September 2018 - FH International

How a reflection on collective intelligence has created the new slogan of FH!


Posted in September 21, 2018 by abarcelos
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Codes and solutions, made by people for people and that improve the world. This is the essence of FH’s new communication!

Explaining exactly what FH is or does can be quite complex. After all, there are 18 years of history, 600 employees, 8 offices and more than 2000 projects in 30 countries.

We classify ourselves as a company specialized in business processes and software and have business units such as: Tax, Consulting, Technology, Softwares FH and Outsourcing. See, it’s quite a thing! It was therefore necessary to make clear what was the activity of the FH and what was its purpose.

The conclusion we came to you may know in the video below:

 

 

Our CEO, Ricardo Fachin, made it very clear in the letter he wrote to all employees, the meaning of </coding4people> for FH:

“How do we affect the world we live in? What is our purpose? These questions touch on fundamental issues for understanding what FH’s purpose is and how we are inserted in the context of society. To try to answer this, we can make a reflection on collective intelligence (sort of shared intelligence that emerges from the collaboration of many individuals in their diversity) that we have built over these 18 years of history, the benefits to society that their application produces and what means we use to connect with people. My challenge here was to write about what we are, without using the words that we use in a daily basis to talk about technology and business.

“Intelligence involves the ability to achieve goals.”

Collective intelligence can be divided into two parts: one with specific functions, such as software and hardware, that use the information available to perform specific tasks; and one with wider and interesting application, which is our analytical skills, creativity and imagination, to perform various tasks in adverse conditions.

In a business and technology company, such as FH, we have the unique opportunity to contribute to the construction, in both parts of collective intelligence. We combined the use of knowledge and software to generate the solutions we deliver to customers. We help businesses to deliver better products and services to people. This is how we positively affect the world we live in.

One day my son asked if I helped companies build cars. To take time to breathe and organize the next sentence, I said, “it depends.” Safely spliced with ​​a “yes”, and started explaining: we help the company that makes the doors to ensure that there are no defects in the sheets, we help the company that makes the brakes, the one that make bearings, the tires, the company that extracts iron ore … Anyway, if we stop to analyze, there is a bit of us and our intelligence in many of the things we see, use or consume on a daily basis (drinks, food, fashion, construction, household appliances, cosmetics, transportation, banks, physical and virtual stores).  

FH’s solutions carry a coded form of intelligence. We connect with people and the world by this mean.

The new slogan of FH – Coding 4 People – reflects our essence – to help build a better world, because we believe in the humanization of technology and because people are at the heart of everything we are and do! “

The communication of the company is now more friendly, with coding elements such as [ ] and < >, focusing on people and technology. Our position is always to understand the needs of customers and to provide products, services and opportunities that change people’s lives for the better.

We are FH and what we do is </ coding4people>!


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Posted in Press Room

An intelligent sales organization is not an option – it’s an imperative


Posted in September 3, 2018 by abarcelos
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We all know that AI can help you improvise your buyer’s journey, and in today’s market, AI is no longer an option – it’s a necessity to remain competitive.

Early adopters of AI are using it as an assistant or augmented intelligence to complement – not replace – their sales team, as it helps them make more agile decisions.

An intelligent sales organization: Worth its weight in CX gold

There are many fantastic benefits of running an intelligent sales organization, some of which include:

More time selling: A recent article by McKinsey Global Institute states that 40% of time spent on sales-related activities can be cut down using AI. So, sales reps can spend more time selling and closing, instead of completing routine, time-consuming jobs.

Creating synergies: A major point of contention between sales and marketing is seamless continuation in customer engagement and lack of lead conversion. With the help of AI, marketing and sales won’t miss on strong leads and opportunities.

Customer loyalty: By having better customer intelligence, sales reps can build long-lasting relationships with customers.

Lower costs: By automating routine task and intelligent forecasting, organizations can optimize resource allocation, lower costs, and shorten the sales cycle.

Analyze your current state

Sales organizations spend a majority of their time in routines and tasks which need manual intervention. Tasks of sales organizations can be broadly divided into the following categories:

Human interaction: These activities require EQ. Sales people must walk the buying journey with the customer, carefully understanding the needs, while building trust and loyalty.

Routine: These tasks are repetitive, and are impossible for humans to scale, like sending emails to cold leads, weekly sales reports, etc.

Time-consuming: These tasks require a lot of time and information to produce results, like quotation and contract generation, lead and opportunity prioritization, etc.

Transform your sales organization

Your sales organization directly impacts revenue and profit, and machine learning will help transform a sales organization from being reactive to proactive, and from intuitive to prescriptive. It can guide the sales journey from identification to customer retention.

Customer identification: Digital and social transformation has created massive data on customer behaviors, and these collective insights can be used to identify future prospects and strong leads. Automatic scripts or emails can be crafted using past interactions and other customer insights from various sources, like social media, etc. AI can also provide insights for upcoming customer meetings, and schedule them, too. Following up with cold leads can be discouraging and a waste of time for a sales rep, and this process can be customized and automated with AI.

Customer cultivation and acquisition: Marketing has already seen the success of personalized messaging versus generic. Similarly, conversations of sales reps and prospects will be improved if focused on areas that are most likely to be relevant to them.

A majority of sales conversations take place via email or phone. Natural Language Processing (NLP) can guide sales rep conversations based on customer information and honest signals. Over time, machine learning can assess via feedback loops what is working and what is not and can accordingly guide the rep further. Machines can also generate training plans based on the activities of other star sales reps.

Timely offers are the key to success of any deal, and an AI guided sales rep will have all the information needed to close sales. From generating accurate pricing to discounts, processes that takes tens of thousands of hours can be automated with machine learning.

Based on past sales data, custom pricing can be recommended to help win deals. ML can provide guidance regarding discounts and commissions by analyzing the success of previous discounts that worked. All of this information can then be used to generate proposals/contracts, with confidence rating, systems can initially ask sales rep to review the proposal/contract, which can improve over time based on feedback.

Machine learning can recognize the signals of what a converted lead or opportunity looks like. Once the algorithm has been trained, lead/opportunity scoring can create a priority list of leads/opportunities to focus on. In absence of categorized data, unsupervised learning allows the algorithm to identify patterns on its own. Lead/opportunity scoring allows the sales team to make more sales by reducing time spent on deals that would likely never convert.

Customer retention: Depending on the industry, the cost of acquiring a customer can be between 5-25% higher than retaining them and increasing competition will further increase the cost. Identifying signals from customers before they churn and taking proactive steps to retain them will increase lifetime values of the customer.

Sales operations: Machine learning can help to improvise sales operations.

  • Sales training– Machines learning can guide managers with sales coaching, a key to building strong teams. At the same time, AI can generate a personalized training plan by analyzing all the actions taken by sales reps, like written and phone communication follow-ups, etc., and compare them with the processes followed by star performers. It can then provide guidance on corrective measures.
  • Sales reporting– Sales managers can view team performance in real-time, like deals missed, quota met, etc., and take prescriptive actions to keep reps on track.
  • Sales forecasting– AI can forecast revenue at a macro-level for sales managers by providing insights into sales trends, segmented by sales organizations, sales reps, etc. This can help optimize resource allocation to build healthy pipeline, analyze team performance, and be cost-effective. With prescriptive insight, managers can gain perspective into the underlying reasons for sales trends, as well as take actions needed to improve sales.

Source: The Future of Commerce

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