Optimizing The Customer Experience

Leading Role in CX Transformation in Insurance

My ROLE

Digital Experience Architect (Official Title),
Strategic Lead in CX, Team Lead, Journey Ownership (Billing and Payments)

COMPANY

State Farm

EXPERTISE

Customer Experience, Strategy, Service Design, Design Thinking,Personas, Journeys, Facilitation, Immersive Research

DATE

April, 2019

Overview

How I used human-centered methods in strategic planning at the largest auto insurance company in the nation.

In 2019-2020, State Farm’s UX Center of Excellence initiated a commitment to humanizing data and building empathy through the use of Enterprise Personas, Journeys, and Service Blueprints. These artifacts were often key components in the company’s emphasis on creating more meaningful collaborations around the customer experience and reducing waste in strategic planning activities. Additionally, the company sought to transform the customer experience through enhanced human-centered practices and advancements in technology.

I was asked to play a lead role, as a Digital Experience Architect (a Principal role) in an initiative called CX Optimization. This initiative was a key pillar of CX transformation, which encompassed CX Vision, Culture, and Measurement efforts. These efforts would introduce new ways of working that would drive horizontal strategic planning in digital, supporting goals to enhance the journeys for shopping, billing and payments, claims, and retention experiences.

This case study tells the story of how I led a large cross-functional team in the assessment of critical business decisions that did not consider the needs, wants, and expectations of customers. It highlights my ability to adapt a process, develop mechanisms for change, facilitate and align, and influence business decisions, while recommending actions to optimize the customer experience.

Situation

The business decided to modernize Property and Casualty policy systems.

State Farm had spent years planning to implement changes to backend systems in an effort to “modernize” how insurance policies are created and managed. This modernization was viewed as necessary for the company to remain competitive in pricing and coverage.

However, executive leadership had concerns with these decisions and the potential risk to customers.

Modernization was intended to change the way the company did business, supporting efforts to advance the usage of online technology and retain market dominance.

Situation

Modernizing would trigger a series of policy changes over time.

Those changes would affect customers who had multiple, single-car policies, paid on different billing cycles, and a home that was insured. A very common policy mix for the company’s core customer base. 

Complications

As systems modernized over time, changes would gradually impact the customer, reducing trust, satisfaction, and driving defection.

Customers would likely see duplicate billing

Customers with multiple vehicles and a home would receive increased paper bills over a 6-12 month period.

Customer bills would see gradual rate increases

Rates had the potential to hit a 10% increase. This percentage has historically driven customer defection.

Customer call volumes would likely skyrocket

Customers would likely contact their agents or call centers, seeking answers to questions with no clear explanations.

The Task

I was asked to align the business on sequential impacts of modernization holistically.

This task would span Customers, Agents, and Call Center Reps. I would have to track requirements across several domains, determining the sequence of implementation, and aligning the implementation to customer insights that would help the company see the risk associated with changes.

My goals:

My Actions: Develop a Plan

I developed and led a plan to use personas and journeys to increase interest and drive an engagement strategy in a 30-day timeframe.

Gather Existing Research Insights

I began with a collection of 40 + sources that described planned implementation, customer shopping, and defection behaviors.

Defined a Primary Customer Case

I focus my stakeholders on a 
“Relationship Seeking” segment represented 36% of those who would be impacted by the changes.

Map the Customer Experience

I used secondary sources to develop 3 customer journey maps aligned to the sequence of events across implementation.

Validate the Customer Experience

I facilitated an 8-hour workshop using the journeys to align stakeholders on assumptions, build empathy, and influence actions.

My Actions: Create Empathy Through Story Telling

I created “Will’s Journey”, a narrative built on early insights, and a step-by-step walk-through depicting the “experience” in a relatable form …

My Actions: Map The Experience

Will’s journey was complemented by a detailed mapping of the experience connecting customers like him to the business’ proposed implementation timeline.

My Actions: Walk The Experience

I facilitated a walk-through of Will's experience to confirm, align and decide ...

The highlight of this work effort was the 8-hour workshop that I planned and facilitated with research partners. I proposed using a journey map with 40+ stakeholders, tasked with assessing and building on pain points and opportunities. This would prompt investment in more research and initiatives to address risk.

My Actions: Validate The Experience

I led the execution of research artifacts supporting a larger effort to confirm customer impacts …

My team and I worked with researchers to develop an immersive walk-through of the experience, creating a fictional insurance company, fictional artifacts (bills, renewal docs), and initial ideas to reduce customer pain. The research was implemented through a moderated, role-playing activity with over 30 potential customers. 

This activity helped to confirm initial risk and to identify potential solutions.

My Actions: Recommend Future Experiences

I proposed a future state using ideas from stakeholders and feedback from customer research …

This future state depicted how I would want customers to experience modernization, minimizing impacts while still allowing the company to move forward with implementation. This approach maintained the organization’s strategic goals to move to policy systems that would enable technology advancement, while staying true to the core customer base. 

Results

The story of customers like Will, supporting research and stakeholder alignment, sparked immediate action

The result of careful planning and execution delivered a future state representation of 5 mitigation strategies, coordinated in a way that would create awareness, communicate changes, provide options to avoid change, and retain customers. Strategies owned by other product teams helped deliver on the following:

Additionally, this contributed to my role being aligned to Experiences vs Products, and the exploration of Journey Ownership and Management.

Strategic Leadership Results:

Measurable Results: