Inteligencia Artificial: motor de una mejor experiencia de cliente

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CLAVES:

  • Debido al cambio del comportamiento del consumidor, están surgiendo las plataformas de experiencias, que aúnan lo digital con lo offline, llegando al cliente con contenidos personalizados en función de su perfil.
  • La Inteligencia Artificial y la capacidad de interpretar y jugar con los datos hacen que estas plataformas conformen la mejor experiencia para el usuario, siendo gran ejemplo de ello Spotify, Netflix, Ebay, Net a Porter y ASOS.
  • Los directores de marketing necesitan trabajar codo con codo con los directores de sistemas para optimizar la infraestructura de marketing digital con el fin de ofrecer mejor contenido y mejorar la experiencia digital.

La inteligencia artificial está marcando el comienzo de una nueva era de las plataformas de gestión de la experiencia de cliente, que unen las experiencias online y offline.

El rápido cambio en las expectativas de los consumidores, gracias a la conectividad digital, ha impulsado una transformación radical en la forma en la que las empresas integran sus estrategias de marketing digital para conseguir fidelización y beneficios. Como resultado, el tradicional sistema de contenidos web, está siendo reemplazado por el nuevo concepto de “plataforma de experiencia”, una plataforma global que incluye contenidos personalizados, análisis en profundidad, análisis de los perfiles de cliente y pruebas múltiples.

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El modo en el que nos comportamos como consumidores ha cambiado completamente, y eso nos ha conducido a lo que hemos llamado ‘plataformas de experiencias’, explica Michael Buckley, director de Accenture Interactive para Australia y Nueva Zelanda.

Gracias a los avances de la informática, incluyendo profundas redes neuronales, bajada de los costes de computación en la nube y almacenamiento masivo, la inteligencia artificial está siendo utilizada para proporcionar una mayor sofisticación en la forma en la que las organizaciones conectan con los clientes.

Fuente: GARTNER. The Emerging Users Experience Platform
Fuente: GARTNER. The Emerging Users Experience Platform

Estas plataformas se ajustan para hacer evolucionar a la organización a mejorando sus procesos de negocio a través de los datos, aumentando la rentabilidad de la inversión a la hora de ofrecer conocimientos profundos del comportamiento del consumidor.

GARTNER. The Emerging Users Experience Platform. 2011 [consultado 15-12-2015]. Disponible en: https://www.adobe.com/content/dam/Adobe/en/enterprise/pdfs/the-emerging-user-experience-platform.pdf

Por ejemplo, el agregador de música Spotify almacena datos con los que se saca provecho a los contenidos de un modo completamente novedoso, proporcionando un nuevo nivel de experiencia online y offline.

Se trata de integrar un algoritmo que permita que el negocio funcione de forma independiente, como Spotify, que se ejecuta gracias a un algoritmo de inteligencia artificial”, explica.

A principios de este año, Accenture Interactive, en cooperación con Fjord, Design & Innovation, identificaron nueve desarrollos digitales que conforman el servicio al cliente en “Trends 2015”. El informe señalaba que los clientes habitualmente experimentaban brechas entre las experiencias online y offilne, especialmente cuando usaban productos y servicios digitales.

ACCENTURE DIGITAL. Trends 2015. Trends impacting Design & Innovation. 2015 [consultado 14-12-2015]. Disponible en: https://www.accenture.com/t20150709T045835__w__/us-en/_acnmedia/Accenture/Conversion-Assets/Microsites/Documents14/Accenture-Fjord-Trends-2015.pdf

Curiosamente, el informe identificaba la plataforma offline de Spotify como un ejemplo exitoso de transición entre entornos online y offline.

Guía al cliente y los ingresos vendrán solos

A la vista de la construcción de experiencias multicanal, Buckley aconseja a los directores de marketing no perder de vista el objetivo final, y no dejarse llevar únicamente por decisiones que sólo tienen en cuenta las ganancias.

“Reflexione sobre cuál es la mejor experiencia que quiere darle a sus clientes en su website, y cuál es el resultado final que quiere lograr con esa gran experiencia; después, elabore un modelo operativo que la sostenga –explica-. Si empieza al revés, si comienza por el modelo operativo nunca será capaz de cumplir con su visión a largo plazo o proporcionar la increíble experiencia que debería porque dependerá demasiado de los costes”.

Buckley también cree que la asociación entre el director de marketing y el director de sistemas es vital para la consecución de experiencias holísticas y escalables. Un informe publicado por Accenture Interactive a finales del año pasado, mostró que los empresarios tendrán que gastar más del 75% de sus presupuestos en la experiencia del cliente digital para seguir siendo competitivos en los próximos años.

Alarmantemente, el informe reveló que más del 79% no cree que sus compañías estén preparadas para hacer énfasis en los servicios digitales.

Buckley expresó que los directores de marketing necesitan encontrar formas más creativas de trabajar con los directores de sistemas para optimizar la infraestructura de marketing digital con el fin de ofrecer mejor contenido y mejorar la experiencia digital.

La dirección de marketing se está convirtiendo cada vez en más relevante, no sólo porque son responsables de la experiencia de cliente y el cliente está tomando decisiones les guste o no a la marca, sino que también es responsable de influir en los productos y servicios y las decisiones clave que la empresa está haciendo desde el punto de vista tecnológico”.

Si encuentras la forma de aliarte con el director de sistemas, descubrirás que un montón de problemas pueden resolverse con tecnología, lo que permite que los directores de marketing tengan más presupuesto para gastar en ideas creativas o en grandes contenidos”.

Juega con los datos

Otro componente en el mix es la utilización de los datos. Buckley afirmó que mucha gente sabe medir gracias al análisis de los datos, pero son pocos los que están utilizando actualmente los datos para ayudar realmente a sus negocios, especialmente en el día a día.

Es importante tener una estrategia de datos, pero también es importante disponer de la posibilidad de jugar con ellos para obtener una buena experiencia digital”, explicó. “Uber, por ejemplo, no es nada sin los datos y, sí, son simples, la mayoría provienen de sistemas GPS, pero sólo hay que ver la cantidad de cosas que pasan tras esos datos para mantener la aplicación en funcionamiento.

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Las compañías que aprovechan los datos eficazmente también están integrando un componente de Inteligencia Artificial en el mix, explicó Buckley. “Por ejemplo Netflix, cuyo éxito absoluto se fundamenta en el componente de Inteligencia Artificial”, explicó.

“El catálogo es tan extenso que para averiguar el género que le interesa al cliente, comenzará a recomendarle programas que a otros les han gustado, basándose en un algoritmo. Y es ahí donde entra en juego la inteligencia artificial. Recibes este híbrido de datos donde contenido y experiencia empiezan a jugar juntos”.

Ebay, Net a Porter y ASOS están liderando el camino en términos de aprovechamiento, interacción de los datos, contenidos e Inteligencia Artificial, con el fin de optimizar la experiencia digital de sus clientes”.

CMO AUSTRALIA. How artificial intelligence is driving better customer experience platforms. 2015 [consultado 14-12-2015]. Disponible en: http://www.cmo.com.au/article/589158/how-artificial-intelligence-driving-better-customer-experience-platforms/

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