Innovate to Lead: The digital transformation of Hilco Global Mexico
Before starting its digital transformation process, Hilco Global Mexico faced a key challenge: the lack of a clear digital marketing strategy and without a technology solution where it could centralize and manage its data. Critical prospect and customer information was scattered among different computers, creating bottlenecks, limiting pipeline visibility and making it difficult to make strategic decisions based on reliable data.
With the incorporation of a more experienced Marketing team, the IT team, with a strategic vision and in conjunction with the ETC team in the implementation of Salesforce solutions such as Sales Cloud, Marketing Cloud, Digital Engagement and Tableau, Hilco Global Mexico, managed to centralize its operation, automate processes and make an exponential leap in efficiency and traceability.
Hilco Global Mexico, part of a financial group with a global presence, is positioned as a comprehensive provider of financial solutions. Its “One Stop Shop” model to maximize the value of its clients' tangible and intangible assets and with the equity capital available to take risks in asset-backed transactions. That mission required a solid and flexible technological foundation capable of sustaining a complex, hybrid and constantly evolving business model.
Although other solutions were initially considered due to cost and support issues in Spanish, Hilco Global Mexico opted for Salesforce after a presentation that made clear its adaptability and power. Despite an initial learning curve, the decision was based on a long-term vision: to have a scalable, robust platform capable of integrating with the most critical business processes.
With ETC as a strategic partner, a phased roadmap was defined. This included the implementation of:
Sales Cloud, to centralize all commercial information in a single platform, improve opportunity tracking and foster collaboration between teams.
Marketing Cloud, which made it possible to deploy automated omnichannel campaigns (SMS and WhatsApp and Mailing), improving communication with leads and customers in a personalized way.
Digital Engagement, which automated customer service in both the B2B and B2C models, thanks to intelligent bots that scale the service without losing quality.
Tableau, as a key solution for business intelligence, consolidating data from multiple sources (such as the auction system and accounting systems and Salesforce itself) and providing real-time financial, operational and commercial reports.
The first phase of implementation took approximately eight months. But beyond time, what made the difference was the change in mindset: Hilco Global Mexico adopted a digital culture focused on data, efficiency and informed decision making.
The results began to pay off. Among the most outstanding achievements are:
Total centralization and traceability of commercial information
Substantial improvement in the accuracy of sales forecasts
Automation of customer service channels to reduce response times
Development of interactive dashboards with Tableau, which allow the analysis of auctions, financial performance and commercial activities from a single view
The collaboration with ETC was decisive. Beyond the technical expertise, its value was in thoroughly understanding Hilco Global Mexico's business and translating that complexity into concrete solutions. From strategy to implementation, they acted as a true digital transformation partner. Their consultative approach, proximity to internal teams and flexibility to solve technical challenges in a short time, as well as integrations with internal systems were key to the success of the project.
Today, Hilco Global Mexico not only operates on a modern technological infrastructure, but has built a digital ecosystem aligned with its business vision. Experience shows that when technology is connected with deep business knowledge and a reliable partner, innovation is no longer a promise but a real strategic asset for transformation.
Some data that illustrate very well the process and evolution of Hilco's Digital Transformation:
2023: 8 new customers representing 12 new businesses for more than $5 MDP
2024: +2K leads with 18 new customers, +150 opportunities generated and +20 opportunities closed representing $22 MDP
Also, during the last year they had more than 130 new buyers in their auctions.
Hilco Global Mexico not only transformed its operation. It transformed its way of thinking, deciding and growing.