Little nightly thoughts
by Business Exploration
Dear Fellow Innovator,
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I am a "Growth and Change specialist".
People call me when they have to do something new:
start a new business, launch a new product or enter a new market;
Business Owners or CEOs,
who are struggling to pin-point the elements of their selling process,
when they are thinking how to beat competition,
move customers out of the status quo and
become the priority on their Customers’ to-do list.
I help to think "right to left": from Goals to Execution,
design business models, lay-down strategic plans, craft convincing communication,
build organizations and processes that sell
My clients moke me calling me "professor", "confessor" and even "midwife".
I see my contribution more like the one of a specialist:
someone that has made a lot of mistakes before you
and took the time to rationalize and structure a bestpractice to avoid them.
If you want a flavor of my methodology and approach,
on Amazon you find a series of booklets: the Business Exploration
They bring you 350+ slides that visually explain key ideas around go to market.
I collected them in 25+ years of profession and I use as memory teaser during my consulting projects.
They proof worth in a dozen of Startups, several industrial SMBs and in General Electric,
where I worked as strategic marketing manager in my previous life.
If you find them interesting, and think the approach can bring value to your table,
get in touch:
I will be happy to learn more about you and your business.
- MBA, SDA Bocconi - Milano
- MSc Aeronautical Engineering - Politecnico di Milano
- Liceo Classico Arcivescovile C. Endrici - Trento
- Professional Data Science, Microsoft - Edx
- Six Sigma Black Belt, General Electric - Crotonville
- Project Management PMP, IAFE School of ENI group - Roma
- Root Cause Analysis, Apollo methodology
- Adult Teaching, Achieve Global
Business Exploration | Consultant
2009 - Today | Milan - London - Dubai
Since 2009 I help industrial business Owners, CEOs and high-tech Saas startups beat competition,
building a go to market that sells to the Aerospace, Power Generation, Oil & Gas, Automation, Automotive and Medical Devices industries.
I bring a multidisciplinary approach that interfaces well with all company's functions,
a 4000+ strong network of professionals spanning 43 countries from Seattle to Brisbane,
vibrant communities of innovators in London, Milan and Dubai,
and a tipical Tuscan way to call things by their name and make beautifull things happen.
GATE Spa | Partner - Shareholder
2019 - Today | Pisa
GATE Spa is an innovation platform for venture creation.
Founded by spin-offs of Pisa University, and lead by University Professors,
Researchers and experienced Entrepreneurs in the field of Robotics and Artificial Intelligence,
GATE Spa is re-writing the classic "Industrial District" Italian Innovation model,
injecting latest IoT, Industry 4.0 and Mechatronic ideas into a fertile territory of arts and genius: Tuscany.
InnoVits | Board Member
2015 - Today | Milano
InnoVits is no-profit Association supporting startuppers in the development of their business idea.
InnoVits has a partecipative and open-innovation model that offers to the startuppers:
- 60+ Seasoned Professionals' advices, experience, network and perhaps investments
- a dedicated coaching program based on Lean Startup and energized by the partners corporate experience
- a dedicated Tutor that guide the startup along the program
- Vertical Experts in disciplines ranging from Marketing to Finance, from Operations to Technology and Sales...
- Several learning opportunities with focus seminars, conferences and competitions
- understand people and corporate culture
CRAZYDATA | Founder
2016 - Today | Milano
CRAZYDATA mission is to help industrial organizations adopt “intelligent” data management to take decisions that Gut and Experience cannot.
CRAZYDATA builds quantitative models that bring business excellence, enhance operational efficiency and reduce the risk of disruption.
CRAZYDATA started out in London in 2016, leveraging 20 years of data analytics and data modeling experience, to bring Intelligent Text Mining to the Aerospace, Automation and Automotive industries.
CRAZYDATA, We look at data from a different angle: one that connects the dots between Market, Technology, Organization and Information.
Current platform: PICO - the smallest CRM of the world
an integrated cloud platform to manage your Customers and your tasks
with proprietary graphs and custom workflows.
General Electric Oil & Gas | Senior Marketing Manager - Upstream Oil&Gas industry
2005 - 2009 | Houston
Supported by a small team of senior and junior analysts, I was responsible for the Upstream Oil & Gas Equipment market scenarios forecasting and strategic planning:
- targeted customers segmentation and customer profiling;
- key drivers of the market dynamics from reservoir to off-loading or gas-boosting battery limits;
- service's technological requirements;
- detailed assessment of the competitive landscape and won/lost reasons
in order to support strategic and tactical pricing and investments decisions.
To do so, I built an global Oil &Gas market model capable to predict the 2009 crisis two years earlier and to identify 2B$/y of opportunities.
I lead strategic market penetration initiatives in North America, in Russia/CIS, on FPSO customers, that brought new clients, a new Russian sales organizations and a new offshore compression train’s design.
I defined the market potential of New Product Introduction programs like: GE15 Gas Turbine, SHM+ high speed reciprocating compressor, CCS pumps.
In my work I was supported by a small team of senior and junior analysts, and I costantly took advantage of stagers for their great questions.
I am happy to see all of them pursuing great careers in sales, R&D and BD in GE and in the main Competitors.
The new market model approach replaced the previous market models used in all the industrial sectors covered by the marketing team: Midstream, Downstream, and Small Power Generation.
General Electric Oil & Gas | Cash Risk Manager - Process Digitization Leader
2004 - 2004 | Firenze
I lead the team who has rebuilt from scratch the cash management process controlling a portfolio of 150 projects, worth 1 Billion USD /year.
We created new procedures, a new organizational function and a risk management software capable to predict quarterly cash collection with less than 2% error.
The software development alone was worth: 150 K$, it had a central dashboard suite for Risk Management at portfolio level and a Project Manager’s suite to support individual Project Managers in their Contract Management duties. The platform is still running in 2017.
The new model for managing the projects portfolio using cash milestones has changed forever the way GE Oil & Gas controls the portfolio of projects.
The way I lead the team in developing both the logics, processes and tools would be described today as "Agile Project Management".
In retrospective, it's impressive how close our steps were to the Agile Manifesto and Scrum methodology.
(This risk management approach has been featured on a IRR conference in 2007)
General Electric Oil & Gas | Six Sigma Black Belt - Project Management Office
2002 - 2003 | Firenze
I supported the Project Management Office's growth from few hundred millions $/y revenues to 2B$/y, leading its business process re-engineering:
- Project Launch
- Plan & Control
- Capacity Management
- Project Document Management
- Risk Management & Contract Management
- Project Closure, Handover, Shipping, Transportation
- Customer Satisfaction & KPIs
I have mapped the Project Management processes from Sales to Delivery of GE Oil & Gas, to change the ERP system from IBM AS400 to Oracle
I have supported the Project Management function growth on:
- Post-Acquisition integration of Termodyne (F), ACC (USA) and PII (UK)
- Selection and hiring of 30 Project Managers
- Creating the Course: GE Oil & Gas Project Management
I made routine and ad-hoc data analysis on the GE data warehouse e.g.:
- root cause analysis of deliveries delays on reciprocating compressors product line
- identification of drivers in Project Management responsiveness and customer satisfaction
- identification of key drivers of centrifugal compressors' efficiency performances
- identification of critical items affecting punch lists at projects delivery
- costs variation drivers affecting pj CM
I managed a 45.000€ software development project based on BO - Business Object- called the "Project Dashboard", from which a PM could have all the critical project progress data in one screenshot (featured on "Impiantistica Italiana - 2006", the ANIMP official organ)
I created Access-VBA software tools capable to precisely define Engineering, Sourcing and Manufacturing phases’ progress of a Project, with a click.
We called it "the Control Room" and allowed GE to overcome a deep communication crisis with the Customer: Chevron, on the famous TENGIZ project (the highest well re-injection pressure on Earth, at that time)
I proved the correlation between Project Delay and percentage of Engineering documentation in delay, showing that On Time Delivery is achieved by "overall" and not: "punctual" control
Versalis Spa (ENI Group) | Consultant - Information Systems - Customers Base segmentation
2001 - 2001 | Milano
I was part of the Project Team that was in charge to create a better Customers Base Segmentation:
- performing a cluster analysis the information contained into the Company's Customer Relationship Management ( CRM ) ( several thousand national and international clients ),
- defining KPIs for the development of their Customer Equity and
- recommending a new organizational model of the Sales Office.
We performed the task, using advanced Neural Mapping software and a PCA Principal Components Analysis that reduced the key dimensions describing the Customer Base to just two.
Based on these two dimensions it was possible to identifying 7 Customers Clusters, describing clear customers behaviors in terms of purchasing volume and retention rate.
Based on the new customers segmentation was possible to identify recommendations in the areas of logistic, customer care, customer communication and sales.
General Electric Oil & Gas | Project Manager - Re-injection, Refinery and Power Generation turbo-machinery
1997 - 2000 | Firenze
I brought to delivery Upstream, Downstream and Power generation projects worth up to 100 MM USD, with full Customer satisfaction, on time and with no liquidated damages.
- ASAB AGD-I, (UAE) 1999 Snamprogetti, Sour gas reinjection, 100 MM$
- Lucchini, (Italia) 2000 NP IPL, Blast Furnace Gas Recovery 180 Mw, 10 MM$
- SINCOR, (Venezuela) 2000 Technip, 180 Mbod upgrader from 7 to 28 API°, 25 MM$
I managed with passion international teams spanning the globe, acted also as project engineer and ended-up being quoted by a French EPC chief inspector as “best project manager” in the Division.
As a Green Belt I developed a tollgates framework that has been adopted by the Division as standard for the mangement of all projects in portfolio
ATOP Spa | Research & Development engineer - Automated Lines machinery
1996 - 1997 | Siena
I coordinated the development of new automation machinery capable to double the productivity, thanks to an new un-balanced mechanism, fully adjustable, that I invented.
This machine replaced the existing product line.
Danieli Spa | Design Engineer - Finite Elements Design & Fatigue analysis
1995 - 1996 | Udine
I was in charge of the design of equipments for steel bars production: Finite elements analysis and Fatigue analysis of long products rolling equipment and Software development for bars packaging optimization.
My structural analysis of a new long products milling machine canceled the existing "C" shaped frame design in favor of a more performing "U" shaped frame design.
Italian Army | 2nd lieutenant - Anti Aircraft Artillery - Mountain Troops
1993 - 1994 | Trento
I took part to the territory control operation “Vespri Siciliani”;
Coached a platoon of 30 effectives on Anti-Aircraft weapons and techniques.
2nd Lieutenant A.U.C., Anti Aircraft Artillery (Trento, Italy)
IV Corpo d’ Armata Alpino - 2°Rgt "Vicenza" - 28^ Batteria (Trento)
S.A.C.A. 153° A.U.C. (Sabaudia - Roma)
General Avia Srl | Stager - structural analisis of F22 - Pinguino
1993 - 1994 | Trento
I had the privilege to work at General Avia for a 3 months stage during my last year of University.
Legendary aircraft designer Stelio Frati ( among his creations the SF-260 trainer and the F8 Falco) allowed me to run freely into his company, in Pioltello - Milan, discovering and questioning all the phases of F22 - Pinguino assembly. I then was tasked to re-do the stress analysis calculations for the F22 - Pinguino fuselage. For that I developed a Fortran Software program, based on the "Mantegazza's methodology" that was able to "cut" different sections of the fuselage and calculate the shear stresses on the fuselage skin. Among the legacy quotes Stelio Frati teached me I preserve these as the most important:
" Se è bello - vola bene" (if it is beautiful - it flights beautifully)
"...deve essere il più veloce..." ( you must design the fastest airplane in its category )