Benefits of sales force automation to salespeople and to their customers in business-to-business markets

This study applied qualitative case study method for solving what kind of benefits salespeople and their customers perceived to gain when sales reps used a specific sales force automation tool, that defined the values and identified segment that best fit to each customer. The data consisting of four interviews was collected using semi-structured individual method and analyzed with thematic analysis technique. The analysis revealed five salespeople perceived benefits and four customer perceived benefits. Salespeople perceived benefits were improvements in customer knowledge, guidance of sales operations, salesperson-customer relationship building, time management and growing performance. Customer perceived benefits were information transmission, improved customer service, customer-salesperson relationship building and development of operations, which of the last was found as a new previously unrecognized customer benefit.

Kiinteistöautomaatio osana älykkäitä sähköjärjestelmiä

Työssä tarkasteltiin älykkäiden sähköverkkojen näkökulmasta, millaisia toiminnallisuuksia kiinteistöautomaatiojärjestelmiltä odotetaan ja miten markkinoilla olevat järjestelmät vastaavat näihin odotuksiin. Lisäksi arvioitiin, kuinka taloudellisesti kannattavia valittuihin automaatiojärjestelmiin kuuluvat energian käytön hallintaan liittyvät toiminnallisuudet ovat sähkönkäyttäjien näkökulmasta. Lopuksi tehtiin lyhyt katsaus kiinteistöautomaatiojärjestelmien tulevaisuuden näkymiin. Kiinteistöautomaatiolla voidaan vaikuttaa energian käytön tehokkuuteen ohjaamalla esimerkiksi valaistusta, ilmanvaihtoa, ilmastointia, lämmitystä ja sähkölaitteita. Eräs vaihtoehto on toteuttaa ohjauksen avulla markkinapohjaista kysyntäjoustoa, jossa kiinteistön sähköjärjestelmän toimintaa säädetään sähkön hinnan perusteella. Kiinteistössä tulee myös voida tehdä laitekohtaisia energiankulutuksen mittauksia, jotka antavat tietoa sähkönkäyttäjille eri laitteiden sähkönkulutuksesta. Kiinteistöautomaation ja sähkön pientuotannon yleistymisen myötä on myös etähallittavien virtuaalivoimaloiden toteuttaminen tulossa mahdolliseksi. Lisäksi laskettiin sähkönkäyttäjän kannalta lämmityksen, valaistuksen ja ilmanvaihdon ohjauksen kannattavuutta ja selvitettiin, että tutkituissa esimerkkijärjestelmissä suurin säästöpotentiaali on lämmityksen ohjauksessa.

Developing purchase invoice processing through workflow automation

The aim of this master’s thesis is to research and analyze how purchase invoice processing can be automated and streamlined in a system renewal project. The impacts of workflow automation on invoice handling are studied by means of time, cost and quality aspects. Purchase invoice processing has a lot of potential for automation because of its labor-intensive and repetitive nature. As a case study combining both qualitative and quantitative methods, the topic is approached from a business process management point of view. The current process was first explored through interviews and workshop meetings to create a holistic understanding of the process at hand. Requirements for process streamlining were then researched focusing on specified vendors and their purchase invoices, which helped to identify the critical factors for successful invoice automation. To optimize the flow from invoice receipt to approval for payment, the invoice receiving process was outsourced and the automation functionalities of the new system utilized in invoice handling. The quality of invoice data and the need of simple structured purchase order (PO) invoices were emphasized in the system testing phase. Hence, consolidated invoices containing references to multiple PO or blanket release numbers should be simplified in order to use automated PO matching. With non-PO invoices, it is important to receive the buyer reference details in an applicable invoice data field so that automation rules could be created to route invoices to a review and approval flow. In the beginning of the project, invoice processing was seen ineffective both time- and cost-wise, and it required a lot of manual labor to carry out all tasks. In accordance with testing results, it was estimated that over half of the invoices could be automated within a year after system implementation. Processing times could be reduced remarkably, which would then result savings up to 40 % in annual processing costs. Due to several advancements in the purchase invoice process, business process quality could also be perceived as improved.

Semantic and fuzzy modelling for human behaviour recognition in smart spaces : a case study on ambient assisted living.

Human activity recognition in everyday environments is a critical, but challenging task in Ambient Intelligence applications to achieve proper Ambient Assisted Living, and key challenges still remain to be dealt with to realize robust methods. One of the major limitations of the Ambient Intelligence systems today is the lack of semantic models of those activities on the environment, so that the system can recognize the speci c activity being performed by the user(s) and act accordingly. In this context, this thesis addresses the general problem of knowledge representation in Smart Spaces. The main objective is to develop knowledge-based models, equipped with semantics to learn, infer and monitor human behaviours in Smart Spaces. Moreover, it is easy to recognize that some aspects of this problem have a high degree of uncertainty, and therefore, the developed models must be equipped with mechanisms to manage this type of information. A fuzzy ontology and a semantic hybrid system are presented to allow modelling and recognition of a set of complex real-life scenarios where vagueness and uncertainty are inherent to the human nature of the users that perform it. The handling of uncertain, incomplete and vague data (i.e., missing sensor readings and activity execution variations, since human behaviour is non-deterministic) is approached for the rst time through a fuzzy ontology validated on real-time settings within a hybrid data-driven and knowledgebased architecture. The semantics of activities, sub-activities and real-time object interaction are taken into consideration. The proposed framework consists of two main modules: the low-level sub-activity recognizer and the high-level activity recognizer. The rst module detects sub-activities (i.e., actions or basic activities) that take input data directly from a depth sensor (Kinect). The main contribution of this thesis tackles the second component of the hybrid system, which lays on top of the previous one, in a superior level of abstraction, and acquires the input data from the rst module's output, and executes ontological inference to provide users, activities and their in uence in the environment, with semantics. This component is thus knowledge-based, and a fuzzy ontology was designed to model the high-level activities. Since activity recognition requires context-awareness and the ability to discriminate among activities in di erent environments, the semantic framework allows for modelling common-sense knowledge in the form of a rule-based system that supports expressions close to natural language in the form of fuzzy linguistic labels. The framework advantages have been evaluated with a challenging and new public dataset, CAD-120, achieving an accuracy of 90.1% and 91.1% respectively for low and high-level activities. This entails an improvement over both, entirely data-driven approaches, and merely ontology-based approaches. As an added value, for the system to be su ciently simple and exible to be managed by non-expert users, and thus, facilitate the transfer of research to industry, a development framework composed by a programming toolbox, a hybrid crisp and fuzzy architecture, and graphical models to represent and con gure human behaviour in Smart Spaces, were developed in order to provide the framework with more usability in the nal application. As a result, human behaviour recognition can help assisting people with special needs such as in healthcare, independent elderly living, in remote rehabilitation monitoring, industrial process guideline control, and many other cases. This thesis shows use cases in these areas.

Replacing Copper with New Carbon Nanomaterials in Electrical Machine Windings

Electrical machines have significant improvement potential. Nevertheless, the field is characterized by incremental innovations. Admittedly, steady improvement has been achieved, but no breakthrough development. Radical development in the field would require the introduction of new elements, such that may change the whole electrical machine industry system. Recent technological advancements in nanomaterials have opened up new horizons for the macroscopic application of carbon nanotube (CNT) fibres. With values of 100 MS/m measured on individual CNTs, CNT fibre materials hold promise for conductivities far beyond those of metals. Highly conductive, lightweight and strong CNT yarn is finally within reach; it could replace copper as a potentially better winding material. Although not yet providing low resistivity, the newest CNT yarn offers attractive perspectives for accelerated efficiency improvement of electrical machines. In this article, the potential for using new CNT materials to replace copper in machine windings is introduced. It does so, firstly, by describing the environment for a change that could revolutionize the industry and, secondly, by presenting the breakthrough results of a prototype construction. In the test motor, which is to our knowledge the first in its kind, the presently most electrically conductive carbon nanotube yarn replaces usual copper in the windings.

Design and Drive-Cycle Based Analysis of Direct-Driven Permanent Magnet Synchronous Machine for a Small Urban Use Electric Vehicle

A direct-driven permanent magnet synchronous machine for a small urban use electric vehicle is presented. The measured performance of the machine at the test bench as well as the performance over the modified New European Drive Cycle will be given. The effect of optimal current components, maximizing the efficiency and taking into account the iron loss, is compared with the simple id=0 – control. The machine currents and losses during the drive cycle are calculated and compared with each other.

Green welding in practice

Efficient production and consumption of energy has become the top priority of national and international policies around the world. Manufacturing industries have to address the requirements of the government in relation to energy saving and ecologically sustainable products. These industries are also concerned with energy and material usage due to their rising costs. Therefore industries have to find solutions that can support environmental preservation yet maintain competitiveness in the market. Welding, a major manufacturing process, consumes a great deal of material and energy. It is a crucial process in improving a product’s life-cycle cost, strength, quality and reliability. Factors which lead to weld related inefficiencies have to be effectively managed, if industries are to meet their quality requirements and fulfil a high-volume production demand. Therefore it is important to consider some practical strategies in welding process for optimization of energy and material consumption. The main objective of this thesis is to explore the methods of minimizing the ecological footprint of the welding process and methods to effectively manage its material and energy usage in the welding process. The author has performed a critical review of the factors including improved weld power source efficiency, efficient weld techniques, newly developed weld materials, intelligent welding systems, weld safety measures and personnel training. The study lends strong support to the fact that the use of eco-friendly welding units and the quality weld joints obtained with minimum possible consumption of energy and materials should be the main directions of improvement in welding systems. The study concludes that, gradually implementing the practical strategies mentioned in this thesis would help the manufacturing industries to achieve on the following - reduced power consumption, enhanced power control and manipulation, increased deposition rate, reduced cycle time, reduced joint preparation time, reduced heat affected zones, reduced repair rates, improved joint properties, reduced post-weld operations, improved automation, improved sensing and control, avoiding hazardous conditions and reduced exposure of welder to potential hazards. These improvement can help in promotion of welding as a green manufacturing process.

Automatic recognition of fish from video sequences

The problem of automatic recognition of the fish from the video sequences is discussed in this Master’s Thesis. This is a very urgent issue for many organizations engaged in fish farming in Finland and Russia because the process of automation control and counting of individual species is turning point in the industry. The difficulties and the specific features of the problem have been identified in order to find a solution and propose some recommendations for the components of the automated fish recognition system. Methods such as background subtraction, Kalman filtering and Viola-Jones method were implemented during this work for detection, tracking and estimation of fish parameters. Both the results of the experiments and the choice of the appropriate methods strongly depend on the quality and the type of a video which is used as an input data. Practical experiments have demonstrated that not all methods can produce good results for real data, whereas on synthetic data they operate satisfactorily.

Invoice process analysis and development. Case: Power and automation technology company

This master’s thesis studies the case company’s current purchase invoice process and the challenges that are related to it. Like most of other master’s thesis this study consists of both theoretical- and empirical parts. The purpose of this work is to combine theoretical and empirical parts together so that the theoretical part brings value to the empirical case study. The case company’s main business is frequency converters for both low voltage AC & DC drives and medium voltage AC Drives which are used across all industries and applications. The main focus of this study is on the current invoice process modelling. When modelling the existing process with discipline and care, current challenges can be understood better. Empirical study relays heavily on interviews and existing, yet fragmented, data. This, along with own calculations and analysis, creates the foundation for the empirical part of this master’s thesis.

Eleohjaus Google Cardboard-virtuaaliympäristöön käyttäen älypuhelimen kameraa

Tässä opinnäytetyössä on toteutettu ja arvioitu virtuaalitodellisuuteen soveltuvaa käyttöliittymää. Motivaationa työlle oli Google Cardboardin mahdollistama todentuntuinen virtuaalikokemus älypuhelimen hinnalla. Cardboard-ympäristöön ei kuitenkaan ollut olemassa kattavaa käyttöliittymää ja tämän työn tavoitteena olikin selvittää, onko älypuhelimen kameraa mahdollista käyttää eleohjauksen toteuttamiseen niin että ohjaus on käytettävyydeltään kelvollinen ja se tukee läsnäolon tunteen syntymistä. Asian selvittämiseksi kehitettiin testipeli, jolla eleohjausta verrattiin Cardboardin oletuskäyttöliittymään. Koehenkilöt saavuttivat ehdotetulla käyttöliittymällä testipelissä keskimäärin 45-% korkeampia pistemääriä ja lisäksi he arvioivat sen olleen toimiva ja sen synnyttämän läsnäolon tunteen olleen voimakkaampaa.

Sensor communication in Smart cities and regions: An efficient IoT-based remote health monitoring system

Recent advances in Information and Communication Technology (ICT), especially those related to the Internet of Things (IoT), are facilitating smart regions. Among many services that a smart region can offer, remote health monitoring is a typical application of IoT paradigm. It offers the ability to continuously monitor and collect health-related data from a person, and transmit the data to a remote entity (for example, a healthcare service provider) for further processing and knowledge extraction. An IoT-based remote health monitoring system can be beneficial in rural areas belonging to the smart region where people have limited access to regular healthcare services. The same system can be beneficial in urban areas where hospitals can be overcrowded and where it may take substantial time to avail healthcare. However, this system may generate a large amount of data. In order to realize an efficient IoT-based remote health monitoring system, it is imperative to study the network communication needs of such a system; in particular the bandwidth requirements and the volume of generated data. The thesis studies a commercial product for remote health monitoring in Skellefteå, Sweden. Based on the results obtained via the commercial product, the thesis identified the key network-related requirements of a typical remote health monitoring system in terms of real-time event update, bandwidth requirements and data generation. Furthermore, the thesis has proposed an architecture called IReHMo - an IoT-based remote health monitoring architecture. This architecture allows users to incorporate several types of IoT devices to extend the sensing capabilities of the system. Using IReHMo, several IoT communication protocols such as HTTP, MQTT and CoAP has been evaluated and compared against each other. Results showed that CoAP is the most efficient protocol to transmit small size healthcare data to the remote servers. The combination of IReHMo and CoAP significantly reduced the required bandwidth as well as the volume of generated data (up to 56 percent) compared to the commercial product. Finally, the thesis conducted a scalability analysis, to determine the feasibility of deploying the combination of IReHMo and CoAP in large numbers in regions in north Sweden.

Quality assurance of refuse derived fuel with machine vision

This thesis studies the use of machine vision in RDF quality assurance and manufacturing. Currently machine vision is used in recycling and material detection and some commer- cial products are available in the market. In this thesis an on-line machine vision system is proposed for characterizing particle size. The proposed machine vision system is based on the mapping between image segmenta- tion and the ground truth of the particle size. The results shows that the implementation of such machine vision system is feasible.

Feasibility of industrial implementation of laser cutting into paper making machine

Laser cutting implementation possibilities into paper making machine was studied as the main objective of the work. Laser cutting technology application was considered as a replacement tool for conventional cutting methods used in paper making machines for longitudinal cutting such as edge trimming at different paper making process and tambour roll slitting. Laser cutting of paper was tested in 70’s for the first time. Since then, laser cutting and processing has been applied for paper materials with different level of success in industry. Laser cutting can be employed for longitudinal cutting of paper web in machine direction. The most common conventional cutting methods include water jet cutting and rotating slitting blades applied in paper making machines. Cutting with CO2 laser fulfils basic requirements for cutting quality, applicability to material and cutting speeds in all locations where longitudinal cutting is needed. Literature review provided description of advantages, disadvantages and challenges of laser technology when it was applied for cutting of paper material with particular attention to cutting of moving paper web. Based on studied laser cutting capabilities and problem definition of conventional cutting technologies, preliminary selection of the most promising application area was carried out. Laser cutting (trimming) of paper web edges in wet end was estimated to be the most promising area where it can be implemented. This assumption was made on the basis of rate of web breaks occurrence. It was found that up to 64 % of total number of web breaks occurred in wet end, particularly in location of so called open draws where paper web was transferred unsupported by wire or felt. Distribution of web breaks in machine cross direction revealed that defects of paper web edge was the main reason of tearing initiation and consequent web break. The assumption was made that laser cutting was capable of improvement of laser cut edge tensile strength due to high cutting quality and sealing effect of the edge after laser cutting. Studies of laser ablation of cellulose supported this claim. Linear energy needed for cutting was calculated with regard to paper web properties in intended laser cutting location. Calculated linear cutting energy was verified with series of laser cutting. Practically obtained laser energy needed for cutting deviated from calculated values. This could be explained by difference in heat transfer via radiation in laser cutting and different absorption characteristics of dry and moist paper material. Laser cut samples (both dry and moist (dry matter content about 25-40%)) were tested for strength properties. It was shown that tensile strength and strain break of laser cut samples are similar to corresponding values of non-laser cut samples. Chosen method, however, did not address tensile strength of laser cut edge in particular. Thus, the assumption of improving strength properties with laser cutting was not fully proved. Laser cutting effect on possible pollution of mill broke (recycling of trimmed edge) was carried out. Laser cut samples (both dry and moist) were tested on the content of dirt particles. The tests revealed that accumulation of dust particles on the surface of moist samples can take place. This has to be taken into account to prevent contamination of pulp suspension when trim waste is recycled. Material loss due to evaporation during laser cutting and amount of solid residues after cutting were evaluated. Edge trimming with laser would result in 0.25 kg/h of solid residues and 2.5 kg/h of lost material due to evaporation. Schemes of laser cutting implementation and needed laser equipment were discussed. Generally, laser cutting system would require two laser sources (one laser source for each cutting zone), set of beam transfer and focusing optics and cutting heads. In order to increase reliability of system, it was suggested that each laser source would have double capacity. That would allow to perform cutting employing one laser source working at full capacity for both cutting zones. Laser technology is in required level at the moment and do not require additional development. Moreover, capacity of speed increase is high due to availability high power laser sources what can support the tendency of speed increase of paper making machines. Laser cutting system would require special roll to maintain cutting. The scheme of such roll was proposed as well as roll integration into paper making machine. Laser cutting can be done in location of central roll in press section, before so-called open draw where many web breaks occur, where it has potential to improve runability of a paper making machine. Economic performance of laser cutting was done as comparison of laser cutting system and water jet cutting working in the same conditions. It was revealed that laser cutting would still be about two times more expensive compared to water jet cutting. This is mainly due to high investment cost of laser equipment and poor energy efficiency of CO2 lasers. Another factor is that laser cutting causes material loss due to evaporation whereas water jet cutting almost does not cause material loss. Despite difficulties of laser cutting implementation in paper making machine, its implementation can be beneficial. The crucial role in that is possibility to improve cut edge strength properties and consequently reduce number of web breaks. Capacity of laser cutting to maintain cutting speeds which exceed current speeds of paper making machines what is another argument to consider laser cutting technology in design of new high speed paper making machines.

Sentence Compression with Supervised Machine Learning

The subject of the thesis is automatic sentence compression with machine learning, so that the compressed sentences remain both grammatical and retain their essential meaning. There are multiple possible uses for the compression of natural language sentences. In this thesis the focus is generation of television program subtitles, which often are compressed version of the original script of the program. The main part of the thesis consists of machine learning experiments for automatic sentence compression using different approaches to the problem. The machine learning methods used for this work are linear-chain conditional random fields and support vector machines. Also we take a look which automatic text analysis methods provide useful features for the task. The data used for machine learning is supplied by Lingsoft Inc. and consists of subtitles in both compressed an uncompressed form. The models are compared to a baseline system and comparisons are made both automatically and also using human evaluation, because of the potentially subjective nature of the output. The best result is achieved using a CRF - sequence classification using a rich feature set. All text analysis methods help classification and most useful method is morphological analysis. Tutkielman aihe on suomenkielisten lauseiden automaattinen tiivistäminen koneellisesti, niin että lyhennetyt lauseet säilyttävät olennaisen informaationsa ja pysyvät kieliopillisina. Luonnollisen kielen lauseiden tiivistämiselle on monta käyttötarkoitusta, mutta tässä tutkielmassa aihetta lähestytään television ohjelmien tekstittämisen kautta, johon käytännössä kuuluu alkuperäisen tekstin lyhentäminen televisioruudulle paremmin sopivaksi. Tutkielmassa kokeillaan erilaisia koneoppimismenetelmiä tekstin automaatiseen lyhentämiseen ja tarkastellaan miten hyvin erilaiset luonnollisen kielen analyysimenetelmät tuottavat informaatiota, joka auttaa näitä menetelmiä lyhentämään lauseita. Lisäksi tarkastellaan minkälainen lähestymistapa tuottaa parhaan lopputuloksen. Käytetyt koneoppimismenetelmät ovat tukivektorikone ja lineaarisen sekvenssin mallinen CRF. Koneoppimisen tukena käytetään tekstityksiä niiden eri käsittelyvaiheissa, jotka on saatu Lingsoft OY:ltä. Luotuja malleja vertaillaan Lopulta mallien lopputuloksia evaluoidaan automaattisesti ja koska teksti lopputuksena on jossain määrin subjektiivinen myös ihmisarviointiin perustuen. Vertailukohtana toimii kirjallisuudesta poimittu menetelmä. Tutkielman tuloksena paras lopputulos saadaan aikaan käyttäen CRF sekvenssi-luokittelijaa laajalla piirrejoukolla. Kaikki kokeillut teksin analyysimenetelmät auttavat luokittelussa, joista tärkeimmän panoksen antaa morfologinen analyysi.