What does this new service consist of?
It’s a new Maximo business operations area which consists of delivering remote technical services. We have established a rigorous process supported with formal mechanisms which operates with tools for project control, delivering timely client information as well as version control for formal documentation and for the different software deliveries.
Our traditional market has been Latin America where we have carried out business similar to what we do in Chile. Today we are rendering our services to the United States’ market.
For this reason we rely on our bilingual professionals which have been previously trained to carry out remotely a complete implementation process.
What are the principal advantages of this area?
To begin with, this has permitted us to approach an extremely demanding, professional and difficult market to enter. It is worth mentioning that the United States has half of the clients worldwide which means that strengthening commercial relations with them has without doubt become an important achievement for the company.
Secondly, we have invested in people, processes and systems which have given us the possibility to grow even more as a Maximo service provider.
Lastly we have largely extended our coverage given that we have access to all companies which are end clients of our Business Partners with whom we are working with.
What approach was used to gain this market?
Our strategy was to extract a subset of services from the range that we already tend with Maximo. The idea was to offer the functions which can be remotely performed which in short brought us to focus on our technical Maximo services. Taking advantage of our participation in various venues which IBM offers worldwide to their Maximo business associates along with our reputation as a leading company in providing services for this solution, have facilitated in establishing alliances with local USA companies. With this in mind we identified North American companies very similar to ours and converted ourselves as an outsourcing resource for their projects. Our company consists of one of the biggest set of consultants dedicated to Maximo. This was of course a decisive factor when it came time to enter this market given that not just any company has an important quantity of experts in this system.
How do you differ from the competition?
Solex has high standards with respect to international certification and accreditations and has competitive prices for this market. In addition, the expertise and specialization which it has obtained during its trajectory have served to fulfill in diverse areas of Maximo.
For this reason North American companies opt for us for the convenience given that we are a team of professionals and not an individual contractor as is often the case in this market. Generally the American approach is to contract freelancers for each project. Often the case that this results in higher costs and complications when compared with our services.
Lastly, how has it been working with this market?
Up until now we have dealt with various end-clients with North American business associates as well as one Australian. With all of them we have had excellent results with respect to turnaround, ease of communication and generally the quality of the service we have provided.
Although our proactive focus has been the United States we have received requirements from Asia, Africa and Europe. Our primary challenge is that within 3 more years we achieve a similar sales volume as our current traditional Maximo business.