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Branch pairs up with TUNE to create a supersized marketing and measurement platform

Branch announced today that it has acquired TUNE‘s attribution analytics team and business, a part of the SaaS platform that focuses on optimizing and accurately attributing ad spend. Terms of the deal were not disclosed. 

TUNE, a Seattle-based startup founded in 2009, helps ad platforms tie marketing investments to measurable outcomes. 

Backed by Android co-founder Andy Rubin’s Playground Ventures, Branch creates links between websites and mobile apps, called deep links. The deal will help the company, which supports 40,000 apps with roughly 3 billion monthly users, expand its portfolio of linking and attribution analytics tools to become the ultimate marketing and measurement platform for businesses.

“TUNE has always been a steward of Branch’s core values, especially when it comes to putting user experience and privacy first,” Branch CEO Alex Austin said in a statement. “Combining TUNE’s years of learning with Branch’s innovation, raw product execution, and key strategic partnerships is the beginning of a new era of mobile marketing. It’s going to be an incredible ride.”

Formerly known as HasOffers, TUNE was founded by twin brothers Lucas and Lee Brown. Peter Hamilton joined the startup in 2012 and has served as the CEO since.

The performance marketing company completed a $9.4 million Series A investment in 2013 led by Accel, followed by a $27 million Series B in 2015 led by ICON Ventures. For its part, Branch is in the process of raising a fresh round of venture capital funding at a unicorn valuation. 

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Coinbase’s Brian Armstrong: ‘I’d love to run a public company’

Brian Armstrong, the CEO of cryptocurrency trading platform Coinbase, wants to take his company public — maybe on the blockchain.

Onstage at TechCrunch Disrupt SF 2018, Armstrong dished on his ambitions for the future of Coinbase.

“We are self-sustaining,” Armstrong said. “You know, we’ve been profitable for quite a while. We don’t have any plans to raise additional capital at this point, but never say never … Someday I’d love to run a public company.”

Armstrong didn’t rule out going public on the blockchain. He said he’s even considered going public on his own platform.

“I think it would be very on mission for us to do that because, of course, we are creating an open financial system,” he said. “Companies could list their stock, which are really tokens, and instead of a cap table, you tokenize the cap table. But I don’t have any decisions on that to share at the moment.”

An innovative exit would be very on-brand for Coinbase. As one of the earliest players in crypto-mania, the company has certainly had to make things up as it goes. It’s worked, as Armstrong said; the company is profitable and was the first-ever cryptocurrency startup to garner a billion-dollar valuation.

Founded in 2012, Coinbase is backed by IVP, Spark Capital, Greylock Partners, Battery Ventures, Section 32, Draper Associates and more. The company was valued at $1.6 billion in August 2017 with a $100 million Series D last year. The financing was reportedly the largest-ever for a crypto startup.

Watch the full interview with Brian Armstrong below.

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What every startup founder should know about exits

Benjamin Joffe
Contributor

Benjamin Joffe is a partner at HAX.
More posts by this contributor

The dream of a startup founder can often be summarized by the following well-intentioned, and mostly delusional, quote: “We’ll raise a few rounds and in a few years we’ll IPO on Nasdaq.”

But a more likely scenario looks something like this:

You invest a few years of hard work to build something of value. One day you receive an acquisition offer out of the blue. You’re elated. And you’re not prepared. You drop everything to focus on this opportunity. Exclusive due diligence starts. Your company is a mess (IP, contracts, burn). Days become weeks; weeks become months. You’ve neglected business and fundraising. You’re running out of money. M&A is now your one and only option. The buyer says they found a bunch of cockroaches in the walls and drops the price. Now what?

Sound unlikely?

This is still a favorable situation: You had an offer! Think about how much time you invested in your various funding rounds. The hundreds of names and Google spreadsheet or Streak-powered quasi-CRM process.

Have you spent even a fraction of that on understanding exit paths? If you’d rather not live the situation described above, read along.

The E-word: A strange taboo

Investors live by exits, but many founders keep dreaming of unicornization and avoid the “E-word” until it’s too late. Yet, in 2016, 97 percent of exits were M&As. And most happened before Series B.

Exits matter because that’s when you, your team and your investors get paid. Oddly enough, and to use a chess metaphor, we hear a lot about the “opening game” (lean startup) and the “mid-game” (growth), but very little about this “end game.

As a result, founders miss opportunities or leave money on the table. This is a shame. Our fund has more than 700 companies in portfolio. We want the best possible exit for each of them. And fortune favors the prepared! Now, how to get 700 exits (and counting)?

To explore the topic, we organized a series of Master Classes tapping corporate buyers, bankers, investors, lawyers and startup CEOs with M&A or IPO experience in San Francisco. It was a group that included the founders of Guitar Hero —  bought by Activision; JUMP Bikes —  a SOSV portfolio company bought by Uber, Ubiquisys —  bought by Cisco and Withings —  bought by Nokia. Each one for hundreds of millions.

Their observations can be summarized below.

Maximize optionality

“Founders must be aware of what contributes to an exit. This means understanding partnerships and how they are formed in the business space the entrepreneur is working in,” said one Master Class participant.  

As founders, you build your product, your company and… optionality. You need to understand the options open to your company, and take steps to enable them.

The most likely one is an acquisition, but there are others like IPO (including small cap), RTO, SBO, LBO, Equity Crowdfunding and even ICO.

“Exit is not a goal ​per se, but as a CEO it is something you should think about as early in your cycle as possible, while being business-focused,” said the London-based investor Frederic Rombaut, of Seraphim Capital.

Indeed, most participants said that exits should always be on the chief executive’s agenda, no matter how early in the process. “Exits should be on the CEO agenda. Not front and center, but on the agenda. M&A is a by-product of a great business and targeted BD. IPOs are always an option once you’ve built significant cashflow forecasting.”

It’s important to ask questions like: How many “strategic engagements” with potential buyers have you had this month? Is your message and value clear in their eyes? Have you considered an acquisition track in parallel to a fundraise?

It doesn’t stop there:

  • Equity crowdfunding might help close some gaps at seed stage.
  • Early IPOs on smaller exchanges can be an option to raise over $10 million —  the robotics startup Balyo went public and raised €40 million on Euronext to get rid of a critical “right of first refusal” option held by one of its corporate investors.
  • Reverse mergers can work too: the medical exoskeleton company EKSO Bionics went public this way.

One thing is sure: The time to exit is not when you’re running out of money.

Companies are bought, not sold

Unicorn or not, the most likely exit is an acquisition.

As George Patterson, managing director at HSBC in New York said, “Good tech companies are bought, not sold. The question is thus: how to get bought?”

Patterson says it’s important to understand how mergers and acquisitions actually work; how to prepare a startup for an exit; and how to develop a “feel” for the market you’re exiting through and into.

How M&A works

Hearing from corp dev veterans from Cisco, Logitech, Dassault and IBM, a few key ideas emerged:

Motivations vary

It could be from least to most expensive, or as a mix, as listed by Mark Suster, managing partner at Upfront Ventures:

  1. Talent hire ($1 million/dev as a rule of thumb —  location matters)
  2. Product gap
  3. Revenue driver
  4. Strategic threat (avoid or delay disruption)
  5. Defensive move (can’t afford a competitor to own it)

How corporates find you

Corporates find deals via the development of partnerships, investment (CVC), their business units, corp dev research, media and investor connections.

Asked about the best approach, Todd Neville, manager of Corporate Business Development and Strategy at IBM (who gave the most detailed description of the corp dev process), said, “Do something cool to one of the IBM customers. If they rave about even a POC, we’re interested.”

In other words, business development is corporate development. 

Get the house in order

Buyers typically want to know three things:

  1. Is your IP really yours?
  2. Is your team capable?
  3. Will your customers stick around?

For IP, they will check your contracts (staff and contractors), and run some automated code analysis for proprietary code and open source use. They will evaluate potential IP infringement. No point buying you if you end up costing more in lawsuits!

For your team skills: Sitting down with your engineers will tell them plenty enough without understanding the details of this or that algorithm. The last thing a corporate wants is to be accused of stealing!

Lawyers engaged early can help. The later the clean-up, the more costly and painful.

Develop a feel for your “market”

Develop relationships and create champions within corporates. It will help promote your deal when the time comes, and will let you keep your finger on the pulse of corporate strategy to time your moves.

Do you read the earning calls of Cisco or IBM (or others relevant to you)? This is where strategies are presented. Are your keywords coming up there or in their press releases?

Chris Gilbert, former CEO of Ubiquisys (sold to Cisco for more than $300 million) was very deliberate in planning his exit.

Selling starts on day one and is a leadership-only function —  work out who will be your buyer. Only the CEO can do this. Constantly articulate why a company should buy you,” Gilbert said. Bring clear messages into the acquiring company so it can be presented upwards: give them the presentation you would like them to show their boss! When the time is right, force decisions through competition. If you know they have to buy you, your starting position is strong.”

The dark art of price discovery

There are dozens of formulas (from DCF to comparables) to evaluate a deal —  which also means none is “correct.” What matters is: How much would you sell for, and how much is the buyer ready to pay?

Gilbert, at Ubiquisys, described how close interactions with his banker helped drive the price up among the bidders assembled.

Just like buyers, we meet bankers and lawyers too rarely at startup events, but there is much to learn with them. They make deals happen, avoid value erosion and optimize price. They often also make introductions before you engage them, to build goodwill and earn your business.

And if you worry about fees, the right banker handsomely pays for itself by finding more bidders and playing “bad cop” for you, avoiding direct confrontation with your future employer. Do you want a slice of the watermelon or the whole grape?

Final twist: Exits are not exits

When asked about what happens after an M&A or IPO, buyers said they generally hoped the founders would stay with them for many years. Often using re-vesting, earn-outs or shares of the acquiring company to incentivize them. Neville, from IBM, mentioned a security company they acquired whose founder is now the head of one of the largest IBM divisions.

In the case of IPOs, supposedly the ultimate “exit,” any block of shares sold by founders would face extreme scrutiny and might cause a price drop.

So who’s exiting during those deals? Investors (and not always).

Eventually, if the average age of a startup at exit is 8-10 years, the active duty period of founders (if not replaced in the meantime) extends even more. Better love the problem you’re solving, and your customers!

Thanks to speakers, participants and supporters of this Master Class series:

London: Frederic Rombaut (Seraphim Capital), Joe Tabberer (FirstBank), Chris Gilbert (Ubiquisys), Jonathan Keeling (Crowdcube), Fred Destin, Tony Fish (AMF Ventures, James Clark (London Stock Exchange), Denise Law (SGCIB).

Paris: Frederic Rombaut (Seraphim Capital), Manuel Gruson (Dassault Systemes), Pierre-Henri Chappaz (Rothschild Global Advisory), Christine Lambert-Goue (All Invest), Olivier Younes (EXPEN), Eric Carreel (Withings), Fabien Bardinet (Balyo), Xavier Lazarus (Elaia Partners), Pierre-Eric Leibovici(Daphni). Jean de La Rochebrochard (Kima Ventures), Jeremy Sartre (SmartAngels), Gwen Regina Tan (Entrepreneur First).

San Francisco: Natasha Ligai (Logitech), Matt Cutler (Cisco),Will Hawthorne, (CODE Advisors), Ryan Rzepecki (JUMP Bikes), Charles Huang (Guitar Hero), Jeff Thomas (Nasdaq), Shahin Farshchi (Lux Capital), Ammar Hanafi (Moment Ventures), Adam J. Epstein (Third Creek Advisors), Nathan Harding (EKSO Bionics), Kate Whitcomb, Anthony Marino and Ethan Haigh (SOSV).

New York: Todd Neville (IBM), George Patterson (HSBC), Ryan Rzepecki (JUMP Bikes), Aaron Kellner (SeedInvest), Jeremy Levine (Bessemer Venture Partners), Taylor Greene (Collaborative Fund), Adam Rothenberg (BoxGroup), Eli Curi (Fenwick & West), Ian Engstrand and Salil Gandhi (Goodwin), Warren Spar(Sparring Partners Capital), Duncan Turner, Vivian Law and Sheng Ge (SOSV).

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CallPage lets you call your website visitors

Poland-based CallPage offers something other customer interaction apps don’t: the ability to call your website visitors as soon as they click on your page. In a world where the difference between a sale and a click past your site onto Facebook, this is a pretty cool little feature.

CallPage began in 2015 when the founders, Ross Knap, Sergey Butko, and Andrew Tkachiv, tried to figure out why website visitors would leave their sites. They started out as a consultancy and the product was born out of some after-hours tinkering by the team. Instead of messaging users, they thought, why not let managers talk to them on the phone?

“Our widget analyzes user behavior on your website,” said CEO Knap. “Then when it sees an interested visitor, it offers him a free callback in 28 seconds. The interested visitor leaves a phone number on your site, our widget calls to the first available manager’s mobile phone and then the next one if no one picks up. After the conversation client will receive an SMS of thanks. It doesn’t require any extra work.”

The team raised a $4.5 million Series A from TDJ Pitango Ventures, Innovation Nest, and Market One Capital. They have 3,000 customers and it makes 280,000 calls monthly. The team started with a $50,000 seed check from an early investor.

Knap and the team have big plans.

“CallPage will continue the realization of our development plan,” said Knap. “The company is going to change into a product more from the perspective of ‘All your company calls in one place.’ The R&D department have already started working on using machine learning and AI which allows analyzing of hundreds of thousands of calls through the CallPage system. Thanks to this, companies will be able to run their communications more effectively.”

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Malta paves the way for a decentralized stock exchange

Malta AKA “Blockchain Island” has been making waves lately in the world of cryptocurrency and governance. Their latest move involves the crypto exchange Binance and the ICO builders at Neufund.

The plan is simple: Neufund will help MSX, the Malta Stock Exchange’s skunkworks, create tokenized securities. Binance has agreed to carry these securities on its own exchange, essentially creating a straight path to regulated tokens via the already regulated Malta Stock Exchange. In short, this enables Malta to become the first country to be able to offer tokens alongside traditional equities as well as an easy way to go public in multiple ways including via ICO.

The plan is still in the pilot stage. This year they will begin “the public offering of tokenized equity on Neufund’s primary market which may later be tradable on Binance and other crypto exchanges pending regulatory and listing approvals” said Neufund CEO Zoe Adamovicz.

“We are thrilled to announce the partnerships with Malta Stock Exchange and Binance, that will ensure high liquidity to equity tokens issued on Neufund. It is the first time in history, that security tokens can be offered and traded in a legally binding way. The upcoming pilot project will allow us to test the market’s reaction and realize the overall project idea in an environment with minimized risk.” said Adamovicz.

“We are delighted to welcome Neufund as our key partner in building a Blockchain-based exchange that is fully integrated with established financial markets. With the upcoming pilot project we become a worldwide pioneer in digital finance,” said Joseph Portelli, chairman of the Malta Stock Exchange.

This move is interesting in that it offers a parallel track to companies wishing to go public via token sales. While even the terminology isn’t completely hashed out in regards to the future of these systems, having a spot like Malta lead in the matter of token sales selling alongside equities is a solid decision. Malta is increasingly becoming the testbed for these sorts of experiments and, even if this is not yet a real project, it could create a turnkey solution for ICO launches on the island.

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Knotel acquires 42Floors in order to build the blockchain of property

Another day, another blockchain project. This time sources are reporting that Knotel – an office space rental service in Manhattan – has acquired 42Floors, a commercial real estate search engine in order to, according to founder Amol Sarva, get “access to data and technology on over 10 billion square feet of office space, driving further liquidity to Knotel’s marketplace while also accelerating its plans for a blockchain platform.”

The deal is not yet complete.

Knotel is building the Agile HQ platform, a way to rent office space for a few hours or a few months without getting stuck in a lease. The company has 1 million square feet of space in New York, San Francisco, London, and Berlin and it raised $100 million in funding. The company claims it has more has more buildings in New York than WeWork.

“42Floors built a powerful tool to organize a dark market that hasn’t changed in a hundred years,” said Amol Sarva, CEO of Knotel. “It’s still backroom and bilateral while the rest of the world is becoming digital and standardized. This is what leads to transactions that take months to close with a dozen middlemen – no reliable information. You can buy a house faster than you can rent a floor. Partnering together will help give owners and customers what they both want: truth.”

The reported 42Floors acquisition enables the company to bring new properties onto its platform and could let non-blockchain-based contracts move to the blockchain.

UPDATE – Text changed to reflect the type of business and ICO plans.

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Original Stitch’s new Bodygram will measure your body

After years of teasing, Original Stitch has officially launched their Bodygram service and will be rolling it out this summer. The system can scan your body based on front and side photos and will create custom shirts with your precise measurements.

“Bodygram gives you full body measurements as accurate as taken by professional tailors from just two photos on your phone. Simply take a front photo and a side photo and upload to our cloud and you will receive a push notification within minutes when your Bodygram sizing report is ready,” said CEO Jin Koh. “In the sizing report you will find your full body measurements including neck, sleeve, shoulder, chest, waist, hip, etc. Bodygram is capable of producing sizing result within 99 percent accuracy compared to professional human tailors.”

The technology is a clever solution to the biggest problem in custom clothing: fit. While it’s great to find a service that will tailor your clothing based on your measurements, often these measurements are slightly off and can affect the cut of the shirt or pants. Right now, Koh said, his team offers free returns if the custom shirts don’t fit.

Further, the technology is brand new and avoids many of the pitfalls of the original body-scanning tech. For example, Bodygram doesn’t require you to get into a Spandex onesie like most systems do and it can capture 40 measurements with only two full-body photos.

“Bodygram is the first sizing technology that works on your phone capable of giving you highly accurate sizing result from just two photos with you wearing normal clothing on any background,” said Koh. “Legacy technologies on the market today require you to wear a very tight-fitting spandex suit, take 360 photos of you and require a plain background to work. Other technologies give you accuracy with five inches deviation in accuracy while Bodygram is the first technology to give you sub-one-inch accuracy. We are the first to use both computer vision and machine learning techniques to solve the problem of predicting your body shape underneath the clothes. Once we predicted your body shape we wrote our proprietary algorithm to calculate the circumferences and the length for each part of the body.”

Koh hopes the technology will reduce returns.

“It’s not uncommon to see clothing return rates reaching in the 40-50 percent range,” he said. “Apparel clothing sales is among the lowest penetration in online shopping.”

The system also can be used to measure your body over time in order to collect health and weight data as well as help other manufacturers produce products that fit you perfectly. The app will launch this summer on Android and iOS. The company will be licensing the technology to other providers that will be able to create custom fits based on just a few side and front photos. Sales at the company grew 175 percent this year and they now have 350,000 buyers that are already creating custom shirts.

A number of competitors are in this interesting space, most notably ShapeScale, a company that appeared at TechCrunch Disrupt and promised a full body scan using a robotic scale. This, however, is the first commercial use of standard photos to measure your appendages and thorax and it’s an impressive step forward in the world of custom clothing.

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Apple is rebuilding Maps from the ground up

I’m not sure if you’re aware, but the launch of Apple Maps went poorly. After a rough first impression, an apology from the CEO, several years of patching holes with data partnerships and some glimmers of light with long-awaited transit directions and improvements in business, parking and place data, Apple Maps is still not where it needs to be to be considered a world-class service.

Maps needs fixing.

Apple, it turns out, is aware of this, so it’s re-building the maps part of Maps.

It’s doing this by using first-party data gathered by iPhones with a privacy-first methodology and its own fleet of cars packed with sensors and cameras. The new product will launch in San Francisco and the Bay Area with the next iOS 12 beta and will cover Northern California by fall.

Every version of iOS will get the updated maps eventually, and they will be more responsive to changes in roadways and construction, more visually rich depending on the specific context they’re viewed in and feature more detailed ground cover, foliage, pools, pedestrian pathways and more.

This is nothing less than a full re-set of Maps and it’s been four years in the making, which is when Apple began to develop its new data-gathering systems. Eventually, Apple will no longer rely on third-party data to provide the basis for its maps, which has been one of its major pitfalls from the beginning.

“Since we introduced this six years ago — we won’t rehash all the issues we’ve had when we introduced it — we’ve done a huge investment in getting the map up to par,” says Apple SVP Eddy Cue, who now owns Maps, in an interview last week. “When we launched, a lot of it was all about directions and getting to a certain place. Finding the place and getting directions to that place. We’ve done a huge investment of making millions of changes, adding millions of locations, updating the map and changing the map more frequently. All of those things over the past six years.”

But, Cue says, Apple has room to improve on the quality of Maps, something that most users would agree on, even with recent advancements.

“We wanted to take this to the next level,” says Cue. “We have been working on trying to create what we hope is going to be the best map app in the world, taking it to the next step. That is building all of our own map data from the ground up.”

In addition to Cue, I spoke to Apple VP Patrice Gautier and more than a dozen Apple Maps team members at its mapping headquarters in California this week about its efforts to re-build Maps, and to do it in a way that aligned with Apple’s very public stance on user privacy.

If, like me, you’re wondering whether Apple thought of building its own maps from scratch before it launched Maps, the answer is yes. At the time, there was a choice to be made about whether or not it wanted to be in the business of maps at all. Given that the future of mobile devices was becoming very clear, it knew that mapping would be at the core of nearly every aspect of its devices, from photos to directions to location services provided to apps. Decision made, Apple plowed ahead, building a product that relied on a patchwork of data from partners like TomTom, OpenStreetMap and other geo data brokers. The result was underwhelming.

Almost immediately after Apple launched Maps, it realized that it was going to need help and it signed on a bunch of additional data providers to fill the gaps in location, base map, point-of-interest and business data.

It wasn’t enough.

“We decided to do this just over four years ago. We said, ‘Where do we want to take Maps? What are the things that we want to do in Maps?’ We realized that, given what we wanted to do and where we wanted to take it, we needed to do this ourselves,” says Cue.

Because Maps are so core to so many functions, success wasn’t tied to just one function. Maps needed to be great at transit, driving and walking — but also as a utility used by apps for location services and other functions.

Cue says that Apple needed to own all of the data that goes into making a map, and to control it from a quality as well as a privacy perspective.

There’s also the matter of corrections, updates and changes entering a long loop of submission to validation to update when you’re dealing with external partners. The Maps team would have to be able to correct roads, pathways and other updating features in days or less, not months. Not to mention the potential competitive advantages it could gain from building and updating traffic data from hundreds of millions of iPhones, rather than relying on partner data.

Cue points to the proliferation of devices running iOS, now over a billion, as a deciding factor to shift its process.

“We felt like because the shift to devices had happened — building a map today in the way that we were traditionally doing it, the way that it was being done — we could improve things significantly, and improve them in different ways,” he says. “One is more accuracy. Two is being able to update the map faster based on the data and the things that we’re seeing, as opposed to driving again or getting the information where the customer’s proactively telling us. What if we could actually see it before all of those things?”

I query him on the rapidity of Maps updates, and whether this new map philosophy means faster changes for users.

“The truth is that Maps needs to be [updated more], and even are today,” says Cue. “We’ll be doing this even more with our new maps, [with] the ability to change the map in real time and often. We do that every day today. This is expanding us to allow us to do it across everything in the map. Today, there’s certain things that take longer to change.

“For example, a road network is something that takes a much longer time to change currently. In the new map infrastructure, we can change that relatively quickly. If a new road opens up, immediately we can see that and make that change very, very quickly around it. It’s much, much more rapid to do changes in the new map environment.”

So a new effort was created to begin generating its own base maps, the very lowest building block of any really good mapping system. After that, Apple would begin layering on living location data, high-resolution satellite imagery and brand new intensely high-resolution image data gathered from its ground cars until it had what it felt was a “best in class” mapping product.

There is only really one big company on earth that owns an entire map stack from the ground up: Google .

Apple knew it needed to be the other one. Enter the vans.

Apple vans spotted

Though the overall project started earlier, the first glimpse most folks had of Apple’s renewed efforts to build the best Maps product was the vans that started appearing on the roads in 2015 with “Apple Maps” signs on the side. Capped with sensors and cameras, these vans popped up in various cities and sparked rampant discussion and speculation.

The new Apple Maps will be the first time the data collected by these vans is actually used to construct and inform its maps. This is their coming out party.

Some people have commented that Apple’s rigs look more robust than the simple GPS + Camera arrangements on other mapping vehicles — going so far as to say they look more along the lines of something that could be used in autonomous vehicle training.

Apple isn’t commenting on autonomous vehicles, but there’s a reason the arrays look more advanced: they are.

Earlier this week I took a ride in one of the vans as it ran a sample route to gather the kind of data that would go into building the new maps. Here’s what’s inside.

In addition to a beefed-up GPS rig on the roof, four LiDAR arrays mounted at the corners and eight cameras shooting overlapping high-resolution images, there’s also the standard physical measuring tool attached to a rear wheel that allows for precise tracking of distance and image capture. In the rear there is a surprising lack of bulky equipment. Instead, it’s a straightforward Mac Pro bolted to the floor, attached to an array of solid state drives for storage. A single USB cable routes up to the dashboard where the actual mapping-capture software runs on an iPad.

While mapping, a driver…drives, while an operator takes care of the route, ensuring that a coverage area that has been assigned is fully driven, as well as monitoring image capture. Each drive captures thousands of images as well as a full point cloud (a 3D map of space defined by dots that represent surfaces) and GPS data. I later got to view the raw data presented in 3D and it absolutely looks like the quality of data you would need to begin training autonomous vehicles.

More on why Apple needs this level of data detail later.

When the images and data are captured, they are then encrypted on the fly and recorded on to the SSDs. Once full, the SSDs are pulled out, replaced and packed into a case, which is delivered to Apple’s data center, where a suite of software eliminates from the images private information like faces, license plates and other info. From the moment of capture to the moment they’re sanitized, they are encrypted with one key in the van and the other key in the data center. Technicians and software that are part of its mapping efforts down the pipeline from there never see unsanitized data.

This is just one element of Apple’s focus on the privacy of the data it is utilizing in New Maps.

Probe data and privacy

Throughout every conversation I have with any member of the team throughout the day, privacy is brought up, emphasized. This is obviously by design, as Apple wants to impress upon me as a journalist that it’s taking this very seriously indeed, but it doesn’t change the fact that it’s evidently built in from the ground up and I could not find a false note in any of the technical claims or the conversations I had.

Indeed, from the data security folks to the people whose job it is to actually make the maps work well, the constant refrain is that Apple does not feel that it is being held back in any way by not hoovering every piece of customer-rich data it can, storing and parsing it.

The consistent message is that the team feels it can deliver a high-quality navigation, location and mapping product without the directly personal data used by other platforms.

“We specifically don’t collect data, even from point A to point B,” notes Cue. “We collect data — when we do it — in an anonymous fashion, in subsections of the whole, so we couldn’t even say that there is a person that went from point A to point B. We’re collecting the segments of it. As you can imagine, that’s always been a key part of doing this. Honestly, we don’t think it buys us anything [to collect more]. We’re not losing any features or capabilities by doing this.”

The segments that he is referring to are sliced out of any given person’s navigation session. Neither the beginning or the end of any trip is ever transmitted to Apple. Rotating identifiers, not personal information, are assigned to any data or requests sent to Apple and it augments the “ground truth” data provided by its own mapping vehicles with this “probe data” sent back from iPhones.

Because only random segments of any person’s drive is ever sent and that data is completely anonymized, there is never a way to tell if any trip was ever a single individual. The local system signs the IDs and only it knows to whom that ID refers. Apple is working very hard here to not know anything about its users. This kind of privacy can’t be added on at the end, it has to be woven in at the ground level.

Because Apple’s business model does not rely on it serving to you, say, an ad for a Chevron on your route, it doesn’t need to even tie advertising identifiers to users.

Any personalization or Siri requests are all handled on-board by the iOS device’s processor. So if you get a drive notification that tells you it’s time to leave for your commute, that’s learned, remembered and delivered locally, not from Apple’s servers.

That’s not new, but it’s important to note given the new thing to take away here: Apple is flipping on the power of having millions of iPhones passively and actively improving their mapping data in real time.

In short: Traffic, real-time road conditions, road systems, new construction and changes in pedestrian walkways are about to get a lot better in Apple Maps.

The secret sauce here is what Apple calls probe data. Essentially little slices of vector data that represent direction and speed transmitted back to Apple completely anonymized with no way to tie it to a specific user or even any given trip. It’s reaching in and sipping a tiny amount of data from millions of users instead, giving it a holistic, real-time picture without compromising user privacy.

If you’re driving, walking or cycling, your iPhone can already tell this. Now if it knows you’re driving, it also can send relevant traffic and routing data in these anonymous slivers to improve the entire service. This only happens if your Maps app has been active, say you check the map, look for directions, etc. If you’re actively using your GPS for walking or driving, then the updates are more precise and can help with walking improvements like charting new pedestrian paths through parks — building out the map’s overall quality.

All of this, of course, is governed by whether you opted into location services, and can be toggled off using the maps location toggle in the Privacy section of settings.

Apple says that this will have a near zero effect on battery life or data usage, because you’re already using the ‘maps’ features when any probe data is shared and it’s a fraction of what power is being drawn by those activities.

From the point cloud on up

But maps cannot live on ground truth and mobile data alone. Apple is also gathering new high-resolution satellite data to combine with its ground truth data for a solid base map. It’s then layering satellite imagery on top of that to better determine foliage, pathways, sports facilities, building shapes and pathways.

After the downstream data has been cleaned up of license plates and faces, it gets run through a bunch of computer vision programming to pull out addresses, street signs and other points of interest. These are cross referenced to publicly available data like addresses held by the city and new construction of neighborhoods or roadways that comes from city planning departments.

But one of the special sauce bits that Apple is adding to the mix of mapping tools is a full-on point cloud that maps in 3D the world around the mapping van. This allows them all kinds of opportunities to better understand what items are street signs (retro-reflective rectangular object about 15 feet off the ground? Probably a street sign) or stop signs or speed limit signs.

It seems like it also could enable positioning of navigation arrows in 3D space for AR navigation, but Apple declined to comment on “any future plans” for such things.

Apple also uses semantic segmentation and Deep Lambertian Networks to analyze the point cloud coupled with the image data captured by the car and from high-resolution satellites in sync. This allows 3D identification of objects, signs, lanes of traffic and buildings and separation into categories that can be highlighted for easy discovery.

The coupling of high-resolution image data from car and satellite, plus a 3D point cloud, results in Apple now being able to produce full orthogonal reconstructions of city streets with textures in place. This is massively higher-resolution and easier to see, visually. And it’s synchronized with the “panoramic” images from the car, the satellite view and the raw data. These techniques are used in self-driving applications because they provide a really holistic view of what’s going on around the car. But the ortho view can do even more for human viewers of the data by allowing them to “see” through brush or tree cover that would normally obscure roads, buildings and addresses.

This is hugely important when it comes to the next step in Apple’s battle for supremely accurate and useful Maps: human editors.

Apple has had a team of tool builders working specifically on a toolkit that can be used by human editors to vet and parse data, street by street. The editor’s suite includes tools that allow human editors to assign specific geometries to flyover buildings (think Salesforce tower’s unique ridged dome) that allow them to be instantly recognizable. It lets editors look at real images of street signs shot by the car right next to 3D reconstructions of the scene and computer vision detection of the same signs, instantly recognizing them as accurate or not.

Another tool corrects addresses, letting an editor quickly move an address to the center of a building, determine whether they’re misplaced and shift them around. It also allows for access points to be set, making Apple Maps smarter about the “last 50 feet” of your journey. You’ve made it to the building, but what street is the entrance actually on? And how do you get into the driveway? With a couple of clicks, an editor can make that permanently visible.

“When we take you to a business and that business exists, we think the precision of where we’re taking you to, from being in the right building,” says Cue. “When you look at places like San Francisco or big cities from that standpoint, you have addresses where the address name is a certain street, but really, the entrance in the building is on another street. They’ve done that because they want the better street name. Those are the kinds of things that our new Maps really is going to shine on. We’re going to make sure that we’re taking you to exactly the right place, not a place that might be really close by.”

Water, swimming pools (new to Maps entirely), sporting areas and vegetation are now more prominent and fleshed out thanks to new computer vision and satellite imagery applications. So Apple had to build editing tools for those, as well.

Many hundreds of editors will be using these tools, in addition to the thousands of employees Apple already has working on maps, but the tools had to be built first, now that Apple is no longer relying on third parties to vet and correct issues.

And the team also had to build computer vision and machine learning tools that allow it to determine whether there are issues to be found at all.

Anonymous probe data from iPhones, visualized, looks like thousands of dots, ebbing and flowing across a web of streets and walkways, like a luminescent web of color. At first, chaos. Then, patterns emerge. A street opens for business, and nearby vessels pump orange blood into the new artery. A flag is triggered and an editor looks to see if a new road needs a name assigned.

A new intersection is added to the web and an editor is flagged to make sure that the left turn lanes connect correctly across the overlapping layers of directional traffic. This has the added benefit of massively improved lane guidance in the new Apple Maps.

Apple is counting on this combination of human and AI flagging to allow editors to first craft base maps and then also maintain them as the ever-changing biomass wreaks havoc on roadways, addresses and the occasional park.

Here there be Helvetica

Apple’s new Maps, like many other digital maps, display vastly differently depending on scale. If you’re zoomed out, you get less detail. If you zoom in, you get more. But Apple has a team of cartographers on staff that work on more cultural, regional and artistic levels to ensure that its Maps are readable, recognizable and useful.

These teams have goals that are at once concrete and a bit out there — in the best traditions of Apple pursuits that intersect the technical with the artistic.

The maps need to be usable, but they also need to fulfill cognitive goals on cultural levels that go beyond what any given user might know they need. For instance, in the U.S., it is very common to have maps that have a relatively low level of detail even at a medium zoom. In Japan, however, the maps are absolutely packed with details at the same zoom, because that increased information density is what is expected by users.

This is the department of details. They’ve reconstructed replicas of hundreds of actual road signs to make sure that the shield on your navigation screen matches the one you’re seeing on the highway road sign. When it comes to public transport, Apple licensed all of the type faces that you see on your favorite subway systems, like Helvetica for NYC. And the line numbers are in the exact same order that you’re going to see them on the platform signs.

It’s all about reducing the cognitive load that it takes to translate the physical world you have to navigate into the digital world represented by Maps.

Bottom line

The new version of Apple Maps will be in preview next week with just the Bay Area of California going live. It will be stitched seamlessly into the “current” version of Maps, but the difference in quality level should be immediately visible based on what I’ve seen so far.

Better road networks, more pedestrian information, sports areas like baseball diamonds and basketball courts, more land cover, including grass and trees, represented on the map, as well as buildings, building shapes and sizes that are more accurate. A map that feels more like the real world you’re actually traveling through.

Search is also being revamped to make sure that you get more relevant results (on the correct continents) than ever before. Navigation, especially pedestrian guidance, also gets a big boost. Parking areas and building details to get you the last few feet to your destination are included, as well.

What you won’t see, for now, is a full visual redesign.

“You’re not going to see huge design changes on the maps,” says Cue. “We don’t want to combine those two things at the same time because it would cause a lot of confusion.”

Apple Maps is getting the long-awaited attention it really deserves. By taking ownership of the project fully, Apple is committing itself to actually creating the map that users expected of it from the beginning. It’s been a lingering shadow on iPhones, especially, where alternatives like Google Maps have offered more robust feature sets that are so easy to compare against the native app but impossible to access at the deep system level.

The argument has been made ad nauseam, but it’s worth saying again that if Apple thinks that mapping is important enough to own, it should own it. And that’s what it’s trying to do now.

“We don’t think there’s anybody doing this level of work that we’re doing,” adds Cue. “We haven’t announced this. We haven’t told anybody about this. It’s one of those things that we’ve been able to keep pretty much a secret. Nobody really knows about it. We’re excited to get it out there. Over the next year, we’ll be rolling it out, section by section in the U.S.”

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Security, privacy experts weigh in on the ICE doxxing

In what appears to be the latest salvo in a new, wired form of protest, developer Sam Lavigne posted code that scrapes LinkedIn to find Immigration and Customs Enforcement employee accounts. His code, which basically a Python-based tool that scans LinkedIn for keywords, is gone from Github and Gitlab and Medium took down his original post. The CSV of the data is still available here and here and WikiLeaks has posted a mirror.

“I find it helpful to remember that as much as internet companies use data to spy on and exploit their users, we can at times reverse the story, and leverage those very same online platforms as a means to investigate or even undermine entrenched power structures. It’s a strange side effect of our reliance on private companies and semi-public platforms to mediate nearly all aspects of our lives. We don’t necessarily need to wait for the next Snowden-style revelation to scrutinize the powerful — so much is already hiding in plain sight,” said Lavigne.

Doxxing is the process of using publicly available information to target someone online for abuse. Because we can now find out anything on anyone for a few dollars – a search for “background check” brings up dozens of paid services that can get you names and addresses in a second – scraping public data on LinkedIn seems far easier and innocuous. That doesn’t make it legal.

“Recent efforts to outlaw doxxing at the national level (like the Online Safety Modernization Act of 2017) have stalled in committee, so it’s not strictly illegal,” said James Slaby, Security Expert at Acronis. “But LinkedIn and other social networks usually consider it a violation of their terms of service to scrape their data for personal use. The question of fairness is trickier: doxxing is often justified as a rare tool that the powerless can use against the powerful to call attention to perceived injustices.”

“The problem is that doxxing is a crude tool. The torrent of online ridicule, abuse and threats that can be heaped on doxxed targets by their political or ideological opponents can also rain down on unintended and undeserving targets: family members, friends, people with similar names or appearances,” he said.

The tool itself isn’t to blame. No one would fault a job seeker or salesperson who scraped LinkedIn for targeted employees of a specific company. That said, scraping and publicly shaming employees walks a thin line.

“In my opinion, the professor who developed this scraper tool isn’t breaking the law, as it’s perfectly legal to search the web for publicly available information,” said David Kennedy, CEO of TrustedSec. “This is known in the security space as ‘open source intelligence’ collection, and scrapers are just one way to do it. That said, it is concerning to see ICE agents doxxed in this way. I understand emotions are running high on both sides of this debate, but we don’t want to increase the physical security risks to our law enforcement officers.”

“The decision by Twitter, Github and Medium to block the dissemination of this information and tracking tool makes sense – in fact, law enforcement agents’ personal information is often protected. This isn’t going to go away anytime soon, it’s only going to become more aggressive, particularly as more people grow comfortable with using the darknet and the many available hacking tools for sale in these underground forums. Law enforcement agents need to take note of this, and be much more careful about what (and how often) they post online.”

Ultimately, doxxing is problematic. Because we place our information on public forums there should be nothing to stop anyone from finding and posting it. However, the expectation that people will use our information for good and not evil is swiftly eroding. Today, wrote one security researcher, David Kavanaugh, doxxing is becoming dangerous.

“Going after the people on the ground is like shooting the messenger. Decisions are made by leadership and those are the people we should be going after. Doxxing is akin to a personal attack. Change policy, don’t ruin more lives,” he said.

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Workday acquires financial modelling startup Adaptive Insights for $1.55B

Workday, the cloud-based platform that offers HR and other back-office apps for businesses, is making an acquisition to expand its portfolio of services: It’s buying Adaptive Insights, a provider of cloud-based business planning and financial modelling tools, for $1.55 billion. The acquisition is notable because Adaptive Insights had filed for an IPO as recently as May 17.

Workday says that the $1.55 billion price tag includes “the assumption of approximately $150 million in unvested equity issued to Adaptive Insights employees” related to that IPO. This deal is expected to close in Q3 of this year.

IPO filings are known to sometimes trigger M&A. Most recently, PayPal announced it would acquire iZettle just after the latter filed to go public. Skype was acquired by Microsoft in 2011 while it was waiting to IPO after previous owner eBay said it would spin it off.

Workday itself went public in 2012 and currently has a market cap of nearly $27 billion.

The deal will give Workday another string to its bow, in its attempt to become the go-to place for all for back-office services for its business customers: the company plans to integrate Adaptive Insights’ tools into its existing platform.

“Adaptive Insights is an industry leader with its Business Planning Cloud platform, and together with Workday, we will help customers accelerate their finance transformation in the cloud,” said Aneel Bhusri, Co-Founder and CEO, Workday, in a statement. “I am excited to welcome the Adaptive Insights team to Workday and look forward to coming together to continue delivering industry-leading products that equip finance organizations to make even faster, better business decisions to adapt to change and to drive growth.”

The two have been working together as partners since 2015.

In the case of Adaptive Insights, which says it has ‘thousands’ of customers, its growth mirrors that both of cloud services and specifically about how business intelligence has developed into a distinct software category of its own over the years, with not just the CFO but an army of in-house analysts relying on analytics of a business’ data to help make small and big decisions.

“The market opportunity here is huge as the CFO has become a power player in the C-Suite,” CEO Tom Bogan told TechCrunch when it raised $75 million in 2015, when it first passed the billion-dollar mark for its valuation. Bogan previously also held a role as chairman of Citrix. “As a former CFO myself, I have seen this first hand and it is accelerating.” Other examples of this force includes Twitter’s Anthony Noto catapulting from CFO to COO (and is now a CEO running SoFi). Around 25 percent of CEOs at Fortune 500 companies are former CFOs.

Adaptive Insights had raised $175 million prior to this.

Bogan will stay on and lead the business and report directly to Bhusri.

“Joining forces with Workday accelerates our vision to drive holistic business planning and digital transformation for our customers,” said Bogan, in a separate statement. “Most importantly, both Adaptive Insights and Workday have an employee-first and customer-centric approach to developing enterprise software that will only increase the power of the combined companies.”

More generally, while we have certainly seen a much wider opening of the door for tech IPOs this year, there is also an argument to be made for continuing consolidation it enterprise IT, in particular with regards to cloud services that might have small or potentially negative margins.

Adaptive Insights was not immune to that: the company in its public listing filing said that its previous fiscal year brough tin $106.5 million in revenues, up 30 percent from the year before, but it also posted a loss of $42.7 million in the same period. That was narrower than the $59.1 million it posted in 2016. Combined with the bigger trend of all-in-one platforms packing a bigger punch with businesses, it might have meant that Workday’s offer was too compelling to refuse. 

This looks like Workday’s biggest acquisition yet, but the company has been on a spree of sorts: just last week it announced the acquisition of RallyTeam to beef up its machine learning.

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