Success stories

Julio Tomé is an accomplished executive with more than 20 years of experience in sales and senior leadership. He currently serves as Vice President of Sales & Marketing at H&CO Technologies, where he leads regional sales and marketing strategies for Florida and Latin America. Previously, Julio was General Manager and co-founder of Empresas Inxap, where he played a pivotal role in developing and implementing digital transformation solutions for midsize companies in Argentina and Chile. His strong track record includes extensive experience implementing SAP Business One, along with key roles in sales and commercial leadership. Julio holds a Telecommunications Engineering degree from Instituto Superior Politécnico José Antonio Echevarría de Cuba and has built a distinguished career in technology consulting and business development.

Background

Amid our inorganic expansion — encompassing the redesign and integration of commercial operations across more than eight Latin American countries — and given that our ERP business has reached market maturity, the company needed to strengthen its competitiveness. That required enhancing our value proposition with intangibles that go beyond the core product, aimed at acquiring, retaining, and profitably growing customers better than the competition.

Solution

One of the solutions we adopted was to embed Customer Experience as a core pillar of the H&CO Technology value proposition. This set us apart in a mature ERP market, turning this intangible into a strong, sustainable competitive advantage. The strategy fostered learning and continuous improvement. Taking a customer-centric approach meant co-creating strategies, processes, and interactions with customers themselves, engaging them at every touchpoint to meet their needs across the full lifecycle.

An experience model aligned with business strategy and sound governance optimizes how the business is managed and run. Our experience model will ensure our value proposition delivers customer interactions that are consistently positive, coherent, and aligned with the values and objectives we have defined. In turn, this will support the mission of units such as Customer Success, which focuses on building strong, lasting customer relationships.