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WorkWave a leading provider of cloud-based software solutions for the field service and last-mile delivery industries, today announced that it has been awarded a Brandon Hall Group Bronze Award for Excellence in the Best Advance in Talent Management Technology Implementation category for its rollout of Caliper and Caliper Analytics.

WorkWave partnered with Caliper to implement Caliper Analytics to guide its talent management decisions.

As a result of WorkWave’s rapid growth at all levels of the company, its leadership became aware of a clear need to facilitate objective conversations around development processes and ways to support its managers to have more constructive conversations with their direct reports. The Caliper Analytics platform enables WorkWave to leverage detailed personality data to develop new and existing employees, help managers have more effective conversations and fill roles in a rapidly expanding organization.

“As WorkWave continues to place an emphasis on becoming the leader in field service management technology, it is critical that we hire and develop passionate and talented employees who possess the right skill sets for the right positions,” said Marne Martin, CEO of WorkWave. “Through the use of Caliper Analytics, our talent team has been able to take a data-driven approach to WorkWave’s recruitment and development, allowing us to ensure that each person we hire is a great fit.”

“We are thrilled that our partnership with WorkWave has been recognized by the Brandon Hall Group, as we continue to provide them with a scalable, data-driven solution to support the company’s growth and market strategy through its valuable employees,” said Jacque Casoni, Vice President, Mid-Atlantic Region at Caliper.

The award entries were evaluated by a panel of independent senior industry experts, Brandon Hall Group analysts and executives based upon the following criteria: fit the need, design of the program, functionality, innovation and overall measurable benefits.

“Excellence Award winners personify innovation that drives business results. Our winners embrace the future and embrace change and the challenges that go with it,” said Rachel Cooke, Chief Operating Officer of Brandon Hall Group and head of the awards program. “It is amazing in reviewing these entries how organizations – both large and small – work across functions to make human capital management a valuable asset that enables business success.”

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Jan Van Veen continues his latest exclusive Field Service News series on how companies can monetise their services with IoT as he turns his attention to something many companies struggle with - better articulating their value proposition...

Central question: How to monetise Services & IoT

Many manufacturers experience pressure on growth, revenue and margins.

Their products and services are being commoditised. Competition from lower-cost alternatives are arising. On the other hand, there are huge opportunities with new technologies, value propositions and business models.

One of the important trends is that value proposition and offerings become more data-driven and more service oriented. However, many manufacturers are product-driven businesses which do not fully appreciate the value service has for their customers and own business.

So, one of the central questions is: How to Monetise Services and IoT in order to Grow in a Disruptive World?

The capability to monetising service and IoT is mission-critical for sustainable performance and existence of manufacturing:

In a series of articles, we cover 3 critical steps which make the difference between success and failure in monetising services and IoT:

1. Solve bigger customer problems, which is all about creating significantly more value for customers.
2. Articulate the value
3. Build internal momentum for monetisation

 

Common mistakes

Too often we see that (new) services, solutions or features are promoted without connecting the dots to their bigger problems.

For example, a client of mine – a major equipment manufacturer – experienced the power of explicitly connecting the dots. They were launching the first version of a portal to serve DIY clients which had their own maintenance departments.

They initially presented the benefit of the portal with many online manuals (version 1 of the portal) as a way to save time every time a maintenance engineer of their client would need to find the right manual. It appeared to be tough to sell paid subscriptions for this portal.

Only when the manufacturer articulated their view of the key problems of their clients’ maintenance departments and how the portal would solve these problems, did the clients get really interested.

The dominant problems of the maintenance departments were not finding manuals, but the daily pressure to increase availability and uptime at shrinking budgets and that, that their engineers had slow learning curves due to low volume of certain problem-solving work.

 

"A portal which would evolve into a broad toolset for best practices, troubleshooting and maintenance management was considered a crucial asset..."

 

A portal which would evolve into a broad toolset for best practices, troubleshooting and maintenance management was considered a crucial asset.

Furthermore, we often see manufacturers thinking and talking about features and activities, instead of customer value. Clients only pay for the value they perceive, not for what you do.

A striking example were field service engineers of another client, who would spend a full day in pairs to install equipment which was already delivered a  couple of days before. A few days after installation, another colleague would visit the client for training and commissioning.

The two engineers would unpack all components and assemble the components, connect it to a couple of other devices from different brands which involved many integration issues, connect their equipment to the computer network – which involved loads of security and networking issues which the engineers had to solve with IT departments – which by nature tend to be reluctant.

And here is how they briefed their client when they started the job: “We are here to unbox the components, put the bits and pieces together and make sure everything is there, so the trainer is ready to go……”

Their client did not even know what kind of complex integration problems the engineers were solving. Actually, their client even wondered why his supplier did not have more mature and efficient processes to get the job done. And by no means are the engineers to blame for this.

 

Some practical solutions

You can easily start improving on these common mistakes:

Build a compelling story of your view of your customers' challenges, opportunities and problems, which is validated by (a segment of) your customers. Relate this as much as possible to strategic or crucial priorities of your clients.

• Include a view on how your clients could best pursue these opportunities and solve these problems. Don’t make this a big thing, just start with a first strawman version and let it grow in time.
• Link the characteristics and benefits of your solutions and services to the view of your customers.
• If possible, quantify the benefits in terms of the strategic or critical priorities.
• Ensure that your value story is well articulated in your messaging to (the specific segments of) your clients and is consistent across all touch points. This may involve some staff training..

 

The Benefit

Manufacturers which are better in articulating their value see that both customer-facing personnel and their clients better see the value, better appreciate the value and therefore also find it more logical pay for this value.

Hence, these manufacturers generate more new revenue streams with higher margins and differentiate more from their competition.

 

Give monetisation of services and IoT an Impulse

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 experience, insights and challenges.

Book your seat @ https://moremomentum.eu/impulse-sessions/ 

 

Essence

Delivering value to customers does not automatically also capture the value – that is, monetise the value delivered. If the delivered value is not clearly articulated for clients (and staff), both will take it for granted or maybe even not recognise it.

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Jan Van Veen, is Founder of MoreMomentum

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TomTom Telematics has launched a new version of its fleet management Software-as-a-Service solution WEBFLEET 3.3 which allows fleet operators to review combined vehicle data from different sources in one easy-to-use interface.

The WEBLEET Plugin functionality allows a third party to generate notifications within WEBFLEET to draw the user’s attention to an event or a specific vehicle. This will highlight, for example, when a cold chain trailer temperature is out of range or a vehicle has maintenance issues which need to be addressed.

Using the company's award-winning WEBFLEET.connect open API functionality, the software enables flexible and easy back office integrations to bring all information into one system.

For customers with bespoke software needs, this means faster and easier fleet control, integrating such services as safety cameras, temperature monitoring, alcohol testing, routing optimisation or ERP information within their WEBFLEET management system.

The technology is already being used by mutual customers of TomTom Telematics and VisionTrack to view vehicle camera footage directly from WEBFLEET.

"Our customers who also use TomTom Telematics can now pull up incident footage instantly and review via the WEBFLEET interface, without having to open up the VisionTrack software independently," said Richard Lane, Commercial Director at VisionTrack.  "Having access to both visual proof and telematics data gives the clearest picture possible and helps to mitigate insurance costs. We’re excited to bring this new partnership to our mutual customers."

Beverley Wise, Director UK & Ireland for TomTom Telematics, added: “This new capability gives our customers an easier user experience, with faster and more convenient access to the management information they need to make smarter decisions.

"Having real-time third-party information in one interface makes WEBFLEET the hub for optimal fleet control."

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Tieto announced recently that it is one the first Nordic companies to join the European AI Alliance, a newly-formed forum for artificial intelligence (AI) stakeholders to come together to push European competitiveness on AI research and development and its impacts on industry and society.

The AI Alliance, established by the European Commission, brings together a diverse set of leading AI actors, including companies, consumer organizations, trade unions and other representatives of civil society bodies across Europe to share best practices. The AI Alliance aims to directly contribute to the European debate on AI and impact the Commission’s AI policy-making.

To achieve that, the AI Alliance works in close collaboration with the High-Level Expert Group on Artificial Intelligence (AI HLEG), a group the Commission has also established, with 52 members from academia, business and civil society such as Bayer, BMW, Bosch, Fraunhofer Institute, Google, IBM, Nokia, Siemens, Telenor and University of Oxford. The AI HLEG advises the Commission on AI’s opportunities and challenges, and supports it in the implementation of the European strategy on AI. The AI HLEGwill also prepare AI ethics guidelines covering issues such as fairness, safety and transparency as well as the impact on our fundamental rights, including privacy, dignity and consumer protection.

The AI Alliance will complement and support the work of the AI HLEG in particular in preparing AI ethics guidelines and ensuring Europe’s competitiveness in AI. Tieto and other members of the AI Alliance can provide direct feedback on specific questions and draft documents prepared by the AI HLEG.

“As one of the first Nordic companies involved in the AI Alliance, this is a great opportunity for Tieto to facilitate the development of artificial intelligence in Europe. We are excited to join forces with other AI Alliance members to foster AI innovation while also ensuring the highest ethical and sustainability standards in the development of AI. We will work alongside other leading members to build strategies that accelerate AI research and industrial applications,” says Dr. Christian Guttmann, Vice President, Head of Artificial Intelligence and Data Science at Tieto.

“As a Nordic leader in AI, we have already established a Tieto wide AI ethics certificate and are already recruiting new talent in this area, including AI ethics and transparency engineers and AI Trainers to teach our AI systems,” Guttmann continues.

AI and advanced data analytics are an integral part of Tieto’s vision for future growth and success, and Tieto has recently developed several innovative AI and data-driven projects, including the trial with the City of Espoo. Tieto will have six representatives in the AI Alliance, each with deep scientific and industrial experience in AI, including AI’s sub-categories such as machine learning, deep learning, multi-agent systems, knowledge representation, machine perception and AI ethics.

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In this, the latest edition of the Field Service Podcast, Kris Oldland, Field Service News, Editor-in-Chief, is joined by Kevin Starr of ABB oil and Gas as they talk about the huge impact of automation within field service delivery.

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Upskill, a leader in enterprise augmented reality (AR) software, today announced Skylight for Microsoft HoloLens is available for public early access in the U.S. Enterprises can now take advantage of mixed reality experiences on the same Skylight AR software platform that also supports assisted reality and mobile devices, at no additional cost.

Certain use cases for AR call for more immersive digital interaction that provides users with a large canvas to visualize the necessary information to complete their work. Skylight for HoloLens delivers this mixed reality experience, which is particularly relevant for hands-on workers completing complex tasks in manufacturing, maintenance and repair, as well as for on-the-job training.

Using Skylight for HoloLens, hands-on workers gain immediate access to:

 

• Spatial Content Placement: Place, move and resize digital content in the real world and reference while completing work completely hands-free.
• Multi-window Viewing: Simultaneously visualize, resize, interact with and cross-reference numerous sources of content in one, large screen.
• Native Content Integration: Access and display original reference materials, such as work instructions and engineering drawings in PDF format, instantly and without the need to reauthor content—a key advantage for enterprise customers.
• Natural User Interaction: Use simple hand gestures or head gaze to directly navigate applications, interact with content and reposition information within a workspace.

 

All of the features available with Skylight, including enterprise scalability, security and the ability to seamlessly integrate with virtually any system or database, can be leveraged across multiple device types, including smart glasses and mixed reality headsets, such as HoloLens.

“Our customers see augmented reality as the force multiplier that allows them to fully realize the potential of their workforce and digital investments,” said Brian Ballard, Upskill CEO and co-founder. “Skylight for Microsoft HoloLens will serve as the foundation that delivers the latest advances in visualization, cloud computing and artificial intelligence in a mixed reality environment.”

Terry Farrell, Director of Product Marketing, Mixed Reality, Microsoft Corp. said, “As adoption of Microsoft HoloLens continues to rapidly increase in industrial settings, Skylight offers a software platform that is flexible and can scale to meet any number of applications well suited for mixed reality experiences. With Skylight for HoloLens, hands-on workers are provided with the ability to interact with content and information in the most natural ways possible, leading to a safer, more efficient workplace.”

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The United Kingdom’s army of tradespeople who monitor, maintain and fix the billions of pounds of equipment that keeps offices, factories and shops open have become the new frontline in the advance of the Internet of Things (IoT).

As the internet and smartphones become primary necessities over paper and landlines, trade services must embrace the next phase of business evolution in order to remain relevant in the market and to appear dependable, effective and cutting-edge for the modern customer.

Though not a brand new concept, IoT has become the herald of this new chapter, facilitating unique connections with the latest job management and service technology and forever changing the way the industry operates.

 

The Internet of Things (IoT)

IoT has been defined as the concept of connecting any electronic device to the internet and to other connected devices. It works an application or service that uses information collected from sensors – or the “things” – and then analyses the data from the sensor to perform a specific function.

Through IoT, a giant online network is created which allows previously unrelated technology to speak to each other and combine forces to create new functions that generate new levels of convenience for the user. Many tech experts have used smart TVs or fitness watches that generate a tailored exercise plan as examples of IoT.

 

Why should trade services care?

According to Curtis Thomson, simPRO Director at one of the world’s leading job management software companies, IoT projects have now moved well beyond the initial trials and high-end proof of concepts and are being actively rolled out by leading service companies and manufacturers across the UK.

For these companies, however, it’s not about programming driverless cars or automatic toasters and coffee machines for the break room. Trade service companies are eager to get in on the IoT action because when their systems are all connected and talking to each other, they have the potential to improve their service delivery, considerably cut costs, and deliver an improved customer experience.

“Think about the IoT in terms of field service applications,” Thomson said.

“Say, for example, you have an accelerometer fitted to the cooling tower on top of a building that could take vibration readings, log them to your database, and alert you when the vibrations fall out of a range.

“Or, you have sensors in the fire detection or sprinkler systems all constantly monitoring and reporting back the current state of the equipment they are tasked to keep an eye on.

 

"When an event occurs that falls outside of a tolerable range for that piece of equipment, a notification is raised, a job is created to investigate, or an alert is sent to your customer..."

 

Then, when an event occurs that falls outside of a tolerable range for that piece of equipment, a notification is raised, a job is created to investigate, or an alert is sent to your customer.

“How could this impact your SLAs, or your costs, for that matter? What will your customers think about this – your ability to log, report and respond to potential defects before they even can tell something is wrong, and in between maintenance cycles?”

Thomson’s insight into the future of the trade service industry is why companies like simPRO are determined to add IoT to their repertoire. In 2018, simPRO customers across the UK have been able to access the company’s new IoT solution, which rolled out in June to more than 100,000 users across the globe to countries like Australia, New Zealand, the United States.

simPRO IoT takes hardware, software and data from businesses in the trade and field service industries and integrates them into one platform, allowing previously separate programmes and machines to talk to each other and provide automated solutions ordinarily requiring extensive manual effort.

simPRO’s IoT solution also includes machine learning, proactive action triggering and automation of field service activities, which significantly reduces the complexity of administrative tasks like selection, installation, integration and management, and can trigger field service activities for businesses in near real time.

The company has already begun working with airport lounge operator Swissport and facilities (building plant and equipment) management group Thermacell to keep guests at Luton Airport in the UK warm in winter and cool in summer.

IoT represents significant opportunity in the trade services market, with the number of connected IoT devices worldwide expected to jump 12 percent on average annually, from nearly 31 billion in 2018 to 125 billion in 2030, according to analysis from IHS Markit (Nasdaq: INFO). In the UK, statista reported that in 2018 the share of adults owned at least one connected device was 83 percent.

The ability for machines and data to connect and interact with one another goes far beyond allowing the human race to live like the Jetsons. The trade service industry’s IoT-laden future signals effectiveness, efficiency, profitability and all-around satisfaction for everyone involved.

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Field Service Insights is a subscription-based, membership website headed up by long-time fieldservicenews.com associate columnist Michael Blumberg. Fieldservicenews.com has arranged an exclusive free trial period to this exciting new members community for field service professionals.

Michael Blumberg himself tells us more...

At Field Service Insights, every month, we bring you thought-provoking content designed to help you thrive in core areas of your business.

With over twenty-five years’ experience in the field service industry, we are continuously researching and evaluating industry trends, benchmarks, and state of the art. We are skilled at helping field service leaders anticipate the future, overcome obstacles to growth, and implement lasting change.

Field Service Insights was created based on the thought that providing overall service or having exceptional customer satisfaction is not easy. We know that field service leaders must continually deliver exceptional service, demonstrate value, and contribute to their company’s bottom line.

 

"Let’s face it, Field Service Organizations can’t invest in new tools or strategies simply because of their competitors. Analysis and due diligence are required when making these types of decisions..."

 

We understand the many challenges field service leaders face. We are aware that they don’t have access to unlimited capital resources. Every decision must lead to measurable results. Positive impact is key from day one.

Let’s face it, Field Service Organizations can’t invest in new tools or strategies simply because of their competitors. Analysis and due diligence are required when making these types of decisions.

Our mission at Field Service Insights is to provide field service leaders with insights and perspectives that can transform their business and provide added value for their customers. We want to help them shorten the learning curve and accelerate their transformation process.

By joining Field Service Insights, you will gain access to the latest strategies, tools, and perspectives on Field Service Management to help you increase service revenue, boost profits, and customer satisfaction.

For a limited time, we are offering Field Service News viewers a FREE 3-Month Individual Subscription of Field Service Insights.

 

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Click here to take advantage of this offer

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You don’t want to miss the valuable insights and perspectives from Field Service Insights! Join us TODAY!

 

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Manuel Grenacher discusses why Automation is set to play a crucial part in the two key pillars of field service success, operational effectiveness and customer satisfaction...

As part of the fourth industrial revolution, manufacturing factories are undergoing digital transformations, and not just on the factory floor but also business-wide – specifically regarding automation.

Research firm Gartner defines intelligent automation services as “a variety of strategies, skills, tools, and techniques that service providers are using to remove the need for labour, and increase the predictability and reliability of services while reducing the cost of delivery,” and Gartner predicts that automation will reshape managed workplace services over the next few years, providing a higher customer experience at a deflated cost.

 

"More than 50% of job responsibilities of today’s global labour force can be automated by adapting contemporary technologies..."

 

Less than 5% of occupations are likely to be affected by full automation, thus curbing job dismissals – which are often cited as the main risk of the automation trend. Instead, industry experts are discussing the “partial automation potential” concept and estimate that more than 50% of job responsibilities of today’s global labour force can be automated by adapting contemporary technologies, amounting to over $15 trillion in wages.

In the field service management (FSM) industry, to keep up with customer demands, field service organisations are refining, expediting and automating service processes, using automated dispatch and scheduling software to adjust and balance resources and manage the growing number of jobs, technicians and customers.

Dispatchers work closely together with the system, leading the more face-front work and leaving the technical, tedious work to the automation-enabled software – and this results in the following benefits and outcomes.

 

Finding the Perfect Fit

With the help of automated dispatch and scheduling, service providers can review historical customer information at-a-glance and send out the best-fit technician with the proper skill set and tools, resulting in the quickest match and an excellent experience for all partners involved.

Having a technician on-the-job without the proper equipment and expertise can damage the relationship between the customer and technician, and can lead to many inconveniences when chasing down the potential solution. Field service organizations can deploy the automated system for both short-term projects, as well as long-cycle projects, which requires a complex calculation and organization of specific resources over an extended period.

 

"Automated dispatch and scheduling projects enable the best possible utilisation of all available resources, resulting in simplifying the dispatching process..."

 

Automated dispatch and scheduling projects enable the best possible utilisation of all available resources, resulting in simplifying the dispatching process, increasing first-time fix rate, and elevating efficiency and productivity (which translates directly into a sizable return on investments).

By providing relevant details to technicians in the field, while they are in the middle of scheduling future appointments and managing various projects, field service organisations will notice smoother and swifter operations.

 

Flexible Mobility and Real-time Results

Customer satisfaction extends far beyond the purchase of machines and devices, as the increasing shift towards a mobile-enabled, connected world has conditioned end-users to expect delivery of products and services in realtime.

People do not have time to wait around for a technician set to arrive sometime within an 8-hour time-frame; with the help of up-to-date, automated status reports via mobile devices (including phones, tablets and more), customers are supported as conveniently as possible.

An automated system also benefits the technicians, as they can receive real-time information on their schedules, directly to their mobile device. If a colleague is unable to perform a project or task, the automated software dispatches the adequate person to the assignment and eliminates the tasks of heading to the back office to get assignments or manually checking the best route to appointments.

Before automation, administrative staff were dependent on a labour-intensive process and inefficient combination of spreadsheets and geographic expertise of schedulers to get engineers where and when they needed to go.

Automated dispatching and scheduling gets the right people to the right place, on time, and with the parts they need – and enables organizations to transmit critical information much faster and more efficiently than before.

This leads to improved field service operations on a local, national and international scale, which results in the ultimate goal: an enriched customer experience.

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Manuel Grenacher is CEO, Coresystems

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