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According to a report from market research firm Gartner, spending on SaaS will reach nearly $15 billion this year and will grow to more than $22 billion in 2015.

With SaaS comes a new era in licensing and contracts.  Gone are the cushy days of long term blanket software contracts. Oracle knows this – it recently lost its Federal government contract worth hundreds of millions.

http://www.zdnet.com/blog/howlett/feds-nix-oracle-blanket-contract/4067

SaaS providers are becoming the new norm – but they also face a common challenge:  short term contracts that can be year-to-year or even month-to-month.

This leads to a significant challenge: managing customer churn.

SaaS software vendors must constantly prove their worth because if they don’t, they’ll be burned by churn.

David Skok, a five time serial entrepreneur turned VC at Matrix Partners recently hit the nail on the head with his blog “Why Churn is SO critical to success in SaaS” http://www.forentrepreneurs.com/why-churn-is-critical-in-saas/

When you have to fight to keep your customers each and every month, the impact of churn amplifies.  In David’s example, imagine a SaaS provider that starts with an  MRR (Monthly Recurring Revenue) of zero, books $10k in revenues  the first month and increases $2k every month after that.

Now do the math on a 2.5% churn rate. In a few years, you are losing $64k a month. With a churn rate of 5%, that number is $90k.

Many SaaS Providers are turning to companies like MindTouch to combat churn rates, especially the phenomenon of “latent churn”. “Latent churn” occurs when the product actually performs a necessary function or has the features required by the consumer, but they remain undiscovered and subsequently the product is abandoned in favor of another where success is more easily achieved. As a result, the abandoned product faces somewhat widespread denunciation in social media circles, and suffers a reputational loss regardless of the fact that it would have served consumers’ needs admirably had they been afforded an opportunity to fully understand the product.

MindTouch SaaS customers like Zuora, ExactTarget, SuccessFactors and Intuit have learned that deploying social help systems:

  • Reduce customer churn: Social help systems nuture product knowledge, develop user expertise and creates happier customers by improving the product help experience and naturally builds brand advocates. This reduces churn.
  • Increase revenue with existing customers: Social helps systems build revenues in a number of ways. Most importantly, social help systems enable smart cross-selling of other products when the company is engaged with a customer.  In addition, product managers have a direct line into customer feedback, which improved future product development.

The SaaS world has brought great efficiencies to the IT marketplace. For software vendors to thrive, managing churn is one of the biggest challenges – but it is a challenge easily overcome with social help products like those innovated by MindTouch.

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Contextual help isn’t new. The notion of giving a user a snippet of information related specifically to the thing they’re looking at has been around for a long time. It was 1987 when IBM introduced the  Common User Access standard, which defined standards for computer program user interfaces. That standard included a specification that contextual help be accessed using the F1 key, which many programs were already doing before the standard was even introduced.

Back then the definition of “context” was limited to “the place where the user is in the program.” For example, if the user is on the Name field and presses F1, the Name field contextual help appears. Some users might see a translated version of the help, if they were using a translated version of the UI, but by and large the field you were on was the only thing that determined which piece of field help you saw.

Special help for a special userBut these days, the name of the game is social integration. Have you noticed how many programs let you log in with your social credentials? That’s convenient for you, the user, but it also lets those programs have access to the information in your social media presence. That might sound a little scary, but if users are willing to give your system the access to information about then, there’s no excuse for that software not to leverage what it knows to create an exceptional help experience.

When my writers weren’t sure of what to write in the contextual help system, I’d tell them to think about what they’d say to the user if they were sitting right there, running into trouble at that spot. Of course, if each software license came with a friendly, patient person sitting next to you, ready to guide you over stumbling blocks, you’d expect that person to get to know you and use that knowledge to target the message.

As technology gets access to more and more of this kind of knowledge, suddenly which field you are on does not need to be the only deciding factor in which piece of help the system shows you.  This knowledge of the user becomes a dimension of context, helping to pinpoint exactly the right piece of content for this one, special person.

Here are three potential dimensions of context that you might want to consider as you go forward designing an excellent user assistance experience:

Dimension #1 – Experience Level

Whenever I’m thinking about a piece of information about a user as a dimension of context, I ask myself two questions about it. The first is:

How does this user attribute affect how I would help them?

So, in this case, if you were sitting down next to a person, how would their level of experience affect how you’d help them?

Probably a brand new user would need some more background information than a person who already had the hang of the application, but that’s about it. I would not, for example, expect to see a different piece of help for someone who has been using your product for one year versus someone who had been using it for two years. You’re either new or you’re not.

The second question is:

How can we capture this information?

It doesn’t do much good to prepare a separate piece of field help for a first-time user if your software can’t tell who your first time users are. Identifying first time users is pretty easy for online applications where users log in since you can just count the number of log-ins. It’s more complicated for desktop applications, since people can share the application and you can’t tell if the person  using it today is the same person who’s been using it all month or someone completely new.

But that’s not a reason to give up. You can still create that first time user experience and show it the first time the application is opened, plus make it available to launch again.

Dimension #2 – Job Role

If you’re document enterprise software that people are using to do their jobs, does the job role affect what you would tell the user in the contextual user assistance?

I can imagine a piece of business software where front-line users need to know the nuts-and-bolts of using the feature effectively, but a manager needs to do reviews, while a developer needs to automate processes. The help for the same field for these three different job roles would be different:

  • Front-line user – What to put in this field
  • Manager – How the value in this field affects the rest of the workflow
  • Developer – How to access the value in this field via the API

So now that we’ve determined that there could be different content based on job role, we need to ask whether we can capture this attribute.  In business software, it is not uncommon to have system permissions based on job roles. If that is the case in your product, you could leverage those permission settings to determine which help a person sees.

Dimension #3 – Industry

If your product is used by people in a finite number of discrete industries, would the user’s industry affect what you would say to them?

Let’s take as an example a payroll software package that is used primarily by accounting firms and corporate human resources departments. For the same field, you might take some accounting jargon for granted in the field help when talking to the accounting firm, but define the accounting terms a little more for the human resources user.

So, yes, in this case, the industry would affect how you tell the story of the software. But how can we know what industry a user is in? That’s a tricky one because there’s so much variation in how industries are defined: the same company might be identified in different industries by different people. So, why not go straight to the source and ask the user? You could set up a profile page where the user could indicate their own industry.

The Interplay of Context Dimensions

I’ve been calling these user attributes “dimensions of context” because they don’t just control the selection of content on their own, but actually work together. For example, how would the contextual help you write for a manager who is a first-time user in HR differ from the help you would write for an experienced manager in HR? And how would that differ from a developer first-time user at an accounting firm? To make matters more complicated, you might not have a different answer for every combination of user attributes.

What to hear more?

Traditionally in technical communication we have had to write for the least-common-demoninator user. This change in paradigm to a personalized user assistance experience means great things for the field of technical communication:

  • By writing a separate experience for each user, the burden on each user to find relevant information is less, making for happier customers.
  • This approach requires deep knowledge of the users and the subject matter plus advanced tools, which are special skills you bring to the table, not commodities.
  • Creating highly integrated, highly contextual content brings you more tightly into the development process, giving you the opportunity to demonstrate greater worth to your company.

The data management and content strategy needed to support this kind of solution can get kind of complicated, though. It demands changes to your tools, processes, and general thought process about providing user assistance. There aren’t a lot of best practices already in place to guide you.

Even so, I predict that this sort of customized interaction will become a requirement of technical communications departments going forward.

Amanda Cross is a guest writer for MindTouch Magazine, she has over 10 years designing cutting edge technical information processes and is the owner of Crosswise Consulting.


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A recent social media customer service survey by TNS reveals that over half (57%) of consumers head directly online when they have a problem with a brand or product. That figure rises to 71% among 16-25 year old consumers and 65% among 25-34 year olds. The problems and questions of frustrated consumers are being gathered and published all across the web.

The question is: where are the answers coming from? 33% of consumers use on-line forums and chat rooms while 25% have turned to on-line video tutorials (i.e. YouTube), and nearly 20% say they turn to query websites such as Facebook Questions, Yahoo Answers, etc. 11% say they turn to popular related blogs.

Now here’s the problem. When people are facing a question or crisis with a product, they’re looking for quick answers from wherever they feel the best answer is likely to come from. However, more often than not, those answers are nested in forums, community sites, and other 3rd party web properties, among similar complaints and problems. It’s here that brands and products take a reputational beating, and the solutions offered are often off the mark. Technology, software, consumer electronics and telecom industries seem to be the most vulnerable to reputational losses in these web arenas as they report greater losses attributed to support failures than most other industries.

The report concluded, “By creating digital content that solves customers’ common problems and making it widely available online, businesses can significantly reduce customer frustration and be seen as a user-friendly brand while lowering the costs associated with live agent support. When asked what companies could do to improve the customer service experience, 35% of all respondents, including nearly half (48%) of 16-24 year olds, said “post video demonstrations, tutorials and instructions.”

There answer is simple and cost effective, and in fact saves money and increases revenue. By implementing socially enabled product help your giving your product and knowledgebase assets a life on the web. A key consideration when implementing social product help is SEO. You only win the battle for your users if your content is search engine optimized. By giving your documentation and knowledgebase assets a life on the web, you’ll make sure your prospects and customers are getting the best product information from the most credible source, your company.

Next, your social product help software must take your documentation and knowledgebase assets and optimize them with effective search and feedback mechanisms as well as social engagement tools designed specifically around product help. Nothing deepens brand loyalty more than enabling the customer to quickly find highly relevant information that solves their problem and which expands their understanding of your product along the way.

You’ll also need a robust set of analytics tools. These are essential for understanding how your customer uses your product and the kind of information they’re looking for.

To bring it all together, you should make sure that your social product help integrates solidly with your support ticketing system and CRM as well as having the ability to extend into social networks and expand upon existing authoring tools (if any). By doing so, you dramatically improve your customers’ experience with your brand because your company can quickly respond to and engage the customer at a crucial point. Consumer surveys show that effective support experiences are often weighted more heavily than price in the decision to recommend, renew, or buy again.

Implementing social product help is simple and creates a single source of truth about your products and your brand. Think of social product help as an umbrella, encompassing all the ways consumers expect to interact with your brand while protecting your reputation and the customer experience.

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Sugar CRM, the well known customer relationship management (CRM) platform which is “designed to help your business communicate with prospects, share sales information, close deals and keep customers happy” now uses MindTouch to power their comprehensive support center.

 

Sugar CRM brands itself as the “CRM Made Simple” and their new support site subscribes to this value.

Sugar has done an excellent job organizing support features into easy to navigate categories right on the home page.

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Customers looking for forums, how-to steps, embedded media tutorials or documentation can quickly and easily navigate to the correct page and find more specific information within Sugar’s effectively organized hierarchies.  Now that’s simple.

Check out Sugar CRM’s new support center for yourself at: http://support.sugarcrm.com/

Bright Future

Last week the Bureau of Labor Statistics released its ‘Jobs Outlook’ for technical writers and let’s just say – it looks bright.

Job growth for technical writers is expected to outpace the national average

Due to predicted growth in the high tech and electronics industries the value of technical communication skills will no doubt rise. In fact, The Bureau of Labor Statistics predicts the demand for technical communicators will grow 4% faster than demand for media and communication workers.

“Employment of technical writers is expected to grow 17 percent from 2010 to 2020, about as fast as the average for all occupations.

Employment growth will be driven by the continuing expansion of scientific and technical products and by growth in Web-based product support.

Growth and change in the high-technology and electronics industries will result in a greater need for those who can write instruction manuals and communicate information clearly to users.

Professional, scientific, and technical services firms will continue to grow rapidly and should be a good source of new jobs even as the occupation finds acceptance in a broader range of industries, including data processing, hosting, and related services.”

See the complete report at :http://www.bls.gov/ooh/Media-and-Communication/Technical-writers.htm#tab-1

Helping Hand (flicker.com/johnnyalive)

Wading through product documentation can be intimidating and downright boring, so users will often ask questions of your support team so they don’t have to deal with the mounds of information which may or may not solve their problem. However, you can turn that trend around by utilizing a contextual help system that makes finding answers easier. Below, we provide six simple ways that you can help your users help themselves by accessing contextual help.

1. Don’t Tell Your Users, Show Them

Rather than replying to user support tickets with detailed answers, send them a direct link to the appropriate page in your product help system where they can find detailed, straightforward and get this – helpful – answers to their questions. It’s also important to make sure that the page you send them to features related content so that they can continue exploring, which bring us to…

Direct users to related content2. Direct Users to Related Content

Each page in your contextual help system should link out to another page that has related articles, tutorials, videos, etc. This ensures that users continue to click through your product help as they search for and learn about particular features, helping them to discover more information on the things they want to know about.

3. Provide In-Product Help

Picture this: one of your product users completely lost trying to figure out what a feature in your software does. Or maybe they don’t know how to populate a field. Perhaps they just want to ensure they did something right..

Read more…

credit: Flicker.com @cayusa

Driving renewals and growing the customer base are crucial for successful companies.  Customers throw a major wrench in the mix they don’t buy or don’t renew because they think you don’t have the features they want- and you do! We’ve noticed our email automation and marketing automation customers are especially susceptible to this problem. Proper customer relationship management is something that many email service providers overlook and cause them to lose customers. If you don’t want to be one of those companies, updating product documentation and providing exceptional self-service will significantly benefit your customer relationship management and drive the renewals and new customers your company needs for growth.

Make it Effortless for Customers to Find What they Need


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When a customer looks for a particular feature in your email service platform and can’t find it right away, they’re more than likely to assume that you just don’t have that feature. Forcing your customers to dig through your service to find what they they need sure to disappoint and drive them to your competitors.

Read more…

Increase Traffic

It should come as no surprise that buyers of your products are using search engines to learn more about your products. They may be researching your space to make a purchasing decision or trying to figure out how to better use a competing product. You can actually use your product help to drive prospective buyers to your site. Indeed, search engines reward you for publishing product, technical and help content by increasing your search engine rankings.

If you’re only providing your help center as a service to existing customers, then you’re not getting the full benefit out of what could be your most important marketing tool for lead generation. So, how effectively are you using your product documentation in your marketing efforts?

Read more…

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The digital age has broadened individual access to the world. Today, through social networking and community platforms, people can not only see, hear and read information from every corner of the globe, they can speak to the world. This has given rise to the next great historical age we live in today. We’ve emerged from an era dominated by ‘super-powers’ and now live an age of super empowerment. The impact this has had on business has been profound to say the least.

Today, innovation and growth depends upon interactions rooted in modern digital social contexts yet personalized and focused on the individual. The rapid expansion of the digital age, and the resulting empowerment of individual access to information and the ability to quickly gain a wide audience has rendered experiences strictly designed for all as unsatisfactory to most.

Of course, it’s impossible to create a customer success infra-structure for every individual you sell to; that method would simply be impractical. However, you can build into your customer success modalities instances which recognize the individual and engages them on a personal level. For instance, when establishing a product help or support site, there are considerations that should be addressed that would serve to create a positive personal reaction and a great experience for the user.

Read more…

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I’m pleased to share that this week we’ve rolled out some really helpful new documentation at the MindTouch Help Center.

Using the behavioral analytics built into MindTouch I was able to identify the articles most desired by our users. Here are some of these articles that I expect to be popular based on what I found in our behavioral analytics.

Global VariablesMindTouch allows users to setup Global Variables that can be used to control the value of a variable anywhere within your documentation. Global Variables are beneficial in maintaining consistency within your documentation for things like version numbers, product names, dependency information, etc. Using the Global Variables feature within MindTouch you are able to define variables and values where the values will be in a single location so you can easily change the value, but the variables can be used anywhere within your documentation.

Custom PDF Styles: With MindTouch, an article, entire guide or collection of pages can be saved as a print ready PDF and this PDF output can be completely customized to the look and feel your company’s branding.

Customizing MindTouch: New articles on skinning MindTouch with CSS overrides.

Social Integration: New section on social signon and  social sharing.

Let me know what you think. Of course, you already have in a way thanks to MindTouch behavioral analytics, which is how I identified these as important articles to write and improve. Smile