is
Male Bot:a conversational engineer?
Female Bot:It's people who design and optimize AI interactions. it's not just about, Being friendly on the phone. It's about understanding how to make those AI interactions feel like talking to a human.
Male Bot:they're the puppet masters behind the AI.
Female Bot:Kind of, yeah.
Male Bot:Fascinating.
Female Bot:this isn't just customer service reps. This is across the board. Companies are going to need people who, you know, analyze data to figure out why customers are calling so they can build AI solutions that actually address the root problems.
Male Bot:it's not just changing what. it's changing, the whole landscape of customer service. who you hire, how you train them, how you measure success.
Female Bot:It's a whole new world out there.
Male Bot:That's wild.
Female Bot:it's all happening now.
Male Bot:I know. that's why this conversation with Brian was Valuable. Because he's been there, he's seen it all. And he's got these really practical insights about how to actually make AI work for you. Not just AI is cool. Mm. But like how to actually implement it. How to measure the ROI.
Female Bot:Yeah. And how to manage expectations. he was clear that, these projects can take longer and require more resources than people might think.
Male Bot:Right,
Female Bot:it's about being strategic. having a plan. not just throwing technology at the problem and hoping for the best.
Male Bot:Yeah. that's true of anything, right? you gotta know what you're trying to achieve. have a plan be realistic about the challenges.
Female Bot:Absolutely.
Male Bot:All right. this is fascinating stuff. I'm excited to unpack this more with you. So one of the things that blew my mind was how Brian was talking about AI being used to. help agents in real time,
Female Bot:super powered assistant.
Male Bot:whispering in their ear, giving them tips and advice.
Female Bot:I know. And he gave this example of an agent's on the phone. And they're dealing with a really frustrated customer, the AI is analyzing the conversation. It can pull up, the customer's whole interaction history. Suggest, de escalation phrases. Even offer, a loyalty discount.
Male Bot:smart.
Female Bot:based on, their value to the company.
Male Bot:AI is doing quality assurance reviews. in a good way. Instead of a few spot checks.
Female Bot:Exactly.
Male Bot:every call is being analyzed. And the agent's getting feedback. we talked about how the agent's role is evolving. what about the customer? what does all this mean for the person on the other end of the line?
Female Bot:Well, that's where I think Brian's vision of proactive service gets really, think about it. What if companies could anticipate your needs and give you the information before you have to call?
Male Bot:they're reading your mind. instead of waiting on hold.
Female Bot:get what you need.
Male Bot:When you need it.
Female Bot:Exactly.
Male Bot:Okay, powerful.
Female Bot:It is. he used Amazon as an example. They're good at this. they'll suggest products or send shipping updates before you think to check.
Male Bot:you ordered something two days ago. And then all of a sudden you get a notification like, Hey, it's already shipped. It's going to be there tomorrow.
Female Bot:wow, how did they know? I was just thinking about that.
Male Bot:It's magic. even with all this amazing technology, Brian acknowledged there are times when you just want to talk to a human.
Female Bot:absolutely.
Male Bot:He told this story about how he had to call his insurance company, even though he could have filed a claim online. he just needed to talk to a person.
Female Bot:Sometimes you just do. Yeah,
Male Bot:and I think that's important to remember, like AI is a tool. it's not a replacement for human empathy they were going to be situations Where that human touch is just essential
Female Bot:especially when it's something complex or emotionally charged
Male Bot:it's about finding that balance AI can handle the routine stuff
Female Bot:free up the humans to focus on the stuff that really matters
Male Bot:building relationships
Female Bot:Providing
Male Bot:personalized support.
Female Bot:Exactly.
Male Bot:Brian didn't shy away from the downsides of AI either, he talked about cyber security. as systems get more sophisticated. there's more potential for things to go wrong.
Female Bot:I thought it was interesting how he said companies need to be proactive not just reacting to data breaches after they happen, right? They need to have those independent audits of their A. I. systems, clear ethical guidelines for data usage,
Male Bot:thinking through the implication
Female Bot:educating customers on how their data is being used.
Male Bot:transparency is key. Accountability too. And we need to make sure that it's being used responsibly and ethically.
Female Bot:I agree.
Male Bot:Okay, so we've talked about the good, we've talked about the bad. But what about the ugly?
Female Bot:The ugly?
Male Bot:What he called vaporware?
Female Bot:those flashy AI demos.
Male Bot:that promise you the world.
Female Bot:can they deliver?
Male Bot:Exactly, it's easy to get caught up in the hype. But you gotta be careful, ask the tough questions.
Female Bot:how is this gonna solve my problem?
Male Bot:Can I see it in action? What's the long term plan for support?
Female Bot:Don't just buy into the hype.
Male Bot:he suggested, asking vendors to click on the secret doors during demos. make sure the system is production ready.
Female Bot:show me the smoke and mirrors.
Male Bot:It's about looking beyond the surface.
Female Bot:understanding how the technology works. to make sure it's benefiting both companies and customers.
Male Bot:All right. this has been insightful I feel like I've learned a lot. Me too. I'm sure our listeners have too. Thank you for joining us today. we'll catch you all on our next deep dive into the world of customer success Brian had this one final thought that really stuck with me. He said, we're living in the age of assistance. It's not about AI taking over. It's about AI empowering us.
Female Bot:To do things better, smarter, more efficiently.
Male Bot:using technology to make our lives better.
Female Bot:And that's a future I can get behind.
Male Bot:Me too.
Female Bot:keep exploring, learning, and those customer success conversations going.
Male Bot:the future of AI is in our hands.
Female Bot:together we can shape it into something remarkable.
Male Bot:Well said. that wraps up our Deep Dive into Brian Power's insights on the future of AI in call centers. We hope you found this episode insightful and engaging,
Female Bot:it's an exciting time to be in Customer Experience.
Male Bot:Thanks for joining us, everyone, we'll catch you on our next Post Game
