Annata Ask the Expert Series | Q&A with Daniel Burbano Flores: How AI is redefining the future of industries

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As Artificial intelligence (AI) continues to reshape the business landscape, its impact on the automotive, trucks & buses, and equipment sectors is becoming stronger. In this interview, we delve into its transformative power with Daniel Burbano Flores, Annata’s Presales Consultant.

Daniel sheds light on how Annata’s A365, powered by Microsoft Dynamics 365 and other advanced technologies including AI through Microsoft Copilot, is driving digital transformation and enhancing operational efficiency for businesses.

From overcoming implementation challenges to exploring future trends, Daniel offers a comprehensive look at how artificial intelligence is revolutionizing industry practices, the challenges businesses face with AI adoption, and what businesses can do to stay ahead of the curve.

Let’s dive right in.

1.Tell us a little bit about your role at Annata and what drives your passion for artificial intelligence.

At Annata, I lead our pre-sales consulting efforts in the automotive, trucks & buses, and equipment industries. My role involves understanding our clients’ unique challenges and demonstrating how our solution, A365, can drive their digital transformation.

What fuels my passion for artificial intelligence is its transformative power. It doesn’t just automate tasks; it unlocks new possibilities, enhances human capabilities, and drives innovation in ways we couldn’t have imagined before. Seeing the tangible benefits it brings to our clients is incredibly rewarding.

2.Can you briefly explain how its transforming the automotive, trucks & buses, and equipment industries?

AI is revolutionizing these industries by enabling smarter, more efficient operations.

In the automotive sector, it enhances predictive maintenance, optimizes supply chains, and improves vehicle safety through advanced driver-assistance systems (ADAS). For trucks and buses, it optimizes fleet management, reducing downtime and operational costs. In the equipment industry, AI-driven analytics improve asset management and operational efficiency.

Annata Ask the Expert Series | Q&A with Daniel Burbano Flores: How AI is redefining the future of industries 1

3.What are the key challenges and concerns that automotive, trucks & buses, and equipment businesses face when implementing AI solutions?

One of the main challenges is the integration of artificial intelligence into existing systems and workflows. Businesses often worry about the complexity and cost of implementation, data privacy, and security issues. There’s also a concern about the skill gap – ensuring that staff have the necessary skills to work with artificial intelligence technologies.

At Annata, we address these concerns by providing comprehensive support and training, ensuring smooth integration, and prioritizing data security.

4.What are the challenges in implementing AI solutions for automotive, trucks & buses, and equipment businesses and how Annata addresses them?

We understand that integrating artificial intelligence can seem overwhelming with challenges and concerns.

Let’s explore some of these concerns and see how A365 addresses them:

Annata Ask the Expert Series | Q&A with Daniel Burbano Flores: How AI is redefining the future of industries 7

5.What specific AI capabilities has A365 embedded through Microsoft Copilot, and how do they benefit businesses in these industries?

A365, enhanced with Microsoft Copilot, integrates several advanced artificial intelligence capabilities. These include predictive analytics for maintenance, natural language processing for better customer interactions, and machine learning algorithms for supply chain optimization. For businesses, this means reduced operational costs, improved efficiency, and a better understanding of their customers. By leveraging AI, companies can make data-driven decisions, enhance their products and services, and stay ahead of the competition.

Some examples of how A365 and Copilot are making a difference include streamlining day-to-day processes and enhancing customer experiences for businesses. Take car service appointments, for instance. The video below shows how Chris, a busy professional, deals with a car issue late one evening. Instead of stressing, he heads to the ADC Motors website, powered by Microsoft Power Pages, for a hassle-free solution. With Copilot in A365, a plugin built using Microsoft Copilot Studio, Chris quickly gets his car serviced without any hassle. This seamless integration makes operations more efficient and boosts customer satisfaction.

Annata Ask the Expert Series | Q&A with Daniel Burbano Flores: How AI is redefining the future of industries 9

This next video illustrates how A365, coupled with the power of Copilot, is revolutionizing sales. Here, we follow Max Bryden, a Regional Sales Manager at an Annata-powered dealership. He uses A365 and Microsoft Copilot to reshape automotive sales for his business. From strategic reviews to personalized customer interactions, and efficient operational management to revenue growth, you’ll see how these tools transform employee-customer engagement, streamline operations, and change the way business is done.

Annata Ask the Expert Series | Q&A with Daniel Burbano Flores: How AI is redefining the future of industries 10

6.How does AI integration with A365 enhance operational efficiency and decision-making for businesses in these sectors?

The integration of artificial intelligence in A365 enhances operational efficiency by automating routine tasks, optimizing resource allocation, and providing predictive insights. This allows businesses to focus on strategic initiatives and make informed decisions based on real-time data. For example, predictive maintenance can prevent costly downtimes, while AI-driven analytics can identify trends and opportunities that might otherwise go unnoticed, leading to more effective and proactive decision-making.

7.How does artificial intelligence in A365 assist businesses with customer relationship management and personalization?

It transforms customer relationship management by enabling more personalized and responsive interactions. AI-driven insights help businesses understand customer preferences and behaviors, allowing for tailored marketing and service strategies. Chatbots and virtual assistants powered by AI can provide instant support and improve customer satisfaction. Ultimately, this leads to stronger customer relationships and loyalty.

A365 does this by:

Annata Ask the Expert Series | Q&A with Daniel Burbano Flores: How AI is redefining the future of industries 6

7.In your opinion, what are the most significant advantages of incorporating AI into business processes, and how does A365 with Microsoft Copilot provide a competitive edge?

The most significant advantages of incorporating AI include increased efficiency, reduced costs, and enhanced decision-making. It can uncover insights from vast amounts of data, predict future trends, and automate complex processes. A365 with Microsoft Copilot provides a competitive edge by seamlessly integrating these capabilities into business workflows, enabling companies to innovate faster and respond to market changes more effectively. This integration ensures businesses can leverage it to stay ahead in a rapidly evolving industry landscape.

8.What advice would you give to businesses looking to leverage AI within their operations using the A365 solution?

My advice is to start with a clear strategy and identify specific areas where it can deliver the most value. Work closely with experts to ensure a smooth integration process and invest in training for your staff to build artificial intelligence competency. It’s also crucial to adopt a phased approach – start small, learn from initial implementations, and scale up gradually. Leveraging the power of A365 and Microsoft Copilot can significantly enhance your operations, but it requires a thoughtful and well-executed plan.

Here are some key steps to ensure successful AI integration:

Annata Ask the Expert Series | Q&A with Daniel Burbano Flores: How AI is redefining the future of industries 5

9.How can businesses overcome the fear of AI and fully embrace its transformative power?

The key to overcoming the fear is education and collaboration. Businesses need to understand that is is a tool designed to augment human capabilities, not replace them. By investing in training and fostering a culture of continuous learning, employees can become comfortable and proficient with its associated technologies. Furthermore, collaborating with experienced partners like Annata and leveraging a robust solution like A365 with Microsoft Copilot can ensure a smooth and successful integration.

Annata Ask the Expert Series | Q&A with Daniel Burbano Flores: How AI is redefining the future of industries 2

10.What future trends do you foresee in artificial intelligence development for the automotive, trucks & buses, and equipment industries?

I foresee it driving even more advanced predictive maintenance, more autonomous vehicles, and smarter fleet management solutions. We’ll see deeper integrations with IoT, leading to more connected and intelligent ecosystems. Additionally, it will play a crucial role in developing sustainable solutions, such as optimizing energy consumption and reducing emissions. The future holds exciting possibilities as it continues to evolve and integrate with emerging technologies.

11.Can you recommend any books for those who are just starting to learn about artificial intelligence?

Absolutely! Here are a few recommendations:

  1. “Artificial Intelligence: A Guide for Thinking Humans” by Melanie Mitchell – A great introduction to the key concepts and history of artificial intelligence.
  2. “Superintelligence: Paths, Dangers, Strategies” by Nick Bostrom – A thought-provoking read on the future implications of artificial intelligence.
  3. “Prediction Machines: The Simple Economics of Artificial Intelligence” by Ajay Agrawal, Joshua Gans, and Avi Goldfarb – This book explains how artificial intelligence can transform business decisions.
  4. “Life 3.0: Being Human in the Age of Artificial Intelligence” by Max Tegmark – An accessible and comprehensive guide to the impacts of artificial intelligence on society.

These books provide a solid foundational understanding of its application and its potential to transform industries, including automotive, trucks & buses, and equipment.

12.What inspires you the most about the future of AI in the automotive, trucks & buses, and equipment industries?

What inspires me the most about its future in these industries is the incredible potential to reshape our world for the better. Imagine a future where autonomous vehicles drastically reduce traffic accidents, AI-driven logistics minimize environmental impact, and smart equipment management maximizes productivity while conserving resources. This vision is not a distant dream but a rapidly approaching reality.

Annata Ask the Expert Series | Q&A with Daniel Burbano Flores: How AI is redefining the future of industries 1

Learn more about how we’re leveraging AI in A365 to streamline business processes and enhance customer experiences for businesses in the industries we serve. Book a free consultation with an Annata consultant today.

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Hydrogen-powered commercial vehicle purveyors selects Annata to fulfill global scale ambitions

North America
Manufacturer

In 2020, Annata was chosen by a heavy truck manufacturer to assist in developing their business processes and the systems required to support them. The company has more than 400 employees to support its rapid growth as a leading automotive innovator in zero-emission vehicles and trucks.

After a rapid and intensive validation cycle, Annata was chosen because of Annata’s 20-year automotive industry experience and extensions to the Microsoft Dynamics platform that formed the basis of the manufacturer’s finance and manufacturing systems.

Designed with cloud scalability and agility built in, the solution covered all critical processes. To ensure a complete and compelling customer experience, Annata’s solution will ensure the organization is well connected to customer behaviors, both pre-and post-sale for years to come.

The company decided to engage in a multi-year partnership with Annata after the success of the solution implementation. Annata provided the manufacturer with industry insights and experience to drive more value in all its business processes.

Annata picked for superior material handling performance by Leading North American equipment dealer

North America
Dealer

A prominent material handling equipment dealer, with a network spanning over 60 locations across North America, is committed to delivering a comprehensive range of services, including new and used equipment, rentals, parts, service solutions, and training, with a strong emphasis on exceptional customer service.

The collaboration between Annata and Microsoft that led to the successful partnership with the customer was built on a foundation of team expertise and trust, ensuring a strong working relationship.

In their initiative to replace the current system, the company aspired to migrate to a modern, Azure cloud-based platform to optimize their Microsoft Dynamics investment. The primary goals included achieving business transformation, ensuring scalability, and eliminating system performance constraints.

The decision to upgrade to Dynamics 365 stemmed from challenges such as instability, poor performance, and growth limitations experienced in their previous solution installation. 

The overarching objective was to address these issues and enhance the overall efficiency and stability of their operational environment. Annata’s offering stood out with its comprehensive equipment lifecycle functionality, addressing the customer’s specific needs in a tailored manner. System performance and adherence to Independent Software Vendor (ISV) compliance were pivotal aspects that contributed to the decision, assuring the customer of a robust and reliable solution.

Annata’s commitment to ongoing development, reflected in their ecosystem investment and roadmap, aligned well with the customer’s long-term goals. Microsoft’s Proof of Concept (POC) support played a crucial role in demonstrating the capabilities of the proposed Dynamics 365 solution.

The success of the partnership was further cemented by the strong collaboration and partnership ethos shared between Annata and Microsoft, ensuring a holistic and effective approach to meeting the customer’s requirement.

Automotive powerhouse selects A365 for next-level business optimization

North America
Distributor

A privately-owned enterprise with a significant presence in the automotive industry, operates as a key distributor for a globally recognized automotive brand. As the largest independent distributor for this brand on a global scale, the division serves a network over 150 independent dealerships.

Previously relying on an outdated “Green Screen” system and managing a complex network of around 200 applications, the company recognized the need for a transformative change. The existing system, developed over 25 years, had become inadequate for evolving dealer needs, leading to technical debt rather than delivering value. To address this, the enterprise sought a modern solution to meet the dynamic requirements of the automotive industry and enhance overall operational efficiency. The Microsoft Dynamics 365 and A365 combination were selected to improve forecasting, streamline vehicle ordering processes, and reduce lead times from inspection to final delivery.

The enterprise now leverages the full A365 platform, including warranty management and rental services, to optimize its operations. The pivotal factor in selecting this solution was the ability to offer a platform tailored to the automotive industry, providing comprehensive visibility, management, and controls throughout the entire vehicle lifecycle. This capability formed the cornerstone of a compelling value narrative, resonating strongly with a diverse group of stakeholders.

The decision to choose Microsoft Dynamics and A365 exemplified a strategic approach, wherein technology was prioritized first, aligning subsequently with the market for a systems integrator. This decision underscored the strategic fit of the chosen technology to the specific needs of the enterprise, setting the stage for a successful implementation and business transformation.

Key automotive importer and dealer adopts A365 for comprehensive operational enhancement

Latin America
Importer and dealer

Founded in 1963 in Latin America, this key player in the local automotive industry has solidified its standing among the top groups in the sector. Over six decades, the company has maintained consistent growth, establishing a robust financial foundation.

Central to their success is a commitment to transparent management, enabling them to overcome challenges. The company prioritizes key strategic pillars, including business sustainability, delivering exceptional customer experiences, nurturing a skilled workforce, embracing technology, and forming strategic alliances. These pillars reflect the company’s comprehensive approach to ensuring long-term success and resilience in the dynamic automotive industry.

To enhance their operations, the company opted for Dynamics 365 Finance & Operations combined with A365 and Dynamics 365 Customer Engagement combined with A365. In the evaluation process, various global and regional players were considered, with the chosen combination ultimately selected based on key factors.

The decision to choose this particular combination was influenced by factors such as embracing new technologies for future growth, an abundance of experienced consultants for technology implementation, a holistic solution with cloud hosting and flexible services, and an excellent cost-benefit Total Cost of Ownership (TCO) ratio.

Additionally, the choice of Annata was motivated by their extensive expertise in the automotive sector, a strong market presence, a robust research and development (R&D) plan, and certification capabilities with a cost-effective Total Cost of Ownership (TCO).

This combination of solutions was deemed the optimal choice, aligning with the organization’s strategic goals and ensuring a comprehensive and effective solution for their business needs.

European vehicle manufacturer unlocks competitive edge with Annata

Europe
Manufacturer

The European automotive manufacturer was increasingly challenged with their internal reliance on their existing systems as they felt that they were losing a competitive edge by not having the ability to benchmark functionality, performance, and cost. 
To address this, they started to investigate adding D365 as a second practice. They, however, soon found a need to bring in the Annata extended solution to fully understand the capabilities of the underlying D365 platform with the vertical extension for their specific business. 

Through the roll-out, the manufacturer was able to move from local, siloed solutions to a common enterprise standard solution which drives down costs, mitigates risks, and improves the customer experience with a consequential uptick in sales. 
In essence, the customer views the solution as providing the systems that run their captive fleet dealers in-country, as well as providing the integration from captive and non-captive dealers into the central solution.

Annata expands Dynamics solution for South African arm of major importer and distributor

South Africa
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A South African arm of a major importer and distributor of cars and spare parts was looking to expand the use of the solution into Dynamics 365 Sales. A365 Sales was selected as the preferred industry solution.

The reputation of Annata working with the Microsoft team in South Africa helped to land the deal. The underlying Common Data Model for Automotive was also an important factor in the decision.

The expansion of the use of Dynamics CE for sales was already planned but the business felt that the Annata Sales app would provide ‘out of the box’ functionality and save them a considerable amount of time and effort. The business estimated that implementing the Annata Sales app would save them up to 3 years compared with developing the functionality themselves.

The Annata Sales app provides functionality to handle vehicle configuration, and sales quotations including financing options, trade-ins, test drives, etc.

The Annata Sales app will hopefully be the first of several products that the business will implement. This includes D365 F&O; A365 for Dealer management; Customer service; Annata Dealer portal and; Annata Field Service. The 5-week implementation of the Annata Sales app was another compelling factor.

Japanese multinational automotive manufacturer arm selects Annata to replace existing vehicle division systems

Northwestern Europe
Importer

A division of a Japanese multinational automotive manufacturer serving developing markets chose Dynamics 365 + A365 to replace all their current systems for their vehicle division across Africa and selected countries in Latam and Asia. 

The implementation was complex as it involved replacing three heavily customized, on-premise solutions with a standard, (based on a global template), cloud-based offering. The complexity was further increased as the connectivity in some African countries can be intermittent, and delivering a project across many countries requires a great deal of experience and planning.

The solution implemented covered importation, dealerships, aftersales, and service, in addition to rental and fleet in specific markets. The device types cover all vehicles; from motorbikes to cars, lorries, tractors, construction machinery, etc. – and in some markets even boats.

D365 + A365 provided the manufacturer with the confidence that  existing processes would all be supported and that moving to the Azure cloud would drive additional benefits.

Annata brings agility to a Chinese electric vehicle manufacturer

East Asia
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The North American arm of a Chinese electric vehicle (EV) manufacturer, with a 450,000-square-foot bus manufacturing and forklift assembly facility, required an agile solution to manage its supply chain, assembly, dealer orders, and post-sales processes for parts, warranty, and dealer management.   

The existing solution was unable to support these business processes cost-effectively with the same flexibility and agility. Annata’s automotive original equipment manufacturer (OEM) experience and track record of successful and agile implementations, particularly in the U.S. market were key to winning against other competitors.  

Key decision makers of the manufacturer were primarily of Chinese descent, with some residing in corporate offices in China. Working with Microsoft China, Annata was able to leverage its insight into Chinese business culture and its relationships with the business’s corporate IT.

Annata’s ability to adjust to an unconventional sales process and accommodation for cultural differences, coupled with an implementation approach and agile solution that could grow with the North American arm, was key to winning the business. 

Swedish commercial vehicle manufacturer partners with Annata to drive the shift towards sustainable transporting

Scandinavia
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A Swedish trucking manufacturer selects Annata and Dynamics 365 to replace their current wholesale and dealer management systems around the globe. By adding A365 to the Dynamics solution, the company is provided with the comfort to cover almost all its operational processes and drive additional benefits by moving to a cloud-based system.

The company’s primary challenge was that it was dealing with large sets of homegrown solutions and legacy vertical solutions with a separate outdated dealer management system that did not communicate with each other. The current on-premise portfolio needed to be replaced with a standard, cloud-based solution, that covers imports, dealerships, aftersales, and service operations, in addition to its rental and fleet-based markets.

Annata, Microsoft, and the manufacturer worked together to build a golden template and blueprint to be used in future rollouts globally. The solution combination adds future capabilities and support for ML, AI, IoT, and more automated business executions, which will have a positive impact on the ROI.

The manufacturer has transformed its dealer management system, replacing its outdated solutions with Annata’s integrated, cloud-based solution using Microsoft’s infrastructure.

RV manufacturer streamlines business processes with Annata

North America
Manufacturer

Annata was chosen as a solutions provider to replace a 20-year-old heavily customized legacy system for an RV manufacturer. The systems in use were not supplying prompt information to the management team and model changes for production were painful to implement. 

The implementation was vital to simplify access to data and increase service levels to its different dealers. The manufacturer selected Annata due to Annata’s global ISV status and strong solution functionalities to manage their critical workload, particularly those that require interaction with their dealer channel.   

Annata’s robust dealer portal solution has improved dealer relationships with a quicker turnaround on warranty claim decisions and processing.

In parallel, the manufacturer can now leverage warranty rules and validations. The dealer portal is a win for the manufacturer in reducing warranty costs while improving dealer and customer relationships.

The manufacturer expects overall improved management reporting for executives and operations. Operational improvements include rationalized bills of materials, costing, and managing production change orders effectively. The manufacturer expects its dealers to have a more efficient process for warranty claims that will result in a reduced payment time, while still preventing fraudulent or duplicate claims.

Swiss agricultural equipment and machinery supplier accelerates cloud migration with Annata

Central Europe
Importer

As an existing customer of AX and Annata IDMS on-premise, the Swiss company decided to start its journey to the cloud in early 2020. Annata’s finance and operations solution was the core of the solution proposed to the company.  

Annata’s full suite of capabilities was implemented and included extensive device management functionalities that support the entire lifecycle of a machine encompassing imports, sales, and lifecycle management with service/work order management, warranty handling, parts management, and rental. 

In addition to a proven solution, Annata was the primary choice due to the strongly committed executive management team which is very much supportive of the strategic project goals.

The project enjoys a high focus at the executive management level and is supported by a strong change management approach aiming to avoid unnecessary customizations. 

The industry competence of the Annata implementation team was well equipped to mitigate challenges typically encountered when setting up new customer solutions in replace of their heavy customized “homegrown” solution.

Annata selected to digitally transform distribution channel of agricultural equipment manufacturer

Central Europe
Manufacturer

With a primary focus on excellent product quality and outstanding customer service, the equipment manufacturer made a company-wide decision to shift their business process to the cloud using Dynamics 365 and Annata’s Finance & Operations solution. 

The solution was rolled out to several major markets within Europe and the Americas in a span of 3-4 years, before offering the industry template to their independent dealer network. Annata was selected as the preferred industry solution partner to move their on-premise solution within their headquarters to the cloud within three months, utilizing its extensive industry and digital competencies in the Annata team. 

As soon as Annata engaged with the equipment manufacturer, it was clear to them that the industry IP was key to their goal to digitally transform their distribution channel.

Coupled with finance and operations implementation expertise, the equipment manufacturer was confident that D365 with Annata was the best to provide industry knowledge to help them make the right process choices and a full set of industry functionalities around the full lifecycle of their equipment.

Mexican subsidiary of an international motor company implements Annata solutions to modernize business processes

Southern North America
Manufacturer

A Mexican subsidiary of an international motor company was utilizing multiple and heavily customized legacy systems which were around 20 years old and did not improve the business. The financial reports generated caused many discrepancies in the business which dampened business decisions. 

The management was looking for an Integrated system that was consistent and easily manageable, in which all users from different departments could manage business processes in a co-dependent and competent manner.  

Annata’s extensive solution provided the Mexican subsidiary with a technology transformation through its transition to digitized workflows.

The new system enabled the company’s dealerships to seamlessly communicate and collaborate with suppliers and service partners, while the company focused on creating an integrated supply chain. 

With Annata’s unified solution, the company benefited from providing accurate, analytical data through the implementation of key functions in cost management, inventory management, warranty management, sales, and service departments. It also provided the company with a range of business data (in real-time) for analysis at a reduced time rate and this provided the organization with major improvements in its management reporting. 

Hydrogen-powered commercial vehicle purveyors selects Annata to fulfill global scale ambitions

North America
Manufacturer

In 2020, Annata was chosen by a heavy truck manufacturer to assist in developing their business processes and the systems required to support them. The company has more than 400 employees to support its rapid growth as a leading automotive innovator in zero-emission vehicles and trucks.

After a rapid and intensive validation cycle, Annata was chosen because of Annata’s 20-year automotive industry experience and extensions to the Microsoft Dynamics platform that formed the basis of the manufacturer’s finance and manufacturing systems.

Designed with cloud scalability and agility built in, the solution covered all critical processes. To ensure a complete and compelling customer experience, Annata’s solution will ensure the organization is well connected to customer behaviors, both pre-and post-sale for years to come.

The company decided to engage in a multi-year partnership with Annata after the success of the solution implementation. Annata provided the manufacturer with industry insights and experience to drive more value in all its business processes.

Forestry equipment global manufacturer selects Annata for company-wide digitization

Europe
Manufacturer

Operating in forestry markets of more than 40 different countries, the manufacturer had an IT landscape that was complex, fragmented, and varied greatly between countries. As part of their future-proofing efforts, they needed a platform to bolster them as they navigated into the future, providing them with the flexibility required to digitize their entire business. 

Annata’s complete set of industry functionalities around the lifecycle of heavy equipment, the strength of the application and platform, as well as in-depth knowledge and vast experience within the industry were reasons why Annata was selected to support them along their transformation journey. 

Annata also displayed strong awareness of future capabilities specific to the manufacturer’s needs aside from proving a strong partnership with Microsoft. 

Annata’s flexibility, scalability, and capabilities to take on the ever-changing environment in the forestry manufacturing industry have since enabled the manufacturer to maintain a competitive edge digitally.