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Monday, May 6, 2019

May 06, 2019

How to centralize the management of your business documents

When seeking to achieve success, all factors must be taken into account: people, departments and documents (invoices, commercial documents, delivery notes ...) that intervene to achieve the proper functioning of the company. Among these elements, the commercial director, who is responsible for ensuring the progress and evolution of the sales departments and their alignment with the marketing strategy.

The sales director is a fundamental piece in any company and therefore needs to arm himself with all the tools and instruments that allow him to organize, plan and access all commercial documents easily and quickly, to achieve the goals and sales goals established.

Commercial documentation: what it is and what it is for

The commercial documents refer to all the information and documentation that is related to the market and the commerce of a company, from the operations carried out to the partners with whom those operations are specified. These grant the possibility of having full operational control, thanks to which they allow the monitoring of the results and the analysis of them.

This commercial documentation offers a clear and quick vision of all the operations carried out, the movements, the information and the parties involved, in order to facilitate the own performance of the sales force, besides serving as a great help to the areas of the accounting, finance and marketing, facilitating all these departments the decision-making process.

What are the commercial documents?

There are many commercial documents that a company uses every month, so they can be divided into two large groups: those who issue the documentation and those who register it. Among the existing variety, it can be considered that the main commercial documents are:
  • Commercial marketing documentation: information on campaigns, promotions and product, multimedia training material.
  • Commercial Sales Documentation: includes all the information related to budgets, orders in their different variants (orders of introduction to open market with special conditions, campaign orders, replacement orders, orders at fairs, liquidation orders, offers, and sales, etc.)
  • Useful documentation for finances: if the financial department can know the sales estimate based on the pending budgets, they can make strategic or investment decisions.

In addition to these documents, mention should also be made of debit notes, sales notes, tickets, receipts and account summaries, to name just a few.

Why should I organize business documents?

Having the correct order and updated all business documents allows the work of a commercial to be seen by the rest of the team involved, especially the area managers and the commercial director. This supposes a saving of the time, streamlining of the procedures and, of course, the fulfillment of the established commercial objectives.

Reasons why you should organize your sales documentation:

  • On the one hand, maintaining the main commercial documents organized streamlines the work of finding, accessing and sharing the necessary information, not only with the commercial director but also with the members of other departments that need it. This means, a saving of time in terms of the search process and decision making, resulting, therefore, in a saving of money, since making decisions with the necessary speed can facilitate precise changes of direction, either in the marketing or sales department.
  • On the other hand, the correct organization of commercial documents, from invoices and receipts issued to signed contracts, makes them much more accessible and always available to those who need them (sales agents, accounting ...), preventing situations of risk, such as the loss of key documents.
  • The possibility of implementing a system of review and approval of orders: an order with special characteristics is not processed if a superior responsible does not approve it previously. Having centralized information allows these orders to be delivered from the seller to the supervisor, and vice versa.

The fact of keeping all the information centered, controlled and organized allows the marketing and sales departments a much more fluid and calm communication. One advantage of centralization is the possibility of establishing synergies between both teams and working together in favor of the final objective: the increase in sales and the rise of the company.

Given the importance of knowing what are the commercial documents and the benefits of your organization, several tools have emerged in the market today to help in this process, making the work easier for the commercial director and the departments in charge of them.

How to organize the commercial and marketing documentation?

Currently, there are a variety of tools that incorporate some key features for the proper management and order of commercial information, such as the ability to store huge amounts of content and speed up the search process. Its objective is to organize the commercial and marketing documentation in the most appropriate way. Among them, one of the most useful both for this purpose and to improve the commercial activity itself is inaCátalog.
inaCátalog is a commercial tool that allows you to organize all the most relevant information for sales in particular and the business in general: from a complete catalog of products with detailed files and multimedia attachments to the management and administration of sales and customers. All this from the comfort offered by working from different platforms, both on and offline.

This software offers benefits to all the departments of the company since it concentrates all the relevant information, is the sales, marketing, and management departments the most favored. In addition, its central server allows internally to exchange the most relevant information and, thus, facilitate communication between all teams:

For the sales force, the correct use of this software means the possibility of controlling, planning and analyzing their progress. In addition, it has a relevant role in other aspects, such as in the establishment of objectives and the analysis of the sales force, the portfolio and management of clients and the monitoring of collections and unpaid ..., and also allows planning visits and offers!
This organization of all commercial documents strengthens and increases the effectiveness of sellers, helping them to maintain continuous monitoring of their work and sell more and better. And that's not all! With inaCátalog, you can standardize the control system, in order to increase the productivity of commercials and generate reports in real time, more complete and useful.

  • For the area of ​​marketing, it is also a great advantage, enabling them to study aspects such as the duration of visits, the relationship between products taught and sold, the places from where orders are taken and the sections where the greatest interest is concentrated. , among other data. In this way, it facilitates the measurement of ROI marketing and the impact of the strategies, the establishment of the parameters and the configuration of the same.

May 06, 2019

How to get a correct business organization with inaCátalog

The commercial organization is undoubtedly one of the most important and determining aspects of the sales area of ​​a company. Therefore, having a commercial tool to manage and centralize all the tasks of the department and, in turn, monitor their activity and the achievement of their objectives, will be a competitive advantage for your agents, the commercial director and, in general, for your company.

Business organization: what is it

The commercial organization refers to the structure that has a sales department and how it is included within the company. Its main purpose is to order all the elements (personnel, activity, tools, data ...) that make it up, to make it easier:

  • The establishment of objectives.
  • The commercial activity at the global level: strategies of action, distribution of the agents ...
  • The day-to-day planning of the sales force itself: ways to proceed in terms of visits, creation of reports, time management, etc.

The structuring of the sales department and the organization of each of the aspects allows the commercial director to have greater control of sales. In addition, by avoiding worrying about tasks or secondary aspects, it allows the agents to focus their attention on the objectives they must fulfill, making their activity within the company easier.

Efficient commercial organization: what structure is better

When talking about organization and business management, it must be taken into account that for each company there is an ideal type or structure that adapts to their needs, objectives, mission, and vision. In this way, we can talk about 6 main classifications:

  • Commercial Structure by Market: the equipment division is made by market sectors.
  • Commercial Structure by Geographic Zones: tends to be chosen when the market is extensive, that way the commercial team will focus on certain areas or geographical limitations.
  • Commercial Structure by Products: this sales organization focuses on sellers, offering them tools while requiring a specialization. It is recommended for large companies that have a wide variety of products in their lines, to which it is desired to give special and complete treatment.
  • Commercial Structure by Clients: used when there are large differential gaps between customers, this forces each commercial unit to focus on studying the demands and strategies of each user classification.
  • Commercial Structure by Functions: this tends to be the most common organization since it allows each area of ​​the department to focus its efforts on certain activities. For example, they can be divided into sales and purchases. Another common representation of this type of structure is the division between areas of advice, telemarketing, e-commerce, after-sales service, among others.
  • Mixed Commercial Structures: the combination of several structures can also be quite useful for the sales organization, however, care must be taken to maintain the differentiation between the departments and not overload with complementary tasks.

Problems of organization and commercial management

When deciding the structuring of a commercial team, it is quite common that difficulties arise that hinder the fulfillment of the objectives of the company and the commercial ones. This is because there are many factors that influence the correct organization and commercial management of a company, and not only the structuring of the personnel. For example, access to stock data or KPI indicators, communication between the team members themselves and with all the departments, the organization of commercial documentation, etc.

  • Organization of the commercial team and its activity
  • Assignment of clients and their changes
  • Centralized access to information for all agents and departments involved, both customers, inventory ...
  • Catalog segmentation
  • Rate differentiation
  • Customization of reports
  • Focus on commercial work and independence for the sales force

All these difficulties that normally occur in the organization of sales are in the hands of the commercial director, who has the responsibility not only to prevent them from being generated but also to fix them in the most appropriate (and fast, if possible) manner.

 Solutions for the sales organization

Due to the difficulties that can present today in the organization and commercial management, many companies have already made the decision to use technological tools for vendors, which go beyond the CRM and help to manage the commercial activity with a complete table of controls.

Manage your sales department with inaCátalog

At present, inaCátalog is presented as one of the most useful tools for any sales department, since its software is designed to solve all the problems that can occur in the organization and commercial management, and providing those who have a number of them. Benefits:

  • The ability to work more quickly due to the automation of information and processes
  • Facilitates access to general and specific department information
  • Makes client management and analysis easier
  • Facilitate the decision-making process
  • Offers a clearer vision of the areas that need to be improved
This sales organization tool becomes the main ally of any company, by facilitating all processes while saving money and time, in addition to allowing you to sell more and better thanks to its cross-selling and related techniques.

Going deeper into how inaCátalog facilitates the management of the sales department, these are some of the functionalities and features that are improved with the software:

- Management of the Commercial Agenda

With inaCátalog, managing the commercial agenda is much easier and more comfortable, since it is configured and completed quickly and easily. It allows to keep control of the commercial visits and, in addition, control of the commercial routes. This function is perfect for the commercial organization.

- Access to Commercial Indicators

It grants the possibility to consult with only one click all the commercial indicators, being able to control and examine the sales KPI in an organized way, either by agent, by company, by a client or even by period.

- It has a Reporting System in Situ

Thanks to this functionality it is easier to perform, analyze and study the reports. It also grants the possibility of maintaining geographic control for sellers and can monitor commercial visits. In other words, it offers the possibility of saving time and money.

- Offers a Commercial Scorecard

The ability to possess all the necessary information at your fingertips is one of the main characteristics of inaCátalog. With this software, the commercial director, the CEO and any governing body of the company will have sales indicators, graphics, and their evolution, presented in a simple and intuitive way so that they can be studied with the greatest freedom.

- Allows free communication with the team

Communication is the key to success - This is why this tool offers commercial managers the possibility of configuring the platform to generate notices about any movement that must be taken into account. In addition, all the information offered by the team is automatically synchronized.

- Facilitate the freedom of commercial agents

Agents and sales representatives also have all the necessary information on their Tablet, so they can take orders on site, know the available stock and even manage unpaid bills. Thanks to this, they do not depend on calls to the central office and should not wait to arrive at the office to know certain key information about the clients or to close the sales.
May 06, 2019

How to prepare a good commercial training step by step

Today there are many companies that offer courses and workshops to train sales teams in a professional, systematic and with an established methodology. However, we do not normally turn to external companies when it comes to commercial training for our own salespeople,   since, of course, nobody knows our product catalog better than we do.

That said, are you wondering how to train salespeople successfully? Or, perhaps,  how to impart effective sales training? We encourage you to continue reading because we have prepared this post to help you achieve it, whether you are new to this or want to improve.

The first time you had to prepare an internal sales workshop, you probably experienced a similar feeling to sitting in front of a blank sheet. In fact, you were invaded by innumerable doubts ...

Where do I begin? How long should it be? What technical resources will help me? Will I be able to keep your attention?

They are totally normal doubts. Of course, there is nothing like experience to improve the technique, the method and go configuring your own list of details to keep in mind so that everything goes perfect. Today we want to share with you all those key aspects that we put into practice in each of the commercial training that we impart to our clients about our inaCátalog sales system.

Key aspects to prepare good commercial training

The call

This point seems simple but you should not detract from it. Indicate clearly in the call the exact time and place is especially important to avoid delays and possible confusion.

  • Choose a "relaxed" day (within the possibilities) for training, avoid proximity to fairs or other events so that salespeople are as focused as possible at the current time.
  • If possible, it is advisable to choose a date that suggests the beginning of a campaign, cycle or course.
  • It is advisable to avoid Fridays as well as the days before a holiday period.
  • Send a reminder of the call when the date in question approaches.

What should a commercial training last?

The ideal duration does not exist, although we can recommend from your own experience that the 3-4 hour training work quite well and the level of attention is maintained. You must bear in mind that, the longer the workshop lasts, the more difficulty you will have to maintain the attention of your audience.

From 3-4 hours of training, maintaining interest and attention so that they remember the training is complicated - José Obiols, Key Account Manager of inaCátalog

10 tips to maintain the attention during the training to your salespeople:

  1. Includes break every so often.
  2. Try to maintain a strong attitude throughout the training, especially when you start and resume the session.
  3. It intersperses theory with anecdotes, examples and practical cases. In addition, at the same time, you will be helping to internalize the knowledge that interests you.
  4. It combines different multimedia formats: presentation, images, videos, etc.
  5. Direct your attention and your gaze to the different participants.
  6. Launches interesting and practical questions.
  7. Play with silences and changes in the tone of your voice to emphasize and avoid the monotony
  8. Get feedback from your audience: what interests them most, if they are attentive ...
  9. Do not lengthen excessively the commercial formation and, mainly, do not lengthen to extend (the time is very appreciated by all).
  10. Remember that commercials are "action" profiles, competitive and move by objectives. Apply it to the way you present your message and the practical cases that you make.
The technical resources you need "on stage"

We indicate the basic technical resources that you must take into account in any training. You can expand the list, yes, make sure everything works correctly before starting the training.

If there are technical problems, the interest of the participants to learn decays and disconnects completely - José Obiols, Key Account Manager of inaCátalog

Public address system

This section depends on the size of the commercial strength of each company. It is not the same to prepare a sales workshop for 4 people than for a team of 50 salespeople. From 10 participants we recommend a public address system. Depending on the sound of the room and our voice will be a more or less necessary requirement.

Projector or TV and other devices

For the development of the training, a large-format television or projector is indispensable to allow the attendees to follow the explanation and visualize the presentation without difficulties. The presenter or presenter can rely on a tablet or laptop, which will be connected to the projector.

Our case: how do we prepare a commercial training of inaCátalog

In addition to the above, in our case, we take into account a series of additional points that respond to the particularities of our sales software. We share them below to serve as an example:

  • The ideal time to train sales teams is when our customers are ready for the final launch of inaCátalog. 
  • It is convenient that, during the implementation, someone from the commercial team has carried out previous tests of the whole cycle and the fundamentals in the sale.
  • The entire sales team has the app installed and running on their tablet or iPad. In this way the use of the training is maximum and any doubt of use of the application can be solved at the moment.
  • At a technical level, it is important that the place has a Wi-Fi that supports several connected devices at the same time.
  • At the content level, we customize each training. The implant of the app and the Key Account Manager are coordinated with the CEO, Sales Director or Sales Manager to focus the training on the functionality in which the client has a greater interest during the implementation.
  • With this content, we elaborate a personalized script according to the client so that the agents can take notes.
May 06, 2019

B2B Sales Congress Barcelona. It's time for changes

Last October 4th we attended the B2B Sales Congress in Barcelona for several reasons:
  • Because we have been following Álex López for a long time and we think his proposals and reflections are very accurate.
  • Because the speakers and the topics that were going to try seemed very interesting to us.
  • We are a company focused on sales solutions and we need to be up-to-date in these aspects. We think that "Social Selling"  will help us get closer to our customers, and generate new opportunities.
We were three colleagues, representing the sales, marketing, and management departments of inaCátalog and also belonging to 3 different generations. This data is not trivial and later we will see why.

We went out delighted with what we heard and we put it in common, in a round table, to apply it in our company. This is a summary of our reflections and conclusions.

Question: What did you think about the event in general?

Jose Obiols (Key Account Manager):

"Very interesting everything that was talked about and, above all, by the naturalness that the speakers generally showed. I have the impression that those who attended, were there because of friendship towards Alex and did not try to sell a product, but to transmit their experiences and this gives a lot of credibility to his words. "

Alberto Micó (Deputy to Direction):

"The information they gave us about social networks and Social Selling, will be very useful to help us focus on improving the brand, from home, have an impeccable letter of presentation, be well positioned, and that the client perceives us that way".

Jose Antonio Enguix (Marketing Communication Manager):

"We are very open to the vision of what is coming. The speakers represent leading companies in the market that give us clear clues about what companies have to do to be ahead of us and when we first climb into the car in the best position we will be to face the future. "

We wanted to collect, some of the central ideas of each of the speakers and together, we think they can be key.

'EL NUEVO VENDEDOR DIGITAL' by Iban Solé (B2B Sales Congress 04.10.2018, Barcelona)

The client has changed. The profile of the seller has to change because the clients' scenario has already done so.

Current customers have much more information than before. They can research on the internet and they do it, they look for references, they look at our websites, they evaluate and they know the product before buying it. The current client has the power; 'let me decide what I want to buy'.

The new salesman can not go with the traditional arguments, he has to become an advisor to accompany the client. It has gone from merchant to vendor of a briefcase, and from there, to expert advisors.

The current client asks: "How will I be more competitive with you? If you do not offer me a competitive advantage, I'm not interested in your product. " The new seller has to prove it.

Therefore, we must do a 'digital transformation of the sales team' and the formula to achieve this is:

"Listen + Build trust + Efficiency + Sales history"
  • Digital listening: As the client has the power, the expert 'listens' to what the whole market says instead of talking so much.
  • Build trust: Demonstrate what is sold with facts. Explain clearly and transparently
  • Operational efficiency: Being where the client is, being transparent, controlling the purchase process and surprising the customer.
  • Digital sales history: To have and be part of a 'digital history' with sense and coherence. 
MILLENIALS AND B2B by Francesco d'Italia , Daniel Ferreiro , Xavi Escales (B2B Sales Congress 04.10.2018, Barcelona)

Let's talk clearly, maybe you do not like being digital, but what about your customers? And your competitors?

The LinkedIn social network allows a small company to reach the same audience as it would a large one, but with less money, and it gets it, above all, through its employees.

'The content shared by employees gets 8 times more engagement than the content shared by the brand's channels' (source: Social Media Today). To achieve this, employees have to be ambassadors of the brand and we will only have it if the experience is interesting for them. They have to believe it, be convinced and obtain some benefit, in addition, the CEOS and managers have to set an example.

By 2020 Millennials will be 35% of the workforce and have a different way of understanding work, just as we have it from our parents and them from their parents, our grandparents.

A Millenial wants to work 'with us', not 'for us', with a worthwhile boss and in an 'irresistible' company :
  • Give him the opportunity for meaningful work.
  • That makes collaborative management, training, and recognition.
  • In a positive work environment.
  • With opportunities for mobility and growth within the company.
  • With bosses to trust and inspire.
  • This new generation has energy, adapts to change and wants challenges. Think of the social return Will companies be at your level?
To achieve an optimal 'Employees Experience ', companies must work on these aspects: the physical, emotional, intellectual and virtual or technological environment and aspirations.

I NBOUD AS A B2B TOOL by Pau Valdés (B2B Sales Congress 04.10.2018, Barcelona)

Physical sales strategies such as visiting polygons, attendance at fairs and the like are ineffective. To improve the recruitment and relationship between business (B2B) in such a digital environment the best way to achieve this is to apply an inbound strategy and use powerful tools for automatic classification of leads.

The main challenges of the B2B are the quantity and the quality of the leads.

Quantity: The solution to getting quantity is a sum of factors for attraction:

Quality: When we have found quality leads and we want to approximate the moment of the meeting automatically:
  • Most valuable content near the transaction
  • Automation of recruitment marketing
  • PPC (pay per click)
  • Blogging
  • Creation of contents of interest at the beginning of the purchase process
  • You have to use specific automation tools with automatic sequences and integrated with commercial emails
  • Send correct messages with correct tempos
  • Use Chat and Chatbots 
"The landscape does not stop changing and you have to be always adjusting".

EXPERIENCES IN THE MANAGEMENT OF LEADS by Manuel Asia (B2B Sales Congress 04.10.2018, Barcelona)

Manuel told us his vision on the management of leads, campaigns and telemarketing sales. These are your main keys.
  • Measure. All actions that can not be measured and converted into clear numbers must be avoided.
  • Each campaign must be evaluated and valued to choose the most profitable ones. Knowing the cost per lead is vital.
  • Separating the qualification from the sale, are different things. The qualification of leads must be subcontracted or done with scholarship holders.
  • Lead segmentation is a marketing thing
  • Inbound marketing and outbound marketing (telemarketing) are different, they have different messages and times.
  • Telemarketing must have a structured call process. Up to 6 'good' calls cannot be reached and you have to distinguish well between 'calls' and 'business calls', which are what the interlocutor makes you something of a case.
  • Telesales: Essential "reactivity". The conversion rate if you attend before 2 hours, double the conversion. You have 40 '' to fall in love with the interlocutor.

ENVIRONMENT VUCA by Daniel Ortega (B2B Sales Congress 04.10.2018, Barcelona)

David Ortega, after an introduction to the new paradigm of ownership and the new " VUCA Environment", gave us a few absolutely clarifying sentences:
  • "Everything that can not be digitized is going to be valuable."
  • "Decide quickly under a high level of uncertainty."
  • "My product increases your benefits by reducing your efforts."
  • "The back office is fundamental":
  1. The stability of the team is crucial
  2. Team with continuity. Let them grow and stabilize
  3. Specialized
  4. Internal promotion and balance between the requirement and personal development
  5. Economic conditions, simple, fair and linked to growth
  6. The whole company must be involved in growing more
  7. You have to have a customer showcase in each sector
  8. Have a SWOT of ours and the competition
IMPORTANCE OF THE CULTURE OF EACH COUNTRY IN DECISION MAKING by Alexandre Valls-Coma (B2B Sales Congress 04.10.2018, Barcelona)

Alexandre talked about his experiences in the sale of his products of a pharmaceutical multinational in three huge markets; European, Asian and South American.

In all of them, the protocol and the keys to decision making are different and if you do not know them, failure is guaranteed. Why? Because business is done between people and the cultural context is essential.

 SOCIAL SELLING with Álex López (B2B Sales Congress 04.10.2018, Barcelona)

Alex showed us practical cases of the scope and effect of the use of LinkedIn and some essential utilities such as Sales Navigator and Talent Insights.

According to Alex, the future is about people, not companies and opinions are given by people. In this context, current commercials need a lot of 'Digital Listening'.

The clients look for referrals. First, look for references and then look at our website. In addition, there are tools that provide opinions on companies, as others do in other sectors.

The references are not solved by a community manager, but rather the employees generate content, because, as we have said before, the result of the employees generating content, improves the brand image and benefits the Social Selling. In some cases, the employee brand is worth more than the company's brand. You have to help them. They have to be provided with content, but they have to lose the fear of making their opinions public.

inaCátalog moving towards a new sales scenario

Put all our notes in common in this round table, has served us to take better advantage of this Congress. The different points of view and the importance that each one gave to certain aspects of each presentation have enriched the training received more. We have drawn interesting conclusions and a list of tasks that we are going to start up right away. We want to continue adapting the company and our solutions, to the best practices, to help sell more.
May 06, 2019

Customer Success: The relationship with the customer is the basis of success

Can Customer Success make a difference?

Companies invest, increasingly, not only in performing a good service or have a product but also in ensuring a quality experience, through a good relationship with customers.

Much is said about happiness and customer satisfaction, but have you ever thought about what customers want?

They do not want to be happy or feel fulfilled by being customers, they want to achieve the objectives they have when they purchase your product or service.

That's where the team comes Customer Success - or Customer Success. This novelty was introduced into the company a short time ago to revolutionize the way companies see their relationship with customers, focusing not only on what they want but also on what matters most: the customer.

If you are interested in knowing a little more about this department that is here to stay, take a look at our article and understand why Customer Success is an excellent bet for your company!
What is Customer Success?

In relation to the concept, we can keep the definition of  Lincoln Murphy (a reference in Customer Success since the term and activity began to take shape in the market):

"Customer success is when your customers reach the desired result through interactions with your company"

This term was initially applied to SaaS companies to designate a professional that would not only help the client to use the software in the right way but also help him achieve good results with that solution and be successful in using the purchased product.

Customer Success is based on the success of the client (as the name implies) and this goes far beyond a CRM or knows how to use a tool, that is, the success of the client becomes the responsibility of everyone within a company, from the precise moment in which the first contact is initiated. This change in the concept of after sales have transformed the market and since then companies have reinvented the way they treat customers after they are already part of the portfolio.

Maybe you're interested: Customer Relationship Management: improve your decisions with software

 What is Customer Success? 

1-Be able to measure the activity of the user with your product (how often do you use it, how do you use it, why do you use it?)

2-As a company, measure your relationship with the customer (how many times do you communicate with him? Who contacts him? How does he do it? Why does he do it?)

3-Identify how you can provide the necessary support or training required for the client to maximize their results with your product.

This will help the company to decipher the different points of contact in the life cycle of the client, the channels and methods through which communications with the client can be carried out effectively.

Why is it so important today?

Customer success is consolidated as the third growth engine behind sales and marketing. Currently, buyers have an infinity of options that would have been unimaginable in the past as the availability of more options and information than ever and all brands compete to capture their attention. The administration of power has changed and customers no longer have to limit themselves to accepting annual contracts. More and more software companies are changing to "freemium " models, which allow customers to test the product before buying it and cancel the service at any time.

There are many obstacles that we face today: the cost per click of the ads continues to increase in all channels, users increasingly give less importance to marketing messages and major social networks, such as Facebook, they became the kings of the business by being intermediaries between the company and the audience.

Since the acquisition of new customers is more complicated and it is now easier for consumers to leave a business relationship, companies are focusing on satisfying and delighting their customers.

There is still a need for sales and marketing teams to reach agreements and capture new market opportunities. However, the biggest problem with which developing companies collide to rise to a higher level is related to their effectiveness in stopping the loss of clients and having a base of happy and loyal customers on which to base growth.

Nowadays, the best way to take a company forward is to guarantee that your clients obtain good results and are satisfied; basically, that is the customer's success.

Advantages of Customer Success


This is the most valuable gain in having a Customer Success: ensuring that customers not only enter the base but that they remain.

2-Customer experience

In addition to ensuring that the client remains, the Customer Success professional develops a relationship with the client to offer a superior experience while in the company.

This is so because the condition for this work is the proximity to the client, the closeness in the follow-up, the guarantee of results - and that is what every client wants to be satisfied.

3-The satisfied customer is the best advertising

Taking into account the customer's experience, we must highlight the importance of an above-average service so that the customer not only feels satisfied, but becomes a prescriber of your brand and, in that way, recommend and help you to win new customers.

The Customer Success area is also a source of income for companies, as it identifies opportunities, for example, new services or products based on the demands of current customers.

 What is the difference between Customer Success and Technical Support?

One of the great disadvantages of technical support teams is that members warn that the same problem is repeated over and over again. They are able to solve the individual problem, but the organization is generally not willing to invest enough to find a systematic solution. This is where the customer's success strategies come into play.

Think of Customer Success as the next level of an excellent technical support team or CRM. It is a proactive function that improves the customer experience and guarantees an extraordinary path towards the future.

Customer Success takes a proactive direction in which customers are continuously followed to offer a solution and solve their problems even before they arise or intensify because they are present at all times.

The main objective of Customer Success is to quickly build greater value for the customer and add more value to the company while helping them efficiently.

Customer Success Teams and inaCátalog Mobility Sales

From inaCátalogwe seek to innovate and adapt to the new times by offering the best solutions and products to our customers to be part of their success. Offering the best individual and personalized attention to our clients is one of our most important tasks and for them we have merged our Support and Implementation teams to offer a better performance in the contact of our clients proactively preventing and contributing solutions to guarantee a perfect operation of our products and increase the success and sales of our customers. With the implementation of this project, we seek to improve relations with our clients and we hope to obtain the expected results improving efficiency in our company and an increase in the success of our clients that makes both parties happy.
May 06, 2019

Eurovision and its technological transformation over the years

Eurovision is the music contest that, every year, captures the attention of Europe. And it is not only a competition of what is the best song, but the whole staging is a show that involves the voices of the contestants. This is so thanks to the technology behind the show.

Already at the time, the creators of Eurovision saw in the festival a great opportunity to test live television broadcasts, and see how far it could go. But today it is difficult to be aware of all the technological and audiovisual deployment that exists and is improving, in this annual contest. Countries seek to dazzle through innovation, which entails challenges of great difficulty that, beyond voices and songs, turn the stage into a showcase of lights, images, and sounds.

Technological data

Putting the above in context, here we have some Eurovision 2016 data that give us an idea of ​​all the material and technology that is required:
  • 1828 luminaires
  • 71 million pixels
  • 143 kilometers of cable
  • 19 video servers
  • 900 m2 of high resolution led screens
In addition, a few years ago the Eurovision Flex system was introduced, a digital transmission tool that self-manages and makes it possible for broadcasters to transmit live content through a network layer composed of the Internet, fiber and satellite. The content is delivered safely, quickly and profitably, and makes the choice of the network to suit your needs, reaching the homes of viewers around the world.

In 2015, Microsoft became a technological partner of the contest, because it aimed to take music beyond European borders:
  • With the Azure platform, fans of the festival can watch the videos they want and distribute content in real time on television networks.
  • With the app Eurovision Song Contest, you can watch the gala while you see all the information related to the singers and their songs and even vote them.
  • They use Big Data to estimate the final Eurovision results.
Technical development during the 60 years of Eurovision
  1. In 1956 the first festival was broadcast.
  2. In 1968 it was his first color retransmission.
  3. In 1994 they were the first live satellite connections with the spokesmen and the first fireworks on stage.
  4. In 1996, the first virtual studio in the contest.
  5. In 1997, the first pan-European televote.
  6. In 2006, the first flying " Spider Camera " was introduced.
  7. In 2009, scenes recorded using a Segway.
  8. In 2013, the launch of the Eurovision app.
  9. In 2016, the introduction of the Eurovision Flex system.
And this is a festival with a lot of history in which technology has always been transformed to satisfy its audience, adapting to trends, and evolving and risking each year in its path.

May 06, 2019

How does Football integrate technology?

It can be said that football is the most popular and controversial sport in the world. On the other hand, their adaptation to technology is not entirely rapid for some reasons.

For decades, the organ that leads this sport, the famous FIFA, has preferred to dispense with " innovations " and keep betting on the field by the human criterion when it comes to operating. It was already said by Joseph Blatter (former president of FIFA) that both players and referees make mistakes, but the important thing is the human touch because football inspires passion and emotion.

And it is that the culture of football moves around a journalistic and social bubble that feeds on the analysis of moves that, in each game, create controversy. So, to what extent could the integration of technology, the experience, and feelings of this sport change?

What seems clear, is that every time is aimed more at a technological adaptation also in this field, and this trend does not come to disappear.

Technologies applied to football

In order to be more precise and fair with the rules of football, some technologies have been introduced to improve committed situations:

In 2012, FIFA announced hawk's eye approval to eliminate phantom goals. A system of well-distributed cameras that analyzes the data and, the second, sends a signal to the referee that corroborates whether it was a goal or not.
Another system that began to be used at that time was the GoalRef: a chip and sensors are inserted into the ball, with which it recognizes whether or not it has surpassed the goal line. In the same way as the hawk's eye, the result is sent to the referee's clock.
In 2016, FIFA also launched the VAR system of video assistance to the referee, which consists of the following: the referees who control the videos are trained to review the incidents on a screen. They are responsible for informing the referee of the field about what really happens and can be misinterpreted by it. The VAR can only be used in four situations subject to review: goals, penalties, red cards and identity confusion (admonish the indicated player). The operation of video arbitration It has a series of steps, from when the videos are reviewed with doubtful actions until it is the collegiate who makes the decision to establish what has happened.

As in any sector, the technology aims to improve things and situations. In the world of soccer, on the contrary, it does not seem that it brings many illusions when it comes to finding a solution that satisfies the whole world.

What is clear is that thanks to systems such as the hawk's eye, the dilemmas are over, because there is no room for discussion and the image of the referee would not be affected, as he would make accurate decisions.

But the lack of updating means that these technologies still need to be revised a lot so that they become perfect and clear for everyone. In any case, the strong culture, competitiveness, and controversy, but at the same time, an exciting surprise factor, will not make it any easier for technological innovation, since it is part of the essence of football.

As former MLS player Kyle Martino (now an analyst in the NFL) said at the time:

"There is only one reason why football fans are reluctant to introduce any technological advance in the game. Like the person who still uses a BlackBerry when the rest of us interact in devices that make life easier and more enjoyable, football fans are willing to hurt the games to soothe their concerns that any change will take away what that they already love, instead of making what they love even better ".