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Mappe e algoritmi

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Explore Talks on "Maps" - 26 gennaio 2017 | Fulvio Iori, Co-founder & Business Development Mapadore / GoCloud, ha una particolare passione per le mappe da quando era bambino.
Questa sua passione lo ha condotto, insieme ai suoi soci, a fondare GoCloud, SaaS B2B che negli anni si è evoluto in un software as a service che permette l'efficientamento operativo delle forze vendita attraverso una serie di abbinamenti algoritmici di geo-ottimizzazione.
Una bella storia di passione che è diventata lavoro e startup.

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Mappe e algoritmi

  1. 1. Mappe... una fissazione... Mapadore
  2. 2. I viaggi di mio padre... Le mappe aeronautiche I francobolli e le lettere Par Avion Le monete e le banconote dal mondo
  3. 3. Il mitico Atlante De Agostini... Il mio nonno “Salgari” I documentari di Folco Quilici Il gioco de “le capitali del mondo”
  4. 4. Il National Geographic e i Musei Vaticani... National Geographic e le sue mappe tematiche Musei Vaticani: la galleria delle carte geografiche (http://immersiva.it/project/musei-vaticani-g alleria-della-carte-geografiche/) Riviste di geopolitica e mappe di Limes
  5. 5. Google Maps intro - Feb 2005 Primo, grande “paradigm-shift” Digitali, Interattive e GRATUITE Cloud + “Infinite Scaling” Interfaccia Utente consumer, NON per addetti ai lavori
  6. 6. Google Maps API intro - Giu 2005 Secondo, grande “paradigm-shift” Interfacce di programmazione per sviluppatori esterni Gratuite fino a determinate soglie
  7. 7. Nasce GoCloud - Nov 2009 Inizialmente come partner di Google Enterprise (Google Apps, Maps, Search, Engine) Prime applicazioni Business Cloud e SaaS su Google App Engine in Italia Prime sperimentazioni con applicazioni Business basate su Google Maps API
  8. 8. Nasce Mapadore Sales Execution - Mar 2011 Efficientamento operativo di Forze Vendita Primo abbinamento algoritmico di Google Maps (spazio) e Google Calendar (tempo) Primi due algoritmi di Geo-Ottimizzazione: - GeoPlan: presa appuntamento geo-ottimizzata - GeoView: vista “Nearby” di clienti e prospects Appunt. 1 - 12:00 Appunt 2 - 14:00 Appunt 3- 16:00 Agente Cliente Cerca Annulla
  9. 9. Evoluzione Mapadore Sales Execution - Mag 2012 Nuova interfaccia utente Primo Digital Assistant per la pianificazione di appuntamenti geo-ottimizzati A “occhi chiusi”, senza dover controllare Calendar, posizioni geografiche e tempi di percorrenza, organizza gli appuntamenti per massimizzarne il numero e minimizzare la strada da percorrere
  10. 10. Primo cliente internazionale: nasce Mapadore Territory Planning - Mag 2013 General Electric Healthcare (GEHC): primo Pilot sulla filiale italiana Per la sua intuitività e personalizzabilità, si impone su tutti i competitor “incumbent” Deployment su tutte le filiali mondiali di GEHC, in circa 12 mesi
  11. 11. A.I. e Machine Learning - Giu 2015 Terzo, grande “paradigm-shift” Analisi territoriale, mobilità e operatività “ASSISTITA” Primi test interni: Algoritmi di Geo-Ottimizzazione e Assistenti Digitali a supporto delle mappe, basati su A.I. e Machine Learning
  12. 12. Algoritmo “Best Fit” - Machine Learning based - Ott 2016 in General Electric Digital Assistant alla pianificazione territoriale interattiva Analisi statistica dello storico di interventi di assistenza tecnica, competenze dei tecnici, coordinate geografiche dei sistemi installati Suggerisce, su un singolo sistema o su un gruppo di sistemi da assistere, il tecnico più idoneo e profittevole da ingaggiare Best Fit Algorithm Elaboration 3 - 10:00 Elaboration 2 - 09:45 Elaboration 1 - 09:32
  13. 13. “Smart” GeoOptimized appointment planning - su Salesforce.com CRM Feb 2017 SFDC-native UX Mockup preview
  14. 14. “Smart”Nearby - on Salesforce.com CRM Feb 2017 SFDC-native UX Mockup preview
  15. 15. Annexes Mapadore
  16. 16. Sales rep calendar Customer appointments position Eliminating “Motion Waste”: before Mapadore... Low number of appointments Scattered appointments Too much time spent planning or rescheduling customer appointments for optimal route planning
  17. 17. ...after, with Mapadore... Sales rep calendar Customer appointments position Up to +200% of appointments = more opportunities, more orders/interventions Appointments grouped by proximity = least miles/time spent on the road Happier Sales reps More results, less miles Higher User Adoption rates
  18. 18. Beyond the Route Planning “mantra” A large portion of Motion Waste originates in the traditional Appointment Planning process itself: while calling customers to obtain and arrange appointments, sales reps. are too focused on the call itself to ponder logistical constraints. The typical result is a quantity of good appointments with bad logistics. And existing Route Planning functionalities just “streamline bad logistics”!
  19. 19. Geo-Optimized appointments feed from different sources, synced in real time! Sales Reps Self-service Customer Direct websiteExecuting a Geo-Optimized Appointment Route Google Maps Navigator Customers choose from an array of Geo-Optimized appointment slots with sales reps. Sales reps SFDC Calendar Always synced - No conflicts! Call Center Agents Offering customers Geo-optimized Appointment Slots with sales reps. Real Time Sync
  20. 20. Mapadore effect on sales reps’ use of time Using Mapadore up to +200% Customer Time Before Mapadore Not-selling time Selling time Selling time Not-selling time
  21. 21. Collecting Mapadore’s unique Analytics Mapadore in background collects Execution analytics such as Customer Time, Travel Time, #Visits, Visit Results, Travelled Miles, etc. Without additional data input from sales reps. These Mapadore analytics, blended with SFDC’s own analytics, provide a unique set of KPIs to measure Sales trends in real time. The collected analytics feed Mapadore’s Machine Learning-based algorithms, providing continuous performance improvement.
  22. 22. Mapadore’s unique KPIs These first-time-ever KPIs enable the Digital Transformation of the Field sales process in a precisely-measured, predictable and scalable process: Sales as a Factory.
  23. 23. Mapadore Sales KPIs Mapadore unique KPIs for the Sales as a Factory Customer Time / Work Time Travel Time / WorkTime Customer Time / Travel Time Travelled Km. / Number of Visits Travel Costs Forecast (on travelled kms.) Revenues / Number of Visits (/Day/Week/Month) Revenues / Travelled Kms. Revenues Traditional Sales KPIs
  24. 24. Mapadore, the “Sales as a Factory” platform for Salesforce.com Sales Territory Planning module Maximum Efficiency - Eliminating “Motion Waste”: +80% Customer Time over Travel Time Smooth process integration of customer’s contact effort between Field sales reps, telemarketing and Web Marketing Sales Execution for Salesforce.com module Fantastic productivity tools simplifing sales reps’ life: full User Adoption Collecting analytics that are ONLY possible with Mapadore, with no burden for sales reps KPI’s Monitor module The Sales Process like a factory: fully measurable, more predictable, more scalable, with exclusive Mapadore KPIs. For both managers AND sales reps.
  25. 25. a about us. Mapadore
  26. 26. Mapadore Customer Base 38 countries on 5 continents (as per October 2016)
  27. 27. Mapadore Architecture Geo Intelligence & Territory Planning Software as a service client Sales Execution Sales Reps Sales Execution Call Center Agents Sales Execution SFDC Native App Customer Direct Self Service Website Mobile Apps Job Dispatching Route Planning (Mapadore or 3rd parties) CLOUD API PLATFORM Geo-Optimization Algorithms Digital Assistants Business Logics Mapadore on AppExchange marketplace (Q3 2016) Tight SaaS-to-SaaS API Integration Appointment duration Customer Systems & Data
  28. 28. Who we are We are an Application, Algorithm and Digital Assistant Development boutique and a Salesforce.com ISV We design and implement Transformational business applications and solutions to enable process innovation, with a focus on Salesforce and Workforce performance improvement. We team up with Business Consultants, System Integrators and Salesforce.com Implementation Partners to deliver high-impact Digital Transformation projects. Our specific mix of competences (Algorithms, Operational Research, A.I. & Machine Learning, Big Data, Digital Assistants) and business experiences allows us to rapidly empathize with business users’ challenges and pains, at any level of complexity.
  29. 29. Some of our customers
  30. 30. case studies & testimonials. Mapadore
  31. 31. Mapadore Territory Planning Interactive Dashboard Mapadore Territory Planning in General Electric Healthcare (Service Optimization) • World-wide implemented and deployed Some monitored KPIs • Visit Time vs Travel Time • Visit Efficiency (# Activities per intervention) • Skill & Training Planning Optimization index
  32. 32. Mapadore Territory Planning Interactive Dashboard Achievements ● In 1 year it has become GE Healthcare Standard Global corporate application ● User Adoption very high, viral ● Next Step: Geo-Optimization Algorithms (Forecasting, Capacity Planning, etc.) ● Next Step: tight integration with GEHC Salesforce.com
  33. 33. Mapadore Territory Planning Optimization Algorithms Mapadore Territory Planning in GE Healthcare (Service Optimization) • World-wide implemented and deployed Optimization Algorithms • Best Fit Technicians for each Asset • List of Assets Best Fit for each Technician
  34. 34. Mapadore Territory Planning People/Asset Optimization Algorithms Achievements ● People and Asset Optimization Algorithms ● Profit optimization based on historical data analysis with a mix of Statistical and Machine Learning approach ● Next Step: Workload Distribution Planning
  35. 35. Mapadore Sales Execution Worldwide leader in B2B office products distribution • Italian subsidiary • 100 Field Sales agents • 10 Area Manager - 1 Sales Director • 50.000 customers - 1.000.000 prospects Some monitored KPIs • Visit Time vs Travel Time • Sales Period Trends (5 weeks) • Average # of Appointments • Revenues & Margins
  36. 36. Mapadore Sales Execution Achievements ● Since 2013 Mapadore is the standard corporate methodology platform of Sales Execution ● Italian subsidiary: European Top Performer in FY 2014 ● Very high User Adoption
  37. 37. Mapadore Sales Execution Leading italian dental systems and products distributor • HQ in Milano • 50 Field Sales agents and Area Mgrs. • Direct and Indirect sales • 15.000 customers • 30.000 prospects Some monitored KPIs • Visit Time vs Travel Time • Sales Period Trends (4 weeks) • Average # of Appointments • Average # of Conversions/Appt. • Leads/Appts./Convers. Ratio
  38. 38. Mapadore Sales Execution Achievements (after 3 months since adoption in 2012) ● +27% appointments/day ● +11% orders ● Appointment Planning real-time integration between Call Center Agents and Field Sales Reps
  39. 39. Mapadore KPI Monitor GE Healthcare (Pharma Division*), to be integrated with Salesforce.com corporate CRM Some monitored KPIs • Selling Time • Selling Time Balance (per-product, per-specialty # of visits) • To-date Run Rate (Monthly Target Achievement % on Volumes, Revenue & Margin
  40. 40. Mapadore platform & algorithms by GoCloud Via Copernico, 38 (Copernico Innovation Hub) 20125 Milan, Italy www.gocloud.eu info@gocloud.eu www.mapadore.com

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