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Samir Gulati outlines four key technologies that are forming the bedrock for twenty-first century field service...

Twenty-first-century technological advancement has transformed how businesses everywhere communicate and interact with their customers.

Gone are the days of the occasional customer service call. Mobile technology has forever changed how people connect with product and service providers.

Field-service businesses that have yet to embrace digital customer engagement methods and tools must work quickly to do so. Modern consumers don’t like losing whole days waiting for calls from service personnel. They expect field service companies to use the latest technology to streamline the customer experience, create visibility into appointments and reduce hassle.

But which technological innovations should field service providers focus on? Here are some of the key technological tools gaining steam among the customers of the connected age.

 

Customer portals

Because of the pervasiveness of mobile technology, customer portals are everywhere.

Although the quality of these web-based assets varies from business to business, there are a couple essential components that creators of customer portals will always include:

• Information-rich, personalized dashboards allow users to view critical service data.
• Payment and account management give customers transparency into their past service requests and a place to pay for services rendered.

With tools like these, customers can serve themselves, which 67 percent prefer over speaking directly with a customer service representative. That said, direct communication tools such as instant messaging are still valuable, especially if they connect a customer with their personal technician or central dispatch.

These features not only meet the high standards of connected customers. They also simplify field service operations and reduce the likelihood of miscommunication between the provider and the customer.

 

Internet of things:

The internet of things is perhaps the most powerful innovation transforming business-to-consumer interaction today. At the moment, more than 11 billion IoT assets are active worldwide. By 2020, that figure is expected to jump to around 20.4 billion, a good number of which will likely be part of connected field-service operations.

In the field-service industry, asset-based deployments are common. Sensors embedded in equipment or appliances leverage internet connectivity to notify owners or even field-service providers when maintenance may be required, accelerating the repair process. Technician facing IoT workflows are also common and use geolocation to track service teams and route them to customers in need.

 

 

Smart home technology:

Even though web-enabled smart home technologies have received a lot of buzz in recent years, relatively few homeowners have adopted such solutions: In 2017, only 10 percent of families across the had any connected home solutions.

But smart home adoption isn’t unlikely to remain this low for long. Consumers are beginning to understand how much time and money smart home tech can save.

Field-service companies in the utility sector are catching on to the building momentum behind these innovative hardware and software solutions. Smart thermostats, for example, give customers greater visibility into—and control over—their electricity and gas usage. They also give technicians a better way to leverage data in order to provide personalised service and communicate effectively with the customer and the manufacturer.

 

Augmented reality:

Reality, augmented by real-time data, delivers benefits to connected customers by giving their technicians all the resources they need to perform perfect maintenance.

Field-service companies of all sizes are leveraging these tools to revolutionise on-site operations. Many are equipping technicians with augmented reality headsets that allow them to view updated product operating instructions or best practices while performing maintenance or repairs. Others are using these tools in training exercises so new technicians can ramp up quickly.

 

Summary: Embracing Innovation:

Field-service providers without these technologies may still be tempted to hold off on adoption. Perhaps they find these solutions too expensive or too complicated to deploy at the moment. It’s up to the decision-makers at these companies to decide what’s viable and what isn’t.

But these leaders should not underestimate the power of creating a bold new strategy for technology. It can lay the groundwork for excellent service effective operations in the age of the connected customer. As technology moves forward, so do consumers.

Field-service enterprises would be wise to recognize this reality and put into place up-to-date hardware and software that meets the needs of those driving the modern marketplace.

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Samir Gulati, is Chief Marketing Officer, ServicePower 

 

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IX Reach, a leading global provider of carrier services and connectivity solutions, and eStruxture Data Centers, a prominent pan-Canadian provider of network and cloud-neutral data centre solutions are further strengthening their partnership and commitment to providing first-class connectivity, cloud and zero-downtime hosting solutions to major blue-chip networks.

This enhanced partnership with IX Reach complements eStruxture’s strategy to give customers more choice, by offering all the benefits of remote peering to the most popular Internet Exchanges in North America and Europe. Customers can access all major IXPs via a single port and enjoy transit that’s optimised for cost and network routes.

The partnership also demonstrates IX Reach’s dedication to supporting the growth of eStruxture as its market share in advanced network and interconnection services continues to expand in both the Canadian and global business marketplace.

 

"Continuing to set IX Reach apart from other network solution providers is its strong partnerships with major Cloud Service Providers..."

 

Continuing to set IX Reach apart from other network solution providers is its strong partnerships with major Cloud Service Providers: Amazon AWS, Google Cloud Platform and Microsoft Azure. The IX Reach platform enhances eStruxture’s Cloud Connect service, a network and cloud-neutral exchange that allows customers to connect securely, easily and directly from the company’s state-of-the-art data centres to an extensive ecosystem of major cloud service providers, network and application providers, bypassing the Internet and taking advantage of a faster and more reliable option for their cloud strategies.

“Our partnership with IX Reach is hugely valuable to us and augments our ever-growing ecosystem of carriers and cloud services. Our customers are able to avoid open networks by connecting directly to hyper-scale cloud providers and benefit from increased speed and security and lower latency,” says Todd Coleman, CEO of eStruxture. “The leading elastic interconnect platform provided by IX Reach enables customers to securely access major peering points and a rich portfolio of products and services such as hyper-scale cloud providers, SaaS providers and partners, via a single connection.”

“We are thrilled to continue working closely with eStruxture Data Centers,” commented Simon Vye, CEO of IX Reach. “IX Reach and eStruxture started their partnership in 2015; since then, both businesses have grown and evolved to provide their customers with world class services and support. We’re looking forward to building on the success of our partnership in the future. “

From eStruxture’s facility in Montreal, IX Reach is well-equipped to support any network with its national and global expansion, regardless of size.

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Jan Van Veen, Managing Director, moreMomentum, continues his series of articles looking at how service organisations can drive revenue from their services by harnessing the IoT...

Solve bigger customer problems

In the previous issue of Field Service News, I wrote an introduction on the topic “How to Monetise Services and IoT”, covering the dilemma of many business leaders in manufacturing.

In this article, I will elaborate on the first of the three critical steps which often make the difference between success and failure:

• SOLVE BIGGER CUSTOMER PROBLEMS
• Articulate the value
• Build internal momentum for monetisation

Common mistakes in the industry

One of the common mistakes is focusing on the smaller problems and making only small incremental improvements to services or solutions.

 

"One of the common mistakes is focusing on the smaller problems and making only small incremental improvements to services or solutions..."

 

These are typically the standard next step improvements most competitors bring to the market as well. Although these are also necessary improvements – adding features to your solutions - to sustain your market position, they are unlikely to bring about significant growth or opportunities required to monetise. For example, think of new features that car manufacturers introduce to their new models or weekly computer software updates that occur without paying more.

Another common mistake is focusing too much on only the availability and use of the equipment. In most situations, the extra value is having a broader impact of the value creation process for our clients. In most industries, the purchase, financing, and maintenance of equipment is a small portion of the overall budget.

 

Truck manufacturers as an example

As an example, while the sale of trucks was shrinking dramatically, leading truck manufacturers like MAN, DAF and Scania discovered that discounting the trucks did not have that much of an impact. One of the biggest challenges for truck operators was reducing fuel consumption. The leading truck manufacturers took this challenge beyond aero-dynamics and engine efficiency, and developed data-driven services to reduce fuel consumption by improving the way truck drivers drove the trucks.

 

Discovering the bigger customer problems

The ideal practice is to:

• Solve the bigger problems in a significantly better or more efficient way for clients, or
• Solve any new significant problems for our clients

Before developing new services and solutions, it is crucial to have a deeper understanding of the challenges and problems that your clients face. The following activities will prevent any bias from long-standing experience and business norms:

• Reframe addressable customer needs with your team and colleagues who are involved. The aim is to have a broader view and scope on customer needs. Explicitly ban objections against the idea of servicing those needs.
• Focus on actual “jobs-to-do” for your clients and areas where they are struggling or could improve. For example, improving uptime may not be that relevant for clients with a low utilisation rate. Whether you carry out professional customer research or not, it is always good if various colleagues have frequent open conversations with different stakeholders about views on the industry, trends, challenges etc. Sharing the following simple diagram during such conversations is helpful for you and your clients to keep the dialogue open.
• Explore how your clients are solving problems and what suppliers are helping them.
• Also, explore the needs and challenges of the customers of your customers. This will give more insight into your customer’s needs.
• Explore what needs you could/should be addressed now and in the future. With these insights, you can extend and enhance your vision, strategies and roadmap for innovating your services and generating new revenue streams.

 

The Benefit

Manufacturers that solve the bigger problems can better articulate the value for customers and staff, have higher momentum for change and monetisation, generate new revenue streams and differentiate themselves more from the competition.

 

"Manufacturers that solve the bigger problems can better articulate the value for customers and staff, have higher momentum for change and monetisation..."

 

]They perform better and have more resources to keep innovating their business, enabling growth in a sometimes disruptive world.

Monetisation of services and IoT – Impulse Session

If you want to accelerate the monetisation of your (new) services and IoT, join our upcoming Impulse Sessions on “How to Monetise Service and IoT”. These are full-day interactive meetings with like-minded peers during which we will exchange our experiences, insights, and challenges.

Book your seat @ http://fs-ne.ws/1pMC30lpssC

Essence

Great offerings and solutions won’t sell themselves!

It is various colleagues together that drive the value perception and sell the solutions, because of their eagerness and passion to perform, learn, develop and make new things happen, as well as avoid unnecessary obstacles that cause internal conflicts of interest and reduce confidence.

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Jan Van Veen, is Managing Director, moreMomentum, 

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According to a new report from the leading IoT market research provider Berg Insight, the number of active fleet management systems deployed in commercial vehicle fleets in North America was 8.0 million in Q4-2017.

Growing at a compound annual growth rate (CAGR) of 15.6 percent, this number is expected to reach 16.4 million by 2022. In Latin America, the number of active fleet management systems is expected to increase from 3.0 million in Q4-2017, growing at a CAGR of 13.1 percent to reach 5.5 million in 2022. The top-25 vendors in the Americas together have a combined installed base of more than 7 million active units in the region today. Notably, all of the top-15 players each had more than 100,000 active units in the Americas at the end of 2017.

More than 40 percent of the total number of units deployed in the region is represented by the five largest fleet management vendors alone.

Verizon has in 2018 launched Verizon Connect which represents the culmination of more than US$ 5 billion in investments including high-profile acquisitions such as Fleetmatics and Telogis.

“Verizon Connect is the clear leader in the fleet telematics space both from a global perspective and in the Americas specifically”, said Rickard Anderson, Principal Analyst, Berg Insight. Verizon’s closest competitor in the Americas is Geotab which has grown considerably in the past year, followed by Omnitracs and Trimble which have both surpassed 0.5 million active fleet management subscribers in the region. “Zonar Systems rounds off the top-5, just ahead of Michelin which has established a strong position in the Americas through multiple acquisitions”, continued Mr. Andersson.

He adds that the ongoing consolidation trend in the fleet management space is expected to continue in the coming years. Numerous vendors today have more than half a million active FM subscribers worldwide and the milestone of one million subscriptions has now been surpassed by three leading players, driven by growth strategies based on M&A activity and high-pace organic growth.

“Berg Insight anticipates a future scenario where the global fleet management market is dominated by a handful of solution providers with installed bases measured in the millions”, concluded Mr Andersson.

Download report brochure: Fleet Management in the Americas

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An open ecosystem of best-in-class technologies working seamlessly together will be at the heart of the automated transportation systems of the future.

That is the shared vision of Renovo (Renovo.auto), a mobility software technology company, and HERE Technologies (here.com), a global leader in mapping and location services. Today, the two companies announced that they have entered into a partnership to deploy open interfaces for highly and fully automated vehicles. They believe an open-standards approach will fuel greater interoperability and data exchange across the transportation ecosystem, boosting safety, efficiency and comfort for passengers.

In the first phase of their collaboration, Renovo and HERE are working on a new technology interface to maximize the utility of sensor data generated by fleets of automated vehicles in the ‘self-healing’ of highly precise maps. The companies intend to make the interface available for fleets of highly automated vehicles powered by Renovo’s AWare operating system, enabling them to provide data that can be used to update a service such as HD Live Map, the mapping service for automated vehicles from HERE. This service uses different types of sensor data to identify change in the real world and provide a highly-precise, continuously-updating map across the road network. An automated vehicle equipped with HERE HD Live Map knows exactly where it is and has a better understanding of what lies ahead and what it should do in different scenarios.

 

"As we build the data infrastructure required for autonomous cars, collaboration between key technology providers and across industries is mandatory..."

 

As we build the data infrastructure required for autonomous cars, collaboration between key technology providers and across industries is mandatory,” said Edzard Overbeek, CEO of HERE Technologies. “With AWare, Renovo has a powerful operating system for automated vehicles. Our partnership and integration into the AWare ecosystem will help expand access to data that’s vital to building automated mobility systems that people can trust.”

“HERE Technologies is a leading creator of mapping and location services with a bold Autonomous World Vision, and we are delighted to enter into this partnership with them,” said Chris Heiser CEO and Co-Founder of Renovo. “We enable our customers to develop and deploy fleets of highly automated vehicles, and these deployments are made possible by an open ecosystem of best-in-class technologies.”

HERE is a privately held company backed by several investors: Audi, BMW, Bosch, Continental, Daimler, Intel and Pioneer. With this partnership, Renovo is joining one of the largest technology ecosystems in the automotive space.

AWare is already powering highly automated vehicle fleets on public and private roads today including that of Voyage.auto. HERE is the newest addition to the rapidly growing AWare ecosystem which includes Samsung, Verizon, Velodyne LiDAR, Parsons, INRIX, Argus Cyber Security, Affectiva, Phantom Auto, Metamoto, Understand.ai, NIRA Dynamics and Bestmile.

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If there is one industry that should be leveraging data in every way possible, it’s telecommunications. The telecommunications industry services billions of people each day, generating massive amounts of data. Though not many telecom companies are leveraging this data, the introduction of data science, machine learning, and artificial intelligence in this industry are inevitable.

A study by McKinsey, Telcos: The Untapped Promise of Big Data, based on a survey of leaders from 273 telecom organizations, found that most companies had not yet seriously leveraged the data at their disposal to increase profits. And only 30 per cent say they have already made investments in big data.

So while there is certainly debate within telecom companies about whether the return on investment is worthwhile, there is no doubt that data science, machine learning (ML), and artificial intelligence (AI) are inevitable when it comes to the industry’s future. Those that figure out how to leverage these techniques and technologies will thrive; those that don’t will be left behind.

By using data science, machine learning, and artificial intelligence strategies, telecommunication companies can improve four areas of their services.

The importance of data science, ML, and AI to the telecom industry will likely present itself in these four areas in particular, which this paper will take a look at individually:

 

1. Troubleshooting:

One of the major challenges for telecom providers is being able to guarantee quality service to subscribers. Analyzing call detail records (CDR) generated by subscribers at any given moment of the day is key to troubleshooting. However, CDRs are challenging to work with because the volume of data gets massive and unwieldy quickly. For example, the largest telecommunication companies can collect six billion CDRs per day.

With data science, machine learning (ML), and artificial intelligence (AI), companies can instantaneously parse through millions of CDRs in real-time, identify patterns, create scalable data visualizations, and predict future problems.

 

2. Fraud Detection: 

Verizon estimated in 2014 that fraud costs the telecom industry upwards of $4 billion a year. However, the faster that telecom companies analyze large amounts of data, the better off they are in identifying suspicious call patterns that correlate with fraudulent activity.

Cutting-edge ML and AI strategies like advanced anomaly detection make it much easier for telecommunication companies to identify “true party” fraud quickly.

 

3. Marketing:

The high churn rate in telecommunications, estimated at between 20-40% annually, is the greatest challenge for telecom companies. Telecommunication companies can use data to build better profiles of customers, figure out how to best win their loyalty (in the most scalable and automated way), and adequately allocate a marketing budget. With improved data architecture, they are able to harvest and store a greater diversity of data that provide insights into each customer such as demographics, location, devices used, the frequency of purchases, and usage patterns. By combining data from other sources like social media, they can have a stronger understanding of their customers.

Using machine learning gives a more accurate picture of which channels are most responsible for customer conversions for better ad buying as well.

 

4. Customer Experience: 

Telecommunication companies can enhance their services by analyzing the millions of customer complaints they get every year to figure out which types of improvements will have the greatest impact on customer satisfaction and thereby increase customer retention. They can also leverage data at a larger and more automated scale to gain insights into the performance of their technicians.

The more that telecommunication companies can analyze data on customer calls, the more they can begin to recognize which types of problems are most likely to lead to unwarranted “truck rolls” and put in place measures to prevent those calls. Given the number of calls and the depth of analysis required, this necessarily dictates a machine learning approach - more specifically, a deep learning approach. Because analyzing the calls themselves means dealing with lots of unstructured data, it’s the perfect place to expand into ML and deep learning for big gains.

 

The future of data in the telecom industry

Data science is already a big part of the telecommunications industry, and as big data tools become more available and sophisticated, data science, ML, and AI will all continue to grow in this space.

In the coming years, companies that succeed will be those that figure out how to best use the massive number of data points that are flowing both through their network and around it to reduce labor costs, develop better technology and, to better understand what the seven billion potential customers around the world want to do with their smartphones and computers.

To learn more, download the whitepaper White Paper: Top 4 Growth Areas of Machine Learning in Telecommunications.

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Sergey Krasovski, Strategic Marketing Analyst, Trimble explores the opportunities that augmented reality can present for field service organisations... 

The mass and wide-scale adoption of augmented and mixed realities are gathering pace across a multitude of industries. To define, augmented reality refers to the process of superimposing a computer-generated image on a user's view of the real world. Mixed reality is the merging of real and virtual worlds to produce new environments and visualizations.

In the field service industry, this emerging technology can play a significant role in changing the way field technicians and the business collaborates to resolve technical issues, provide support and access documentation. Indeed, technologies such as AR smart glasses can overlay digital information (such as text, video or audio) onto the human field of view, interactively and in real-time. ABI Research sees a turning point for AR smart glasses, predicting that 21 million units of AR smart glasses will be shipped in 2020, with sales expected to reach $100 billion.

 

Optimizing Service Workflows

Mixed and AR technologies present strong use cases for the field service industry for optimizing service workflows. The ability to perform time-critical jobs thoroughly, quickly and first time around, by obtaining the right information from the correct source, is one.

Historically, service technicians had to sift through paper manuals or search their own memories to find a fix for complex equipment issues. This was an onerous process to go through and often resulted in a disgruntled customer. Today, however, Augmented Reality headsets provide technicians with the ability to communicate, collaborate and solve issues more efficiently. They could be dispatched to a job where they could see the service manual, real-time data and technical details about the product directly overlaid on it. There would be no need for a clunky laptop, phoning a colleague for assistance or contacting the back office for customer information; everything they need would be accessible with a flick of their head.

There is a big place for Augmented Reality in optimising service workflows. However, deploying new technology takes careful planning to realise the full benefits.

 

Empowering Less Skilled and Ageing Workforces

In mission-critical industries, such as construction, manufacturing and agriculture, ensuring that the service team captures knowledge and transfers it efficiently across the organization is a ‘must have’, not a ‘nice to have’. Asset downtime or system failure is not an option as it may result in entire projects grinding to a halt and monetary losses. Issue resolution needs to be quick and this is where collaborative video tools can best support a less skilled and ageing workforce.

 

"Video collaboration with augmented peer-to-peer help is being designed and implemented to connect less skilled technicians with more skilled ones remotely..."

 

Video collaboration with augmented peer-to-peer help is being designed and implemented to connect less skilled technicians with more skilled ones remotely. A technician with specific areas of expertise may reside in an office and virtually walk an apprentice through a service call, step-by-step. Markups can be made during a video call between an expert and field technician to visually show what needs doing and to be sure the field technician is clear about what to perform service on. The expert can draw a circle or arrow on a screen to highlight a specific area, eliminating costly mistakes.

There are parts of the world where you can’t get the right expertise for a job or flying out a specialist may prove too costly for a company. Augmented reality eradicates these concerns by allowing experts to take those of less skill through the entire process. Not with a manual and not on the phone, but they can actually see what they are doing.

Many technicians are performing this peer-to-peer help in ad hoc ways today; using tools like Facetime and Skype. This, however, has resulted in issues. For example, sending a facetime request to another technician can be very disruptive. It is also difficult for the technician requesting help to know who to contact and if they are available. Whilst the time spent by the expert is not often tracked. For organizations that want to successfully scale this technology, they need to consider how to integrate it more tightly into the service workflow.

 

"As technicians age and a new crop of workers join the business, it is imperative that the latter be able to leverage past knowledge. An ageing workforce is putting pressure on service organisations..."

 

As technicians age and a new crop of workers joins the business, it is imperative that the latter be able to leverage past knowledge. An ageing workforce is putting pressure on service organisations. The benefit of augmented or virtual reality is its potential as a highly detailed, highly visual training tool. Companies are recording repairs being performed on older pieces of equipment to be used as a reference by less experienced technicians. By utilising augmented reality to make markups pointing to specific equipment details, service companies can create a searchable library using descriptive metadata, and hashtags for quick access. This is a great way to offer on-the-job training and avoids the downtime and loss of productivity associated with having the entire team come into the office to learn new techniques.

Collaborative video tools not only provide the field team with the real-time assistance when solving complex issues, they also connect field service to the entire organization. Indeed, video content, such as markups and screenshots, can be captured by augmented reality tools and stored in a cloud. The stored data can then be tied with a work order and include valuable metadata such as geolocation, type of equipment, date of last service etc. If such data is centrally stored and can be easily accessed, it could be used for purposes like new technician training, proof of work and so on.

For more information on how you can look to roll out augmented reality across your field service operations, visit: www.trimblepulse.com

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