Durante el pasado Congreso de Seguridad ALAS, que se realizó en Punta Cana, tuvimos la oportunidad de sentarnos a hablar con Ricaurte Guevara, de nuestro socio Corporativo PANASONIC y esto fue lo que nos contó:
“Me encanta poder chocarle la mano a un cliente, para mí es muy importante la empatía, poder escucharlo y ser servicial es mi lema”.
Ricaurte es un amante de la electrónica y la tecnología, que paso más de 20 años como técnico de mantenimiento y soporte en diversos campos como el audiovisual, el CCTV, el IP y video profesional, lo que lo llevó a adquirir una gran experiencia de campo que finalmente lo llevó a estar hoy en su cargo en PANASONIC. Con más de 4 años en la compañía Ricaurte sabe que este es un cargo ideal y que tiene mucho para aportarle a la marca.
La marca.
Si bien el nombre PANASONIC es conocido en el mundo entero, es bueno ahondar un poco más en los datos relevantes de la compañía. Con más de 100 años de existencia, esta marca de origen japonés se ha consolidado como uno de los líderes mundiales orientados a la parte electrónica, industrial, microchips, baterías (que usan inclusive los autos Tesla), línea blanca y gran fortaleza con sus equipos audiovisuales para Televisión y cinematografía en todos los niveles.
Filosofía de venta.
“Nosotros no estamos orientados simplemente a vender cámaras y grabar, sino que queremos que el cliente se lleve realmente lo que necesita para su proyecto”.
PANASONIC es una empresa completamente enfocada en el servicio al cliente que funciona incluso como consultora, en el sentido de que están buscando siempre soluciones según la necesidad del cliente. No se trata de vender lo que no se necesita, sino de asesorar y encontrar la mejor opción y la mejor solución para cada necesidad y para cada proyecto, ahorrando costos y aumentando beneficios.
“Nosotros tenemos que ser rentables para los departamentos financieros de las empresas, sino, no estamos haciendo bien el trabajo. Por eso con tecnología optimizamos el recurso y estamos muy pendientes del retorno de la inversión”.
Tendencias.
“Nuestro segmento de videovigilancia se ha venido orientando hacia la parte pública con Deep learning, videoanalíticas, reconocimiento facial, sistema de búsqueda de vehículos, entre otros”.
El factor humano hace parte del sistema de vigilancia y por supuesto está sujeto a errores. La compañía no le apunta a eliminar ese factor humano, sino potenciarlo y hacerlo mucho más eficiente. Por eso, es importante que los usuarios puedan obtener de su solución todo el rendimiento y la información posible en analíticas, en capacidad de almacenamiento, en grabación y con esto, mejorar el costo y la eficiencia.
“La marca cuenta con arquitecturas abiertas. A pesar de lo que a veces se cree, es una marca con mucha compatibilidad y facilidad para distintas integraciones, como por ejemplo con importantes fabricantes de VMS del mercado como Genetec y Milestone e ISS por mencionar algunos”.
El mercado latinoamericano.
“Es una realidad que para los clientes en nuestra región el tema de precios es relevante”.
Consientes de esto, en PANASONIC tienen claro que para poder ofrecer un producto acorde, hay que hacer una constante sensibilización y pedagogía con los usuarios en el tema tecnológico. No se trata solo de hablar de conceptos como inteligencia artificial o Deep learning, sino enseñarle al cliente cómo esto va a traer grandes beneficios, más allá de una inversión inicial más robusta. Aquí el tiempo juega un rol importante. Las soluciones de la marca están pensadas a largo plazo, y el retorno de la inversión debe ser mirado así. El paradigma de ahorro, comprando productos de bajo costo, se rompe con educación, asesoría e información de valor para los clientes.
“Los cambios tecnológicos van muy rápido. Hoy, todo el mundo quiere H265, pero a lo mejor, aún no tienes la necesidad de hacer ese cambio. Depende de ciertas variables y esto va de la mano de la eficiencia e incluso el costo”.
Tecnología comprobada.
“Los japoneses son muy estrictos. No solo cumplen el estándar sino que van más allá. No sacamos ningún producto sin ser ampliamente probado”.
La calidad en PANASONIC es de las más altas que se pueden encontrar en el mercado, superando el estándar de calidad de ranking internacional y con la seguridad de que dicha calidad, se mantendrá por muchos años. La calidad de la óptica, la calidad de la imagen, la durabilidad, la garantía, la calidad en fabricación, entre otros, son diferenciadores que empiezan a pesar a la hora de decidirse por una marca u otra, y es importante para PANASONIC educar al cliente para que pueda entender esta diferencia y comparar con los argumentos necesarios.
La obsolescencia es un concepto que no hace parte de la compañía, precisamente por el hecho de crear equipos con arquitecturas abiertas que pueden ser actualizados en la medida del avance tecnológico. Además, ofrecen actualizaciones (incluso gratuitas) hasta que los equipos pasen necesariamente a una versión superior.
La Asociación.
“ALAS es fundamental para nosotros porque nos ayuda a tener mucho más alcance. Se encargan del tema logístico y la organización de eventos, tienen una gran lista de contactos de distintas calidades. Nosotros como fabricantes vivimos de la venta y ALAS nos permite llegar a los clientes por medio de una gran variedad de actividades como eventos, webinars, entrevistas y demás”. 
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