Apple

Важный урок о лояльности пользователей, который может извлечь Apple из истории с Твиттером

Девид Прайс из издания Macworld написал очень интересную колонку, в которой предлагает Apple и Тиму Куку внимательно смотреть за ситуацией с Твиттером. Она дает нам всем уникальную возможность увидеть что происходить с лояльность пользователей, если все начинает лететь в трубу. А Apple очень сильно зависит от этой лояльности, а потому очень уязвима.

Испытание пределов лояльности

Для журналиста, пишущего о технологиях, есть некое болезненное очарование в замедленной катастрофе, происходящей в настоящее время в штаб-квартире Twitter. Пришедший владелец компании с ужасом обнаруживает, что лояльность как сотрудников, так и пользователей, можно долго завоевывать и очень быстро потерять.

Можно предположить, что миллиардеры находятся в невыгодном положении, когда дело доходит до понимания природы и ограничений лояльности, учитывая, как редко им приходится звонить приятелю и просить деньги в долг или срочно отвезти в аэропорт. Но правда в том, что преданность одновременно странно устойчива и тревожно хрупка. Как и многие другие вещи, лояльность иссякает постепенно, а затем внезапно исчезает.

Вряд ли Apple может так же сильно упасть, как Twitter. Не в последнюю очередь потому, что ею управляет гораздо менее непостоянная команда руководителей. (Трудно представить себе Тима Кука, обваливающего курс акций из-за того, что он не смог удержаться от публикации нездорового мема). Но я надеюсь, что кто-то в Купертино обращает внимание на Twitter, потому что Apple идет на подобный риск в отношении лояльности своих пользователей и может потерять гораздо больше.

Apple зависит от покупателей гораздо больше, чем любой из ее ближайших конкурентов. В то время как другие компании строили свои бизнес-модели на рекламе и сборе данных, или на продаже оборудования с лучшими характеристиками или самыми низкими ценами, Apple сосредоточилась на опыте. Ее продукты очень популярны и часто превосходны, но, что более важно, вы покупаете стиль жизни.

Это может показаться циничным и я не хочу показаться таким. Иногда культовые черты, проявляемые Apple и ее поклонниками, могут раздражать. Но эта необычно ориентированная на пользователя бизнес-модель. Она прежде всего зависит от убеждения клиентов в том, что Apple — это круто и этично, а вы круты и этичны, раз покупаете ее продукцию. Эта бизнес-модель стимулирует поведение, которого не ожидаешь от других компаний. Например, отказ разблокировать iPhone предполагаемого террориста, или лоббирование против законопроектов, направленных против геев и трансгендеров, или (вроде как, и медленно) отказ от производства своей продукции в Китае, где были многочисленные обвинения в жестоком обращении с рабочими и принудительном труде.

Однажды Кук посоветовал скептикам, отрицающимс изменения климата, продать свои акции Apple, а также сказал одному инвестору: «Когда мы работаем над тем, чтобы наши устройства были доступны для слепых, я не думаю об окупаемости инвестиций». Я не хочу сказать, что он поступил цинично, чтобы задобрить потенциальных клиентов, просто бизнес-модель Apple «убедить всех, что мы крутые» означает, что компания может позволить себе нанять генерального директора с сильным этическим компасом.

Принятие пользователя как само собой разумеющееся

Однако проблема зависимости от доброй воли пользователя заключается в том, что она может быть капризной и легко восприниматься как должное. И я беспокоюсь, что Apple сейчас воспринимает это как должное. Действительно, чувствуется, что за последние несколько лет руководство Apple начало задумываться о том, можно ли заработать больше денег, если компания не будет постоянно ставить во главу угла комфорт пользователей, и пользователи начинают это замечать.

Возьмем, к примеру, цену. Apple всегда была известна высокими ценами, но в прошлом продукты в целом оправдывали это; они были дорогими, но достаточно выгодными. И компания обычно делала все возможное, чтобы предложить хотя бы один более дешевый вариант в каждой категории. Но в этом году Apple отказалась от некоторых бюджетных моделей и убрала функции из других, чтобы подтолкнуть покупателей к дорогому варианту. Бюджетный iPad 9-го поколения был вытеснен более дорогой моделью 10-го поколения и даже не получил традиционного снижения цены в свой первый день рождения. То же самое можно сказать и о MacBook Air. И чем меньше говорится о росте цен Apple за рубежом, тем лучше.

Такого поведения можно ожидать от компании, которой срочно нужны деньги и которая считает, что ее клиенты не в состоянии сказать «нет» (другими словами, от компании, продающей неэластичный товар, как объяснил бы Стрингер Белл). Давайте поднимем цену, сказал кто-то. Что они будут делать, не покупать iPad? Возможно, Apple сейчас выясняет ответ на этот вопрос.

Однако более серьезная проблема возникает, когда компания пренебрегает аспектами пользовательского опыта, на которые она специально указывает как на причину покупки ее продукции. В течение многих лет компания Apple позиционировала себя как компания, выступающая за соблюдение конфиденциальности, и благодаря своей бизнес-модели находилась в идеальном положении для реализации этой идеи. Но теперь она столкнулась с судебным иском из-за «проблем с конфиденциальностью» в App Store, где компания якобы собирала данные пользователей в нарушение настроек конфиденциальности.

И это подводит нас к растущей распространенности рекламы в App Store, что является огромным тревожным сигналом, когда речь заходит о приоритетах Apple. О чем она больше заботится: о помощи пользователям или о получении прибыли от рекламодателей? Вы получили ответ.

Уход из Apple

Было бы вполне понятно, если бы руководители Apple считали, что они не могут сделать ни шагу в сторону. Компания только что опубликовала очередной рекордный финансовый отчет: клиенты никуда не денутся, верно? Может быть, и нет. Но лучше не принимать это на веру.

На протяжении многих лет пользователи Twitter жаловались практически на все аспекты сайта, но при этом продолжали им пользоваться, шутя о своей зависимости от «адского сайта». Предположительно, г-н Маск полагал, что он может поднять цену, изменить кучу функций, в общем, обидеть всех, и они останутся — и, возможно, окажется, что он был прав. Но пока я пишу, огромное количество постоянных пользователей Twitter прощаются и размещают ссылки на другие социальные сети, готовясь к массовому исходу.

Как и в Twitter, поклонники Apple — верная группа, но они замечают изменения. И внезапно они могут решить, что больше не будут такими преданными.

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  297. In the grand scheme of things you’ll secure an A+ for effort and hard work. Exactly where you actually lost me personally ended up being on the particulars. As people say, details make or break the argument.. And it couldn’t be much more correct at this point. Having said that, let me reveal to you just what did deliver the results. Your text is highly convincing and this is most likely why I am making the effort to opine. I do not really make it a regular habit of doing that. Secondly, while I can certainly notice the leaps in logic you make, I am not convinced of how you seem to unite your details that make the conclusion. For now I will yield to your position however trust in the near future you actually connect your facts much better.

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