Por:
Luis D. Duval, PhD MBA
Fundador y CEO FourTwo.One
www.FourTwo.One
La experimentación digital no se trata de la aplicación de la tecnología, sino de cuándo y cómo ejecutar las estrategias digitales. Definitivamente, se trata de generar un cambio en la empresa.
Los líderes empresariales experimentados a menudo se equivocan cuando tratan de mejorar la experiencia del cliente, probar nuevos modelos de negocios o desarrollar nuevos productos. Descubren que la intuición, experiencia, y la aplicación de Big Data no son suficientes para determinar la aceptación de sus propuestas digitales. Entonces, ¿Cuál es la estrategia? La ejecución planificada de experimentos comerciales. ¿Y qué pasa si las empresas lanzan nuevos productos, experiencias de clientes o modelos comerciales sin hacerlo? Arriesgan su reputación como empresas líderes en el mercado.
Las estrategias digitales deben abordar dos incertidumbres que enfrentan las empresas. ¿Qué pueden ofrecer las tecnologías digitales para ayudar a resolver los problemas de los clientes, y qué soluciones estos estarían dispuestos a pagar? Las estrategias digitales exitosas producen ofertas digitales, la cual surge de la intersección entre lo que es posible y lo que los clientes desean. Por lo tanto, las empresas deberían poner en práctica estrategias de experimentación comercial continua e interactuar con sus clientes para proponer soluciones innovadoras originadas en la intersección previamente mencionada.
Los líderes deben plantearse varias preguntas cruciales tales como: ¿El experimento tiene un propósito claro? ¿Se han comprometido las partes interesadas a cumplir con los resultados? ¿Es factible el experimento? ¿Cómo podemos garantizar resultados confiables? ¿Hemos obtenido el mayor valor del experimento? Aunque esas preguntas parecen obvias, muchas empresas comienzan el proceso de experimentación sin abordarlas por completo.
Stefan H. Thomke, profesor de Harvard Business School, sugiere que la experimentación digital es vital para la supervivencia de las empresas. Basado en este concepto, el enfoque de este artículo está enfocado a describir estrategias con la finalidad de que las empresas puedan crear soluciones digitales que les permita ser mas competitivas.
Tradicionalmente, los líderes empresariales definían sus estrategias después de escanear el entorno y analizando los resultados del éxito de estas. Preguntas como, ¿Favorecen los precios bajos a nuestros clientes? ¿Ganamos por bajo costo o por diferenciación? ¿Deberíamos adquirir empresas para complementar nuestras ofertas o desarrollar nuevas competencias? eran formuladas, y basados en las respuestas a estas interrogantes los líderes implementaban estratégicas para aprovechar oportunidades a corto o largo plazo.
En el presente, las estrategias empresariales digitales exitosas dependen menos del análisis estratégico. Más bien son el resultado de la experimentación y el conocimiento que estas generan. Por ejemplo, en el caso de Airbnb, surgió de la creencia de que las personas pagarían para dormir en un colchón de aire en el piso de un extraño1. Después de tres iteraciones y experimentación continua el modelo de negocio fue exitoso. De manera similar, Instagram empezó como una aplicación para compartir fotografías y socializar. Esto resultó complicado de usar originando su limitada aceptación2. En el caso de Twitter, sus fundadores probaron primero con una plataforma de podcasting llamada Odeo, desafortunadamente para ellos Apple la convirtió en obsoleta al lanzar su plataforma iTunes3.
Definitivamente, la estrategia digital surge de una idea, la cual al inicio no es una idea buena. Generalmente, estas tienen éxito cuando son originadas del flujo continuo de ideas, las cuales generan ofertas digitales rentables. Jeanne W. Ross, investigadora de MIT CISR, define una oferta digital como una solución enriquecida con información y capaz de proveer una experiencia personalizada al cliente. En otras palabras, una oferta digital que resuelve problemas del cliente.
Como se ha mencionado anteriormente, una oferta digital exitosa se origina en la intersección entre una solución digital y los deseos del cliente (ver Figura 1). La intersección es difícil de identificar inicialmente, esta es producto de la constante iteración de ideas. Thomke sugiere que las estrategias digitales deberían surgir de la continua experimentación y del conocimiento que estas originan4.
Una estrategia digital inicialmente propone posibles ofertas digitales. Estas primeras experiencias podrían estimular otras ideas (por lo general para mejorar una existente) o proponer una completamente diferente e innovadora. Este enfoque de la formulación de estrategias digitales es desconocido y crea incertidumbre en la mayoría de las empresas establecidas. Sin embargo, estas son vitales para su supervivencia y competitividad.
Cómo enfrentar las incertidumbres de la estrategia digital
Las estrategias digitales deben abordar dos incertidumbres:
1. ¿Cómo la data y las tecnologías digitales pueden ayudarnos a resolver los problemas de los clientes?
Las tecnologías digitales son importantes porque brindan tres capacidades críticas tales como: data, conectividad ilimitada y automatización masiva. Estas capacidades ofrecen oportunidades únicas a las empresas para competir en nuevos mercados e incrementar sus ingresos. Por lo tanto, cada empresa debe saber qué soluciones son posibles.
2. ¿Qué soluciones estarían dispuestos a pagar los clientes?
Al conversar con un emprendedor digital, los líderes de las empresas entenderán que muchas soluciones creadas con tecnologías digitales no son de interés para el consumidor. Los clientes generalmente no ven el problema, tienen hábitos arraigados que no quieren cambiar, o simplemente no se sienten cómodos comprando una solución digital determinada. Por lo tanto, cada empresa debe empezar por entender qué atrae a sus clientes.
Para competir en ese entorno, las empresas deben adoptar tres hábitos. Primero, adoptar un proceso continuo de experimentación comercial. Segundo, a través de estrategias conectadas interactuar con los clientes para entender sus problemas y proponer soluciones5. Tercero, operar como startupt. Estos hábitos, que son detallados a continuación, ayudarán a los líderes empresariales a identificar e implementar soluciones dentro de la intersección entre lo que es posible y lo que se desea.
Disciplina para una experimentación empresarial eficiente y exitosa
En la actualidad donde la estrategia digital es vital para las empresas, la ejecución de experimentos rigurosos debería ser un procedimiento operativo estándar. La empresa que crea la infraestructura necesaria para el desarrollo de software y las habilidades organizativas podrá evaluar no sólo ideas para sitios web, sino también posibles modelos de negocios, estrategias, productos, servicios y campañas de marketing; todo de forma relativamente económica. La ejecución de la experimentación controlada puede transformar radicalmente la toma de decisiones, la cual estarían basadas en data en lugar de una reacción intuitiva.
Desarrollar una propuesta de valor digital implica financiar una serie de experimentos para maximizar el aprendizaje. Financiar experimentos no es difícil. Las empresas fomentan la experimentación a través de eventos como hackathons y otros tipos de competiciones. Otra manera de apoyar la experimentación es a través de laboratorios de innovación y la creación de líneas especiales de negocios digitales. La idea es producir un flujo constante de nuevas ideas de muchas partes dentro de la empresa, particularmente de personas que interactúan regularmente con los clientes.
Por supuesto, la adopción de este tipo de innovación generalizada podría dar origen a un mal uso de recursos al ejecutar experimentos sin sentido. Las empresas pueden minimizar este riesgo al insistir en experimentar con proyectos de menor escala y que produzcan rápidamente resultados tangibles. Cualquier experimento que no genere entusiasmo del cliente debería abandonarse, mientras que aquellos con el mayor potencial deberían mantenerse.
Con esta finalidad, los líderes deberían articular objetivos comerciales específicos con el fin de enfocar los experimentos a un set estratégicos de resultados que serían de importancia para la empresa. El dejar en claro qué resultados comerciales buscan los líderes, estimula a todos en la empresa a pensar en la dirección estratégica.
Por ejemplo, DBS Bank de Singapur en el 2014 ejecutaba simultáneamente miles de pequeños experimentos en todas sus operaciones. En la actualidad DBS Bank continúa fomentando experimentos a través de mecanismos como crowdsourcing interno, laboratorios de experiencia del cliente, hackatons, sociedades con empresas FinTech, y a través de la constante adopción de nuevas tecnologías. Algunos de los experimentos se abandonaron rápidamente, mientras que otros evolucionaron ofreciendo características digitales innovadoras a sus clientes.
Cuando DBS Bank inició sus esfuerzos digitales en el 2010, la estrategia se enfocó en ofrecer una experiencia al cliente de primera clase. Como parte de ese esfuerzo la compañía estableció múltiples unidades dentro de la organización para enseñar a la mayoría de sus 22.000 empleados conceptos de Design Thinking y análisis de experiencia al cliente. Posteriormente, DBS Bank comenzó a almacenar datos provenientes de sensores localizados intencionalmente en puntos claves de contacto del cliente con la finalidad de que sus empleados pudieran analizar los hábitos y las necesidades de estos. Con esta información, los líderes articularon el objetivo comercial deseado, específicamente eliminar 100 millones de horas desperdiciadas por sus clientes al visitar el banco. En un año DBS Bank logró eliminar 250 millones de horas de tiempo de espera de los clientes, al mismo tiempo redujo 1 millón de horas desperdiciadas por sus empleados.
La estrategia digital de DBS Bank ha evolucionado a medida que la compañía aprendió de sus experimentos. En el 2015 el objetivo estratégico de DBS Bank fue innovar para hacer de la experiencia bancaria invisible. En la actualidad, la visión es hacer de la experiencia bancaria placentera y con una excelente proposición de marketing “Disfruta más, con menos tiempo de permanencia en el banco“. La estrategia de experimentación digital de DBS Bank inicialmente condujo a aplicaciones simples que mejoraron la experiencia del cliente. En el 2016, la empresa introdujo un banco completamente digital en India. En el 2017 y el 2018 comenzó a ofrecer nuevos servicios tales como, venta de automóviles, y bienes raíces en el sitio web de DBS Bank.
Interactuar con los clientes para ofrecer la mejor oferta digital
Steve Jobs declaró que Apple nunca preguntó a sus clientes que querían porque él sabía mejor que ellos. El tenía razón, los clientes jamás se imaginaron un iPhone hasta que lo tuvieron en sus manos. Esto también es cierto en el caso de Facebook, Tesla, Uber, Stripe, y Airbnb — pocas personas pueden expresar la necesidad de un concepto que no existe.
No toda empresa cuenta con la genialidad de individuos que hicieron de las empresas mencionadas anteriormente, un éxito. Generalmente, es a través de la experimentación que las empresas son capaces de crear soluciones digitales a problemas que inicialmente se creen difíciles de resolver. Debido a esto, las empresas deben entender la fustración de sus clientes, aprender de ellos, y de que estos están dispuestos a pagar por la solución a sus problemas. Muchas veces, ideas geniales no evolucionan porque no son aceptadas. Es por eso qué, la participación del cliente es esencial para el éxito digital de una empresa.
Tobin McDaniel, vicepresidente de asesoramiento digital e innovación de Charles Schwab, basado en data de estudios realizados por la empresa sostiene que en la actualidad gran parte del enfoque en el asesoramiento digital se ha centrado en desarrollar aplicaciones dirigidas a generaciones jóvenes. Sin embrago, quienes están más cerca de la jubilación no tienen problemas en utilizar tecnología digital. También, el 73 por ciento de los candidatos a jubilarse se sienten cómodos usando la tecnología para administrar sus inversiones. La data también indica que más de la mitad de sus clientes que hacen uso de sus plataformas digitales tienen más de 50 años.
Este tipo de empresas identifican ofertas digitales exitosas al poner un prototipo en manos de un cliente rápidamente, para analizar cómo el cliente reacciona al mismo y a su uso. Por ejemplo, FourTwo.One participó en el proceso de ideación, desarrollo e implementación de la solución digital de Charles Schwab Intelligent IncomeÔ—solución diseñada para personas que desean una forma simple de pagar su jubilación en cualquier momento directamente desde sus portafolios de inversión. Ciertamente, esta es una estrategia digital que parecía tener un gran potencial.
La estrategia digital propuesta por FourTwo.One fue proveer una aplicación simple. Esta debía tener la capacidad de administrar y automatizar múltiples flujos de ingresos de jubilación ofreciendo un tablero de visualización digital a tiempo-real, flexibilidad para iniciar y ajustar montos de ahorro y retiro. Lo más importante de esta aplicación es monitorear continuamente las transacciones para alertar al usuario de posible fraude.
FourTwo.One concluyó la solución digital y procedió a ejecutar cientos de experimentos de tipo A/B controlados para evaluar la efectividad de la aplicación y optimizar la experiencia del cliente en tiempo real. Los experimentos fueron ejecutados por clientes seleccionados aleatoriamente, cuyas métricas claves fueron tabuladas y comparadas.
La capacidad de acceder a grandes muestras de clientes (aproximadamente 5000 con edades comprendidas entre 50 a 65 años), recopilar automáticamente enorme cantidad de data sobre las interacciones de los usuarios al sitio web y la aplicación generó conocimiento suficiente para modificar múltiples veces el diseño original. La ejecución de experimentos simultáneos permitió a FourTwo.One una oportunidad sin precedentes para evaluar muchas ideas rápidamente, y con gran precisión a un costo mínimo. Esta continua experimentación permitió fallar rápido y pivotar un sinnúmero de veces hasta alcanzar la funcionalidad deseada. Probar lo que parecía ser una estrategia digital sólida requirió la elaboración de estrategias conectadas con el objetivo de mantener continua interacción con los clientes para así determinar la mejor oferta digital — i.e. intersección entre lo que Schwab podía ofrecer y lo que los clientes deseaban.
Operar como startup
Líderes de muchas empresas están continuamente declarando que estas se convertirán en digitales al actuar como startup. Experimentación digital en startups es un proceso continuo de iteración conducente a mejorar diseños y probar la funcionalidad de las soluciones en desarrollo. Actuar como startup significa permitir que los empleados experimenten con las ideas para aprender, descubrir posibilidades, y luego ponerlo en manos de sus clientes potenciales para saber lo que quieren. Se trata de comenzar de a poco, con un producto mínimo viable y mejorar la propuesta digital a medida que esta evoluciona.
Operar como startup no requiere de mucho capital. Las empresas que son ágiles con sus estrategias digitales constantemente informan que sus soluciones se vuelven rápidamente rentables. Sin embargo, esos ingresos de capital representan un pequeño porcentaje de las ganancias generales de la empresa. Esto podría ser angustiante tanto para los ejecutivos como para los inversores que exigen de esos resultados.
Para concluir, empresas que buscan prosperar en la economía digital deberían considerar los informes anuales de Jeff Bezos, en el cual manifiesta que “se trata de estrategias de largo plazo”. Lo que Bezos manifiesta es simple; para cumplir con los objetivos financieros a corto plazo, la mayoría de las empresas deben mantener sus propuestas de valor tradicionales. Para tener éxito en la economía digital, estas deben desarrollar e implementar ofertas digitales innovadoras. Deben evolucionar implementando estrategias basadas en experimentación y aprendiendo lo que sus clientes valoran. Eventualmente, las grandes empresas se convertirán en empresas digitales exitosas porque saben cómo escalar experimentos exitosos.
Referencias:
- Gallagher, Leigh, The Airbnb Story: How Three Ordinary Guys Disrupted an Industry, Made Billions…and Created Plenty of Controversy. Houghton Mifflin Harcourt, 2017
- Garber, Megan, Instagram Was First Called “Burbn” The Atlantic, July 2, 2014, https://www.theatlantic.com/technology/archive/2014/07/insta- gram-used-to-be-called-brbn/373815/
- Carson, Nicholas, The Real History of Twitter, Business Insider, April 13, 2011, https://www.businessinsider.com/how-twitter-was-found- ed-2011-4
- Thomke, Stefan, Experimentation Works: The Surprising Power of Business Experiments. Harvard Business Review Press, 2020
- Duval, Luis, La Nueva Norma: Productos Inteligentes y Estrategias en la Era Digital. Revista Industrias, Cámara de Industrias de Guayaquil, Septiembre 2019, pg 38-47 https://issuu.com/industrias/docs/revista_septiembre_2019/38
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