US9275342B2 - Method and apparatus for intent modeling and prediction - Google Patents
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- US9275342B2 US9275342B2 US13/852,942 US201313852942A US9275342B2 US 9275342 B2 US9275342 B2 US 9275342B2 US 201313852942 A US201313852942 A US 201313852942A US 9275342 B2 US9275342 B2 US 9275342B2
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Definitions
- the invention relates to improving customer experiences. More particularly, the invention relates to discovering and predicting customer intent to improve the customer experience.
- a customer's intent may be determined by observing the customer's behavior, body language, voice, and what the customer asks for.
- the best way to help a customer may be inferred based on age, sex, physical disability, socioeconomic status, etc. For example, a female wanting to buy a dress may be directed to different parts of the store depending on whether she is a teenager, an elderly woman, or overweight. A large, muscular, able-bodied man is unlikely to receive an offer to help carry his groceries out to the car.
- a presently preferred embodiment of the invention provides a method and apparatus that enables identification of customer characteristics and behavior, and that predicts the customer's intent. Such prediction can be used to adopt various business strategies dynamically to increase the chances of conversion of customer interaction to a sale, and thereby increase revenue, and/or enhance the customer's experience.
- FIG. 1 is a block schematic diagram that depicts customer interaction with a website and its associated modules according to the invention
- FIG. 2 is a block schematic diagram that depicts the network of servers according to the invention.
- FIG. 3 is a block schematic diagram that depicts an intent prediction engine according to the invention.
- FIG. 4 is a flowchart depicting a process for developing an intent model, based on historical data, by grouping visitors into a plurality of groups according to the invention
- FIG. 5 is a flowchart depicting a process for using the intent model to predict customer intent by grouping current visitors into a plurality of groups and suggesting appropriate actions according to the invention
- FIG. 6 is a block diagram that shows an example of analyzing visitor attributes and responding to the visitor's predicted intent according to the invention.
- FIG. 7 is a block schematic diagram that depicts a machine in the exemplary form of a computer system within which a set of instructions for causing the machine to perform any of the herein disclosed methodologies may be executed.
- a presently preferred embodiment of the invention provides a method and apparatus that enables identification of customer characteristics and behavior, and that predicts the customer's intent. Such prediction can be used to adopt various business strategies dynamically to increase the chances of conversion of customer interaction to a sale, and thereby increase revenue, and/or enhance the customer's experience.
- Conversion is the point at which a recipient of a marketing message performs a desired action.
- conversion is getting someone to respond to a call-to-action.
- getting someone to open an email is a conversion. Having them click on the call-to-action link inside that email is another conversion. Going to the landing page and filling out a registration form to read content is a conversion. And buying a product is a conversion.
- friction is something that can be significantly influenced with comparatively little energy or cost; and the conversion gains received can be disproportionately high compared with the level of investment.
- a channel friction metric can be expressed in the form of a channel friction score.
- Call deflection is the tactic of making alternative customer service channels available to deflect calls made to a telephone center.
- FIG. 1 is a block schematic diagram that shows customer interactions with a website and its associated modules according to the invention.
- a customer engaging in business remotely using electronic devices is referred to herein as a visitor to the electronic business.
- FIG. 1 depicts a visitor 101 interacting with a Web server or application server 201 using a suitable medium, such as the Internet, via a client device 102 , such as a personal computer or wireless handheld device.
- the visitor 101 may interact with the servers 104 during the course of the visitor's access to a Web site hosted on the servers 104 .
- the servers 104 segment visitors into one or more of a plurality of homogenous groups based on a plurality of factors comprising, for example, locations of the visitors, demographic info of the visitor (if available), time of visit, referral page, landing and/or exit pages, visitor interaction information, past purchase history, and so on.
- the groups may be formed on the basis of observed behavior of the visitors. Examples of groups include visitors who are likely to view certain specific products, such as sports, electronics, or books written on health and nutrition topics; visitors who belong to a younger age group; visitors who are looking for information, referred to herein as information seekers; visitors who casually visited a website, referred to herein as browsers; visitors who come from the same location, who more frequently browse on weekends, and so on. Group identification may be based on the above mentioned plurality of factors.
- the servers 104 further develop models for visitor behavior for each of the groups.
- the servers 104 On detecting a visitor 101 accessing an application served by the servers 104 , characteristics of the visitor, such as location of the visitor, time of visit, referral page, landing and/or exit pages, visitor interaction information, past purchase history, and so on, are identified.
- the servers 104 further perform the steps of categorizing the visitor into one or more pre-defined groups of visitors (if such groups exist), modeling the visitor behavior with respect to the previous population of visitors in the relevant groups identified, and predicting the intention of the visitor 101 based on modeling of the visitor's behavior.
- the servers 104 based on the predicted intent, may proactively offer suitable personalized recommendations and/or best multichannel support to the visitor 101 .
- Multichannel support refers to various means of communicating with, and providing support to, the customer, such as through chat, email, telephone contact, video conferencing, etc.
- FIG. 2 is a block schematic diagram that shows a network of servers according to the invention.
- the network of servers 104 comprises a server 201 , which may be, for example, a Web server or an application server, a database 202 , and an intent prediction engine 203 .
- the server 201 serves an application, which may be, for example, a Web-based application, to visitors 101 via the client machine 102 via the network.
- the server 201 is connected to at least one database 202 and an intent prediction engine 203 , each of which is in turn connected with the other.
- the server 201 stores a plurality of factors related to each visitor to the server 201 in the database 202 .
- the plurality of factors comprise, for example, locations of the visitors, time of visit, referral page, landing and/or exit pages, visitor interaction information, past purchase history, and so on.
- the intent prediction engine 203 fetches the above mentioned plurality of factors, segments the visitors based on the factors, and builds a model for visitor behavior based on the same.
- Probabilistic latent semantic analysis (PLSA) clustering method or Self-organizing maps which are more suitable for segmenting online visitors behavior can be used to segment the visitors into homogenous groups like browsers, interested in certain products etc.
- the intent prediction engine 203 stores the segment labels along with the weights determined by the PLSA of the important attributes and/or combination of attributes such as location, products viewed, past purchases and so on within the database 202 .
- the intent prediction engine 203 categorizes the visitor into one or more pre-defined groups of visitors by modeling the visitor behavior with respect to previous population of visitors in the relevant groups identified, for example based on the partial Web journey, such as location, referral used, landing page, and so on of the visitor 101 , and predicts the intention of the visitor 101 based on modeling of the visitor behavior.
- the intent prediction engine 203 based on the predicted intent, proactively offers suitable personalized recommendations and/or best multichannel support to the visitor 101 , such as personalized recommendation using a suitable widget, chat engagement, and so on
- FIG. 3 is a block schematic diagram that shows an intent prediction engine according to the invention.
- the intent prediction engine 203 comprises a group identification module 301 , an intent prediction and business rules engine 302 , a modeling engine 303 , and a database 304 .
- Historical data is needed to build behavioral models. Once these models are built, the historical data is no longer needed.
- visitor data is fetched and put into the database.
- the database contains the models, group classification data, and new user data over which prediction and/or models are to run.
- the database 304 stores, for example, the locations of the visitors, time of visit, referral page, landing and exit pages, visitor interaction information, Weblog, and chat and voice-call transcripts from e-commerce websites and other sources.
- This data can be of the type comprising numerical, text, or categorical information.
- the data may be organized into a suitable structured format, such as a rectangle table or row-by-column format, and stored.
- the structured format is chosen such that various machine learning and data mining techniques can be applied on the structured data, such as a logistic regression model, decision trees, artificial neural network, support vector machine, and so on
- An intent group includes a set of visitors who have the same predicted intent, have exhibited similar behavior in some aspect, and have a set of common attributes.
- the group identification module 301 identifies suitable homogenous groups of online visitors based on various factors, such as location of the user, using a suitable means such as IP, ISP name, and so on; referral source, such as email, search engines, social media, and so on; landing page and/or exit page, day and time of visit, visitor interaction information, past purchase history, and so on.
- the group identification module 301 fetches the required factors from the prediction engine database 304 .
- the group identification module 301 may use algorithms, such as probabilistic latent semantic analysis (PLSA), K-means, self-organizing maps, and such similar techniques for identification.
- the group identification module 301 also identifies significant discriminatory features which may be used for forming the groups.
- the groups may be formed based on similar locations, similar day and time of visits, past purchase patterns, and other suitable behavioral patterns.
- the modeling engine 303 develops models for visitor behavior for each of the groups and stores the models in the database 304 .
- the groups so identified are configured by a website administrator, with each group associated with the associate weights and a set of one or more attributes, such as location, time of visit, and landing page. These weights are identified by such methods as PLSA.
- the group identification module 301 categorizes the visitor into one or more pre-defined groups of visitors by modeling the visitor behavior with respect to previous population of visitors in the relevant groups identified.
- the rules engine 302 uses machine learning models, such logistic regression, decision trees, support vector machine, and so on to predict the intent of a visitor 101 , once the visitor has been grouped into one of the identified groups.
- the rules engine 302 may use suitable methods, such as model-based cluster analysis or PLSA combined with Markov models, to discover the visitor's intent.
- the model used by the rules engine 302 may depend on the group into which the visitor 101 has been classified.
- the rules engine 302 may use session-wise data, where the data may comprise clickstreams of visitors, for example, page views, time spent on each page, and so on.
- the intent predicted by the rules engine 302 may be that, for example, the visitor 101 wants to perform a search to gather information about certain products, the visitor 101 wants to browse to gain knowledge, the visitor 101 wants to compare various products and accessories, the visitor 101 wants to purchase certain products, and so on.
- the intent predicted by the rules engine 302 may also be that the visitor 101 wants to update any of his account details, shopping cart related information, payment related information, and so on.
- the modeling engine 303 provides models to target the right visitors at the right time by offering intervention strategies in the form of personalized recommendations and suitable multichannel support to increase purchase propensity, enhance the self-service experience, reduce the deflection rate, or some other suitable business metrics.
- the modeling engine 303 may use models such as Markov models of higher orders combined with Neural Network, Support Vector machine, Collaborative filtering, Sequential Pattern methods, Survival Analyses, and some such similar tools. Based on a partial navigational path, i.e.
- the modeling engine 303 models the next action of the visitor 101 as the visitor 101 performs the journey, and at each stage, the modeling engine 303 decides what appropriate pre-emptive action and/or engagement strategy can be taken to maximize the metrics of interest, such as conversion rate or resolving the visitor's 101 problems (resolution rate).
- the modeling engine 303 may perform design of experiments (DoE) and/or combinatorial optimization for identifying suitable engagement strategies.
- DoE design of experiments
- the modeling engine 303 computes channel affinity for each couplet, such as affinity towards chat engagement, affinity towards using self-help, seeking help thru FAQ's, telephone calls, and so on by computing a channel friction score.
- the channel friction score can be computed based on the response to various channel supports offered to the visitors after performing the analysis of DoE's and selects a suitable engagement strategy, such as chat offer, email, calls, and so on, based on the computed channel friction score.
- the modeling engine 303 may also select an appropriate time to trigger the engagement strategy, based on a plurality of factors comprising, but not limited to, the time and/or time range that the visitor 101 spends on a Web page in the domain. For example, the modeling engine 303 may select a suitable page in the navigation path and time delay on the particular page for triggering a chat-based engagement strategy so that the visitor 101 is likely to accept the chat offer and, consequently, this leads to an increased chat offer acceptance rate. The modeling engine 303 may also select more than one engagement strategy.
- the engagement strategy could be any of, but not limited to, offering personalized recommendations; offering a better mode of multichannel support, e.g.
- the modeling engine 303 may suggest interesting products and/or issue resolution solutions based on segmentation and the Web journey of the visitor 101 .
- the modeling engine 303 may offer chat services as the engagement strategy.
- One of the primary reasons for selecting the chat engagement as a preferred mode of Web support over the traditional call centers is that it reduces the customers wait time, as well as substantially reducing the cost incurred in call centers.
- the modeling engine 303 may suggest a customized chat and/or self-help widget offering as the engagement strategy to drive the visitor 101 to make the purchase.
- the intent prediction engine 203 further comprise a feedback mechanism, wherein the data related to a visitor, the engagement strategy chosen, and the outcome and/or response is analyzed and used for further refining the process, as disclosed above.
- FIG. 4 is a flowchart depicting a process of grouping visitors into a plurality of groups according to the invention.
- the intent prediction engine 203 fetches ( 401 ) a plurality of factors comprising, for example, locations of the visitors, time of visit, referral page, landing and/or exit pages, visitor interaction information, past purchase history, and so on related to visitors.
- the intent prediction engine 203 groups ( 402 ) the visitors based on the plurality of factors into a plurality of groups.
- the groups may be formed on the basis of behavior of the visitors, which may be based on the above mentioned plurality of factors.
- the intent prediction engine 203 further develops ( 403 ) models for visitor behavior for each of the groups.
- the various actions in method 400 may be performed in the order presented, in a different order, or simultaneously. Further, in some embodiments, some actions listed in FIG. 4 may be omitted.
- FIG. 5 is a flowchart depicting a process of predicting the current visitors into a plurality of groups and suggesting appropriate actions according to the invention.
- the intent modeling engine 203 obtains ( 501 ) partial Web journey data, such as location of the visitor, time of visit, referral page, landing pages, visitor interaction information, and so on.
- the intent modeling engine 203 further classifies ( 502 ) the visitor into one or more identified groups of visitors in ( 403 ) and models ( 503 ) the visitor behavior with respect to previous population of visitors in the relevant group identified.
- the intent modeling engine 203 predicts the intention of the visitor 101 based on modeling of the visitor behavior.
- the intent modeling engine 203 based on the predicted intent, proactively suggests ( 505 ) suitable personalized engagement actions which may be in the form of recommendations and/or best multichannel support to the visitor 101 .
- suitable personalized engagement actions may be in the form of recommendations and/or best multichannel support to the visitor 101 .
- the various actions in method 500 may be performed in the order presented, in a different order or simultaneously. Further, in some embodiments, some actions listed in FIG. 5 may be omitted.
- FIG. 6 is a block diagram that shows an example of analyzing visitor attributes and responding to the visitor's predicted intent according to the invention.
- FIG. 6 depicts a combination of a visitor profile and a web journey of the visitor mapped to the intent of the visitor and the engagement strategy chosen for the visitor in the form of a channel.
- Table 1 depicts information related to a visitor visiting an e-commerce related domain, the Web journey before landing on the domain, the intent of the visitor, the engagement strategy chosen for the visitor, and the outcome.
- Table 2 below depicts information related to a visitor visiting a services related domain, the Web journey before landing on the domain, the intent of the visitor, the engagement strategy chosen for the visitor, and the outcome. Also, depicted below are the propensity intent score and the channel friction score.
- Embodiments disclosed herein may be applied to Web-based business, such as e-commerce, service, and so on, to understand the intentions of a visitor to one or more websites, for example to increase online sales and/or resolutions by offering personalized recommendations based on the visitor's intent, to identify timing of offering better mode of multichannel engagement to increase purchase and/or resolution propensity, and to reduce the deflection rate.
- Web-based business such as e-commerce, service, and so on
- Embodiments disclosed herein may be applied to Web-based business, such as e-commerce, service, and so on, to understand the intentions of a visitor to one or more websites, for example to increase online sales and/or resolutions by offering personalized recommendations based on the visitor's intent, to identify timing of offering better mode of multichannel engagement to increase purchase and/or resolution propensity, and to reduce the deflection rate.
- Embodiments disclosed herein enable optimization of key business metrics. These metrics may be incremental in nature, such as an increased conversion rate due to the engagement strategy; they may driven purely by metrics, such as resolution rate, i.e. % of customers who are able to solve the issues via various engagement strategies; or they may be survey based, such as customer satisfaction which is usually based on surveys taken after the engagement. Optimization of metrics might also mean minimization of the metric, as in the case of customer effort, e.g. measured via survey or time spent of the Web site to solve a problem, or other methods. These metrics might also be based on plurality of channels, such as call deflection rate, i.e. % of customers who browse the Web and then call the contact center to resolve the problem. Other metrics include usage rate of the channel, etc.
- the strategies developed using the described framework have shown 700% increase in conversion rate when compared to customers with similar intent and not being provided any engagement.
- Embodiments herein enable successful models to be produced by the DoE framework and, based on selection of more successful models, achieve better performance metrics.
- Embodiments herein also enable identification of online visitors who have chatted with agents and did not make the purchase, but are potential targets for purchase.
- FIG. 7 is a block schematic diagram that depicts a machine in the exemplary form of a computer system 1600 within which a set of instructions for causing the machine to perform any of the herein disclosed methodologies may be executed.
- the machine may comprise or include a network router, a network switch, a network bridge, personal digital assistant (PDA), a cellular telephone, a Web appliance or any machine capable of executing or transmitting a sequence of instructions that specify actions to be taken.
- PDA personal digital assistant
- the computer system 1600 includes a processor 1602 , a main memory 1604 and a static memory 1606 , which communicate with each other via a bus 1608 .
- the computer system 1600 may further include a display unit 1610 , for example, a liquid crystal display (LCD) or a cathode ray tube (CRT).
- the computer system 1600 also includes an alphanumeric input device 1612 , for example, a keyboard; a cursor control device 1614 , for example, a mouse; a disk drive unit 1616 , a signal generation device 1618 , for example, a speaker, and a network interface device 1628 .
- the disk drive unit 1616 includes a machine-readable medium 1624 on which is stored a set of executable instructions, i.e., software, 1626 embodying any one, or all, of the methodologies described herein below.
- the software 1626 is also shown to reside, completely or at least partially, within the main memory 1604 and/or within the processor 1602 .
- the software 1626 may further be transmitted or received over a network 1630 by means of a network interface device 1628 .
- a different embodiment uses logic circuitry instead of computer-executed instructions to implement processing entities.
- this logic may be implemented by constructing an application-specific integrated circuit (ASIC) having thousands of tiny integrated transistors.
- ASIC application-specific integrated circuit
- Such an ASIC may be implemented with CMOS (complementary metal oxide semiconductor), TTL (transistor-transistor logic), VLSI (very large systems integration), or another suitable construction.
- DSP digital signal processing chip
- FPGA field programmable gate array
- PLA programmable logic array
- PLD programmable logic device
- a machine-readable medium includes any mechanism for storing or transmitting information in a form readable by a machine, e.g., a computer.
- a machine readable medium includes read-only memory (ROM); random access memory (RAM); magnetic disk storage media; optical storage media; flash memory devices; electrical, optical, acoustical or other form of propagated signals, for example, carrier waves, infrared signals, digital signals, etc.; or any other type of media suitable for storing or transmitting information.
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Abstract
Description
TABLE 1 | ||||
Web | ||||
Segment | Journey | Intent | Engagement | Outcome |
Age 20-30/west | Account- | Purchase | Self Serve | Purchase |
coast | Cart- | |||
Purchase | ||||
Age 30-50 East | Product- | Search/ | Proactive | Purchase |
Coast | Sub | Purchase | Chat | |
product- | ||||
Comparison | ||||
Age 50-65/mid | Account- | Issue | Call | Resolution |
west | Summary- | Resolution | ||
Credit Card | ||||
Surcharge | ||||
Old | Account- | Surfing/ | Self Serve | Purchase/ |
customer/frequency | history- | Info check | Resolution | |
login history | past | |||
transaction | ||||
New customer/not | Home- | Prospect | Proactive | Purchase/ |
logged in last 7 | account- | chat/call | Resolution | |
days | new | |||
promotions | ||||
New customer/ | Product- | Info/ | Proactive | Purchase/ |
logged in 3 times | Sub | Purchase | Chat | Resolution |
in 3 days | product- | |||
Product | ||||
TABLE 2 | ||||||
Propensity | Channel | |||||
Web | intent | Friction | ||||
Segment | Journey | Intent | score | Engagement | Score | Outcome |
New | Home- | Dispute | Low | Proactive | High | Not |
customer | Search- | Payments | Chat | resolved | ||
on | Payments- | |||||
boarding | FAQ | |||||
New | Home- | Dispute | Low | Call | High | Not |
customer | Search- | Payments | resolved | |||
on | Payments- | |||||
boarding | FAQ | |||||
New | Home- | Make a | High | Proactive | Low | Resolved |
customer | Search- | payment | Chat | |||
on | Payments- | |||||
boarding | FAQ | |||||
New | Home- | Make a | High | Call | Low | Not |
customer | Search- | payment | resolved | |||
on | Payments- | |||||
boarding | FAQ | |||||
Claims (18)
Priority Applications (5)
Application Number | Priority Date | Filing Date | Title |
---|---|---|---|
US13/852,942 US9275342B2 (en) | 2012-04-09 | 2013-03-28 | Method and apparatus for intent modeling and prediction |
AU2013246116A AU2013246116B2 (en) | 2012-04-09 | 2013-04-09 | Method and apparatus for intent modeling and prediction |
EP13775045.1A EP2836924A4 (en) | 2012-04-09 | 2013-04-09 | Method and apparatus for intent modeling and prediction |
PCT/US2013/035814 WO2013155092A1 (en) | 2012-04-09 | 2013-04-09 | Method and apparatus for intent modeling and prediction |
US15/004,870 US10360610B2 (en) | 2012-04-09 | 2016-01-22 | Method and apparatus for intent modeling and prediction |
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US20130268468A1 (en) | 2013-10-10 |
WO2013155092A1 (en) | 2013-10-17 |
EP2836924A4 (en) | 2015-12-16 |
US20160217515A1 (en) | 2016-07-28 |
AU2013246116B2 (en) | 2015-11-05 |
AU2013246116A1 (en) | 2014-10-16 |
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