About the project
A digital technology provider that integrates fiber network solutions, connectivity, cloud infrastructure, and voice and collaboration tools for businesses. It has more than 6,400 clients and operates a portfolio of networks and data centers that spans Latin America. It was looking for new suppliers for its regional operation.
The challenge
To win this client, FYCO had to understand how to adapt its offering and even expand its core business, incorporating engineering services into its portfolio. The clearest opportunity was in a service that handles an internal process in the configuration of active equipment (firewall updates, licenses and review of layer 3 routers) and fiber optic links for internet services.
“Achieving the goal of being suppliers of this great operator was very satisfying for us, because it opened doors for other businesses.”
FYCO Technical Leader
The strategy
- Focus on the customer
The FYCO team set out to understand the culture of this digital technology provider and was flexible enough to adapt to its requirements. To such an extent that it assigned technical specialists to meet the specific needs of this new client.
- Learning tools
The FYCO team was trained in the use of the solutions and software used by the client in question (from SAP inventory management and control systems to communication tools such as Teams and the Authenticator platform, among others). - Follow-up meetings
The process was accompanied by periodic meetings between FYCO's internal team and the client. Constant feedback and detailed monitoring of the volume of activities made it possible to measure in detail the evolution of the business relationship and to constantly offer the client new points for improvement.
- Comprehensive service
As an added value, FYCO also offered the client to train its technicians through FYCO Learning, an online educational platform that functions as an independent business unit.
- Regional focus
Although the initial contract was limited to Colombia, FYCO studied and adapted to the labor regulations and laws of the rest of the Latin American countries where this provider has a presence in order to be able to offer its services there as well.
“With this new client, we are entering the big leagues. In soccer terms, it is like playing in Europe.”
FYCO Technical Leader
Figures
- 300 devices to be configured was the first commitment made to the customer
- The signed contract has an initial duration of 1 year, with the possibility of extension.
- By the end of 2021, FYCO's first agreement with this customer was closed, and in January 2022 they were already working on the development
- A month and a half took FYCO to learn how to use the new tools to perform the task of configuring equipment for the custome
- 1 project leader was specially assigned to attend to this new client's requests
Results
- Time optimization
The engineering services provided addressed three fronts: satellite, wireless and fiber optics. In each case, we were able to streamline the processes of equipment procurement and availability of materials for the client. - Diversification of business lines
The signing of the first contract opened the doors to collaborate on other projects of this technology provider. Thus, in 2022, FYCO focused on a 16-kilometer fiber deployment in Panama for the company's two data centers, while the operation in Colombia continued to provide hardware to integrators. FYCO is also moving forward with new projects, such as product installation, field services and delivery (turnkey delivery of equipment for daily support, maintenance, installation or changes).
- Access to new customers and markets
Based on this project, FYCO positioned itself in the market of large telecommunications operators as a solid and reliable provider of products, engineering services and network deployment. In this sense, in 2022 the company undertook the design of new data centers for another company in Mexico, offered engineering services for an operator in Costa Rica and analyzed a possible commercial agreement with another firm in Ecuador.