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Feature


BEYOND CHATBOTS: HOW CONVERSATIONAL AI MAKES CUSTOMER SERVICE SMARTER

Sharon Goldman@sharongoldman
April 21, 2022 12:51 PM
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Over the past few years, we’ve all encountered “Let’s chat!” buttons on websites
that promise a quick, helpful customer service experience. But heavily hyped
AI-driven chatbots, an important part of the customer experience mix since 2016,
have also proven to be a mixed bag. Consumers found many bot interactions
disappointing and time-consuming. Meanwhile, enterprises often needed to provide
far more costly care and feeding of chatbots than expected. 

Thanks to open-source AI language models such as Google’s BERT and Open AI’s
GPT, it’s now far easier for organizations and technology software vendors to
build on top of these innovations. They can create more sophisticated
conversational AI tools, from smarter chatbots and asynchronous messaging to
voice and mobile assistants. These days, deep learning models can be designed
quickly. And, depending on how they’re done, they might need only a small amount
of training data, Hayley Sutherland, senior research analyst for conversational
AI at IDC, told VentureBeat. 

1
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Seeing is believing- How eBay’s Computer Vision technology is transforming the
shopping experience for consumers and benefiting sellers 1
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Seeing is believing- How eBay’s Computer Vision technology is transforming the
shopping experience for consumers and benefiting sellers 1


“Over the last two or three years, the ability for machines to understand both
written and spoken human language has really, really improved,” she said. “The
technology has moved quite a bit past what we would think of as a rules-based,
scripted approach where a human manually writes a rigid script that, if it goes
outside of that, can break easily and increase frustration.” 

Now, machines can not only better understand the words being said, but the
intent behind them, while also being more flexible with responses. “That means
we can create much more sophisticated virtual assistants or customer care
agents, whether they are text-based or voice-based,” Sutherland said. 


SOLVING FOR CONVERSATIONAL CUSTOMER CHALLENGES

Derek Roberti is VP of technology, North America at Cognigy, a low-code
conversational AI platform based in Germany. It was named a leader in Gartner’s
Magic Quadrant for enterprise conversational AI platforms, along with companies
such as Kore.ai, OneReach.ai and Amelia. According to Gartner, the enterprise
conversational AI platform market “focuses on the needs of larger enterprises by
targeting multiple use cases, modalities of conversation (such as speech, chat,
text messaging and email) and the ability to operationalize within the
enterprise.” 

Overall, the conversational AI market in the customer service space is divided
into three key categories, Roberti explained. The first are conversational AI
specialists, with platforms that have user interfaces tailored for both the
technical and non-technical user; out-of-the-box integrations; and a wide
variety of channels. “Those are the ones that Gartner has called out as leaders
in the space,” he said. 

Next, there are the giant cloud providers, such as Microsoft, Google, Amazon and
IBM. “These offer core services, perhaps translation, or natural language
understanding, or speech-to-text, but don’t necessarily have that set of user
interfaces and prebuilt components,” he added. Finally, there are also thousands
of other, smaller market players taking advantage of open source innovations to
provide off-the-shelf tools with varied levels of sophistication.  

All of these companies, across categories, are “working to solve the same
problem,” said Roberti. That is, to create first-class customer experiences,
particularly with tooling accessible to both the non-technical and the technical
builder. “How can we empower people to build automated interactions that are
welcoming, easy to get started with and lets you build out even the most
advanced conversations?” he explained. 


CONVERSATIONAL AI TARGETS TWO TYPES OF CUSTOMER SERVICE BUYERS

Roberti cites two primary types of buyers in the market for conversational AI
tools for customer service and support. First, there are buyers who own the
contact center or customer-facing support systems. “These are generally
non-technical buyers,” he said. 

These buyers may have never worked with conversational AI before, or don’t have
developer resources, Sutherland added. “That’s why we’re increasingly seeing
these kinds of low-code or no-code tools,” she said. “You can have someone who
isn’t a developer but is an expert in customer conversations – who knows what a
good conversation looks like, who can help to train and check on the
capabilities of that conversational AI that’s being built and really ensure that
the human element is there.” 

On the other hand, there are more technical buyers, including enterprise
architects, who get requests from every part of the organization for chatbot and
voice automation capabilities, Roberti explained. “They’re looking for a
platform that can be used across the enterprise. They do care about the user
interfaces, but they also care about how the tools will integrate into other
systems and how it works within security and compliance ecosystems.” 


CONTEXT-AWARE CONVERSATIONAL AI IS ESSENTIAL 

Quiq is a Bozeman, Montana-based AI-powered conversational platform that enables
brands to engage customers on the most popular asynchronous text messaging
channels. According to founder and CEO Mike Myer, first-generation chatbots
lacked good natural language capabilities and often did not allow customers to
access the right data. 

They also had very little context awareness to boost personalization, Myer
explained: “For example, If you recently completed a purchase and a couple of
days later you come back to the website, it’s helpful if the chat box actually
says ‘Welcome back. Do you have a question about the order you placed
yesterday?’” 

Now, however, conversational AI technologies, such as the underlying AI-driven
natural language capabilities, are reaching a plateau. “The difference between
vendors when it comes to natural language understanding is imperceptible from a
customer perspective,” he explained.  “What is different now is the quality of
implementation, the design, how much training has gone into it.” The UX, he
said, “has become the big differentiator.” 


ACQUISITIONS LEAD TO HOLISTIC CONVERSATIONAL OFFERINGS

It’s a sign of the massive, fragmented conversational AI market in the customer
service space, as well as the VC money flowing into it, that Sutherland told
VentureBeat that she had not heard of Quiq. That is even though the company
recently announced a $25 million series C funding round and last year acquired
Snaps, another conversational AI tool. 

“That’s very characteristic of this space right now, the really big infusions of
VC money,” Sutherland said. “We really are at an inflection point where we’ll
start to hit some consolidation.” 

In fact, acquisitions have become a regular occurrence in the space. Beerud
Sheth, cofounder and CEO of messaging leader Gupshup, recently announced three
conversational AI acquisitions, including Active.ai and AskSkid, while adding,
there are another two in the pipeline. 

“We constantly evaluate in terms of technology, so if we find some other company
that’s done something interesting that augments what we do we will happily
consider it,” Sheth said, explaining that the acquisitions become part of a
holistic platform, as conversational AI becomes part of what every business will
need. 

Sutherland also says a smaller conversational AI company, Uniphore, is making
interesting acquisitions to round out their AI-driven offerings. “One was a
company using AI to analyze video and help salespeople understand customer
sentiment,” she explained. “At the time, Uniphore was mainly focused on customer
care, but now there’s this sales-focused conversational AI. The idea is that
companies might eye the rest of the customer funnel.” 


TIGHT LABOR MARKET LEADS TO SMARTER CONVERSATIONAL AI 

A tight labor market is driving conversational AI growth in customer service,
said Roberti. In the early days of the pandemic, many contact center agents were
let go, for example. “Now, even if they could hire as many people as they needed
to at 25% more in compensation, staffing is not available,” he said. “So
companies are being pushed towards automation as an imperative, as a matter of
survival.”  

The good news is, the latest in conversational AI for customer service has the
potential to improve the image of an industry previously filled with unhelpful
chatbots, Roberti said: “I would say if you did a customer satisfaction survey
about chatbots and voice bots in January of this year and compare it to January
2023, you will see a much more favorable reaction.” 

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transact. Learn more about membership.

Author
Sharon Goldman

Topics
AI

Applied AI

Business

Chatbots and Virtual Assistants

Convo AI

Customer Engagement (using convo AI)

NLP and Text-to-Speech





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