Event Recap: Measuring the Value of UX Research at UXDX

Understanding your customers is central to any organization which wants to deliver an outstanding experience. But how do you understand your customers better? Tailoring their experience with your products and your organization to suit them should include a customer journey map.

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It doesn’t mean your organization needs a brightly colored, fully designed infographic that outlines each and every action your user takes within your product. It does mean an effective customer journey map that promotes empathy and provides a clear vision for improving customer interactions. There are no rules around what that visualization looks like and it is up to your team to create one that makes the most of your customer’s journey.

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What is customer journey mapping? 🤔

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Customer journey mapping (sometimes referred to as a user experience map) is a technique that allows you to visualize your customer’s key touchpoints, sentiments, pain points, and actions. Plotted in sequential order. It’s a map of a customer’s experience with your brand or product, from awareness to purchase and beyond. 

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Customer journey mapping helps you look beyond key touchpoints and encourages empathy with your customers. To understand who they are, even a persona to give them a life and demographic. Helping designers and key stakeholders understand where they are coming from. And where you can address their needs, avoid their pain points and encourage them to engage with your product. And even identify opportunities for innovation and improvement across the board.

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Why you need a customer journey map 💥

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What’s better than a customer that feels seen and understood once? A customer that feels the organization or product really understands their needs (and responds to their frustrations). Like all successful, long-term relationships, keeping customers returning is built on empathy and a solid grasp of their needs and frustrations. 

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When you want to get to know your customer, like really get to know them, it’s essential to map their customer journey. Creating a shared understanding of what your customers think, feel, and struggle with as they interact with your organization. Spending the time to establish a customer journey map can help align around identifying known problems, identifying new user pain points, and removing roadblocks for your customers, ensuring their success.

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Spending the time to get inside the mind and journeys of your customers through mapping helps your team to:

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• Create a visual guide of the end-to-end customer experience
• Get an understanding of multiple customer pathways and unravel complex user experiences
• Create target personas and allow insights to solve problems more effectively
• Increase your organization’s empathy for your current and future customers
• Identify potential pain points and roadblocks for your customers
• Breakdown silos within your organization and improve alignment across teams
• With a clearer understanding of your customers, better insights to achieve stakeholder buy-in

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How to create a customer journey map 🛤️

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Here are 8 key steps to get the most out of your customer journey map process:

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1. Bring key stakeholders together for an initial brainstorming session
2. Identify potential user personas - demographics, pain points, interests, etc
3. Create an empathy map - get a real feel for your customer, who they are, and what they want
4. Flesh out your ideas with user research. Get under your user persona skin with focus groups, interviews, and surveys
5. Identify possible customer touchpoints
6. Choose the information you want to highlight - not everything will be relevant
7. Decide on the best customer journey map tool to answer your questions
8. Start building your map

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Customer journey mapping examples 🗺️

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Each and every customer’s journey is different. This, of course, means that there is no single best customer journey map example or template. Instead, the best customer journey map for any given situation will depend not only on your customers but also on your product, your team, and the goals you’re hoping to achieve by creating the map in the first place.

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We’ve found a few examples of customer journey maps to help inspire your thinking:

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Current state customer journey maps help you to visualize a user’s experience as it is right now. These are fact-based journey maps - to create an accurate, current state journey map. A good dose of user research data around your actual customers and interactions will help shape this.

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Future state customer journey maps focus on what the customer journey can and should look like in the future. Although UX data is certainly an important aspect of understanding customers, future state journey maps involve a fair amount of creative speculation and interpretation. These customer journey maps focus on customer hopes and wants (future feelings), in addition to experiences and reactions. They can be a little objective and should be developed in balance with both positive and negative interactions.

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Day in the life customer journey maps help you visualize your customer’s entire daily routine. Interactions with family, their commute, work meetings, afternoon coffee, etc. Regardless of whether or not the activities are related to your company. This type of journey map should be organized chronologically to give key insights into how and where customers are. What are the distractions, and where could they interact with your brand or product? How can key pain points be eased?

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Service blueprints are a useful counterpart to a classic customer journey map. Whereas a customer journey map focuses on the thoughts, needs, and actions of the customer, a service blueprint reflects the perspective of the organization and its employees. What needs to happen behind the scenes to ensure the customer’s experience is the very best it can be.

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Circular customer journey maps may be useful to visualize the customer journey as a circle or loop. Recognizing that some customers are recurring and non-transactional. Particularly through subscription-based relationships.

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An empathy map is used to create a shared understanding of customers around their wants, needs, thoughts, and actions. This can be a great starting point to getting under your customer’s skin.

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Wrap Up 🌯

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There is no one size fits all customer journey map. Each customer is unique, each organization is different. Through creating customer journeys, personas and visualizing their key touchpoints, pain points, and understanding who they are, empathy throughout the organization can be generated. With this as a tool to bring key stakeholders on board and to pinpoint where products (and services) can be improved to keep customers or even bring new ones on board, the user experience can be better and more effective.

Last week Optimal Workshop was delighted to sponsor UXDX USA 2024 in New York. The User Experience event brings together Product, Design, UX, CX, and Engineering professionals and our team had an amazing time meeting with customers, industry experts, and colleagues throughout the conference. This year, we also had the privilege of sharing some of our industry expertise by running an interactive forum on “Measuring the Value of UX Research” - a topic very close to our hearts.

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Our forum, hosted by Optimal Workshop CEO Alex Burke and Product Lead Ella Fielding, was focused on exploring the value of User Experience Research (UXR) from both an industry-wide perspective and within the diverse ecosystem of individual companies and teams conducting this type of research today.

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The session brought together a global mix of UX professionals for a rich discussion on measuring and demonstrating the effectiveness of and the challenges facing organizations who are trying to tie UXR to tangible business value today.

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The main topics for the discuss were: 

• Metrics that Matter: How do you measure UXR's impact on sales, customer satisfaction, and design influence?
• Challenges & Strategies: What are the roadblocks to measuring UXR impact, and how can we overcome them?
• Beyond ROI:  UXR's value beyond just financial metrics

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Some of the key takeaways from our discussions during the session were: 

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1. The current state of UX maturity and value
   • Many UX teams don’t measure the impact of UXR on core business metrics and there were more attendees who are not measuring the impact of their work than those that are measuring it. 
   • Alex & Ella discussed with the attendees the current state of UX research maturity and the ability to prove value across different organizations represented in the room. Most organizations were still early in their UX research maturity with only 5% considering themselves advanced in having research culturally embedded.

2. Defining and proving the value of UX research
   • The industry doesn’t have clear alignment or understanding of what good measurement looks like. Many teams don’t know how to accurately measure UXR impact or don’t have the tools or platforms to measure it, which serve as core roadblocks for measuring UXRs’ impact. 
   • Alex and Ella discussed challenges in defining and proving the value of UX research, with common values being getting closer to customers, innovating faster, de-risking product decisions, and saving time and money. However, the value of research is hard to quantify compared to other product metrics like lines of code or features shipped.

3. Measuring and advocating for UX research
   • When teams are measuring UXR today there is a strong bias for customer feedback, but little ability or understanding about how to measure impact on business metrics like revenue. 
   • The most commonly used metrics for measuring UXR are quantitative and qualitative feedback from customers as opposed to internal metrics like stakeholder involvement or tieing UXR to business performance metrics (including financial performance). 
   • Attendees felt that in organizations where research is more embedded, researchers spend significant time advocating for research and proving its value to stakeholders rather than just conducting studies. This included tactics like research repositories and pointing to past study impacts as well as ongoing battles to shape decision making processes. 
   • One of our attendees highlighted that engaging stakeholders in the process of defining key research metrics prior to running research was a key for them in proving value internally. 

4. Relating user research to financial impact
   • Alex and Ella asked the audience if anyone had examples of demonstrating financial impact of research to justify investment in the team and we got some excellent examples from the audience proving that there are tangible ways to tie research outcomes to core business metrics including:
   • Calculating time savings for employees from internal tools as a financial impact metric. 
   • Measuring a reduction in calls to service desks as a way to quantify financial savings from research.

5. Most attendees recognise the value in embedding UXR more deeply in all levels of their organization - but feel like they’re not succeeding at this today. 
   • Most attendees feel that UXR is not fully embedded in their orgnaization or culture, but that if it was - they would be more successful in proving its overall value.
   • Stakeholder buy-in and engagement with UXR, particularly from senior leadership varied enormously across organizations, and wasn’t regularly measured as an indicator of UXR value 
   • In organizations where research was more successfully embedded, researchers had to spend significant time and effort building relationships with internal stakeholders before and after running studies. This took time and effort away from actual research, but ended up making the research more valuable to the business in the long run. 

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With the large range of UX maturity and the democratization of research across teams, we know there’s a lot of opportunity for our customers to improve their ability to tie their user research to tangible business outcomes and embed UX more deeply in all levels of their organizations. To help fill this gap, Optimal Workshop is currently running a large research project on Measuring the Value of UX which will be released in a few weeks.
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Natalie and Lulu have forged a unique team culture that focuses on positive outputs (and outcomes) for their app’s growing user base. In doing so, they turned the traditional design approach on its head and created a dynamic and supportive team. 

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Natalie, Director of Design at Hatch, and Lulu, UX Design Specialist, recently spoke at UX New Zealand, the leading UX and IA conference in New Zealand hosted by Optimal Workshop, on their concept of “radical collaboration”.

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In their talk, Nat and Lulu share their experience of growing a small app into a big player in the finance sector, and their unique approach to teamwork and culture which helped achieve it.

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Background on Natalie Ferguson and Lulu Pachuau

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Over the last two decades, Lulu and Nat have delivered exceptional customer experiences for too many organizations to count. After Nat co-founded Hatch, she begged Lulu to join her on their audacious mission: To supercharge wealth building in NZ. Together, they created a design and product culture that inspired 180,000 Kiwi investors to join in just 4 years.

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Contact Details:

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Email: natalie@sixfold.co.nz

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LinkedIn: https://www.linkedin.com/in/natalieferguson/ and https://www.linkedin.com/in/lulupach/

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Radical Collaboration - How teamwork makes the dream work 💪💪💪

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Nat and Lulu discuss how they nurtured a team culture of “radical collaboration” when growing the hugely popular app Hatch, based in New Zealand. Hatch allows everyday New Zealanders to quickly and easily trade in the U.S. share market. 

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The beginning of the COVID pandemic spelled huge growth for Hatch and caused significant design challenges for the product. This growth meant that the app had to grow from a baby startup to one that could operate at scale - virtually overnight. 

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In navigating this challenge, Nat and Lulu coined the term radical collaboration, which aims to “dismantle organizational walls and supercharge what teams achieve”. Radical collaboration has six key pillars, which they discuss alongside their experience at Hatch.

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Pillar #1: When you live and breathe your North star

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Listening to hundreds of their customers’ stories, combined with their own personal experiences with money, compelled Lulu and Nat to change how their users view money. And so, “Grow the wealth of New Zealanders” became a powerful mission statement, or North Star, for Hatch. The mission was to give people the confidence and the ability to live their own lives with financial freedom and control. Nat and Lulu express the importance of truly believing in the mission of your product, and how this can become a guiding light for any team. 

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Pillar #2: When you trust each other so much, you’re happy to give up control

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As Hatch grew rapidly, trusting each other became more and more important. Nat and Lulu state that sometimes you need to take a step back and stop fueling growth for growth’s sake. It was at this point that Nat asked Lulu to join the team, and Nat’s first request was for Lulu to be super critical about the product design to date - no feedback was out of bounds. Letting go, feeling uncomfortable, and trusting your team can be difficult, but sometimes it’s what you need in order to drag yourself out of status quo design. This resulted in a brief hiatus from frantic delivery to take stock and reprioritize what was important - something that can be difficult without heavy doses of trust!

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Pillar #3: When everyone wears all the hats

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During their journey, the team at Hatch heard lots of stories from their users. Many of these stories were heard during “Hatcheversery Calls”, where team members would call users on their sign-up anniversary to chat about their experience with the app. Some of these calls were inspiring, insightful, and heartwarming.

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Everyone at Hatch made these calls – designers, writers, customer support, engineers, and even the CEO. Speaking to strangers in this way was a challenge for some, especially since it was common to field technical questions about the business. Nevertheless, asking staff to wear many hats like this turned the entire team into researchers and analysts. By forcing ourselves and our team outside of our comfort zone, we forced each other to see the whole picture of the business, not just our own little piece.

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Pillar #4: When you do what’s right, not what’s glam

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In an increasingly competitive industry, designers and developers are often tempted to consistently deliver new and exciting features. In response to rapid growth, rather than adding more features to the app, Lulu and Nat made a conscious effort to really listen to their customers to understand what problems they needed solving. 

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As it turned out, filing overseas tax returns was a significant and common problem for their customers - it was difficult and expensive. So, the team at Hatch devised a tax solution. This solution was developed by the entire team, with almost no tax specialists involved until the very end! This process was far from glamorous and it often fell outside of standard job descriptions. However, the team eventually succeeded in simplifying a notoriously difficult process and saved their customers a massive headache.

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Pillar #5: When you own the outcome, not your output.

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Over time Hatch’s user base changed from being primarily confident, seasoned investors, to being first-time investors. This new user group was typically scared of investing and often felt that it was only a thing wealthy people did.

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At this point, Hatch felt it was necessary to take a step back from delivering updates to take stock of their new position. This meant deeply understanding their customers’ journey from signing up, to making their first trade. Once this was intimately understood, the team delivered a comprehensive onboarding process which increased the sign-up conversion rate by 10%!

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Pillar #6: When you’re relentlessly committed to making it work

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Nat and Lulu describe a moment when Allbirds wanted to work with Hatch to allow ordinary New Zealanders to be involved in their IPO launch on the New York stock exchange. Again, this task faced numerous tax and trade law challenges, and offering the service seemed like yet another insurmountable task. The team at Hatch nearly gave up several times during this project, but everyone was determined to get this feature across the line – and they did. As a result, New Zealanders were some of the few regular investors from outside the U.S that were able to take part in Albirds IPO. 

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Why it matters 💥

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Over four years, Hatch grew to 180,000 users who collectively invested over $1bn. Nat and Lulu’s success underscores the critical role of teamwork and collaboration in achieving exceptional user experiences. Product teams should remember that in the rapidly evolving tech industry, it's not just about delivering the latest features; it's about fostering a positive and supportive team culture that buys into the bigger picture.

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The Hatch team grew to be more than team members and technical experts. They grew in confidence and appreciated every moving part of the business. Product teams can draw inspiration from Hatch's journey, where designers, writers, engineers, and even the CEO actively engaged with users, challenged traditional design decisions, and prioritized solving actual user problems. This approach led to better, more user-centric outcomes and a deep understanding of the end-to-end user experience.

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Most importantly, through the good times and tough, the team grew to trust each other. The mission weaved its way through each member of the team, which ultimately manifested in positive outcomes for the user and the business.

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Nat and Lulu’s concept of radical collaboration led to several positive outcomes for Hatch:

• It changed the way they did business. Information was no longer held in the minds of a few individuals – instead, it was shared. People were able to step into other people's roles seamlessly. 
• Hatch achieved better results faster by focusing on the end-to-end experience of the app, rather than by adding successive features. 
• The team became more nimble – potential design/development issues were anticipated earlier because everyone knew what the downstream impacts of a decision would be.

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Over the next week, Lulu and Nat encourage designers and researchers to get outside of their comfort zone and:

• Visit customer support team
• Pick up the phone and call a customer
• Challenge status quo design decisions. Ask, does this thing solve an end-user problem?

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