Clickindustrial, an innovative example of how to digitise processes involving sales processes
A unique B2B portal project that addresses industrial services
Innobasque, the Basque Innovation Agency, now features Tekniker’s innovative industrial marketplace within its range of innovative case studies reported in the Basque Country subsequent to ascertaining its positive results.
Can industrial services and technologies be sold via the Internet? Thanks to Clickindustrial marketplace, Tekniker has proven that it is possible to do so if this business model is used to sell industrial services. In fact, it has been selected by Innobasque, the Basque Innovation Agency, and will be incorporated to its range of innovative case studies connected to the Basque Country.
As seen from the viewpoint of the Basque industrial environment, it is a highlky innovative way of doing things. In this sector, the usual approach was to understand how digitisation works when applied to production processes but no so when applied to sales processes.
Itziar Cenoz, Director for Marketing and Digital Business at Tekniker, explains that “Tekniker sees this as a two-fold challenge: on the one hand, extending sales and contact channels in potential markets via the digital option and automating processes in view of the fact that services must be diversified geographically and sales monitored efficiently; and, on the other, ensuring that the organisation complies with its mission in terms of transferring TRL technology and also opens up new ways of reaching out to companies. Nowadays, people and companies are becoming increasingly digital and your place is next to the customer”.
In 2019, the end result of implementing digitisation throughout the entire business value chain was Clickindustrial in 2019. Two years later, Innobasque validated the positive results obtained by Tekniker’s digital portal.
Helena García, the platform’s manager, stated that “since the platform was first launched in the second half of 2019 and until the first quarter of 2021, the number of visits grew 117% and the figure for monthly visitors increased by 48%. Since its inception, semestral turnover climbed 476% and average tickets went up by 142%. Moreover, 110 out of the 155 companies registered on the platform are new customers”.
These figures prove the extent to which it is also possible to apply digitisation to sales and pre-sales processes in the industrial sector.
Data based management
This tool has allowed the technology centre to reach out to new markets and clients, streamline procurement processes and reduce costs. It also offers an enormous potential with regard to generating and exploiting information on sales and customers with a view to implementing management actions based on data.
Itziar Cenoz also says “we are working with conversion indicators, realised budgets, technical file downloads and product file retrievals to manage the platform more efficiently and based on objective data”.
Based on a marketplace format, Clickindustrial allows companies to sell their products and services. Tekniker selects these suppliers carefully, guarantees the quality of the technology they offer and looks for other companies to complement their activities to produce synergies and generate potential sales.
Bureau Veritas is currently cooperating with the portal as the first company ever to commercialise its services on the platform. As regards future actions, Tekniker is working to attract more collaborative firms that would be interested in joining Clickindustrial to digitise their sales and also intends to extend the range of services currently available on the platform.