11 Customer Service & Support Metrics You Must Track [New Data]

Think about the last time you had a great — or even terrible — customer experience. I experienced the former recently when I had a refund issue with a major airline. It started with an AI chatbot that collected all my information to get my background details in one place. I was then matched with a representative via text who quickly processed the refund and sent me on my way. The CS team used all of the green flags of service to help resolve my issue:

  • Used AI to chatbot to respond efficiently.
  • Personalized my experience with my user profile.
  • Connected me with a representative to quickly solve my issue.

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If that’s the gold standard, how can you make sure your customer experience lives up to it? In this article, I’ll share the top ways to measure — and improve — your customer experience. I’ll also share some of the latest data from our 2024 State of Service report to support these insights. Together, we’ll explore customer satisfaction, retention, resolution time, and more.

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Top Customer Service Metrics Reps Track in 2024 [New Data]

According to our State of Service report, the top KPIs service leaders track in 2024 are:

  • Customer satisfaction score (CSAT).
  • Revenue.
  • Customer retention.
  • Average response time.
  • Average resolution time.

When choosing a list of five most important metrics, customer satisfaction and customer retention were selected by 31% of respondents. Followed closely behind are average response time (29%), average resolution time (26%) and customer lifetime value (26%).

Like my example with the airline, customers today are expecting swift action from your customer service teams. Tracking metrics can measure how satisfied your customers are and how quickly you serve their needs — because you can’t improve what you don’t measure.

top customer service kpis

Keep reading to see what top metrics you should track in 2024 to deliver exceptional customer experience.

11 Customer Service Performance Metrics You Must Track

1. Customer Satisfaction (CSAT)

Customer satisfaction measures how your customers feel about the customer service or support they received — and it’s the leading metric for CS teams to track, according to our State of Service report.

CSAT is typically measured by asking your customers to complete a quick survey post-service, whether by clicking a thumbs up or thumbs down or answering a few questions about their experience. How you collect this data is up to you.

What Customer Satisfaction Tells You

This crucial metric tells you how effective, helpful, and friendly your customer service team was and if your customer’s issue was fully resolved. It could also tell you whether or not they’d return with a question or concern based on your questions.

What to Look For When Measuring Customer Satisfaction

Look for positive responses, which means great customer experiences and a well-functioning customer service team. Negative responses can also help, as they tell you how to improve.

How to Improve Customer Satisfaction

Listen to what your customers are telling you. If your post-service survey doesn’t ask open-ended questions, consider following up with those who reported a negative (or thumbs down) experience and ask them for specific feedback.

Emily Stebbins, a contract manager at HubSpot, says, “I was always the most focused on customer satisfaction rate. If we were not solving the core issue(s) at hand, we were not satisfying our customers.”

Stebbins also stresses the importance of “asking the right questions, matching tone, and using comforting and helpful language … to assure movement and care.”

Pro tip: I recommend incorporating AI tools to improve customer satisfaction. Of the marketers surveyed in our report, 91% found that AI improved their customer service response time.

2. Average Ticket Count

Your average ticket count measures the average number of customer service or support tickets your team receives. You can measure these on a daily, weekly, monthly, quarterly, or yearly basis — or all of the above.

Navigating this can be extremely tricky when the number of tickets is higher than ever, and 82% of customers expect issues to be resolved immediately.

findings from the hubspot 2024 state of customer service report on customer service metrics

Source

What Your Average Ticket Count Tells You

While more tickets can be a confirmation that your customer service system is accessible and working, it can also indicate customers are having frequent issues — and that your product or service may be falling short.

What to Look For When Measuring Your Average Ticket Count

Look for fewer tickets, which means fewer problems for your customers.

How to Improve Your Average Ticket Count

Communicate your customer feedback to your product and marketing teams so they can understand what your customers may be dealing with or asking questions about. Depending on the number of tickets you receive, ensure you have enough representatives on your customer service team to handle the ticket volume.

Pro tip: I recommend using HubSpot Service Hub to speed up ticket resolution time and reduce the amount of time customer service reps spend resolving tickets/issues — a win-win.

3. Average Response Time

Your average response time tracks how long your customer service team takes to respond to a conversation after opening a ticket.

This metric measures how quickly your customers are being helped, as well as how quickly each ticket can be resolved. As customers feel long holds and wait times are the most frustrating part of customer service, it’s important to factor this metric into your service practices.

With the vast majority of customers expecting their issues to be resolved immediately, reducing your average response time will ensure that you are responding promptly to their needs.

What Your Average Response Time Tells You

This metric tells you how quickly your customer service team solves issues and gets back to customers.

What to Look For When Measuring Your Average Response Time

Look for quick response times, which demonstrate to your customers that their issues are your priority… which can lead to positive customer satisfaction measures.

How to Improve Your Average Response Time

Make sure your team is equipped to solve issues and answer questions. If they’re dependent on a manager, trainer, or product specialist, it’ll likely take longer to get back to customers with answers and solutions. Also, ensure your team handles and resolves the proper number of tickets at once — whether that’s one, five, or ten. If they’re too overwhelmed, it could slow down your customer service process.

4. Average Ticket Resolution Time

Your average ticket resolution time measures how long your team takes to resolve each customer service or support ticket.

What Your Average Ticket Resolution Time Tells You

This metric tells you about the efficiency of your customer service team and, potentially, the complexity of issues from your customers.

What to Look For When Measuring Your Average Ticket Resolution Time

Look for short resolution times, which means that your customers’ issues are being solved quickly — and more customers are walking away satisfied.

How to Improve Your Average Ticket Resolution Time

Take a look at the initial message your team sends to each customer. Make sure reps ask thoughtful questions and encourage the customer to explain their problem in detail. Also, ensure your team is well-versed in your products or services so they can respond and resolve issues quickly without having to reach out to other teams for help — thus lengthening the process. An internal knowledge base can also go a long way in giving reps the info they need to solve customer problems.

In addition, take note of tickets filed for the same issue. Jon Dorosh, a senior customer success manager at HubSpot, says, “If tickets related to a certain product or service tend to have an above-average resolution time, it may be a great opportunity to build further knowledge base enablement or schedule training for your internal teams.”

Pro tip: AI-powered reps will also be extremely useful in helping you efficiently meet the needs of modern customers.

quote from jon dorosh about customer service metric of ticket resolution time

5. Ticket Resolution Rate

Your ticket resolution rate measures how many issues are fully resolved in comparison to those that haven’t yet been resolved. This metric is also measured based on a period of time, like daily, weekly, or monthly.

You can also compare your ticket resolution rate to your ticket backlog to see how many tickets remain unresolved each day, week, or month. What constitutes a fast or slow ticket resolution rate will depend on other benchmarks you set for your team: ticket backlog amount, average response time, etc.

Calculate the ticket resolution rate using this formula:

Resolved Tickets / Total Tickets x 100 = Ticket Resolution Rate (%)

What Your Ticket Resolution Rate Tells You

This metric tells you how quickly and efficiently your customer service team is solving — and closing — tickets.

What to Look For When Measuring Your Ticket Resolution Rate

Look for a high rate, meaning fewer tickets are left unresolved.

How to Improve Your Ticket Resolution Rate

Be sure you have enough representatives to handle all of the tickets you receive. Are there other issues or distractions keeping your representatives from handling their assigned tickets and taking on new ones?

6. Preferred Communication Channel

The preferred communication channel isn’t as much a metric as it is an observation of how your customers prefer to contact you. Whether through email, live chat, social media, web form, or phone calls, keep track of how your customers reach out to you.

Customers also now expect omnichannel support across platforms.

According to the State of Service report, marketing leaders say the most effective customer service channels are:

  • AI chatbots.
  • Online chat with a human rep.
  • In-person.
  • Social media.
  • Over the phone.
  • Messaging apps.

What Your Preferred Communication Channel Tells You

This information tells you how your customers prefer to communicate with your business and what channels you should focus on and improve.

What to Look For When Measuring Your Preferred Communication Channel

You’re not necessarily looking for one channel in particular, but take note of customer patterns. These can help guide your customer service and support analysis.

How to Improve Your Preferred Communication Channel

Considering that ticket volume has increased significantly across all channels, offering omnichannel support is crucial.

In fact, according to research by the HubSpot Blog, 70% of service leaders say customer service needs to be available across every channel customers use.

Luckily, offering omnichannel support is one of the highest ROI strategies you can use. And using AI chatbots to increase your omnichannel support is one of the leading trends among marketers today.

7. Service Level Agreement (SLA)

A service level agreement (SLA) helps teams prioritize incoming tickets based on their importance and any pressing time constraints. They’re typically made between a business and its customer to ensure agents deliver on expectations.

What Your SLA Rate Tells You

Your SLA rate tells you how well you meet customer expectations, whether you can meet expectations on time, deliver solutions, and follow through on what you say you’ll do.

What to Look For When Monitoring SLA

When monitoring your SLA, refer back to the initial agreements you set with the customer. If they wanted a solution in a specific time frame, did you meet it? Your SLAs should contain the information that helps you understand whether you’ve performed or not, and it should be your main point of reference.

How to Improve Your SLA

Rachel Ang, a senior customer support specialist at HubSpot, says that consistently achieving the SLA for first response time set with customers helps build trust.

“Workflow automation software can help you and your teams improve your SLA rate,” says Ang, “as you can set up tickets, prioritize tasks, and set up notifications for SLA expiry dates, which can help reduce the likelihood of late resolutions or missed follow-up.”

8. Ticket Backlog

Your ticket backlog is a measure of how many unresolved tickets are waiting to be handled by your customer service team. This metric can also be measured against daily, weekly, or monthly increments.

What constitutes a “backlog” is subjective. Once you decide on your response and resolution time goals, any unresolved tickets beyond these benchmarks could be considered backlogged.

While speed isn’t the most important metric in customer service, it’s still critical to providing a positive customer service experience.

What Your Ticket Backlog Tells You

This metric communicates how fast your team is reaching, responding to, and resolving your tickets and how quickly tickets are coming in from customers.

What to Look For When Measuring Your Ticket Backlog

Look for fewer tickets in your backlog, as it would mean your team has an efficient and effective response time.

How to Improve Your Ticket Backlog

Understand your customer service process from start to finish. Are there any kinks slowing your representatives and inhibiting them from working on a new ticket? Do you have enough representatives to cover the number of tickets you’re receiving?

9. First Response Time

Your first response time measures how long it takes for a member of your customer service team to first respond to a new ticket or inquiry — essentially, how long a customer has to wait before they are helped.

As I said above, speed isn’t everything in customer service, but it sure provides a positive, enjoyable experience. Nowadays, customers expect to engage with someone immediately.

What Your First Response Time Tells You

This metric tells you how efficient your customer service team is and how long it takes them to open new tickets and respond to customers.

What to Look For When Measuring Your First Response Time

Look for less wait time for customers, which means a positive customer experience.

How to Improve Your First Response Time

Ensure nothing is holding your team back from opening new tickets and sending an initial response. Encourage your team to juggle a few tickets at once so newer customers feel that their inquiries have been heard or seen. As always, make sure your team is well-staffed to handle all your tickets.

10. First Contact Resolution Rate

Your first contact resolution (FCR) rate measures the rate of tickets resolved by your team’s first response to a customer inquiry. This is an important metric as it indicates how clearly and efficiently your team communicates and how much information you ask your customers to share when they first reach out.

In case you’re wondering, the average FCR is around 70%, a “good” FCR is between 70% and 79%, and a “world-class” one is over 80%.

However, not every issue is eligible for an FCR, especially if the customer makes a mistake or your representative has to consult with the product or IT teams.

When calculating FCR rate, consider this formula (instead of including all tickets in your calculation):

FCR Tickets/Total FCR-Eligible Tickets X 100 = FCR Rate (%)

] customer service metrics: an example of the first contact resolution rate formula

Source

What Your FCR Rate Tells You

This metric tells you how efficient your customer service team is and how clearly they communicate and attempt to understand your customers’ problems. It also shows you how precise your customer support “instructions” are (i.e., how clearly you communicate the information you need from a customer to help them).

What to Look For When Measuring Your FCR Rate

Look for a high FCR rate, which means that your customer service team is communicating clearly and your customers understand what you need from them in order to help.

How to Improve Your FCR Rate

What do you tell customers you need from them to receive support? What form fields do you have in your customer support web form? The more information you request — and customers provide — upon initial contact, the quicker your customer service team can provide support.

11. Number of Interactions Per Ticket

The number of interactions per ticket measures how many times your customer service team interacts with the customer while their ticket is open and unresolved.

This metric can measure the number of interactions one service rep has with the ticket or the number of interactions that happen if the customer is passed around to different representatives before coming to a solution.

Considering that 92% of survey respondents say they’d spend more money with companies that ensure they won’t need to repeat information, the number of interactions per ticket is a critical metric.

What Your Number of Interactions Per Ticket Tells You

This metric shows you how effective each message or interaction from your customer service team is.

What to Look For When Measuring Your Number of Interactions Per Ticket

Look for fewer interactions per ticket, which means your team communicates clearly, asks the right questions, and works hard to solve each problem swiftly.

How to Improve Your Number of Interactions Per Ticket

Challenge your customer service and support teams to communicate clearly and reply with thoughtful questions. Ask them to encourage customers to explain their issues exhaustively, so your team can help them without so much back-and-forth. After all, 31% of consumers say that having to repeat themselves is their biggest frustration.

Exploring Additional Customer Service Metrics

In addition to the top 11 customer service metrics I’ve detailed here, many businesses include specific customer success and customer satisfaction metrics in their scoring. These metrics may include their Net Promoter Score (NPS) or customer retention and churn rates.

It’s up to you how you organize these metrics; we’ve detailed them in separate blog posts on customer success metrics and customer satisfaction metrics.

Track your customer service to create the best customer experience possible.

Customer service and support are multifaceted and multidisciplinary functions. These teams deal with countless customer issues, questions, and concerns regarding your products or services and their experience working with your business.

For this reason, customer experience doesn’t have the same cut-and-dried metrics as other business functions, but that doesn’t mean it’s not important to measure. In fact, it’s arguably the most crucial factor to measure because it’s one of the most direct customer touchpoints in your business.

Well-performing customer service departments lead to happy customers, and happy customers are your best marketers. So, use these metrics to improve your customer service and support processes — and boost your business’s bottom line.

Editor’s note: This article was originally published in June 2018 and has since been updated for comprehensiveness.

10 Crisis Communication Plan Examples (and How to Write Your Own)

In June 2023, Reddit faced what seemed like a manageable challenge: implementing API pricing changes.

Instead, it spiraled into a massive platform-wide protest with over 8,000 subreddits going dark.

As a Reddit user, I saw this unfold in real-time as several subreddits I belong to joined the blackout. What started as a technical policy change quickly became a lesson in poor crisis communication.

Why? Poor crisis communication.

Rather than engaging transparently with moderators, Reddit‘s CEO Steve Huffman dismissed concerns, made contradictory statements, and failed to address the community’s core issues.

The result? A PR nightmare that could have been mitigated with proper crisis planning.

The lesson, I think, is that crises come when they’re least expected — which is why every company must have a crisis communication plan.

Free Download: Crisis Management Plan & Communication Templates

In this guide, I’ll show you how to create a communication framework that protects your reputation, maintains stakeholder trust, and confidently navigates any crisis that comes your way.

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“Crisis management is always first and foremost about people,” says John Bailey, senior VP at GoCrisis.

“Focus on the harm done and calibrate your response to that — whether it’s a customer who bought a product that went wrong, or somebody who lost a loved one.”

Whether you actively manage it or not, your company’s reputation is already established in the minds of those familiar with your brand.

While researching corporate responses to crises, I realized that taking control of crisis communication allows you to shape the narrative rather than letting others define it for you.

By communicating openly during challenging times, you safeguard your reputation and foster deeper customer trust through transparency.

Now, you might be wondering, “What constitutes a crisis?” Let’s dive into some examples below.

Crisis Scenario Examples

Just about any scenario could manifest as a business crisis that warrants communication from your organization.

“You can almost guarantee that the day the bell rings and something really significant happens, it will be the one thing you never considered,” says Bailey, citing how a volcanic eruption in Iceland disrupted operations at Singapore’s Changi Airport — a scenario that scored so low on their risk register that it had never been considered.

Some of the most common types of crises include:

  • Financial. Financial loss such as announcing a bankruptcy or store closures.
  • Personnel. Staff changes that may affect operations or reputation such as employee furloughs, layoffs, or controversial behavior.
  • Organizational. Misconduct or wrongdoing as a result of organizational practices.
  • Technological. Technological failure that results in outages causing reduced functionality or functionality loss.
  • Natural. Natural crisis that necessitates an announcement or change of procedure. For example, defining safety precautions amid a health crisis.
  • Confrontation. Discontent individuals confront an organization as a result of unmet needs or demands.
  • Workplace violence. Violence is committed by a current or former employee against other employees.
  • Crisis of malevolence. A business uses criminal or illegal means to destabilize, harm, extort, or destroy a competitor.

In addition, anything else you can think of that could stall or halt business continuity is a good example of a crisis that warrants communication with customers and/or the public.

While crisis communication can be fairly reactive, it helps to have a crisis communication plan in place before you need to use it to make the process easier for your team members.

While reviewing different crisis management plans, I’ve discovered that the best ones do more than just list procedures – they serve as a structured framework to minimize the impact of crises, safeguard stakeholders, and ensure operational continuity.

Most importantly, a crisis management plan helps guarantee a quick release of information and a consistent message on all company platforms during a crisis. That message depends largely on what the crisis involves and how all parties are affected by it.

Why is a crisis management plan important?

At this point, you might be thinking: “A crisis management plan? That sounds like a lot of work for something we might never use. What’s the point?”

In reality, how you prepare for and respond to a crisis plays a major part in whether your organization survives it. According to Capterra’s 2023 Crisis Communications Survey, fewer than half (49%) of U.S. businesses have a formal documented plan.

Specifically, having a solid crisis management plan helps you:

Act swiftly when minutes matter.

During a crisis, your team might have to make dozens of critical decisions simultaneously. It could be facing cyberattacks, technology failures, or workplace violence — and that’s just the beginning.

Having to figure out your response in the moment is like attempting to build a lifeboat during the storm.

That’s why Carmel O’Toole, a seasoned journalist and award-winning PR practitioner, advises that “a holding statement should be issued within the first few moments. It doesn‘t need to say a lot, but it’s about establishing your organization as a central point of authoritative communication.”

Protect your reputation.

The first 24 hours often determine how your organization’s response will be remembered.

A crisis management plan ensures quick, consistent, and transparent communication, which explains why 84% of leaders who’ve experienced a crisis say they would increase practice sessions afterward.

“Resources are finite,” O’Toole advises, “so focus on the most likely scenarios. Do a risk assessment — look at both likelihood and potential impact to prioritize your crisis planning.”

Keep your team aligned.

A crisis management plan ensures everyone knows their exact role and responsibilities. As O’Toole emphasizes, “Who handles media communications? Who manages operational continuity? Who coordinates with emergency services?”

These aren’t questions you want to be asking in the middle of a crisis.

Your team members are also your most important ambassadors. “Staff should not be last in line to hear about what’s going on,” she notes.

While it‘s important to have media policies in place, this shouldn’t be treated as a gag order — it’s about ensuring inquiries are directed to the proper channels and that everyone can respond confidently and consistently.

When these roles and responsibilities are clearly defined, your organization can respond as a unified front rather than scattered individuals.

This coordinated approach makes all the difference when time is of the essence and every decision counts.

Crisis Management Strategies

1. Spokesperson Response

In my analysis of corporate apologies during crises, I’ve found that humanizing the response — whether through a CEO statement or designated spokesperson — consistently leads to better outcomes than technical or legal-focused responses.

“Ignore the noise and focus on what you own as a responsibility,” advises Bailey, drawing from his experience leading Malaysia Airlines’ communications during the MH370 incident. “The first currency that you have in a crisis is information,” he adds.

Choosing a good communicator is important, as their actions will influence how your key stakeholders react to the situation. If they can make your company look human and your mistakes appear manageable, that will play a major role in maintaining stakeholder support.

2. Proactive Damage Control

When examining cases where companies have successfully avoided potential crises, I’ve noticed that systematic preparation is the key factor differentiating containment from catastrophe.

In my research on cybersecurity incidents, companies that invested in preventive measures consistently achieved better crisis outcomes than those that were forced into reactive responses.

Proactive damage control is what you do to reduce or prevent the effects of a crisis before it occurs. For example, adding security software that records and backs up company data will help you avoid a malware crisis. Additionally, you can train your employees to watch out for suspicious or harmful emails that might reach their inboxes.

At HubSpot, our security team sends out routine training videos to educate employees about different security protocols. The videos are short and the multiple-choice quizzes are so light-hearted that they act as additional learning tools in case you didn’t pay close attention to the video.

This makes training easy to consume and, more importantly, effective in teaching employees how to protect company data.

3. Case Escalation

Sometimes, crises can be resolved on the individual level before they reach a viral tipping point. For these cases, it helps to create an escalation system within your customer service team that can diffuse the issue before it gets out of hand.

At HubSpot, we have specialists who work on complex or time-sensitive cases. When customers have needs that require additional attention, our experts intervene to assist. This helps the service rep manage a tricky situation and ensures a more delightful experience for our customers.

4. Social Media Response

In analyzing how companies respond to crises on social media‌, I’ve observed an interesting pattern: the speed of information sharing on social platforms can transform a minor incident into a major crisis before a company can react.

What makes social media particularly challenging for crisis management is its dual nature: while it’s a powerful marketing tool that allows companies to reach audiences across the globe, this reach works both ways.

Customers can share stories, post pictures, and upload videos for the world to see. One viral video painting your company in the wrong light can lead to millions of people developing a negative perception of your brand.

Crises are battled both in-person and online. So, your company needs a social media plan that can manage the digital buzz around your business.

This may include assigning more reps to monitor your social channels or updating followers with new information. But, regardless of how you use it, social media can’t be ignored when your company is working through a crisis.

5. Customer Feedback Collection and Analysis

Sometimes, a crisis occurs, but it isn‘t on the front page of the news or going viral on social media. Instead, it’s silently affecting your customers and causing churn, but you‘re unaware of it because you’re not gathering enough feedback from your customers.

Gathering feedback is an excellent way to prevent a crisis. It provides insight into how customers are feeling about your business, allowing you to spot major roadblocks before they escalate into a crisis. Customers can also share negative criticism that you can use to improve other customers’ experiences.

When faced with an unhappy or escalated customer, our success team recognizes this as a chance to collect customer feedback. They begin interactions by asking customers to review their experience and discuss any unsatisfactory elements. This helps our team create actionable steps that they can use to align themselves with the customer’s needs.

Rachel Grewe, a HubSpot Customer Success rep, explains this strategy in the quote below.

“I open with asking for the opportunity to hear their feedback on their experience, then I make sure to close with actionable next steps for myself and the customer. An escalated customer isn’t always a sign of failure but an opportunity to demonstrate our commitment to our customer’s success.”

How to Write a Crisis Communication Plan

“If something happens that brings consequences for you as a business, that thing has already happened. You can’t turn the clock back,” says Bailey.

With this consequences-first mindset, here’s how to create your crisis communication plan.

how to write a crisis communication plan

1. Identify the goals of the plan.

I recommend focusing your crisis communication plan on specific, measurable outcomes rather than just broad goals.

The goal of a crisis communication plan is to ensure rapid, transparent, and unified messaging that protects the organization’s reputation, restores trust, and maintains operational continuity.

For example, in a product recall scenario, the objective might include achieving a 90% resolution rate within 48 hours while minimizing negative sentiment by 30% on social platforms.

To measure success, establish clear metrics such as response time, stakeholder engagement levels, and recovery benchmarks that align with the organization’s strategic priorities.

2. Identify stakeholders.

Effective crisis communication begins with stakeholder identification and prioritization.

Stakeholders should be segmented into primary and secondary groups based on their level of impact and influence.

For example:

  • Primary stakeholders. Customers affected by service disruptions, employees managing crisis operations, and investors requiring reassurance about the company’s stability.
  • Secondary stakeholders. Media outlets monitoring the story, regulators overseeing compliance, and industry partners dependent on the company’s operations.

Use a prioritization framework to guide communication flow.

For instance, during a major outage, customers and employees need immediate updates, while media statements can follow after internal alignment. Tailor messaging to each group’s needs: investors may require data on financial impact and recovery timelines, while customers need actionable next steps to resolve their concerns.

Additionally, maintain a centralized database of stakeholder contact information and communication preferences. This ensures rapid outreach and minimizes delays during high-pressure situations.

3. Create a hierarchy for sharing information on the crisis.

Establishing a clear hierarchy for sharing information ensures timely and accurate communication during a crisis.

I think the most critical aspect here is ensuring no information gets lost between teams.

This hierarchy should adapt to the nature of the crisis and account for backup roles to avoid delays.

A typical structure might include:

  1. Initial reporting. The first person to identify the crisis (e.g., a customer service agent noticing a social media backlash) escalates it to their direct manager.
  2. Leadership notification. Department heads evaluate the situation and notify the Crisis Response Lead (e.g., COO or Head of Communications) with all available details.
  3. Cross-functional coordination. The Crisis Response Lead convenes a task force, which may include the CEO, General Counsel, and department heads, depending on the crisis type.
  4. External experts. For high-stakes situations, legal advisors, PR consultants, or cybersecurity firms are brought in to provide expertise.

For example, in a cybersecurity breach, the IT team identifies the issue and escalates it to the CTO. The CTO notifies the Crisis Response Lead, who activates the plan, including contacting legal counsel for regulatory reporting requirements and the PR team for stakeholder communication.

Ensure all roles in the hierarchy are well-documented, with designated backups to handle absences. Clearly outline decision points, such as “Media statements require CEO sign-off within one hour of draft completion,” to maintain alignment.

4. Assign people to create fact sheets.

Assigning the right team to create fact sheets is critical for maintaining accurate and consistent messaging. Fact sheets should outline key details, such as the nature of the crisis, its impact, and immediate next steps, tailored to the intended audience.

In my view, fact sheets work best when they anticipate stakeholder questions rather than just stating company positions.

To streamline this process, focus on:

  • Roles and responsibilities. Assign a content lead to draft the document, a subject matter expert to ensure accuracy, and an approval lead to finalize it. For example, in a data breach scenario, the IT team provides technical details while the PR team adapts them into an accessible language for customers.
  • Templates and tools. Use pre-designed templates or crisis management software to ensure clarity and speed. Fact sheets for media might include a concise incident summary and approved quotes, while enterprise clients may require a detailed timeline and resolution roadmap.
  • Timeline management. Set deadlines based on crisis urgency. For instance, during a service outage, prepare a fact sheet within 30 minutes for internal use, with a customer-facing version ready within 2 hours.
  • Real-time updates. Fact sheets should be living documents that evolve as new information becomes available. Proactively update stakeholders to prevent misinformation and build trust.

For example, during a service disruption, the initial fact sheet might confirm the outage and estimated resolution time. As the investigation progresses, updates can include the root cause, recovery actions, and steps to prevent recurrence.

5. Identify and assess example crisis scenarios.

Identifying and assessing potential crisis scenarios allows your organization to prepare for high-impact events proactively.

Start by creating a list of likely scenarios relevant to your business and assessing them using a likelihood-impact matrix. This approach prioritizes your response plans based on the probability of occurrence and the potential damage to your organization. Below are some potential scenarios.

  • Cybersecurity breach: A hacker gains access to customer data, triggering regulatory reporting requirements and public concerns about data privacy.
  • PR scandal: An executive’s controversial comment goes viral, leading to calls for accountability on social media and demands for a public apology.
  • Operational failure: A major service outage disrupts customer operations during peak business hours, resulting in financial losses and reputational damage.

For each scenario, outline potential impacts (e.g., regulatory penalties, customer churn) and craft tailored mitigation strategies.

For instance, in a cybersecurity breach, your response plan should include immediate containment steps, regulatory disclosures, and customer communication templates.

Collaborate across teams to build robust scenario assessments. Legal teams can provide insights into regulatory risks, IT teams on operational vulnerabilities, and PR teams on reputational threats. Regularly revisit and update these scenarios based on changes in your business or industry trends.

6. Identify and answer common questions.

During any crisis — no matter how big or small — people are going to ask questions. Whether they are customer advocates or reporters, the public will want to uncover the truth. After all, in most cases, companies are seen as guilty until proven innocent.

Crisis communication plans can help you identify and answer questions that you can expect to be asked during your crisis scenarios.

Pro tip: I suggest building your Q&A document based on actual stakeholder concerns rather than assumptions. Use the potential scenarios you identified to structure this doc.

You can also collaborate across teams to build robust scenario assessments. Legal teams can provide insights into regulatory risks, IT teams on operational vulnerabilities, and PR teams on reputational threats.

Regularly revisit and update these scenario responses based on changes in your business or industry trends.

7. Identify potential risks.

Identifying potential risks is essential to prepare for the challenges your crisis communication plan may face. Based on my analysis, effective risk identification requires thinking beyond immediate operational concerns.

Start by categorizing risks into key areas such as:

  • Operational risks. Delayed responses or misinformation spreading internally.
  • Reputational risks. Loss of customer trust due to inadequate communication or slow action.
  • Legal and regulatory risks. Non-compliance with disclosure requirements or breaches of contractual obligations.
  • Financial risks. Increased costs due to service recovery or customer churn.

Use a risk probability-impact grid to assess and prioritize risks. For example, a cybersecurity breach might have a low likelihood but high impact, requiring proactive contingency plans.

Develop pre-approved mitigation frameworks for high-risk scenarios. For instance, in a PR crisis, your framework might include immediate coordination with legal counsel to vet public statements or pre-drafted customer communication templates.

Understand cascading risks, where one issue triggers others. A data breach, for instance, may lead to legal fines, customer dissatisfaction, and a drop in stock value. Addressing the root cause swiftly can prevent secondary risks from escalating.

Finally, perform a post-crisis analysis to identify gaps in your risk management strategy and incorporate lessons learned into your plan. This continuous improvement process ensures your organization is better prepared for future crises.

8. Create guidelines specific to social media.

Social media is often the front line in crisis communication, requiring swift, transparent, and platform-specific responses. I’ve found that social media requires its own distinct crisis response framework due to its real-time nature.

Here’s what I recommend to manage a crisis effectively.

  • Tailor your messaging for each platform. For example:
  • Use concise, real-time updates for X, focusing on key facts and reassurances.
  • Maintain a professional tone on LinkedIn for updates aimed at investors and partners.
  • Adopt a customer-centric and empathetic approach for Instagram or Facebook audiences.
  • Deploy tools like Hootsuite or Sprout Social for continuous monitoring of mentions, hashtags, and keywords related to the crisis. Use AI-driven sentiment analysis to detect trends and adjust your messaging accordingly.
  • Leverage relationships with trusted influencers or brand advocates to share accurate information and counter misinformation.
  • Establish a rapid response team dedicated to identifying and addressing false narratives before they gain traction. For example, correcting viral misinformation with pinned posts or official replies.
  • Ensure messaging across platforms is empathetic and transparent while reflecting the brand’s voice. Avoid overly formal responses on customer-focused platforms and overly casual tones on professional networks.
  • Provide consistent updates at predictable intervals (e.g., every hour for fast-evolving crises). Avoid overwhelming your audience with excessive posts while ensuring you remain visible and accessible.

Pro tip: During a service outage, post real-time updates on X every 30 minutes, while using LinkedIn for a professional incident summary and estimated resolution timeline. Proactively address customer inquiries on Instagram and Facebook with pre-approved FAQs tailored to the crisis.

What to Include in a Crisis Management Plan

If the idea of crafting a crisis management plan feels overwhelming, take a deep breath — it’s more manageable than it sounds. And the payoff? A roadmap that helps you navigate stormy seas with confidence.

A strong plan ensures your team can act decisively, communicate effectively, and stay aligned when it matters most. Here’s what to include.

1. Crisis Response Team

Think of this as your organization’s emergency task force. Who’s taking the lead? Who’s the backup? And who’s handling media inquiries? These roles should be crystal clear.

“Your spokesperson should embody the Five C’s: Clarity, control, concern, confidence, and competence,” O’Toole advises.

Make sure contact details are up-to-date so there’s no scrambling when minutes count.

2. Communication Protocols

When a crisis hits, everyone — from employees to customers — needs clear, consistent information. Outline who communicates what and how, from pre-approved templates to specific messaging channels.

“Transparency is key,” O’Toole explains. “Pre-planning helps maintain trust while avoiding missteps in the heat of the moment.”

3. Emergency Response Procedures

No one wants to figure out evacuation plans or safety protocols on the fly. Document these steps ahead of time, and keep holding statements ready to issue within minutes. Preparation now saves precious time later.

4. Business Continuity Measures

Crises can disrupt operations — but they don’t have to derail them. Detail how your organization will keep critical functions running, from backup systems to recovery procedures.

“Think beyond the basics,” O’Toole suggests. “What happens if your primary systems fail? Do you have backup tools to keep critical systems up and running?”

5. Stakeholder Management

Your employees, customers, vendors, and investors are counting on you. A crisis management plan should address their needs with care and precision.

“Employees are often overlooked,” O’Toole notes, “but keeping them informed is critical. They’re your most important ambassadors.”

6. Training and Testing

A plan is only as good as your ability to execute it. Regular simulations and scenario planning help uncover weaknesses before a real crisis occurs.

Simulations are invaluable because they highlight vulnerabilities so you can address them proactively.

7. Resource Inventory

List everything your team might need, from backup communication tools to emergency supplies. Being prepared means you won’t have to scramble for essentials in a moment of chaos.

8. Legal and Compliance Considerations

Addressing legal and regulatory obligations is non-negotiable.

While some legal teams might advise silence, O’Toole cautions against shutting down communication entirely: “Maintaining public trust often requires open, honest dialogue.”

9. Plan Maintenance

A crisis management plan is not a “set it and forget it” document. To ensure its effectiveness, schedule quarterly reviews and revisit lessons learned after each crisis.

Challenging situations offer invaluable insights. Use these insights to refine your plan and strengthen your organization’s resilience.

The Crisis Management and Communication Plan Template

hubspot’s free crisis management plan template

It can be difficult to get your crisis communication plan started from scratch. Use HubSpot‘s Crisis Communication Plan Template to build out your company’s plan. Included are charts, sections, and prompts to help you document your company’s strategy when a crisis hits.

1. Create an incident response team.

First up? Create a core incident response team and broadly define their responsibilities when a communications crisis occurs. Create a list of everyone on this team along with their email and phone number in addition to a group email or chat that can be used to activate the entire team at once. Then, build a greater response team to help support the core group. This may include departments such as customer support, legal, social media, C-suite executives, and security.

Regularly reevaluate these lists to keep them current and ready to go at a moment’s notice.

2. Identify roles and responsibilities.

Next, identify the roles and responsibilities of each team member in the core group and those in greater departmental response teams. For example, you might assign one member of your core team the job of managing social media communications, while another may be tasked with drafting a public statement.

Departments such as social media, meanwhile, should each have their own crisis contact with their own set of responsibilities — such as creating a larger-scale campaign to minimize public fallout.

3. Implement an escalation framework.

Crisis response comes with substantive stress: Companies must act quickly to resolve issues without making things worse. As a result, it’s worth implementing an escalation framework to help guide your response:

Step 1: Alert

Ensure that all relevant team members are notified ASAP. Define specific communication channels for this process.

Step 2: Assess

Assess the severity of the incident and your potential response. Key questions to ask include: What happened? Where and when? Who was affected and involved? How much do we know?

Step 3: Activate

With the initial assessment complete, activate the relevant team members and their department contacts to help begin the crisis management process. The first steps might include calling an all-hands meeting, responding to immediate media inquiries, and drafting communications to customers and other affected stakeholders.

Step 4: Administer

Crisis communication persists over a few weeks or months. As a result, it‘s critical to continually monitor what’s happening and what’s changing to ensure communication is administered effectively.

Step 5: Adjourn

When the worst of the crisis has passed, regroup your team to debrief how the crisis was handled, what outcomes occurred, and what changes could be made to improve overall response. It’s also worth having at least one staff member regularly monitor the situation in case another response is required.

1. University of Washington

In a university crisis communication plan, it’s essential to focus on crises that may affect normal school and administrative functions.

For instance, my college always emails students if a dangerous incident occurs on or near campus and gives us a list of tips to remain safe. Universities also plan for crises such as marches or protests, injuries or deaths of community members, and bad press relating to the school.

university of washington's crisis communications plan

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The University of Washington has an extensive crisis communication plan geared toward preserving the safety and security of community members.

As a university, the main audiences for communication include students, faculty, staff, parents, and alumni, as well as visitors, temporary residents, the general public, and the media.

What I like: The attention to detail in all the varied organizations included in the team of representatives shows an added layer of consideration during a crisis. Having a list of reps at hand guarantees a proper and timely response.

2. Southwest Airlines

Southwest has consistently been one of the safest airlines in the world. However, that doesn‘t mean the company doesn’t experience accidents.

On Flight 1380, an engine malfunction resulted in the death of a passenger and was recorded as the company‘s first in-flight fatality. The company’s CEO, Gary Kelly, immediately responded to the situation by offering a sincere, heartfelt apology to the victim’s family. He then pulled all advertising from their social media channels and made personal phone calls to passengers offering support and counseling resources.

Why this was effective: Although crises like these are hard to imagine, they do occur and have a significant impact on businesses. Despite Southwest‘s lack of prior experience with such an accident, the CEO exhibited readiness for the situation and displayed genuine regret through his statements and the company’s actions.

3. Boeing

Boeing experienced a major crisis when two of its 737 Max airplanes fatally crashed in Indonesia and Ethiopia just five months apart in 2018 and 2019. The crashes killed a combined 346 people and the manufacturer is still suffering the fallout from the events.

At first, Boeing blamed pilot error for the crashes until information surfaced later that it was a flight control software issue. In response, the FAA and other global regulators grounded all Boeing 737 Max planes for 20 months until they could figure out what software glitch was causing the fatal crashes.

As a result, Boeing’s stock price plummeted, and it was forced to halt production of the Boeing 737 Max, costing the company billions in losses. Once the pandemic hit in 2020 and air travel slowed, Boeing faced another crisis as orders for the model were canceled, leading to more financial losses.

To make matters worse, when the 737 Max planes were finally cleared to fly in November 2020, they were grounded again in early 2021 after electrical issues were discovered. In 2021, Boeing was ordered to pay $2.5 billion to settle charges that the company hid issues with the plane from safety officials.

At first, Boeing deflected blame for the crashes to “inexperienced pilots,” but an investigation later showed that Boeing’s flight control software was the main contributor to the crash. Moreover, the US Justice Department found that Boeing knew about the software issue and tried to conceal the faulty software from investigators.

“Boeing’s employees chose the path of profit over candor by concealing material information from the FAA concerning the operation of its 737 Max airplane and engaging in an effort to cover up their deception,” stated a DOJ press release regarding Boeing’s fraud charges.

While nothing would have made up for the loss of life, Boeing would have been better off coming clean about the existing software glitch. Its efforts to conceal the issue meant that pilot training manuals lacked information about the faulty system, which forced planes to nosedive after it overrode pilot commands.

What could’ve been better: Had Boeing been transparent about its automated flight control system, including it in its manual and informing customers of the aircraft software, tragedy could have been prevented.

4. Virginia Department of Education

Similar to universities, schools need to deal with crises efficiently, especially if they impact the normal class schedule. Since schools deal with children, parents and guardians must be made aware of any situations that could affect their children’s education, safety, or health.

school crisis communications plan from the virginia department of education

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The Virginia Department of Education has created a lengthy management plan, including crisis communications. The plan highlights various crises that would require communication with parents — such as a school bus accident —and gives letter templates that can be quickly sent out.

What I like: This crisis communication plan lists several different types of symptoms that parents or guardians are instructed to watch out for. This is vital because it isn’t always clear how students are affected, and it is important for their care to know what to look out for.

5. KFC

In 2018, restaurant chain KFC got into an awkward situation when it ran out of chicken to serve its customers. Having built its brand on its 11-spice fried chicken recipe, this was a crisis that the company probably didn’t plan for.

But, KFC‘s marketing team quickly got to work and was able to put a positive spin on the situation. They released videos and tweets like the one below that light-heartedly apologized for the shortage and showed off the brand’s humility.

kfc crisis communication plan

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This is why a crisis communication plan is essential for restaurants. Some scenarios you’ll want to plan for are the spread of foodborne illness, unsanitary working conditions, and, of course, delivery issues affecting food supply.

What I like: While the brand typically doesn’t take itself too seriously (like its humorous social media marketing campaigns), it presented customers with the facts and explained what it was going to do to better serve them.

6. Amazon

Amazon faced criticism in December 2021 after a tornado ravaged one of its warehouses in Edwardsville, Illinois. Six people died in the warehouse collapse in Illinois as a series of tornadoes ripped through parts of Tennessee, Kentucky, and Arkansas.

Once reports surfaced of Amazon warehouse workers allegedly being forced to continue working through tornado warnings, the company’s health and safety guidelines quickly came under scrutiny.

Amazon’s first misstep was a delayed public response. CEO Jeff Bezos took nearly 24 hours to respond to the warehouse collapse.

“The news from Edwardsville is tragic. We’re heartbroken over the loss of our teammates there, and our thoughts and prayers are with their families and loved ones”, Bezos tweeted. “All of Edwardsville should know that the Amazon team is committed to supporting them and will be by their side through this crisis. We extend our fullest gratitude to all the incredible first responders who have worked so tirelessly at the site.”

Bezos was quickly lambasted across social media, with many suggesting that his statement was insincere.

What could’ve been better: When such a tragic loss of life happens, it‘s best to come out with a statement that expresses empathy sooner rather than later. Bezos’ reply came across as insincere in part because it was delayed. The CEO had been steadily tweeting and posting about the landing of Blue Origin throughout the day, so by the time he commented on the tornado tragedy, it seemed like an afterthought.

7. Burger King

In the fall of 2019, a man who follows a vegan lifestyle filed a lawsuit against popular fast food chain Burger King on the basis that the company misled other vegan customers regarding the newly introduced Impossible Burger. Upon realizing the meatless patties were prepared on the same grill as the 100% beef burgers, the plaintiff alleged that the ads weren’t clear that the burger was not completely meat-free.

Other popular fast-food chains like Subway and Wendy’s have experienced similar crises in the past regarding issues with food preparation. Although both were unfounded claims, they caused a significant crisis for both brands. It’s not a surprise that Burger King experienced similar, unfounded claims.

Although Burger King had a strong rebuttal against the lawsuit, the company awaited the decision of the judge who dismissed the case a year later due to a lack of evidence from the plaintiffs.

Why this was effective: Burger King was successful in this crisis communication because it allowed the crisis to run its course without intervening more than necessary. At the announcement of the case dismissal, Burger King responded, “This claim has no basis.”

8. United Airlines

No list of crisis communication examples would be complete without mentioning United Airlines. Already under pressure for less-than-stellar customer service, the 2017 video of Dr. David Dao being dragged out of his seat when the airline overbooked put United into a tailspin.

Their first response? Not great. United’s CEO tried to blame Dao, calling him “belligerent” and “disruptive.”

Not surprisingly, this didn’t sit well with the public, and #boycottUnited hashtags began trending. The company then did an about-face, took full responsibility, and pointed to changes being made.

What could’ve been better: Businesses should lead with empathy in situations where emotions run high. While United’s image did stabilize over time, the changed tactics strategy is a good example of what not to do when a crisis comes up.

9. Hollywood Foreign Press Association

In 2021, the Hollywood Foreign Press Association was under fire for its lack of diversity and inclusion. Over 100 PR firms — and their celebrity clients — threatened to boycott the Golden Globes unless the HFPA committed to “transformational change” within the organization.

“We call on the Hollywood Foreign Press Assn. to swiftly manifest profound and lasting change to eradicate the longstanding exclusionary ethos and pervasive practice of discriminatory behavior, unprofessionalism, ethical impropriety, and alleged financial corruption endemic to the HFPA, funded by Dick Clark Productions, MRC, NBCUniversal and Comcast,” the publicists said in a statement.

“To reflect how urgent and necessary we feel this work is, we cannot advocate for our clients to participate in HFPA events or interviews as we await your explicit plans and timeline for transformational change.”

In response to the outcry, the HFPA pledged to increase its membership to a minimum of 100 people and to require at least 13% of its members to be Black journalists.

While the HFPA has since implemented several changes, including increasing membership to 105 members, the organization still has a lot of work to do in order to regain the trust of the entertainment industry. Not only was the Golden Globes ceremony telecast canceled in 2022, but many publicists maintained their position on having their clients boycott the organization.

What could’ve been better: Had the HFPA listened to concerns and implemented change sooner, it might have been met with less scrutiny.

10. Cracker Barrel

In 2017, a man named Bradley Reid asked a question on Cracker Barrel’s corporate website: He wanted to know why his wife had been let go from her 11-year manager position at one of the company’s Indiana locations.

The social media firestorm came quickly, with #JusticeForBradsWife trending and other brands posting signs that they would be happy to hire Brad’s wife.

chick-fil-a taking advantage of cracker barrels lack of crisis communication plan

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Cracker Barrel‘s response? Silence. The public never learned the circumstances of Brad’s wife’s job loss, and after a few months the crisis blew over.

In this case, weathering the storm worked for Cracker Barrel, in part because the issue revolved around a single person and their specific circumstances.

Speaking up — even if the job loss was benign — could have resulted in questions about personal privacy and also put the company on the defensive. Instead, they chose to wait out the storm.

Putting It All Together: Making Theory Work in Practice

After months of researching and analyzing crisis communication strategies, one truth stands out: no company is immune to a crisis, but every company can be prepared.

After reading dozens of case studies and expert interviews, I’ve discovered that the difference between a crisis that strengthens a brand and one that damages it often comes down to preparation and humanity.

What struck me most was how the best crisis communicators emphasize that crisis management is fundamentally about people.

Whether analyzing KFC‘s chicken shortage or Boeing’s 737 Max crisis, I found that the companies that handled crises best weren‘t those with the biggest PR teams – they were the ones that had clear plans, spoke with authentic voices, and weren’t afraid to admit mistakes.

The most powerful insight I gained? A crisis, when handled well, can actually strengthen stakeholder trust.

Through this research, I‘m convinced that crisis communication isn’t just about damage control – it‘s about demonstrating your company’s values when they matter most. I hope this guide helps you build a crisis communication plan that reflects your organization’s best self, even in its most challenging moments.

Editor’s note: This article was originally published in May 2019 and has since been updated for comprehensiveness.

How Teams Make the Most of Customer Experience Automation — The Complete Guide

When I think about the businesses I stay loyal to — from my go-to software provider to my favorite airline to my local yoga studio — it’s not because they’re the cheapest or even the most innovative. It’s because they make my experience as a customer easy, personal, and genuinely enjoyable.

Most customers today are like me; they have more options than ever and gravitate to products that offer genuine value. This is where customer experience automation can be incredibly helpful. And it’s more than just using a basic AI chatbot — AI is helping teams automate tedious tasks, uncover customer insights and expectations, and provide a personalized experience, all while ensuring a human touch when it matters most.Download Now: Free Customer Journey Map Templates

Table of Contents

According to our State of Customer Service Report, the majority of service teams are already implementing some form of automation in their process.

  • 77% of service teams are using AI.
  • 79% of service pros using AI find it effective.

Paulius Milišauskas, vice president of customer operations at Omnisend, explains how CX automation plays a role in his team: “Our primary goal is not efficiency itself, but customer satisfaction through service efficiency. We automate all processes that can simplify our clients’ experience.”

Why Customer Experience Matters More Than Ever

It’s important not to miss the big picture when talking about automation. Delivering a great customer experience deserves your attention, time, and investment because it makes customers more likely to be loyal, increase their spending, and even advocate for your brand.

  • Loyalty reduces churn. And 20% of companies in our State of Service survey identified preventing churn and boosting retention as a challenge when creating a great customer experience.
  • Better CX boosts CLV (Customer Lifetime Value).
  • Good CX turns customers into advocates.

top challenges when creating an exceptional customer experience

And looking at the top challenges service leaders face when trying to deliver a great customer experience, AI can help immensely.

How I Apply Customer Experience to My Business

Even though I’m not running a large customer service team, CX plays a huge role in how I run my freelance writing business. My ideal clients — usually marketing teams — have access to hundreds of talented writers with similar skills. So why would they choose me?

The answer often lies in the experience I provide.

A great client experience makes long-term relationships easier to build. I make sure to go beyond delivering solid writing: I’m responsive, proactive, and focused on making the process smooth and enjoyable. That effort pays off:

  1. Clients come back for future projects.
  2. They often increase the value of their work with me, asking for additional services or larger scopes of work.
  3. They recommend me to others, which brings in new opportunities.

And while I don’t use automation as extensively as an enterprise team might, there are plenty of ways I could bring it into my business to enhance my CX. For example:

  • I can use data to understand my clients better. AI could help me analyze past projects to spot trends in terms of contract value and length, as well as what types of projects clients are most satisfied with or where delays tend to happen.
  • I can automate feedback requests by sending automated follow-ups after projects to gather feedback that can help me improve and add more value. (This also means one less email I have to manually send!)
  • I can streamline testimonials and referrals. An automated system can ask clients to share more about their experience and refer me to others in their network.

Benefits of Customer Experience Automation

Hopefully I’ve already made it clear how valuable automation can be to deliver a great customer experience — but don’t just take it from me. I spoke to a few CX experts to learn more about the key benefits of CX automation and how they’re seeing it play out in their business.

Improved Response Times and Availability

Today’s customers aren’t patient. (I know. I’m working on it, too.)

According to our survey, 82% of consumers expect issues to be resolved immediately. Automation helps you meet these expectations by streamlining tasks like ticket routing, providing instant answers through chatbots, and offering 24/7 availability.

According to Omnisend’s data, while human specialists typically respond within five minutes, AI systems provide instant responses. This immediate availability ensures customers get help whenever they need it, regardless of time zones or business hours.

When customers feel heard and their issues are resolved quickly, they’re far more likely to stick around.

Lauren Parker, founder of LMR Digital Marketing, explains how she helped a client automate lead follow-up and saw impressive results: “When partnering with Blissful Minds, a telehealth weight loss service, we implemented an email workflow that drastically cut response times. This approach helped them generate over 1,500 new patient leads and efficiently scale their services.”

Enhanced Efficiency

Automation lightens the load for your customer service team by handling repetitive or time-intensive tasks, like data entry or answering FAQs. This means your team can focus their time and energy on more complex issues that require a human touch.

For example, Salesforge increased onboarding engagement by 23% within 30 days by automating client check-ins and delivering timely, personalized resources, founder V. Frank Sondors told me.

Better Data-Driven Decision-Making

By automating data collection and analysis, you can uncover insights about your customers’ needs, preferences, and pain points. This makes it easier to make informed decisions and proactively improve the customer experience.

According to Sidharth Ramsinghaney, director of strategy at Twilio, organizations implementing AI-driven personalization are seeing powerful results: “45% report improved customer satisfaction scores, while 41% are achieving better data-driven decision making and market segmentation.”

Increased Revenue Through Personalization

Customers want to feel valued, and automation helps you deliver personalized experiences at scale. Whether it’s recommending products, tailoring email content, or preemptively addressing potential issues, AI-driven personalization increases customer satisfaction and drives repeat purchases.

Twilio’s research shows that “55% of consumers are willing to spend more for personalized experiences, with customers spending an average of 36% more with brands that personalize engagement.”

How to Automate Customer Experience

Automation can feel cold if done poorly, but the key is to make it feel personal and relevant. This lets teams deliver human-centric experiences while freeing up time for high-value interactions.

Here’s how I’d recommend tackling the process.

1. Start with a thorough understanding of your customer touchpoints.

The first step: Map out your customer’s journey — and include every point where they interact with your brand. (P.S. I’ve previously written how you can use AI when customer journey mapping if you want to learn more.)

Here’s an example of a customer journey template you can use:

how to automate the customer experience: customer journey template

When I’ve done this in my own business, I’ve been surprised at how many small touchpoints there are, from the first email inquiry to the follow-up after a project wraps up.

Using a customer journey map, identify where customers are thriving and where they’re running into roadblocks. For example:

  • Are there delays in responding to inquiries?
  • Are there common questions or complaints that come up repeatedly?
  • Are there points where customers seem to drop off entirely?

In an ecommerce company, for example, maybe your customer pain points are around product delivery and communications. Patricia Pavia, a customer experience manager for biom, says that the most helpful thing they’ve automated is an order confirmation and tracking system.

“Once a customer places an order, they receive an instant confirmation email with their order details and estimated delivery time. This not only provides them with immediate clarity but also reduces the need for follow-up emails and questions about shipping status,” she said.

2. Understand your customers’ current experience.

Once you know the touchpoints, the next step is to learn how your customers feel at each stage. Personally, I like to gather feedback whenever I can — whether it’s through surveys, one-on-one conversations, or even just paying attention to what clients mention during our projects.

For a larger team, you might use AI tools to automate this feedback collection, like sending out NPS surveys after key milestones or analyzing the trends in your support tickets.

Here’s what our latest data shows about the effectiveness of certain customer service channels:

chart showing effectiveness of customer service channels

Lasandra Barksdale, founder of Kompass Customer Solutions, approaches this through what she calls “experience blueprints” — a sophisticated blend of journey mapping and service blueprinting that reveals how back-office processes affect front-line interactions.

“This approach starts with discovery: uncovering pain points, mapping out friction, and pinpointing where automation can enhance experiences,” she said.

“By working from the outside in, we identify unmet needs from a customer’s perspective, and then go inside out, analyzing internal processes to address those gaps.”

When Barksdale worked with a financial services client, for example, they discovered that while the company wanted to reduce call volume by redirecting customers to their website, the site didn’t actually address the top 10 reasons customers were calling in the first place.

“By helping them identify self-service functionalities and adding a status-tracker feature for more complex requests, we reduced the need for calls and gave customers transparency on their requests’ status. This shift led to happier customers and empowered staff, ultimately showing that call reduction is a customer-centered strategy, not just a cost-cutting measure,” she added.

3. Identify tasks that can be automated.

Not every task needs to be automated, but many repetitive processes are perfect candidates. Here are some examples I’ve seen work well:

  • Support ticket routing.
  • Answering FAQs.
  • Follow-ups and reminders.

In my own business, I’ve thought about automating parts of my onboarding process. For example, sending out a welcome email that includes FAQs, project timelines, or next steps that could save me time while giving clients a consistent experience.

Philippe Mesritz’s team at Community Brands built customer journeys that adapted based on customer actions and CRM data. They created digital engagement points that would trigger specific responses, from sending relevant blog posts to scheduling training videos, all timed to provide maximum value to the customer.

“Through a combination of automated journey orchestration and manual intervention, we were able to engage with thousands of customers that would then gain benefit from the microlearnings,” he said.

4. Leverage AI for personalization at scale.

AI can be really helpful here — and this is especially valuable given that personalization is a top customer expectation in 2025.

AI tools can analyze customer behavior and preferences to deliver hyper-personalized recommendations and experiences. This includes things like:

  • Suggesting products or services based on past interactions.
  • Sending tailored email content based on what customers have browsed.
  • Anticipating needs, like reminding customers of a subscription renewal or suggesting resources to help them get the most out of your product.

5 Tips for Automating the Customer Experience

As you begin to automate your customer experience, you should do it in a way that feels personal, helpful, and true to your brand. The key is to keep the human element at the heart of everything you do.

Here are some practical tips to help you get started and make the most of automation:

1. Keep automation connected to human support.

While AI can handle routine inquiries, there should always be a clear path for customers to escalate issues to a real person when needed. As a customer, this is my biggest frustration with some of the software tools I use.

A chatbot can answer basic questions, but if a customer needs more in-depth support, the chatbot should seamlessly transfer them to a live agent who has all the context from previous interactions.

customer experience automation: hubspot chatbot example

Pro tip: Try using a tool like HubSpot’s Customer Service Software to see this in action. With Service Hub, you deliver support at scale with AI-powered service, an omni-channel help desk, and 24/7 availability.

2. Make automation feel personal, not robotic.

Nobody likes feeling like they’re talking to a machine. Personalize automated communications by tailoring them to customer data and behavior. Use names, recommend relevant products, and make messages sound natural.

I really loved this email I received from a pizza restaurant in London called Sweet Thursday. It started off with a tailored introduction and a personalized mention about me revisiting the restaurant. It also includes a few select discounts that might interest me. Overall, it feels friendly and helpful — and not like I’m just another email in their CRM system (even if I am!).

customer experience automation: automated follow-up email from sweet thursday restaurant

3. Let data guide your automation strategy.

Automation thrives on data. By analyzing customer interactions, you can spot patterns, preferences, and pain points to refine your processes.

For example, you could use data to identify which questions come up most frequently in support tickets and build a comprehensive, automated FAQ or chatbot response for those. Or you might track which customers are engaging with your emails and which aren’t, so you can tweak your messaging accordingly.

Pro tip: HubSpot’s CRM software can track customer behavior and segment audiences. This way, you can create more targeted, effective automation strategies that speak to different groups based on their unique needs.

4. Build proactive systems that prevent problems.

The best customer service should aim to prevent issues before they arise. Automation can help you be proactive by sending reminders, tips, and solutions before problems crop up.

For example, if a customer hasn’t logged into your product in a while, you could set up an automated email to check in and offer helpful resources or guides to get them back on track.

I recently signed up to trial Zoho Projects as a project management software for my business. I loved their approach to automating the onboarding process, and it gave me a really positive impression as a customer.

Take a look at the email below — it’s clear they are balancing some level of automation by reaching out and providing resources, but they are also connecting me to a human account manager. I feel like I have a direct line to the product.

customer experience automation: automated onboarding example from zoho projects

Pro tip: Think about where you can automate follow-ups that prevent frustration. If a customer is having a technical issue, an automated troubleshooting guide can provide instant help, reducing their need to reach out.

5. Continue to monitor efficiency and customer satisfaction.

Automation can’t improve customer experience on its own — it needs regular monitoring and refinement.

You should consistently track metrics like response times, ticket resolution rates, and customer satisfaction scores (CSAT) to ensure that your automation efforts are working. At the same time, look at the quality of the customer experience — is your automation actually improving satisfaction, or is it creating frustration?

Pro tip: HubSpot’s Service Hub can be incredibly helpful here, too. For example, you can track your customer health scores, which show areas where you can improve customer retention.

A Better Customer Experience = Happier Customers

CX automation isn’t just for big businesses. Even as a freelancer, I’ve used it to improve efficiency and enhance client relationships. Whether it’s gathering feedback, automating follow-ups, or offering personalized recommendations, automation helps me focus on delivering great work.

With tools like HubSpot, it’s easier than ever to connect everything — from customer data to communications — so I can offer a more personalized experience without getting bogged down in manual tasks.

No matter the size of your business, automating key touchpoints can free up your time, boost your efficiency, and ultimately lead to happier, more loyal customers.

And that’s the kind of growth that really moves your business forward.