The document details the development and evolution of Mapadore, a software solution designed for optimizing sales operations through geo-optimized appointment planning, leveraging Google Maps and machine learning. It tracks the impact of these innovations on sales efficiency, travel optimization, and user adoption across various industries, particularly in healthcare and B2B distribution. Mapadore aims to transform field sales processes into measurable, predictable, and scalable operations by minimizing 'motion waste' and enhancing planning efficiency.

2. Mappe...
una fissazione...
Mapadore

3. I viaggi di mio padre...
Le mappe aeronautiche
I francobolli e le lettere Par Avion
Le monete e le banconote dal mondo

4. Il mitico Atlante De Agostini...
Il mio nonno “Salgari”
I documentari di Folco Quilici
Il gioco de “le capitali del mondo”

5. 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

6. Google Maps intro - Feb 2005
Primo, grande “paradigm-shift”
Digitali, Interattive e GRATUITE
Cloud + “Infinite Scaling”
Interfaccia Utente consumer, NON per
addetti ai lavori

7. Google Maps API intro - Giu 2005
Secondo, grande “paradigm-shift”
Interfacce di programmazione per
sviluppatori esterni
Gratuite fino a determinate soglie

8. 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

9. 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

10. 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

11. 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

12. 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

13. 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

14. “Smart” GeoOptimized
appointment planning - su
Salesforce.com CRM Feb 2017
SFDC-native
UX Mockup preview

15. “Smart”Nearby - on
Salesforce.com CRM Feb 2017
SFDC-native
UX Mockup preview

16. Annexes
Mapadore

17. 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

18. ...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

19. 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”!

20. 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

21. 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

22. 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.

23. 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.

24. 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

25. 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.

26. a
about us.
Mapadore

27. Mapadore Customer Base
38 countries on 5 continents
(as per October 2016)

28. 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

29. 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.

30. Some of our customers

31. case
studies
& testimonials.
Mapadore

32. 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

33. 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

34. 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

35. 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

36. 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

37. 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

38. 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

39. 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

40. 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

41. Mapadore platform
& algorithms by
GoCloud
Via Copernico, 38
(Copernico Innovation Hub)
20125 Milan, Italy
www.gocloud.eu
info@gocloud.eu
www.mapadore.com