Alvaro Sanchez, CEO at Intergrasys tells us about satellite spectrum monitoring systems.
First of all, how are you and your family doing in these COVID-19 times?
Alvaro Sanchez: In my case, I contracted COVID 4 months ago, but luckily my family, mates, and friends have not been infected. Also, I became a father for the first time recently of a boy called Felipe, and he has been the greatest happiness.
Tell us about you, your career, and how you joined Intergrasys.
Alvaro Sanchez: My father founded the company with a team of HP engineers 30 years ago. I am a Software and Industrial Engineer from the European University, and I studied a master’s degree in Management, Sales & Marketing at ESIC Business School.
During the last ten years, I have worked at Integrasys in Sales and management roles; previously, I was working at CERN European Organization for Nuclear Research as an RF Engineer measuring timing in a Nanosecond Synchronization for measuring the Neutrino Speed.
I am also Marques of Antella, the Noble Title that is coming in my heritage from 1649 from my ancestor Nicolo Palavicino, given by Phillip IV in Sicily for the Antella region near Florence, Italy.
How does Intergrasys innovate?
Alvaro Sanchez: We are a 30 year Startup, always being innovative, providing flexible solutions. We are a Satellite Software company, and our smart tools simplify network management, deployment, and design. Our tools can accurately perform complex scenarios, with the great advantage of being very user-friendly and intuitive, not only for technical profiles but also for commercial roles. The main goal of our product portfolio and our DNA is to simplify the satellite industry providing tools that maximize ROI and minimize OPEX.
For innovating, we focus on customer challenges in order to solve them with automated systems and software development. We are fully devoted to our customers.
How the coronavirus pandemic affects your business, and how are you adapting?
Alvaro Sanchez: Coronavirus has affected the way we do business. We used to travel a lot to meet customers. On-site installations were our daily basis, we have customers from New Zealand to Alaska, and we worked with customizable on-site setups. Regarding networking within the industry, we used to attend every trade show or conference of the industry, anywhere, anytime.
Now we are developing new workflows in order to maintain high customer satisfaction, which is a statement of our philosophy, we try to make more interactive calls through platforms such as Zoom or Teams, we also try to maintain our friendship with third parties by having a relaxed video call with some drinks. Regarding the complexity of installations, we have been improving our process in order to be effective remotely, we use virtual platforms, and now we make the setup and give support online. For system deliveries, we have virtualized all our software to be able to deliver without any logistic issue.
Did you have to make difficult choices, and what are the lessons learned?
Alvaro Sanchez: We downsized in March 2020, adapting to the slowdown of the world; thanks to that, we are currently growing, as companies need to be flexible depending on the market demand. We have learned that speed in the decision-making process is very important for any company.
What specific tools, software, and management skills are you using to navigate this crisis?
Alvaro Sanchez: As mentioned before, we are using new smart tools to go virtual. For technical matters, we are using AnyDesk and similar tools in order to analyze the customer problem. Everyone at the company is using Teams, Zoom, or WebEX in order to have meetings and schedule their activity. Marketing and Sales have also developed new workflows and processes. We are now using Zoom Webinars to offer virtual conferences and training. Also, we are using new CRM tools and new design tools in order to make sure that we have new materials to keep our customers up to date.
Who are your competitors? And how do you plan to stay in the game?
Alvaro Sanchez: Our competitors are old-fashion providers focus on the government market, who have developed their tools, and big companies that are specialized in other fields but have diversified their business and have started developing tools similar but different; our tools are much more superior.
We have competitors for some of our products, but there are not companies that develop the same product portfolio, so our main advantage is that we are a very specialized company, one-stop-shop, with 30 years of experience and with customers that are the major players in the industry. Our commitment is to keep innovating in order to meet customer requirements and satisfaction.