1

UNIVERSIDAD NACIONAL Y A DISTANCIA (UNAD)

ASSESSMENT AND NEGOTIATION OF TECHNOLOGY

Step 5 - Assess technology innovation value

PRESENT TO:
Karla Nathalia Triana

STUDENTS
Juan Carlos Soacha
Angie Tatiana Pardo
Josefina Vargas
Oscar Mauricio Sanchez
Cesar Ivan García

COURSE
212032_2

NATIONAL UNIVERSITY OPEN AND DISTANCE - UNAD

SCHOOL OF BASIC SCIENCES TECHNOLOGY AND ENGINEERING
MAY 2020
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INTRODUCTION

With this activity we demonstrate the learning of the contents studied in the course of
evaluation and technological negotiation

They are presented the proposals to solve the problem of digital transformation in
Colombian companies, including intellectual property arguments, valuation of technology
and technology negotiation, statistical analysis of the diagnostic database of digital
transformation of Colombian companies, which gives us experience and knowledge as
professionals.

We can conclude that our knowledge can contribute to a company in its ability to survive
the changes posed by the market without losing participation or profitability.

Technology is a key element to create and maintain competitive advantages in the market
that we currently have and each company must apply strategically.
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OBJECTIVES

• Develop a negotiation of technological assets based on products, processes and

systems innovation to achieve the organization's social and business objectives.

• Analyze the diagnostic database of digital transformation of Colombian companies

with consolidated surveys.

• Present proposals to solve the problem of digital transformation in Colombian

companies.
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TABLE OF CONTENTS

RESEARCH PROBLEM DESCRIPTION DIAGRAM..................................................5

RESEARCH JUSTIFICATION DESCRIPTION DIAGRAM........................................5

RESEARCH METHODOLOGY DESCRIPTION DIAGRAM......................................6

COLOMBIAN ENTERPRISES DIGITAL TRANSFORMATION DIAGNOSIS

GRAPHS AND ANALYSIS............................................................................................7

PROBLEM SOLUTION PROPOSALS YOUTUBE LINKS..........................................8

CONCLUSIONS..............................................................................................................9

REFERENCES...............................................................................................................10
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RESEARCH PROBLEM DESCRIPTION DIAGRAM

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RESEARCH JUSTIFICATION DESCRIPTION DIAGRAM

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Group number: 212032_2 Date: 05/19/2020

Student 1 Student 2 Student 3 Student 4 Student 5
Oscar Mauricio
Question Juan Carlos Tatiana Pardo Cesar Ivan
Josefina Vargas Sanchez
Soacha Rodriguez Garcia Aparicio
Galindo
the company does not have branches The company does have points of The company does
7. Does the company have branches or points of sales? Yes Yes
or points of sale sale have points of sale
8. Which sector belongs the company? the company belongs to provision of Industry Industry Comercial sector Services
9. Time of constitution of the company 4 to 10 years 2 years or less Over 30 years 10 years 10 years or more
Medium-sized
10. Size of the company Microenterprise Microenterprise medium business Medium enterprise
enterprise
11. Number of employees (in numbers): five 4 36 30 126

12. Average annual sales (COP) 101 to 500 millions 50 millions or less 430.38 billion 100 to 150 millions 501 to 1500 millions
13. Value of total assets five hundred million 50 millions or less 933.79 billion 200 millions 1501 to 2500 millions
14. Does your company have a sales team? not Yes Yes Yes Yes
15. Do you have historical financial statements with a monthly cut? yes Yes yes yes Yes
Digital transformation are new For the company Finca S.A.S the The digital
opportunities for business strategies digital transformation in your transformation in this You consider it
16. Based on the above, from 1 to 5, how important do you consider digital transformation for your You consider it
that are born, thanks to the company is important, that's why company has a gret important but you are
company? (Understanding digital transformation as the application of digital capabilities to important but you are
appearance of technologies. They they invest in tools to transform their importance because not yet implementing
processes, products and assets): not yet implementing it
rebuild the dynamics of organizations company every day and be number the development of it
to adapt them to the needs of the one in coombia. sales in th country give
17. Technology-based solutions help companies improve their competitiveness, reduce costs and Finances, Marketing, Finances, Marketing,
In the relationship
improve the quality of their services. In which of the following areas of your company do you none Sales, Stock sales area Sales, Stock
area
think you need to implement technology-based solutions? Management, Payment Management, Payment
Because all areas In the sales area, it is necessary to
Strategic Management and Decisions require speed and implement various technological Production, stock
18. Briefly describe the need for your company in the area identified in the previous question: attention of consumer
Making reliability in techniques to reduce customer Management
management waiting time.
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19. Do you have any budget to acquire technology-based solutions for the improvement of your
No
company?
E-Commerce, Strategic
Management and
20. Which of the following areas you are interested in training? none Decisions Making and
Productivity and
Operations
It helped me a lot using virtual
21. Does the company have internet connection? platforms and the work could be done Yes
anywhere and at any time,
Cloud computing, this process gives
the organization faster access to the
software it needs, new features and
22. Number of computers in the company (in numbers): 2
updates, as well as data storage, and
allows it to be agile enough to
transform.
Excel file, Databases,
23. Which of the following tools does the company use? none Agenda or Projects
Planner tools,

24. Does the company use software for accounting, billing, purchases or expenses control? not No

25. If your answer to the previous question was "Yes", please indicate what software:
26. Does the company use software for human resources management or payroll? not No
27. If your answer to the previous question was "Yes", please indicate what software: none
28. Does the company use software for stock management or for procurement? not No
29. If your answer to the previous question was "Yes", please indicate what software: none

30. Does the company use software for Management, data analysis and generation of reports for
not No
management decision making, Financial Management and Administrative Management?

31. If your answer to the previous question was "Yes", please indicate what software:
32. Does the company use software for cash flow control? not No
33. If your answer to the previous question was "Yes", please indicate what software:
34. Does the company use software for communications and follow-up on the tasks of the team? not Yes
35. If your answer to the previous question was "Yes", please indicate what software: not Proyect management
36. Does the company use software to manage sales staff, commercial processes and customer
yes Yes
database?
37. If your answer to the previous question was "Yes", please indicate what software: exel Excel
38. Do you think the product or service produced by the company, is suitable to be sold online? yes Yes

39. Does your company use e-commerce platforms, to sale products or services on internet? not No

40. If your answer to the previous question was "Yes", please indicate if the company use any
not
payment gateway, which one?:

RESEARCH METHODOLOGY DESCRIPTION DIAGRAM

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C olombian Enterprises Digital T ransf ormation Diagnosis Graphs and

Group numbe r: Date: 22-05-2020

Question Graph

7. Does t he company have branch es or

points of sales?
3,5
3
7. Doe s the company have branches or 2,5
poi nts of sal e s? 2
1,5
1
0,5
0
Y es N ot

8. Which sector belongs the

company?
2 ,5
2
8. Whi ch sector be l ongs the company?
1 ,5
1
0 ,5
0
Servic es Indu s try Co m erc ial sec to r

9. Time of c onsti t ution of th e c ompany

4 to 9 year s 2 yea rs or less
Over 30 yea rs 10 yea rs or m ore

9. Ti me of consti tuti on of the company

20%
40 %
20%

2 0%

10. Size of t he company

2 ,5

1 ,5
10. Si ze of the company
1

0 ,5

0
Micr oent e rp rise Med ium Me diu m -sized
en terprise en terprise

11. Numbe r of employe e s (in numbe rs) :

5
4
3
11. Numbe r of e mpl oye e s (i n numbe rs): 2
1

0 50 10 0 15 0
1 2 3 4 5
Serie s1 5 4 36 30 12 6

12. Ave rage annual sales (COP)

20 % 50 millio ns or
4 0%
12. Ave rage annual sal e s (COP) less
40% 100 to 150
millio ns

13. Value of total assets

50 mi ll io ns or less
4 0% 20 %
13. Val ue of total asse ts
101 to 500 m il li ons
4 0%

1501 to 2500 m ill ions

14. Does your company have a

sales team?
5
4
14. Doe s your company have a sal e s
3
team?
2
1
0
Y es N ot

15. Do you have hist orical fi nancial

statements with a monthly cut?

N ot
15. Do you have histori cal fi nanci al
state ments wi th a monthl y cut? Y es

0 1 2 3 4 5 6
Y es N ot
Serie s1 5 0
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16. Base d on the above, from 1 to 5, how

i mportant do you consider di gi tal
transformati on for your company?
(Understanding di gi tal transformati on as
the appl i cati on of di gi tal capabi li ti e s to
processe s, products and asse ts):

17. Áreas of your company do you think you

need to implement technology-based solutions
17. Technol ogy-base d soluti ons he l p 5
compani es improve thei r
4
compe ti tive ne ss, re duce costs and
3
i mprove the qual i ty of thei r se rvi ce s. In
whi ch of the foll owi ng areas of your 2

company do you think you nee d to 1

i mpl ement technol ogy-base d sol utions? 0 St ock
P ay men t
Fin a nces Ma rketing Sa le s M ana geme Pro du ction
G atew ay
nt
Se rie s1 2 2 4 2 2 2

18. Bri e fl y describe the need for your

company i n the area i de ntifi ed i n the
previ ous question:

19. Do you have any budget to acquire

technology-based solutions for the
improvement of your compa

19. Do you have any budget to acquire

te chnol ogy-based sol uti ons for the 40 %
i mprove me nt of your company? Yes
6 0%
Not

20. Which of the following areas

you are interested in training?

20. Whi ch of the foll owi ng are as you are 2 0% 20 %

None
i nte rested i n trai ni ng?
2 0%
40 % Pr oducti on
ar ea

21. Does the company have

internet conne ction?

21. Doe s the company have i nte rne t Not

connecti on?

Y es

0 1 2 3 4 5 6

22. Number of computers in the company

(in numbers):
2,5
2
22. Numbe r of computers in the company
(i n numbe rs): 1,5
1
0,5
0
5 or l ess 6 to 2 0 2 1 to 5 0

23. Which of the following tools

does the company use?
Otr os
23. Whi ch of the foll owi ng tool s does the None
company use? Web site
Ema il
Da taba ses
Exc e l
0 1 2 3 4

24. Does the company use soft ware for

accounti ng, billing, purchases or
expenses control?

24. Doe s the company use soft ware for

accounti ng, bi l l i ng, purchase s or ex pe nse s 40 %
control ?
Yes
6 0%
Not
 11

25. If your answer to the previous question

was "Yes", please indicate what software:

CL OUD FL EET
25. If your answer to the previous
questi on was "Yes", please indicate what SOFT WARE ZE US
soft ware:
SOFTWARE WA

N OT

0 0,5 1 1,5 2 2,5

26. Does the company use soft ware

for human resources management
or payroll?
4
26. Does the company use soft ware for
human resources management or payroll? 3

0
Y es Not

27. If your answer to the previous

question was "Yes", please indicate
what software:
27. If your answer to the previous 3
questi on was "Yes", please indicate what
soft ware: 2

0
NOT KACTU S PSL

28. Does the company use soft ware for

stock management or for procurement?

28. Does the company use soft ware for Not

stock management or for procurement?

Y es

0 1 2 3 4 5 6

29. If your answer to the previous question

was "Yes", please indicate what soft ware:

29. If your answer to the previous Not

questi on was "Yes", please indicate what
soft ware:

Y es

0 1 2 3 4 5 6

30. Does the company use soft war e for

Management, data analysis and generation of
report s for management decision making,
30. Does the company use soft ware for Financial Management and Administ rative
Management ?
Management, data analysis and
generation of reports for management 20%
decision maki ng, Financial Management
and Administrati ve Management? NOT
80% Y ES

31. What software?

SOFTWARE ZEUS
31. If your answer to the previous
questi on was "Yes", please indicate what
soft ware:
NOT

0 1 2 3 4 5

32. Does the company use soft ware

for cash flow control?

32. Does the company use soft ware for

N ot
cash fl ow control?

Y es

0 1 2 3 4 5 6
 12

33. What software?

Not
33. If your answer to the previous
question was "Yes", please indi cate what
software:

Y es

0 1 2 3 4 5 6

34. Does the company use software

34. Doe s the company use soft ware for
communicati ons and fol low-up on the
tasks of the team?
for communicati ons and follow-up
on the tasks of the team?
Not

Y es

0 1 2 3 4

35. What software:

PROYECT
MANAG EM EN T
35. If your answer to the previous 20% 20% EMPRESAR IAL
question was "Yes", please indi cate what MO BI LE
software: 20% NOT
40%
TEAMS

36. Does the company use software to

manage sale s staff , commercial processes
and customer database?

36. Doe s the company use soft ware to Not

manage sales staff , commercial processes
and custome r database ?

Y es

0 2 4 6

37. If your answer to the previous

question was "Yes", please indi cate what
software:

38. Do you think the product or service

produced by the company, is suitable to
be sold online?

38. Do you think the product or se rvice

produce d by the company, is sui table to Not
be sold online?

Y es

0 1 2 3 4 5 6

39. Does your company use e-commerce

platf orms, to sale products or services on
internet?

39. Doe s your company use e-comme rce

platf orms, to sale products or se rvices on N ot
interne t?

Yes

0 1 2 3 4

40. If your answe r to the pre vious que stion

was " Yes" , please indicate if the company use
any payment gate way, which one ?:
40. If your answer to the previous
question was "Yes", please indi cate if the
company use any payment gateway, 40% 40% ONL IN E TRANSFER
which one ?:
PSE
20%
NOT
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COLOMBIAN ENTERPRISES DIGITAL TRANSFORMATION

DIAGNOSIS GRAPHS AND ANALYSIS

Colombian Enterprises Digital Transformation Diagnosis Graphs and Analysis

Group number: 212032_2 Date: 22/05/2020

Question Analysis Graph

7. Does the company have branches or

points of sales?
3,5
3
This research shows that the companies in
7. Does the company have branches or 2,5
the study do not have branches, so the 2
points of sales?
companies studied are medium and small. 1,5
1
0,5
0
Yes Not

8. Which sector belongs the

company?
2,5
with this information it is evident that 2 of 2
8. Which sector belongs the company? the 5 companies are in services and 2 in the
1,5
industrial sector
1
0,5
0
Services Industry Comercial sector

9. Time of constitution of the company

4 to 9 years 2 years or less

As the graph shows, 40% of the espresses Over 30 years 10 years or more
under study have been more than 10 years
9. Time of constitution of the company
old, which is why they are well-owned in
the market. 20%
40%
20%

20%

10. Size of the company

2,5

2
According to the analysis, the companies
1,5
10. Size of the company studied are between micro and medium-
sized companies, 1

0,5

0
Microenterprise Medium Medium-sized
enterprise enterprise
 14

Colombian Enterprises Digital T ransformation Diagnosis Graphs and Analysis

Group number: 212032_2 Date: 22-05-2020

Question Analysis Graph

32. Does the company use software

for cash flow control?

32. Doe s the company use soft ware for The company does not use Soft ware to
N ot
cash flow control? control its cash fl ows

Yes

0 1 2 3 4 5 6

33. What software?

Not
33. If your answer to the previous
question was "Yes", please indicate what The company does not use Soft ware
soft ware:

Yes

0 1 2 3 4 5 6

34. Does the company use software

34. Doe s the company use soft ware for
communications and follow-up on the
tasks of the te am?
Si, para realizar ciertas tareas se usa el
soft ware y para otras se realiza el procesos
de manera manual
for communicati ons and follow-up
on the tasks of the team?
Not

Yes

0 1 2 3 4

35. What software:

PROYECT
MAN AG EM EN T
35. If your answer to the previous Proje ct management soft ware, mobile 20% 20% EMPRESAR IAL
question was "Yes", please indicate what business and teams are used in tasks MOBI LE
soft ware: distributed e qually 20% N OT
40%
TEAMS

36. Does the company use software to

manage sales staff , commercial processes
and customer database?

36. Doe s the company use soft ware to Not

If the y use soft ware and the trend grows in
manage sales staff , commercial processe s
each company
and customer database?

Yes

0 2 4 6

37. If your answer to the previous

question was "Yes", please indicate what
soft ware:

38. Do you think the product or service

produced by the company, is suitable to
be sold online?

38. Do you think the product or service Yes, the future of sales is de finitely online
produced by the company, is suitable to and the market is adapting more and more N ot
be sold online? to virtual commerce

Yes

0 1 2 3 4 5 6

39. Does your company use e-commerce

platforms, to sale products or services on
internet?

39. Doe s your company use e-commerce Yes, if you use some e-commerce platf orms
platf orms, to sale products or services on although it also provides attention to the N ot
interne t? public in stores

Yes

0 1 2 3 4

40. If your answer to the previous question

was "Yes", please indicate if the company use
any payment gateway, which one?:
40. If your answer to the previous
question was "Yes", please indicate if the Use two payment gateways that are online
company use any payment gateway, transfers and PSE payme nts 40% 40% ONLIN E TRAN SFER
which one?:
PSE
20 %
N OT
 15

PROBLEM SOLUTION PROPOSALS YOUTUBE LINKS

Colombian Enterprises Digital Transformation Problem Solutions

Group number: 212032_2 Date: May/2020
Student YouTube Link
Juan Carlos Soacha https://youtu.be/v0QccNKQ25c

Angie Tatiana Pardo https://youtu.be/GA03qSvvylI

Josefina Vargas
Oscar Mauricio Sanchez https://youtu.be/opEG3icXeog
Cesar Ivan García
 16

CONCLUSIONS

Industrial Engineering Conclusions

Group
212032_2 Date: May/2020
number:
Student Conclusion
Technological management ranges from the basic stages of
intellectual property protection, not widely used in Colombia, to
the most advanced intelligence techniques. The responsibility for
this problem starts from the very definition of the processes and
their scope, so as not to underestimate the risk. Carrying out a
strategic process of technology management involves making
decisions regarding current technologies, as well as generating
Juan Carlos innovations in products and processes and defining for this a
Soacha technological strategy consistent with the company's global
strategy and compatible with decisions in other value activities.

Evaluation processes are part of the daily work of modern

organizations; The changing competitive environment forces
companies to maintain an accelerated rate of improvement and
change that must be managed in the best way to obtain the best
impact on the return of shareholders.
Industrial engineering in Colombian companies deals with the
design, improvement and installation of integrated systems in
Angie the different designs of the industry. Within the principles and
Tatiana methods of the industrial engineer, the results in the areas of
Pardo science, industrial management and technological transformation
must be predicted and evaluated at the different levels of the
country's industrial sectors.
globalization is one of the main characteristics of current
markets, the acquisition of technologies is the fundamental tool
to promote the maximization of the use and administration of
different resources in a company. That is why industrial
Josefina
engineers must seek the correct use and implementation of
Vargas
digital tools, so as to allow a competitive advantage to be
generated within the organization through technological
evaluation and thus generate a value chain that will improve the
strategic position of the company in the market
Key trends in the work of the engineer
Industrial in new forms of business and changes technological,
dilute the boundaries of domains academics and specialties
Oscar
converge on topics of technological advances.
Mauricio
Industrial Engineering has been promoted since the industrial
Sanchez
revolution; its importance grows due to its effective contribution
to business efficiency and productivity that leads to new levels,
the competitiveness of the industrial sectors of the countries.
 17

Access innovative business management solutions that help

improve the quality of operations and allow them to continue
competing in an environment framed by process technology;
added to the mobility and implications of the hybrid cloud, the
new forms of subscription software payment, the impact of
social networks on customer relationship models and the use of
Cesar Iván mobile applications associated with management processes that
García have changed business models forced companies to formally and
realistically see the digital transformation process.
The challenge is for companies that do not want to disappear, to
evolve, incorporating and adapting new technologies to their
day-to-day processes and directing them to assume digital
transformation as an effective and real strategy of productivity,
positioning and competitiveness.
 18

REFERENCES

Dolan, J. P. (2017). How to Overcome the Top Ten Negotiating Tactics. American

Salesman, 62(10), 11. Retrieved from http://bibliotecavirtual.unad.edu.co/login?
url=http://search.ebscohost.com/login.aspx?
direct=true&db=f5h&AN=125279851&lang=es&site=eds-live&scope=site

World Intellectual Property Organization (WIPO) & International Trade Centre (ITC),
(2010). Exchanging Value – Negotiating Technology Licenses, A Training Manual (pp
82-85). Recovered
from: https://www.wipo.int/edocs/pubdocs/en/licensing/906/wipo_pub_906.pdf

Mc Manus, J. P. (2012). Intellectual Property : From Creation to Commercialisation: A

Practical Guide for Innovators & Researchers. Negotiation and Licensing. Oak Tree
Press. Retrieved from http://bibliotecavirtual.unad.edu.co/login?
url=http://search.ebscohost.com/login.aspx?
direct=true&db=nlebk&AN=1008965&lang=es&site=eds-
live&scope=site&ebv=EK&ppid=Page-__-20

Kaplan, R. S., & Norton, D. P. (2004). Measuring the Strategic Readiness of Intangible
Assets. (cover story). Harvard Business Review, 82(2), 52–63. Retrieved
from http://bibliotecavirtual.unad.edu.co/login?
url=http://search.ebscohost.com/login.aspx?
direct=true&db=buh&AN=12108631&lang=es&site=eds-live&scope=site

Malhotra, D. (2015). Control the Negotiation Before It Begins. (cover story). Harvard

Business Review, 93(12), 66–72. Retrieved
from http://bibliotecavirtual.unad.edu.co/login?
url=http://search.ebscohost.com/login.aspx?
direct=true&db=buh&AN=111098592&lang=es&site=eds-live&scope=site
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Kuada, J. E. (2012). Research Methodology : A Project Guide for University Students (pp

40-41). Frederiksberg C [Denmark]: Samfundslitteratur Press. Retrieved
from http://bibliotecavirtual.unad.edu.co/login?
url=http://search.ebscohost.com/login.aspx?
direct=true&db=nlebk&AN=503632&lang=es&site=eds-
live&scope=site&ebv=EB&ppid=pp_38