Read up on the latest ideas and technologies from companies that sell hardware, software and services. Understanding Email Marketing: A Guide for SMBs
Wireless LANs: Is my enterprise at risk?
Web Security SaaS: The Next Generation of Web Security
Solve Exchange Storage Problems Once and For All: A New Approach without Stubs or Links
Optimized Back-up and Recovery for VMWare for VMWare Infrastructure with EMC Avamar
Best Practice in Building an Integrated Information Management Strategy
Mobile Solutions Deliver Improved Efficiency to Star Track Express
Still Sneaking In: The Threats Your Security Tools Aren't Telling You About
Zones provide focussed content from Computerworld and leading technology partners.Newsletter Subscription
Customer churn is spreading beyond the banking and telco sectors costing Australian business more than $A1.5 billion a year.
It is now affecting utilities, travel, insurance and a host of other industries, according to a survey of 4000 consumers in seven Asia Pacific countries.
Around 600 of the survey respondents were from Australia with figures showing 92 per cent of local consumers have at some point switched a service with almost six out of 10 having changed suppliers in the last 12 months.
It shows that switching suppliers is a national habit for Australians with those in the 25-34 year old bracket the worst offenders - switching 50 per cent more often than any other age group in the past year.
The highest income bracket in the research also switched the most often indicating that something other than price, as a proportion of disposable income, is the driver for churn.
According to the BMC Software Churn Index for the Asia Pacific, this switching merry-go-round is costing Australian business around $A1.584 billion per annum when the cost of a single customer is multiplied by the average number of churns per annum (1.1) and the adult population (13.2 million).
The number one reason for switching is price followed by service problems which highlights IT's role in fostering customer loyalty.
Commenting on the results, University of NSW school of marketing, professor Adrian Payne, said churn has become enemy number one for business.
"The index results are a clear wakeup call for business; they need to know when services are going wrong and which customers are affected," Payne said.
"Without that insight, they run the very high risk of that customer switching at some stage."
The index found that the cost of poor IT can have long term implications.
Payne said that many factors including financial incentives are used to attract new customers, but the continuous cycle of cost cutting and financial kick-backs are not a healthly long-term business strategy.
"Companies spend substantial amounts of money attracting new customers, but often end up losing them because of poor service, an outage or a frustrating experience with the help centre," he said.
"Optimising the IT infrastructure can make a difference, utilising automated service assurance and help desk processes can make a marked difference in the customer experience and drive greater customer loyalty."
Telephone companies, banks and insurance companies have the highest historical churn rates with 64 per cent, 63 per cent and 60 per cent respectively.
Computerworld Member Login
Prioritizing Services with IT Service Management (ITSM)
Computerworld Live Webinar
Wednesday 20th, August 2008
11:00am EST (Sydney, Australia)
To be repeated on:
Thursday 4th, September 2008
11:00am EST (Sydney Australia)
Sign up and receive a free copy of The Forrester WaveTM Service Desk Management Tools, Q2 2008 at the conclusion of the Webinar.
Attend and discover:
- How to deliver value to your business through ITSM
- Best practice ITSM implementation
- Why emphasis is changing from optimizing IT management processes to better servicing customers and demonstrating real dollar value
- If service-oriented ITSM is best for your business
- +
Computerworld Live Podcast #97: The Future of Enterprise Networking 25/07/2008 09:45:36
This week CW Live chats with Mark Thompson, global sales and marketing manager for HP ProCurve, on the future of the enterprise networking. Mark discusses the trends we can expect to see in the near future and how the right infrastructure can ensure your enterprise network is secure. - +
Computerworld Live Podcast #96: Security at the Edge 11/06/2008 09:22:22
CW Live speaks with Amol Mitra, HP ProCurve Director of Marketing for Asia Pacific and Japan. Today's topic: how enterprises are starting to shift away from simply controlling security via server logins, firewalls and moving to more adaptive security frameworks. - +
Data Management Edition #10: Multi-Petascale Systems 02/05/2008 09:12:33
This week we look at sustainability and the development of multicore technologies to build multi-petascale systems. - +
IT Security Edition #11: How to poison the Storm botnet 01/05/2008 08:51:55
This week CW Live presents a case study on how to poison the notorious Storm botnet . Plus we take a look at Cisco's plans for Ironport. - +
IT Security Edition #10: Cyber-battles fought and won 24/04/2008 11:09:47
Vendors bow to end user pressure to improve product security, and we take a look at the latest concepts shaping the cyber-battlefield of the future.
Viva la Verticals! Key to Vendor Growth is Through Vertical Market Opportunities, Says IDC 2008-09-05 11:05:00+10
F-Secure delivers fastest protection in the online world 2008-09-04 16:50:00+10
NETGEAR expands ProSafe team as business-class products take off in SME market 2008-09-04 16:27:00+10
Rogue security apps dominate Fortinet's Aug 2008 IT threat report 2008-09-04 16:00:00+10
Adaptec Intelligent Power Management Reduces Storage Power Consumption Up to 70 Percent 2008-09-04 11:28:00+10
Mimosa™ NearPoint™ for Microsoft® Exchange Server: Email Archiving 101
Email archiving is emerging as a critical new application for managing email. Learn how to reduce and manage online and offline email storage, add powerful tools for legal discovery and compliance and extend native exchange recovery capability by reading on.










Comments
Reward Long-Term Customers
Surprise, surprise. People have learnt that most business only offer incentives to attract NEW customers, not retain them. So those who are prepared to switch regularly get a constant stream of great benefits.
Long-term customers are taken for granted by most businesses. No sweet deals and incentives to stick around are offered to them. Thus they end up paying more for their services than those who do switch often. Indeed they subsidise those prepared to switch regularly.
This situation has come about because of the focus on short-term growth rather than long-term sustainabile practices.