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 operator, 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
- Focused on the target
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 their specific needs.
- Learning tools
The FYCO team was trained in the use of the solutions and software used by the operator (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 supplier. Constant feedback and detailed monitoring of the volume of activities made it possible to measure in detail the evolution of the commercial relationship and constantly offer new points for improvement.
- Comprehensive service
As an added value, FYCO offered to train the company's technicians through FYCO Learning, an online educational platform, which operates 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 customer, we are entering the big leagues. In soccer terms, it is like playing in Europe..”
FYCO Technical Leader
Figures
- 300 pieces of equipment to be configured was the first commitment made in the project
- The signed contract has an initial duration of 1 year, with the possibility of extension
- FYCO's first agreement with this operator was closed at the end of 2021, and in January 2022 they were already working on the development
- It took FYCO a month and a half to learn how to use new tools to perform the task of equipment configuration
- 1 project leader was specially assigned to attend to the requests that were generated
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.
- 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 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.