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Lessons from Arnel Gascon: Client Outreach in the New Normal

With trade conferences and other live events put on hold, and face-to-face meetings transitioning to video calls, there has never been a greater need to stand out when prospecting and sales interactions go digital.

In this article, Opti/Write interviews Arnel Gascon, President of CrownSys Consulting and sole distributor of MAPCON CMMS in the Philippines and the Asia-Pacific Region. He shares how he strategically grows his online presence to open up new lines of business and regain his ability to connect to potential clients.


Fulfilling the need for 100% go-live implementation

For the past eleven years, CrownSys has delivered fully operational projects in the areas of enterprise-wide project management, automated meter reading, and computerized maintenance management systems (CMMS).

What makes them a partner-of-choice is their ability to carry out fast installation, customized implementation, and continuous service, even converting multi-way functions into a centralized data center.

The three-pronged Crownsys Advantage

But don’t just take his word for it.

CrownSys is trusted by major key players in various industries such as real estateretailmanufacturingoil and gashealthcare, and hospitality, among many others.

Even when competing side-by-side with more prominent CMMS software brands and mobile applications, they win contracts and receive endorsements from former clients.

Their edge, among others, is their long-term service engagement and ability to offer comprehensive after-sales support.

Crownsys Edge

With an eye for results, Arnel ensures that the CMMS is up and running within the shortest time possible.

In our conversation, he recalls a challenging vendor evaluation process by one of his longest clients, a multi-billion commercial developer in the region. CrownSys stood out among other vendors because they were able to run the CMMS within two weeks and go-live in over 60 properties in six months.

Later on, the company integrated Arnel’s CMMS training program as part of their onboarding process for engineers and maintenance personnel. Reports generated from the CMMS also becomes a factor whenever they assess the renewal of contracts with equipment suppliers and technicians.

Nevertheless, many companies in the Philippines have yet to fully understand and reap the benefits of an automated maintenance system. Others still assume that only factories should consider preventive maintenance.

But the time has come to challenge the status quo:

  • customers would be irate when the mall’s elevator is not working
  • condominium residents will be wary of entering a room when the aircon is not cooling.
  • when the need to resolve machine breakdown is vital, the specialists who can troubleshoot are harder to get on-site given pandemic-related restrictions.

When companies rely on machines to amplify the customer experience, automating the way you track and maintain these assets becomes vital.

For Arnel, there is a bigger mandate in advocating process automation to conduct business in the new normal. Seeing how his clients integrate CMMS into their way of life gives him much fulfillment.

Lessons on Creating Digital Handshakes

But even with a decade of experience and a roster of satisfied industry giants as clients, the pandemic stalled CrownSys’ means of reaching out to new companies.

Cold calling and following-up with potential clients did not generate much response. Instead of mulling over when the next tradeshow will be held, Arnel decided to use LinkedIn to proactively connect with new customers.

Creating serendepity has evolved

On LinkedIn, Arnel was able to tap into new markets, and opened doors to decision-makers whom he has known from the industry but never got the opportunity to meet.

I am enjoying the power of being truly connected. In this virtual social setting, I can share my insights, ask questions, and take my elevator pitch to the chat box.

Finding the right partner

For Arnel, when companies leverage a new technology or a new approach to doing things, they ought to find the right partner who espouses the same values and objectives as their own.

I appreciated how Opti/Write showed the same dedication as to how I do business. Even in a short period, I grew my network, conversed with potential clients, and gained new partners whose products and services are closely aligned with ours.

Seeing the bigger picture of how business owners like Arnel, get to meet their business objectives, we, at Opti/Write feel invigorated to support these leaders to become game-changers on the LinkedIn platform.  


About Opti/Write

Opti/Write is a content solutions company that aim to help new CEOs, Founders and business owners authentically connect with their target market through a 5-point Strategy to become Top-Of Mind.

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