About Don Peppers -Founding Partner & Author of The One to One Future:
Recognized for 25 years as one of the world’s leading authorities on customer-focused business strategies, Don Peppers is an acclaimed author and co-founder, along with Martha Rogers Ph.D., of Peppers & Rogers Group. His latest endeavor is the formation of CX Speakers, a new company delivering workshops, keynote presentations and thought leadership consulting that is focused on customer experience topics.
Peppers’ work routinely examines the business issues that today’s global enterprises are grappling with while trying to maintain a competitive edge in their marketplace. He recently released his 11th book, Customer Experience: What, How and Why Now, a collection of bite-sized essays offering insights and “how to” recommendations on building and maintaining a customer-centric business. It uses real world examples to cover not just the central issue of customer experience, but also corporate culture, strategy, technology, and data analytics.
With Martha Rogers, Peppers has produced a legacy of international best-sellers that collectively sold well over a million copies in 18 languages. Their first book, The One to One Future (Doubleday, 1993), was called by Inc. Magazine’s editor-in-chief “one of the two or three most important business books ever written,” while Business Week said it was the “bible of the new marketing.” As a testament to this, Don Peppers and Martha Rogers were inducted into the Direct Marketing Association Hall of Fame in 2013.
Peppers’ and Rogers’ ninth book is Extreme Trust: Turning Proactive Honesty and Flawless Execution into Long-Term Profits (Penguin, 2016). And in 2017, Wiley Publishers will release the third edition of their graduate school textbook, Managing Customer Experience and Relationships: A Strategic Perspective, originally published in 2003.
With nearly 300,000 followers for his regular postings of original content on LinkedIn, Don has been listed numerous times on LinkedIn as one of the Top 10 Marketing Influencers. In 2015, Satmetrix listed Don Peppers and Martha Rogers #1 on their list of the Top 25 most influential customer experience leaders. The Times of London included Don on its list of the “Top 50 Business Brains,” and Accenture’s Institute for Strategic Change listed Don as one of the 50 “most important living business thinkers” in the world.
Prior to founding CX Speakers and Peppers & Rogers Group, Don served as the CEO of a top-20 direct marketing agency (Perkins/Butler Direct Marketing, a division of Chiat/Day), and his 1995 book, Life’s a Pitch: Then You Buy (1995), chronicles his exploits as a celebrated business rainmaker in the advertising industry. Before his career on Madison Avenue he worked as an economist in the oil industry and as the director of accounting for a regional airline. He holds a B.S. in astronautical engineering from the U.S. Air Force Academy and a Master’s in Public Affairs from Princeton University’s Woodrow Wilson School. He is a competitive runner and happily married father of five.
What Don Peppers Talks About:
DIGITALLY TRANSFORMED MARKETING AND CX
- Business Competition, Future Tense: Technology is raising customer expectations, and now you’re competing with Amazon, Apple, JetBlue, and Amex. Four strategies for succeeding in the transparent future.
- The Omnichannel Myth: 99% of companies that say they’re “omnichannel” aren’t. Three obstacles to overcome before joining the 1% of companies that really are.
- After e-Commerce: Immersive Commerce Today’s programmatic marketing tactic is tomorrow’s smartphone app, so get ready now for an online CX featuring “chatvertising” and bot-to-bot marketing.
SURVIVING AND THRIVING IN THE NEXT DISRUPTION
- Four Ways to Avoid “Post-Disruption Stress Disorder” :PDSD has plagued more than one business, from Kodak to Blockbuster, and from Apple to IBM. Four strategies for beating the next disruption in your own category.
- Customer Trust as a Disruptive Innovation: How to out-do your competitors by earning your customers’ trust, and why this can insulate you from the next big disruption in your business.
- Digital Disruption for Fun and Profit: Creating your own disruption is a good way to survive radical technological (or regulatory) change, and offense is always more fun than defense.
- Proactive Customer Strategy: The Smart Response to Transparency Now that what customers say about you matters more than what you tell customers about yourself, what your customers want is for you to be proactive on their behalf.
- Uber-izing your business: Trust platforms like Airbnb, Uber and Taskrabbit empower customers with the ability to self-organize, eliminating the middle man. Other businesses can, too. And will.
- Proactive Trustworthiness is the New Black: New technology drives new expectations. You need a new strategy, good for 2017 and beyond. Grow profitably and stay competitive with Extreme Trust. Four tasks to do so
- Do Your Customers Trust You? Should They? And Do You Trust Them? :If somebody measured every company tomorrow, how would your company rank? What decisions are you making today that create or destroy trust?
- What Would a Trustable [insert your company’s name] Look Like?: Do you give refunds proactively? Host customer reviews on your website? Things to show you’re a leader in trustability, while improving business results at the same time.
CUSTOMER METRICS, BIG DATA, AND COMMON-SENSE ANALYTICS
- What is the Value of a Better Customer Experience?: How to map the CX, improve it, profit from it. How does it help us and help our customers? Why is “customer journey mapping” exactly what’s needed now?
- The Customer Dashboard: How to measure your success with customers. Metrics needed to drive your decisions and behaviors, eliminate landmines and build customer equity.
- Customer Metrics You Can Bank On: Providing a better CX is costly today, while value is realized tomorrow. Resolve this dilemma to the satisfaction of your CFO. How much more will customers pay if…?
- You Can Lead a Man to Data, But You Can’t Make Him Think: Trustworthy data is (1) objective and (2) accurate. That’s half the battle. Five principles for using objective, accurate data to make more scientifically reliable business decisions.How to Make Data-Driven Decisions Without a Statistics Degree: Anticipating human biases, avoiding statistical errors, and recognizing the limits of the data you have. How to talk with your customer analysts, without equations.
- Customer Advocacy: Recruiting Your Best Customers to the Sales Team: The pinnacle of Customer Success Management is customer advocacy. How to create emotional, human bonds with customers, at scale, and leapfrog your competitors to own the category.
- Customer Success: Competing for Sales in the Cloud: SaaS and other subscription-based businesses must cultivate prospects, not just hunt them. How to manage every customer relationship as a Challenger Sale.
- Social Selling: Arm Your Salespeople: Turn salespeople into thought leaders armed with social ninja skills. Learn how to sell based on triggers, insights, and referrals.
- Managing a Successful Customer-Centric Transformation: The key isn’t technology or data or policy. All these things are table stakes. The key lies in the culture of your employees. How to improve and maintain your corporate culture.
- Self-Organizing Your Way to Competitive Success: When a customer problem comes in, you want your employees to swarm the problem and solve it, without top-down direction. Here’s how to make that happen.
- Empowered Consumers? Or Digitally Augmented Humans?: Today’s consumers have digital super powers undreamed of even a decade ago, but affection, trust, and genuine loyalty can’t be automated, and will never be outdated.
- Digital Connections, Emotional Engagement: Customer satisfaction doesn’t generate loyalty, but dissatisfaction creates disloyalty. Design your customer experience to be frictionless first, then emotionally engaging.
- Delivering Humanity to B2B Customers: Success, more than satisfaction, drives the business customer. But a successful customer success effort will include genuine, human connections, based on emotion and trust.
- Customer Loyalty: What, How, and Why What it means to “loyalize” your customers, how to do so, why it’s worth the money, and three important obstacles that must be overcome.
- Using Customer Loyalty to Make Better Short-Term Decisions The customer’s memory is the most reliable link between the short-term financial effects of current decisions and the long-term shareholder value they might create.
- Are you Loyal TO Your Customers? Implement CRM processes to make customers more loyal and you’ll almost certainly fail. But do it to improve their lives, and you’ll almost certainly make them more loyal.