Gausium Official

Responsible for managing the distribution channel in Italy, my duties include overseeing distributor sell-in and sell-out, with a particular focus on identifying business opportunities and conducting Proof of Concepts (POCs) within the Retail and Horeca sectors. Additionally, I play an active role in developing marketing plans and technical support strategies to drive brand growth and market penetration.

Regional Manager Italy

IMPRESISTEM SAS

As the leader of the project division within the company with P&L accountability, I created and successfully executed a comprehensive go-to-market digital strategy to establish a unique value proposition for the unit promoting Cloud, networking, cybersecurity, renewable energies and services.

I managed a team of 10 senior people, with whom I collaborated to develop long-term C-level relationships with channel partners, engaging decision-makers and optimizing vertical and end-user penetration.

Key Results

✓ Won US$30M projects and secured US$8M master agreement with energy productor in 2022.
✓ Recognized as the “Best Performer” in Q4 2021, and all FY 2022.

Sales Director

Hikvision Latinoamérica

I guided sales acceleration for a nationwide project team in charge large-scale accounts and high-value contracts, operating in both public and private enterprise sectors for the surveillance, networking, access control, intrusion and software solutions. 

I led a team of 4 regional managers and 2 presales to drive partner engagement and empower system integrators to succeed through cutting-edge solutions, marketing tools, trainings, POCs, events, and MDF programs.

Key results:

✓ Won 150+ thermal solution deals with key end users in 2020.
✓ Secured US$4M master agreement with the retail Grupo Éxito.
✓ Won the tender of National University security project for US$2M in 2019.
✓ Built a high-performance team that was recognized as “Best Team” in Q2/Q3/Q4 of 2020.

Enterprise Sales Director

I led a group of 3 senior key account managers. Together we were responsible for establishing strategic channel partnerships across Latam within the security sector (surveillance, networking, access control, intrusion, and software solutions), creating awareness and alignment between stakeholders through Monthly Business Reviews and Quarterly Business Reviews with distributors, system integrators, EPCs, resellers, and installers with regards:

— Sell-in & sell-out targets (using SAP)
— Sales forecast (using Salesforce)
— Reseller acquisition rate
— Geographic coverage
— Channel enablement
— Marketing plans
— Pricing

Key Results

✓ Established partnerships with top 3 national distributors (Accounted for 70% of total country sales).
✓ Exceeding annual quota by 20%, our team was awarded the title of “Best in Latam 2019”.

Channel Director

I led a team of 3 Sr. sales and presales professionals. Our primary responsibility was to develop a comprehensive go-to-market strategy for new products. This entailed establishing a distribution network, benchmarking, devising pricing strategies, obtaining product certifications, managing project development, implementing post-sales support, and crafting effective marketing plans to approach new partners and opportunities.

Our efforts resulted in the successful growth and nurturing of various solutions, including access control, video intercom, alarms, storage, networking, display, and smart home solutions under the EZVIZ brand.

Key Results

✓ Introduced new products to Latam, exceeding quota by 20% in 2017 and  25% in 2018.
✓ Secured US$3.5M master agreement with Sodimac and Falabella Latam for EZVIZ in 2018.
✓ launched Latam's first certification program for access control and video intercom in 2017. 
✓ Recognized as “Top Performer” in Latam in 2017 and “best contributor” in Colombia in 2018.

New Business Director 

Groupe Renault

Integral member of the Renault team, responsible for the introduction of electrical and hybrid vehicles in Colombia at the International Motor Show in Bogota in 2012, 2014, and 2016. I provided technical guidance to customers throughout the exhibition and played a key role in converting leads to sales.

Key Results

✓ Recognized as “Top Technical Advisor” of Renault international Expo in 2012, 2014 and 2016.

Technical Adviser 

Deloitte

I led the "Identification of Technology Leaps in the Automotive Industry" project. Working alongside a group of consultants, I spearheaded market research, surveys, interviews, paper writing, and presentation building. 

My focus was on cutting-edge topics such as autonomous and assisted driving, vehicle-to-infrastructure communication (automotive IoT), augmented reality dashboards, AI and VR, turbochargers, superchargers, and battery-less vehicles.

Technical Researcher

Rosslare Enterprises Limited

I led the technical support unit across Latin America, overseeing the resolution of complex technical issues, delivering pre-sales services, and providing certifications and training to system integrators, distributors, and resellers in 15+ countries for access control and guard patrol systems.

Conducted comprehensive market research to furnish feedback to the R&D team in Israel, facilitating new product development and customization for the Latam market.

Key Results

✓ Delivered end-to-end cross-organizational projects and met high-quality standards.
✓ Conducted 37 access control certifications in the region.

Technical Support Manager

Universidad Nacional de Colombia

I was responsible for project management within the faculty, which included:

— Identification
— Development
— Management
— Execution

With a keen eye for detail, I contributed to anticipating trends and client demand through market intelligence, conducting reviews, preparing documents, and creating presentations that clearly defined technical specifications from loosely defined business requirements, all while meeting tight deadlines.

Jr. Project Manager

I served as a teaching assistant for 3 courses at the university:

— Introduction to Engineering
— Integration Techniques
— Digital Electronics I

Under the supervision of the associate professor, I was responsible for developing and implementing engaging lesson plans, grading exams and assignments, leading classroom discussions, and providing mentorship to students on their projects. Additionally, I oversaw laboratory sessions to ensure equipment was properly maintained.

Key Results:

✓ Due to my commitment to excellence, I held this position for 7 consecutive terms.

Teaching Assistant

Kodiak Wireline Services Partnership

Responsible for providing accurate and precise translations of written materials and interpretations of verbal communication at Expo Oil & Gas in 2014 and 2013.

Jr. English-Spanish Interpreter 

BD BACATA

Responsible for selling trusts for the real estate project BD Cartagena Beach Club, ensuring each client received a detailed explanation of the project including its location, dimensions, quantity of buildings, pools, green zones, and services provided.

Jr. Sales Executive

GeoPark

Responsible for delivering precise and accurate translations of written materials and interpretations of verbal communication during the Colombia Oil and Gas Conference and Exhibition in Cartagena.

Jr. English-Spanish Interpreter

LinkedIN Top Voice •I Help Good Managers Become Great Leaders•

I am a strategic and curious leader with 12+ years of experience in the industries of IT, security, and renewable energies. With a unique blend of technical and commercial expertise in the B2B ecosystem, I bring valuable insights that can drive any company's growth and success. Throughout my career, I have effectively inspired and motivated cross-functional teams of up to 12 senior people, leading to the creation of winning go-to-market strategies, the closure of more than US$120M deals, and the cultivation of long-term relationships with key C-level stakeholders.

As a lifelong learner, I continuously expand my expertise in key technology areas such as AI, robotics, cybersecurity, renewable energies, and as-a-service models. Leveraging this knowledge, I strive to create impactful solutions that exceed client expectations and contribute to a better world.

Languages and public speaking fuel my passion > Mi lengua materna es el español, and I learnt English with my dad’s dictionary, aprendi a falar Português com os motoristas do Uber em Lisboa, et après je suis tombée amoureuse de la langue Française à Paris Odeon, adesso mi trovo in Italia a studiare, cucinare la pasta e fare scarpetta mentre 我学习汉语。活到老，学到老！

Why Am I Here? 😬😬😬

It's a common thing to get invited to a meeting where:

— There's no purpose
— There's no clear agenda
— Background info is lacking
— There are too many guests
— Roles are not specified at all

Sadly, it happens more often than we'd like to admit.

When I get these invites, I reach out to the organizer to clarify these points for everyone.

But when it comes to defining roles, that's where things often get tricky.

The truth is, you should invite people to your meeting who:

✓ Can provide relevant input
✓ Are key decision-makers for the issues involved
✓ Have a commitment to, a stake in, or a role in the issue
✓ Need the info that will be discussed to do their jobs right
✓ Will have to implement any decisions made during the meeting

Once the attendees have been defined, you should assign their roles. 

This way, everyone will know what is expected of them in the meeting:

✓ Leader
✓ Facilitator
✓ Scribe
✓ Contributor
✓ Expert
✓ Timekeeper

Keep in mind that one person can fulfill several roles in a meeting.

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Margarita Vargas

I’m exhausted and desperate 😭

Feeling a pang of worry in my stomach when a colleague told me:

"I barely have time to breathe, jumping from one pointless unproductive internal meeting to another. I'm exhausted and desperate."

The truth is, as the years go by, whether due to:

— Increased responsibilities
— New professional goals
— Shifting priorities 

Our schedules escalate in both quantity and complexity.

And this can eventually lead to serious burnout.

To prevent this and make your meetings really count.

Start by definying the purpose for each one:

✓ Purpose 1: Solve a problem

Define a challenge, such as facing competition, and let attendees brainstorm solutions, they can only do it if they know the situation and have the necessary skills.

✓ Purpose 2: Make a decision

Choose a solution as a group, ensuring everyone agrees on the decision-making process.

✓ Purpose 3: Provide updates 

Share progress updates and gather input on significant projects. 

✓ Purpose 4: Brainstorm ideas

Collaborate to generate numerous ideas, from new products and services to innovative business strategies.

✓ Purpose 5: Rally the troops

Motivate everyone to take specific actions and inspire them to excel.

↓↓↓

A meeting can serve multiple purposes: For instance, during a weekly team meeting to update progress on projects, you could also utilize the time to address any challenges the group is facing.

Starting with a clear meeting purpose allows you to determine:

— What goes on the agenda
— Whom to invite
— When and where to hold the meeting
— How long it should last

TL; DR:

The purpose for a meeting drives all other key steps in preparing for a meeting including: what you put on the agenda, whom you invite, and when and where you hold the meeting.

Without a defined purpose, your meetings won't have the intended impact or outcome.
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Am I Ready? 😳

Organizing and conducting meetings can be challenging due to the numerous aspects to consider.

 Before a meeting, make final preparations:

✓ Collect relevant documents & data
✓ Send out the agenda you've planned
✓ Share important information beforehand
✓ Discuss stakeholders' views & goals for the meeting
✓ Encourage stakeholders to prepare any pre-work needed
✓ Send the agenda/schedule to those interested but unable to attend
✓ Check the technologies, resources or refreshments you might require

To ensure that you’ve prepared adequately, ask yourself: 

— Am I clear about the meeting’s purpose?
— Do we really need to hold this meeting?
— Have I covered all required information in the agenda?
— Do I know how decisions will be made during the meeting? 

If you answer 'no' to any of these questions, take whatever actions are needed in order to answer 'yes'.

If you have doubts about preparation, remember the 4Ps:

What's the PURPOSE of the meeting?
Who are the PEOPLE who need to be invited?
What is the PROCESS that you're going to follow in the meeting itself?
The PRODUCT: What would be the output of the meeting?

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To Meet or Not To Meet … That’s The Question 🧐

Like many managers, you probably find yourself stuck in meetings more than you'd prefer.

Meetings interrupt your workflow and eat up hours you could be spending more productively.   

But do all these meetings really need to happen?

To determine if you need a meeting, consider your purpose.

And also consider other criteria:

✅ Call a meeting when

✓ Need a group to take part in:

— Making a decision
— Solving a problem
— Providing updates
— Brainstorming ideas

✓ Want to provide updates to a group:

— Project status
— Share a plan
— A success
— A concern

✓ Input from team members is essential to tackle a problem

✓ Alignment among team members are crucial for moving forward

✓ Team members express a strong need or desire to meet

❌ Don't hold a meeting if

✕ You lack sufficient time to prepare adequately

✕ The topic involves a personnel issue best suited for private discussion

✕ Members are emotionally charged and require time before engaging in a constructive dialogue.

✕ Another method of communicating would work as well or better

— Email
— Phone call
— Informal conversation

✕ The subject matter doesn't warrant the time investment of everyone involved.

TL; DR

Before scheduling another meeting, pause and ask: Is this truly necessary? 

Consider your purpose, weigh the criteria, and ensure every minute spent gathering is worthwhile! 

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With 4.3Bn email users worldwide sending 347Bn emails every day 🥸

It's safe to say you've probably received your fair share.

Maybe even encountered some of the less pleasant ones:

— Hostile
— Malicious
— Aggressive

From colleagues, superiors, or clients.

Those messages can leave you feeling anything but good.

Potentially ruining your day and taking a toll on your mental well-being.

Here are some tips to help you keep your peace & maintain professionalism:

✓ Take a Breath

Before hitting reply, take a moment to breathe deeply and regain your composure. 

Avoid the urge to respond impulsively or emotionally. 

This pause allows you to craft a rational and professional response.

✓ Analyze

Sometimes, messages can mask underlying issues or genuine concerns. 

Read between the lines to understand the real message the sender is trying to convey. 

✓ Keep Your Cool

Start by genuinely thanking the sender for their message.

Even if it was hostile or annoying, use positive, objective, and formal language.

✓ Empathize

Put yourself in the sender's shoes and understand their concerns.

There might be facts unknown to them that triggered their message.

Instead of reacting defensively, seek to resolve the issue constructively.

✓ Clarify

Explain your perspective without blame or hostility.

Identify where the disconnect occurred and ask follow-up questions to fully understand what needs resolution.

Offer solutions or proposals to address their concerns.

Bonus Tip:

If the email becomes too hostile or unproductive, consider a face-to-face conversation or phone call for a more direct and effective resolution.

Written communication can easily be misinterpreted, and a personal conversation can clear up misunderstandings and find solutions faster.

TL;DR:

It's not about what happens to you, but how you choose to respond.

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Win hearts, minds, or both? 😏

No matter what your role is, persuading others to listen to and embrace your ideas can be a challenge.

More if you lack formal authority.

But even if you hold a "higher" position, you can't just tell people what to do and expect them to do it.

Instead, you need to communicate your ideas effectively so that your team wants to follow you.

Being persuasive can help you achieve many things:

— Sell your ideas
— Motivate others
— Negotiate with confidence

But to make a real impact and motivate others towards a common goal.

You need Persuasion + Influence

Becoming a skilled persuader + influencer takes time, effort, and persistence.

To persuade others in a way that resonates with them: 

✓ Build your credibility

Showcase your expertise and gain other’s trust by fostering genuine relationships and rapport.

✓ Prepare to be persuasive

Identify your audience, assess communication style, and customize your message to meet their needs.

✓ Appeal to reason and emotion

Know when to use logical arguments and evidence to support your position, and when to use stories and vivid imagery to bring your ideas to life.

✓ Overcome resistance to your idea

Identify the root cause of resistance and devise strategies to overcome obstacles.

TL; DR

To be persuasive, we must be believable; to be believable, we must be credible; to be credible, we must be truthful.

And only then will be able to influence others.

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Is it Persuasion or Manipulation? 🔥

In the realm of human interaction, this boundary can blur more than we think.

Persuasion and manipulation both aim to sway others' decisions, yet they diverge vastly in their methods and intentions.

Ethical persuasion, when practiced sincerely, enables:

— Sharing ideas
— Inspiring actions
— Catalyzing positive change

Conversely, manipulation operates from a selfish and dishonest perspective:

— Exploits vulnerability
— It seeks personal gain
— Utilizes deceitful tactics

So, next time you seek to persuade others, remember that success lies in respecting the common good and having a strong foundation in ethics and honesty.

Ethical persuasion, and therefore influence, is truthful, transparent, and respects the individual you're trying to persuade—allowing them the space to make their own informed decisions.

✅ Ethical persuaders

✓ Develop solutions where everyone wins
✓ Prioritize active listening before presenting ideas
✓ Consider the long-term consequences of their actions 
✓ Identify opportunities for mutual benefit in every situation
✓ Prioritize honesty and transparency in their communication
✓ Advocate for ethical principles and values in all work aspects
✓ Respect diverse perspectives, even if different from their own
✓ Seek continuous feedback for improving persuasion techniques

❌ Unethical persuaders

✕ Manipulate or withhold info to sway opinions
✕ Pursue their own agenda at the expense of others
✕ Shift blame or avoid accountability when confronted
✕ Use deception and manipulation to achieve their goals
✕ Use coercion or personal attacks when facing resistance
✕ Exploit others’ vulnerabilities or insecurities for their interests
✕ Engage in nepotism or favoritism, showing bias to certain people
✕ Focus solely on closing deals, ignoring the harm to their reputation

Acting unethically, even with good intentions, can damage not only your own reputation but also that of your team and organization. Once such damage is done, repairing it and rebuilding trust can be extremely challenging.

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Being persuasive can help you achieve many things:

✓ Sell your ideas
✓ Motivate others
✓ Negotiate with confidence
 
But to make a real impact and motivate others towards a common goal.

You need Influence‼️
 
👇👇👇
 
In the latest edition of my newsletter, "𝗟𝗶𝗴𝗵𝘁𝗵𝗼𝘂𝘀𝗲 𝗟𝗲𝗮𝗱𝗲𝗿𝘀𝗵𝗶𝗽," I share powerful, simple, and quick insights to enhance your persuasion skills and leap into influence.

Margarita Vargas on LinkedIn • 3 min read

From Persuasion to Influence

I’m The Meeting Leader … Now What? 😳🤌

As a meeting leader, you may take on various roles to tackle challenges:

— Gatekeeper

Ensure agenda adherence, fair speaking and always prevent domination.

— Devils advocate

Challenge premature consensus, prompting deeper consideration.

— Consensus builder

Spot and highlight areas of agreement among members. 

— Cheerleader

Give genuine praise to participants where it is due.

— Joker

Relieve tension and remind members of common bonds.

↓↓↓

Regardless of your role, as a meeting leader.

You have certain non-negotiable responsibilities:

✓ Monitor your own input, avoid dominating
✓ Control interrupters and dominators
✓ Positively encourage people’s contributions
✓ Intervene if criticism or attacks occur
✓ Highlight common ground of the group
✓ Ensure equal participation & contribution
✓ Manage time and stick to agenda
✓ Resolve conflicts constructively
✓ Recap key points, decisions and next steps

TL;DR

Understanding your leadership role is as important as knowing and fulfilling your responsibilities. Only then can you steer the meeting towards success!
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