Desde hace 3 años y medio, Mauro de Lucca hace parte de Apollo, una compañía estadounidense que está en la industria de control de Acceso desde 1987 y que ha operado durante todos estos años estando a la vanguardia en lo que se refiere a soluciones de alta confiabilidad para clientes de alta gama, que exigen un nivel alto de seguridad.
Históricamente, los productos de Apollo no han estado dirigidos a clientes con operaciones pequeñas, sino a un mercado de grandes instalaciones o con exigencias altas de seguridad. Así mismo, una de las características de estas soluciones es su nivel de personalización, según las necesidades del cliente.
Diferencias de mercados.
Existen varias diferencias entre el mercado norteamericano y el latinoamericano, generándose así, distintas necesidades en los territorios. En Estados Unidos, el control de acceso está ligado directamente a la intrusión, mientras en LATAM se piensa a veces separado. Apollo mezcla la parte de control de acceso con la de detección de intrusión, sumando su propio software de manejo, donde se puede administrar y monitorear la solución. A esto se suman las integraciones con múltiples fabricantes para la parte de video, biometría, automatización, etc. Todo manejado desde el sistema de Apollo.
Se puede dividir el mercado latino en diferentes niveles, mercados que compran y representan un estado de madurez en el que se entiende que el tema de seguridad es una inversión. En este orden de ideas, el mercado mexicano es hoy por hoy uno de los más importantes en la región, seguido de otros países que están consolidados o que vienen con mucha fuerza.
Así mismo, dependiendo de la región, se tienen clientes en diferentes mercados verticales, siendo los más importantes la infraestructura crítica, telecomunicaciones, transporte aéreo, aeropuertos, y la parte corporativa (las industrias).
Un fabricante, con alma de integrador.
[mks_pullquote align=»left» width=»350″ size=»24″ bg_color=»#177db7″ txt_color=»#ffffff»]“Los fabricantes normalmente están muy enfocados en su producto o solución, pero con mi experiencia como integrador, puedo entender sus problemas y necesidades, esto crea una empatía de inmediato”.[/mks_pullquote]
Antes de llegar a Apollo, Mauro fue integrador por 22 años y vendió su operación para dar el salto a fabricante. Esto le ha representado notables ventajas a la hora de desarrollar su trabajo, ya que habla el mismo idioma de los integradores y los negocios y reuniones se dan de manera mucho más clara y precisa.
“Varias veces me invitaron a hacer parte de Apollo, pero fue en el 2015 donde entendí que era el momento correcto. Además, tuve la suerte de que me abrieron la posibilidad de trabajar en una región tan grande y diversa como lo es Latinoamérica”.
Hay muchos lugares comunes en los clientes de los distintos países de la región, pero las necesidades, incluso desde la comunicación, varían. Por eso la estrategia es estar cerca de los integradores y poder hablar con ellos de cada proyecto en particular.
[mks_pullquote align=»right» width=»450″ size=»24″ bg_color=»#d7db51″ txt_color=»#1f2035″]“Si tú llamas a la oficina de Apollo vas a poder encontrar más de 10 diferentes idiomas con personas que lo hablan de manera nativa”. [/mks_pullquote]
Apollo es una empresa “atípica” en Estados Unidos, porque el 80% de sus negocios son de exportación. Este nivel de internacionalización se ha logrado porque han entendido que deben comprender las diferencias regionales, adaptarse a cada contexto y acompañar a sus clientes para brindarles soluciones que de verdad representen sus necesidades.
Calidad, cercanía con el integrador, investigación, desarrollo y flexibilidad.
Estos conceptos son las bases para que la compañía pueda mantenerse vigente en el mercado y estar a la vanguardia a través de los años. No dejarse seducir por las soluciones de bajo costo y mantener siempre el foco en la calidad del producto y del servicio, hace que las soluciones de Apollo sean de largo plazo y generen confianza en los distintos clientes. Además, Apollo está dispuesto a trabajar de la mano incluso con sus competidores para lograr una mayor satisfacción del usuario final y una mayor pertinencia de su solución. Todo esto sumado a una idea de investigación e innovación constante, son las claves del éxito de la compañía.
[mks_pullquote align=»left» width=»350″ size=»24″ bg_color=»#177db7″ txt_color=»#ffffff»]“Una de nuestras misiones es permitir que las experiencias y los casos de éxito sean compartidos, y eso hemos buscado hacer estando cerca de nuestros integradores”.[/mks_pullquote]
Así mismo, ya sea por el tipo de negocio, la región o el tipo de cliente, Apollo entiende la necesidad de customisar sus soluciones, pero precisamente esto se convierte en una guía y en una gran ventaja para el negocio mismo, ya que el trabajo que se hizo con un cliente, puede ser referente para el que se haga con clientes con necesidades similares, e incluso puede ser un punto de partida para las futuras mejoras de un producto o solución específicos.
“Queremos estar cada vez más posicionados en el mercado que exige alta especialización y buscar que las soluciones de seguridad puedan apoyar otras funciones en una organización. Estos son los retos para el futuro, un futuro en el que ya estamos trabajando”.
https://inve.threeflightstozurich.org/actors/ – Actors
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