Wednesday, January 13, 2016

Do you prioritize or multitask?

By: Alon Cohen

I keep hearing the word prioritization. We need to prioritize and focus. But do we really? Is taking a sip of coffee while driving considered a change of priority on the road?


Many employees in different organizations find themselves in a situation where they need to perform simultaneous tasks. If you find yourself in this situation you face the usual dilemma of what to do first. Most people in this situation go to their boss and ask the boss to set priorities for each task. The boss prioritizes your tasks, and you are happily working on your top priority task.

You can now focus on your single task and do not need to consider the company or other people in the organization. If someone asks why you are working on A and not B, your ass is covered.

Your boss is happy since you are out of his/her hair, and most importantly, you are working on what’s essential for your boss’s career advancement.

However, contrary to common thinking, you will find that prioritization, although it seems the right thing to do, must be done correctly. Doing this incorrectly will harm the organization rather than help it.

Why is that?

Extra tasks you were asked to perform while you work on your top priority are not getting done and, in many cases, block other people from doing their job until you can provide them with that missing piece they need from you. In essence, you are crippling your company by blocking other resources from being productive.

Now, say a new fancier task for a larger customer comes along. It is now given the highest priority; you drop everything and start working on the new, more lucrative task. All that until the next highest priority task comes along, causing you to drop the task you’re now on. Before you notice, you have spent a whole year starting new tasks but never finishing any of them.

Not only that you cripple others by not performing tasks they need from you, you yourself have become a complete waste of resources for the company by doing all you were asked but not finishing any task you were given.

Our standard prioritization tends to starve all other tasks but the top one. Exclusively working on your top priority task will render many otherwise effective employees that need your input worthless and hence can and will bog down the whole company.

The analogy is that every time you take a picture on your smartphone or update an APP, your music will stop until the smartphone finish’s storing, installing, or updating the picture or APP. In fact, maybe the music will never start until you restart it. Clearly, if your phone behaves that way, it is not as "smart" as you want it to be.

The issue is that the people, who prioritize tasks, need to consider the length or complexity of the interrupting task. They also seldom consider the people dependent on those tasks as a prioritization factor. 

In most cases, the prioritizers see only their own KPIs or global company priority list as the main factor in the prioritization process. As I have shown, operating in the above fashion, in most cases, yields terrible results.

Here is what I propose: 

Start thinking like a Smartphone! Look at the global picture!

While you work on your highest priority task, an interrupting task may come and require your attention. If that interrupting task is relatively short and blocks other resources in the company, you should give that task higher priority. In reality, if you save your current context, perform an organized fast context switch, and work on the interrupting task to enable other resources in the company to be productive, you are doing the correct thing.

Once that interrupting task is done, recall your saved context, switch back to your main task, and work faster to recover lost time.

The company and management can keep all of its priorities the same. You should not consider that as the general complaint of "my priorities keep changing." This mode of operation is called Interrupt Handling. As an analogy, think that when driving your car, you do not stop on every sip you take from your coffee.

For SW developers: any event-driven software or code that handles interrupts works that way. This is why the ability to perform asynchronous API calls (vs. blocking API calls) in any code is critical to achieving higher performance. 




Suppose you consider yourself ambitious and aspire to climb fast in your organization. In that case, you should master the art of Interrupt-Handling and fast Context-Switching, even in cases where one interrupting task happens inside another (recursively). The key is to be able to maintain the integrity of the context of your work at each level, “inception style,” and be able to come back to it and finish the interrupted tasks.

In fact, if you are a programmer working on a big complex project while bugs are discovered in your currently published SAAS (Service) product, and you still think like a single-core, single-threaded, non-real-time operating system with a simple task priority list, there are probably more suitable jobs than programming for you.

After all, if you need help understanding how to handle interrupts correctly, how can you program your APP or SAAS to handle those situations. And if you have already launched your SAAS, how would you be able to handle the ongoing customers’ requests for bug fixes or integrations without being able to handle Interrupts?

As an employee, if you find yourself saying to your boss or co-worker, “I know you need this, but do you want me to drop A and work on B?” or if you say, "I can only help you in two weeks because my first priority is my sprint ticket list," you just defined yourself, for your co-worker who needs your help and tomorrow might be your boss, as an undependable, non-ambitious, non-coperative employee who should be looked over in the next round of promotions.

The good news is that interrupts happen all the time. You might have another chance to redeem yourself. If you see an Interruption coming, do yourself and your company a favor and handle it!

Thoughts?

Wednesday, January 21, 2015

20 Years of VoIP

By: Alon Cohen EVP/CTO Phone.com - 2015

It is not often that your name is mentioned in the same sentence with the name of a legend like Alexander Graham Bell. Well, since it happened to me this morning, I thought that a thank you is in order.

So, thank you, Rich Tehrani, for the kind words. Rich is the CEO of TMCNET a media organization that not only covered but also propelled the VoIP industry in many ways since it’s inception, by providing a consistent home for all industry members to meet and discuss ways to make the industry better. I think the upcoming panel in ITEXPO with many of the VoIP veterans, that Rich has put together, is going to be an amazing event.

I also want to thank the people that enabled me to stay humble (as Rich wrote) and yet be remembered like my friends Ari Rabban, the CEO &Co-Founder of Phone.com and a VoIP / VocalTec veteran himself, as well as Dan Berninger who keeps telling people about my contribution and the history of VoIP, so thank you Ari & Dan.

And last but not least I want to thank those who made that history possible, Lior Haramaty my friend and VocalTec Co-founder, along with a very talented group of developers, engineers, marketing and business people some of which are Rami Amit, Ofer Shem-Tov, Dror Tirosh, Ofer Kahane, Elad Sion, Daniel Nissan, Elon Ganor, Scott Wharton, that took the core VoIP technology and worked days and nights to deliver the first commercial VoIP product that we launched during Feb 1995 named “Internet Phone” or “iPhone” that really placed VoIP on the map.

Thank you guys, and all the other amazing people who worked at VocalTec at the time. 

As a final note: like all of us who knew Elad, I wish that Elad Sion was here, with us today, to celebrate those 20 years of VoIP history, Elad’s amazing talent in Math and Computer Science could have made our world a better place.


Friday, March 28, 2014

Unified Communications, Benefits & Challenges

By: Alon Cohen EVP/CTO Phone.com

Generally speaking UC is not a very well defined term. The term has lingered for many years; it morphed over the years as telecom technologies that can be unified evolved and became more conducive to unification.

I was recently asked by WatchIT.com to discuss different aspects of UC in order to make it simpler for companies that think about updating or replacing their communication systems, do so. If you have free 30 minutes enjoy the following video.



Sunday, October 27, 2013

Practical Guide To Building A Small Business Customer Support Organization

By: Alon Cohen EVP/CTO Phone.com

I was asked by ERANYC, a startup incubator in NY, where I mentor entrepreneurs from time to time, to give a presentation about how to build a customer support organization.

At Phone.com where I currently work, our team has done a tremendous job at that, and we recently won the New York NYER “Best Customer Service Award”.

After going through the process of building a support organization three times and after giving it some thought in order to give my ERANYC talk, I was able to put together this “practical guide to building a small business customer support organization”.

This short guide was inspired by Jeremy Watkins and Jenny Dempsey our customer support leaders at Phone.com who worked very hard along with the rest of the company, to win the above NYER prestigious award.

In 1989 I co-founded VocalTec and after a while, we were about 3-4 people doing everything that had to be done in the company from coding to customer support.

Years later co-founding 2005 I co-founded www.Bitwine.com an e-commerce website for human intellect. At least this was our starting point in case you check the site now. And more recently around 2007 being the first hired employee at www.Phone.com, I had to do customer support, which I still do from time to time with great pride, and so I was an integral part of the process of creating the award-winning phone.com support organization.

In short, this is my third round going through that support formation process.

A mature support organization is complicated and expensive with a whole bunch of procedures and tools. However, that complexity is not created in a day and there are many simple ways to start an effective and simple support team with almost no cost.

This blog article will provide you with few guidelines that can help you, a small business owner, to jump-start your support organization and grow it as the company grows. It is not that complicated. First:

1) Define Your Support Goal

Not every organization need to have customer support here are some examples.

  • Zappos (will “Make Every Customer Happy”)
  • Phone.com (are striving to be “Awesome”)
  • Google (Free product. Enough said!)

To maybe better understand the goal www.Phone.com goal to be “Awesome” here is how Jenny & Jeremy, the Phone.com lead people, define it:

“Awesome embodies much more than just happiness - it embodies a genuine, honest, friendly and real approach to customer service. We want our customers to feel empowered and appreciated by our service. We want our CSRs (Customer Support Representatives) to have every resource available to resolve problems while being able to let their unique qualities shine. We’ll do whatever it takes to help the customer - even if it means spending extra time/money/resources to do so.”

Heaving a clear goal is important as it defines the effort and budget you will spend or willing to spend on your customer support efforts.

2) Define Your Support Technical Parameters

Based on the type of service you provide and even the support your competition provides you will need to define your own support parameters. This will help you decide on the tools you will use and the number of people you will need. Here are some samples for customer support technical parameters:

  • Response time (1 Minute or 3 days, Weekday only, or 24x7)
  • Modalities (Web, E-mail, Phone.....)
  • Synchronous (i.e. Phone, Chat)
  • Asynchronous (i.e. E-mail and Voice mail)
  • Sourcing (In-house, Outsourced, Offshore)

Customers appreciate it when they can communicate with your support agents in the best way that fits them, so try offering E-mail, Phone (Toll-Free), Chat, Twitter, Facebook, and even SMS.

3) Select Your Ticket System.

A ticket system will help you keep records of your communication with the customer and the thread of that communication. It will help you know when a problem was resolved or it can remind you to get back to a customer who might be waiting for an answer.

There are a bunch of ticket systems out there some of which are expensive and some are free. Here are a few examples.
  • Gmail (Free – keeps your communication thread in one place)
  • Zoho (Very low cost)
  • Kayako (Very economic hosted and non-hosted versions)
  • Salesforce (Very Expensive)


4) Build Backend Agent Tools

An agent can be as good as the tools you provide him/her with. In the same way that a blind person has a hard time navigating without a cane, an agent with no tools is just as blind. As a minimum the agent Backend Tools have to provide the ability to perform the following:

  • Refunds
  • Account Cancelations
  • Check Log files
  • Password Recovery
  • Password Reset
  • Account Search
  • Package tracking
  • Customer Authentication (Is the caller really is who he says he is?)

5) Best Practices

You will need to define some work methods and best practices that agents will be able to follow and convey to new agents.

Empower your agents to help bit provides guidelines and safeguards. For instance, Zappos gives each agent $100/Day to make customers happy. Here are some other ideas:


  • Enable few trusted agents to open free accounts (no to all)
  • Enable few agents to offer discounts
  • Enable agents to provide refunds within limits:
    • Not every agent can make a refund.
    • A refund cannot be larger than what the customer originally paid.
    • A refund must be done to the same card it was originally paid with.


6) Make your Company DNA Conducive to Support

If you believe (like I do) that customer support is imperative for your company’s success you need to make that part of the company’s DNA. You need to make sure the company culture supports that notion. In the first startup that I co-founded half of the company was convinced that customers are evil. By the time I tried to change that it was a steep hill to climb. So:


  • Make EXCELLENT support, part of the company DNA and culture.
  • If possible give every developer some customer facing support duties. You will get better code.
  • Make sure everyone knows that the customers pay their salaries. Not you, not the investors, 
its the customers that pay every employee’s bills.
  • Hire agents with personalities that derive satisfaction from helping other people.

7) QA the support

After you set up your support organization you will need to monitor the support levels and make adjustments.

  • Read every support e-mail. It is not such a big task when you are small.
  • Eliminate (or block) negative words like (Unfortunately… We are sorry but… No we can not....)

Remember that when an agent must answer with a negative word it is probably because the product is missing a key feature. Learn from the above, and improve your product.

8) Monitor Key Metrics

Send a questioner to the customer after each closed ticket, with one question, in order to learn about your Net Promoter Score (NPS). This question is along the lines of

“What is the likelihood that you will recommend our service to others?

http://en.wikipedia.org/wiki/Net_Promoter

Monitor other service level key indicators like: “How many calls were answered under 1Minute” see sample list below:


 

9) Training

Being a customer support agent could be frustrating for many people. You must keep training new agents
since there are always new features
and there is usually a high agent turnover rate in that profession. Make sure agents know how to use the tools and remember, a frustrated agent will have a hard time providing a good level of customer support.

10) Special Treats

If you show your customer that they are important by offering all kind of special treats they will respond in kind (see letter below). Here are some options to help you make your customers feel special:

  • Customize your support to each user. Use their name.
  • Try to avoid ready-made answers.
  • Visit customers.
  • Learn how they use the system and add features to your wish list.
  • Discover customer pain points and work to fix them.
  • Send customers handwritten thank you notes.

To summarize, we all like to get better customer support wherever we go. We help that happen by educating other business about customer support. We find that we improve ourselves by educating others. To get more ideas and updates on how we do things at Phone.com read the following:


  • Check our Phone.com Support Leaders’ blog http://CommunicateBetterBlog.com 
  • Check out Jenny singing her own “Customer Service Blues” song talking about the hardship of being in the front line http://www.youtube.com/watch?v=_o-Ex5EpYno 


If you need something else to think about here is a take-home question:

Which support function should have a faster response time?

  • Sales agents
  • or Support agents

Let us know what you think.

Thanks
Alon Cohen,
EVP/CTO Phone.com

Thursday, July 25, 2013

Can Watson actually replace customer service agents?

By: Alon Cohen EVP/CTO Phone.com

I was asked to opine about the above question "Can Watson (the Supper Computer from Jeopardy) actually replace customer service agents?".

I have no doubt that computers will replace humans in many jobs in the time to come. I have seen the airline industry move from 5 person crew: a Radio Operator, Navigator, Flight engineer, and two Pilots, to a 4 person crew as radio became simpler to operate, then to a 3 person crew as GPS and INS (Inertial Navigation System) became simpler, and currently only a two pilots crew when computers replaced the Flight Engineer.

Interestingly a pilot I flew once with, inside the cockpit of a Boing 767, told me that soon there will be only one pilot and a dog. When I asked the obvious “why the dog?” the pilot said, “well, in order to bite the pilot if he tries to touch anything”.

However, I think the future is not that grime for the Flight Engineers and humans in general specifically if you notice the fact that Scotty the flight engineer is still there in Star Trek.

Anyway if you like to read more about Watson, Speech Recognition and my take on using Watson for customer support check out my article in SpeechTechMag:

Can Watson actually replace customer service agents?

Watson, IBM’s cognitive computing system capable of answering questions posed in natural language, has been helping professionals in the clinical medicine and financial services fields diagnose ailments and recommend products that save companies time, money and resources. Now, Big Blue would have Watson put on a new suit: customer service agent.

As an executive who is rooted deeply in providing high-quality, consistent customer service and as a technologist who believes we humans someday will indeed interact with computers via the spoken word, I have to challenge Watson’s newest use case.

Based on what I read, IBM chose to incorporate existing speech-recognition technology (like the one used for Apple’s Siri) as a front end to Watson. This will require near-flawless speech recognition, a technological challenge that has been very elusive for many years now. 

Apple with Siri and Google, at least publicly so far, haven’t been able to provide a solid solution. 

The fact is,  speech recognition is still one of the most challenging technological hurdles to overcome, but there are a few possible workarounds. One is to use text input, which we know is kind of slow and annoying for users.

Watson, however, could someday become the ultimate customer service agent with the help of humans. First, by using people -- biological speech recognizers, if you like -- as listeners, who would type in customers’ initial questions and comments to Watson. These people would not talk. They would merely listen to the callers and type what they hear to Watson so it can talk back to the customers using text-to-speech technology, thus providing the illusion of natural-speech interaction with Watson. The listeners could be located anywhere in the world and reliably translate different languages.

Next, in addition to listeners, a company should have a person or a small group of experts training Watson to prepare the system for acting as a huge number of support agents handling customer issues at once. 

Training would involve product and technical information, even to the point of teaching new words or sounds related to the company’s products or services. 

Such training could potentially solve the wait-time problem and variations in expertise from agent to agent that every customer-support organization suffers from. 

Of course, using behind-the-scenes human listeners to complement Watson and investing in customized training to fine-tune its applicability to a specific company would mean expense in addition to the acquisition of the system.  On the other hand,  Watson will never ask for a sick day or have to take a vacation, an “always-on” capability that would go a long way toward achieving consistent and high-quality customer support.

Since human listeners might be needed in order for Watson to interact accurately with customers, I do not see this technology lowering the cost of customer service just yet. However, the quality of service might go up dramatically, increasing brand loyalty.

Customer service is truly an art form and, like many executives across the globe, I welcome any new solutions that will help make it better. I plan to keep my eye on Watson. But whenever a fully automated or human-assisted speech recognition solution is someday achieved, the track record of reality trailing rhetoric leads me to think it will be several more years before a Watson-based CMR solution replaces human agents in headphones.

Meantime, I really hope that the Google Glass technology that relies on speech recognition will set new and higher thresholds for speech recognition that will finally make Star Trek–level, speech-based person-to-machine interaction a commercial reality.





Thanks
Alon