We’ve created several projects to explore new ways to drive Google Cloud growth and conversion rate.
We collaborated with sales specialists, customer engineers, data analysts, privacy & legal team to create the first e2e customer blueprints to help partner teams understand the critical pain points and opportunities in the customer journey.
Some top pain points transformed into multiple new features in the platform, including new Google Cloud technical support experience, redesigning sign up flow, chat with sales in console, refining email marketing experiences etc.
I created this blueprint to present how in person sales touch customers go through their onboarding journey (up to 2 years). Finding insights through interviewing regional sales representatives, learning from their top pain points and and brainstorming ideas over workshop. One of the finding we found was we were not clearly separating “ Sales contact” & “Contact Support”, people in the brainstorming were sharing their stories of losing multi million dollar deals because of that. So a easy but high impact fix was implemented by adding clear regional sales contact CAT in console.
A map was created for small business & individual users who self starts online. We discovered a list of Users' top concerns that stoping them from signing up Google Cloud, a list of principles and guideline were created.
For example, over half of the potential customers drop at when users need to providing payment information during their journey, by investigating into that one step, and multiple rounds of design refinement, the drop rate at that step was significantly reduced.
By mapping the data from researchers and analysts to the user journey allow us to have a clear overview of where and when the user drops. This process help me to quickly define where and which user group I should focusing on. Normally different version of design will be generated for A/B testing for the key opportunity areas.
Collaborating with data analyst to monitoring the drop rates and usage frequency on each flow and pages provided me a clear over view of each flow's performance. With this help, we can quickly identify where in product user drops and focusing that particular page or flow.
One example: low product adoption rate on landing page was signaled, users were not exploring the products from the landing page. After interview users and checking out the CTA click rates, We realize the cause of this problem was user didn’t see the main product menu. After simply adding a call out UI for that page for all new users, the problem was solved with an impact of over $10million revenue increase annually.
Growing high quality leads was the sales team's top challenge. Contacting the sales team when needed was the qualified customers' top challenge. To fix both of the issue, a chat bot to answer users simple sales related questions and contact them with sales agent with a couple clicks was recommenened and built.
Another program was developed to help drive growth and conversion rate through improving the marketing email program, by making the emails personalized to targeted segments.
