Spectrum Case Study - Lithium Technologies

the bucket. But Blum, who came from an extensive call center background, was determined to bring high-quality service experience to customers on the Web.
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CUSTOMER CUSTOMER SUCCESS SUCCESS STORYSTORY

IMPROVEMENT IN AGENT PRODUCTIVITY

57%↑

IMPROVEMENT IN SOCIAL RESPONSE

30%↑

POSTS PROCESSED WITHIN FIRST 6 MONTHS

200k

RESOLUTION RATE ON CUSTOMER RESPONDED POSTS

78%

Spectrum is among the largest providers of video, high-speed data and phone services in the United States, connecting more than 15 million customers to entertainment, information, and each other. With over 50,000 employees across the U.S., Spectrum serves customers in 29 states, from Maine to Hawaii, by offering cutting-edge digital technology and a rich range of home entertainment and digital services.

Business Challenge When Phil Blum was selected to lead the social media arm of Spectrum’s customer care operations in 2010, the company was unsure of the value of assigning customer service agents to monitor Facebook and Twitter. With 15 million residential customers, the vast majority of whom use traditional support channels like voice and chat, social media felt like a mere drop in the bucket. But Blum, who came from an extensive call center background, was determined to bring high-quality service experience to customers on the Web. “We understand that there are a lot of people that come to us via social media because that’s

the way they like to interact,” says Blum. “We also understand that it’s a highly visible support channel, unlike voice or chat.” Blum’s team was given increased latitude and empowered to reach out to customers in the social sphere and ensure their needs were met. Blum started with a three-person team, using Radian6 to engage with customers on Twitter and Facebook. “Radian6 is a great listening tool, but it’s not the most efficient engagement tool,” he says. Radian6 also lacked the tracking and analytical components

“We give customers the opportunity to use the channel that they best prefer, and in the process, we direct volume away from the call center and reduce queues and wait times.” -Phil Blum, Social Media Customer Care Manager

CUSTOMER SUCCESS STORY

Blum needed to report on his team’s progress and monitor his agents’ performance, which were critical to ensuring his team could scale to address the ever-increasing volume of Spectrum customers seeking support via social media. Blum shared his concerns with Carter Calle, who manages Spectrum’s alternative care strategies. Together, they made the decision to switch to Lithium Social Media Management. “We really liked the product, we really liked the team, and we really liked the culture at Lithium,” says Calle.

Solution After only a few months using Lithium Social Media Management, Blum grew his team to 10 agents and saw noticeable increases in their productivity and ability to respond to customers. Instead of using a patchwork of Radian6, Excel spreadsheets, e-mail, Facebook, and Post-It notes, the social customer care team now has one streamlined platform in which to identify messages that need a response, manage social conversations to resolution, and gather data on their performance. “Bringing Lithium Social Media Management to bear on the problem helped us to very quickly organize our efforts: we turned tweets into cases, the cases could be assigned and tracked and reported on, and that gave us insight into how many people it takes to manage the volume effectively,” says Calle. The integrated nature of Lithium Social Media Management has also allowed agents to tackle cases more quickly, saving the time and hassle of switching between tools. Instead of asking customers on Facebook to e-mail them directly, the customer care team is able to seamlessly integrate private Facebook messages into their conversations with customers. Lithium Social Media Management also allows ad-hoc workgroups to be set up to accommodate spikes in specific service issues. Spectrum enters negotiations with various broadcasters to address retransmission rights and carriag