Transformación de la línea de Negocio de Consultoría para la empresa de seguridad de la información “Empresa SI” en la sucursal de Colombia

Abstract

This document addresses the problem of the low participation in sales of the consulting business line over the total operation in Colombia of a Latin-American company, called Empresa SI. The objective of this work is to propose a solution for the business problem of low participation in sales of the consulting business line, through the application of two models: Canvas and Delta in order to potentiate this line in the country and thus position it as strategic within the organization. The proposed methodology consisted of carrying out a process of collection, analysis and interpretation of: information on communication and technology sector in Colombia, the Empresa SI , its sales model and structure of the consulting business line and its clients, the global strategy and the sales strategy of the consulting business line in Argentina, interviews to the business heads and surveys of the actual customers of the Empresa SI . Based on the analysis of the above information, it was proposed to transform the consulting business line, offering a service, appropriate to the needs of the market. In order to do so, we focused on the following aspects that include a business model, according to the Canvas model: 1. Market segments 2. Value proposition3. Products and services 4. Channels 5. Customer relations 6. Sources of income 7. Key Resources 8. Key Activities 9. Key Associations