{"id":2169,"date":"2024-01-03T12:14:33","date_gmt":"2024-01-03T11:14:33","guid":{"rendered":"https:\/\/hermix.com\/?p=2169"},"modified":"2024-01-03T12:14:33","modified_gmt":"2024-01-03T11:14:33","slug":"implementarea-unui-instrument-de-analiza-a-vanzarilor-b2g-de-la-business-la-guvern-hermix","status":"publish","type":"post","link":"https:\/\/hermix.com\/ro\/implementation-of-a-business-to-government-b2g-sales-analytics-tool-hermix\/","title":{"rendered":"Implementarea unui instrument de analiz\u0103 a v\u00e2nz\u0103rilor Business-to-Government (B2G) \u2013 Hermix"},"content":{"rendered":"<figure class=\"wp-block-post-featured-image\"><img fetchpriority=\"high\" decoding=\"async\" width=\"1200\" height=\"628\" src=\"https:\/\/hermix.com\/wp-content\/uploads\/2025\/10\/Implementation-of-a-Business-to-Government-B2G-Sales-Analytics-Tool-\u2013-article-featured-image.jpg\" class=\"attachment-post-thumbnail size-post-thumbnail wp-post-image\" alt=\"Implementarea unui instrument de analiz\u0103 a v\u00e2nz\u0103rilor Business-to-Government (B2G) \u2013 Hermix\" style=\"object-fit:cover;\" srcset=\"https:\/\/hermix.com\/wp-content\/uploads\/2025\/10\/Implementation-of-a-Business-to-Government-B2G-Sales-Analytics-Tool-\u2013-article-featured-image.jpg 1200w, https:\/\/hermix.com\/wp-content\/uploads\/2025\/10\/Implementation-of-a-Business-to-Government-B2G-Sales-Analytics-Tool-\u2013-article-featured-image-300x157.jpg 300w, https:\/\/hermix.com\/wp-content\/uploads\/2025\/10\/Implementation-of-a-Business-to-Government-B2G-Sales-Analytics-Tool-\u2013-article-featured-image-1024x536.jpg 1024w, https:\/\/hermix.com\/wp-content\/uploads\/2025\/10\/Implementation-of-a-Business-to-Government-B2G-Sales-Analytics-Tool-\u2013-article-featured-image-768x402.jpg 768w\" sizes=\"(max-width: 1200px) 100vw, 1200px\" \/><\/figure>\n\n\n<p class=\"wp-block-paragraph\">Publicat ca: Morcov, S., &amp; Puiu, AM (2023).&nbsp;<a href=\"https:\/\/upg-bulletin-se.ro\/wp-content\/uploads\/2023\/12\/5.Morcov_Puiu.pdf\" target=\"_blank\" rel=\"noreferrer noopener\">Implementarea unui instrument de analiz\u0103 a v\u00e2nz\u0103rilor Business-to-Government (B2G) \u2013 Hermix<\/a>. Perspective economice \u2013 Tendin\u021be \u0219i provoc\u0103ri, 12(4), 61-69. doi:10.51865\/EITC.2023.04.05<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Abstract: <\/strong><em>Pia\u021ba de v\u00e2nz\u0103ri din sectorul public, adic\u0103 business-to-government<br>Pia\u021ba comer\u021bului cu am\u0103nuntul (B2G) este vast\u0103 \u0219i relevant\u0103. Este similar\u0103, dar difer\u0103 \u00een c\u00e2teva aspecte cheie de alte pie\u021be, cum ar fi comer\u021bul cu am\u0103nuntul, comer\u021bul de consum (B2C) sau comer\u021bul business-to-business (B2B). Pia\u021ba B2G este uria\u0219\u0103, cu o valoare de 2 trilioane de euro pe an \u00een Europa, dar insuficient cercetat\u0103 \u0219i \u00eei lipsesc instrumentele \u0219i metodele adecvate.<br>Contractele sunt dificil de accesat \u0219i necesit\u0103 expertiz\u0103 specializat\u0103 \u0219i o investi\u021bie ini\u021bial\u0103 semnificativ\u0103. Aceast\u0103 lucrare exploreaz\u0103 implementarea \u0219i<br>evaluarea unei platforme IT care sus\u021bine \u0219i automatizeaz\u0103 v\u00e2nz\u0103rile \u00een sectorul public, Hermix, \u00eentr-o companie mare. Acest studiu a avut o abordare calitativ\u0103<br>abordare longitudinal\u0103. A constat \u00een 7 ateliere \u0219i 2 interviuri cu 8 participan\u021bi la studii de caz, desf\u0103\u0219urate pe parcursul unui an.<br>eviden\u021biaz\u0103 etapele de implementare \u0219i rezultatele. Hermix a automatizat un set de procese de v\u00e2nz\u0103ri din sectorul public pentru compania gazd\u0103, inclusiv: licita\u021bii<br>monitorizare cu notific\u0103ri prin e-mail, calificarea oportunit\u0103\u021bilor \u0219i cercetarea pie\u021bei, adic\u0103 analiza contextului tactic \u0219i strategic: cump\u0103r\u0103tori<br>(achizitori publici), bugete, concuren\u021b\u0103, afinit\u0103\u021bi de parteneriat, grupuri de interese, tendin\u021be. Utilizeaz\u0103 analize avansate de date, big-data \u0219i calculatoare<br>\u00eenv\u0103\u021barea furniz\u0103rii de informa\u021bii de pia\u021b\u0103, cum ar fi grafic\u0103 guvernamental\u0103, firmografic\u0103, segmentare geografic\u0103 \u0219i monetar\u0103. Implementarea<br>Instrumentele de automatizare a v\u00e2nz\u0103rilor din sectorul public ofer\u0103 beneficii directe companiilor, legate de: eficien\u021ba costurilor \u0219i a timpului, \u00eembun\u0103t\u0103\u021birea ratelor de succes ale propunerilor \u0219i optimizarea planific\u0103rii strategice. Beneficiile indirecte pentru companii se refer\u0103 la calitatea livr\u0103rilor. Instrumentele de analiz\u0103 a datelor sus\u021bin, de asemenea, transparen\u021ba general\u0103 a achizi\u021biilor publice, eficien\u021ba cheltuielilor publice \u0219i o mai bun\u0103 guvernan\u021b\u0103 public\u0103.<\/em><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Cuvinte cheie:<\/strong> <em>Achizi\u021bii publice; B2G de la companie la guvern; Servicii publice<br>V\u00e2nz\u0103ri pe sector; Cercetare de pia\u021b\u0103; Analiz\u0103.<\/em><\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Introducere<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">V\u00e2nz\u0103rile \u00een sectorul public, sau Business-to-Government (B2G), reprezint\u0103 marketingul \u0219i v\u00e2nzarea de produse, servicii \u0219i lucr\u0103ri c\u0103tre organiza\u021bii din sectorul public (Dic\u021bionarul Cambridge).<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">B2G este similar, dar distinct de alte pie\u021be, cum ar fi comer\u021bul cu am\u0103nuntul, de consum, comer\u021bul \u00eentre companii (B2C) sau comer\u021bul \u00eentre companii (B2B) (Kenton, 2021). Conform Comisiei Europene (CE) \u0219i Eurostat, sectorul public reprezint\u0103 53% din Produsul Intern Brut (PIB) al Uniunii Europene (UE) (Eurostat, 2022). \u00cen SUA, cheltuielile publice se ridic\u0103 la 47% din PIB. Achizi\u021biile publice reprezint\u0103 o parte semnificativ\u0103 a cheltuielilor sectorului public, estimate la peste 14% din PIB-ul global. \u00cen Europa, CE estimeaz\u0103 dimensiunea achizi\u021biilor publice la 2 trilioane de euro, iar num\u0103rul de cump\u0103r\u0103tori publici la 250.000. Acestea includ institu\u021bii publice la nivel interna\u021bional, european, na\u021bional, federal, regional sau local.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Un num\u0103r semnificativ de companii sunt active pe pia\u021ba B2G. CE estimeaz\u0103 c\u0103 400.000 de companii sunt implicate \u00een contracte publice. La nivel mondial, 601.300 de companii din topul Fortune 1000 sunt implicate \u00een contracte din sectorul public. \u00cen general, colabor\u0103rile cu guvernul au un impact pozitiv asupra valorii unei firme. Impactul variaz\u0103 \u00een func\u021bie de factori precum dimensiunea companiei \u0219i varietatea clien\u021bilor s\u0103i (Josephson \u0219i colab., 2019).<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Pia\u021ba de v\u00e2nz\u0103ri din sectorul public nu este \u00eenc\u0103 analizat\u0103, studiat\u0103 sau definit\u0103 formal. Chiar \u0219i terminologia este \u00eenc\u0103 \u00een curs de definire. Prin urmare, exist\u0103 diverse denumiri alternative utilizate pentru domeniu, cum ar fi Business-to-Government (B2G), sector public (PS), achizi\u021bii publice (PP), Business-to-Public-Administration (B2PA) sau Business-to-Public-Sector (B2PS).<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Nu exist\u0103 suficiente instrumente sau metode pentru a sus\u021bine aceast\u0103 pia\u021b\u0103. Nu exist\u0103 instrumente specializate pentru analiz\u0103, cercetare de pia\u021b\u0103 sau v\u00e2nz\u0103ri. V\u00e2nz\u0103rile din sectorul public se bazeaz\u0103 pe analiza manual\u0103 a datelor \u0219i pe instrumente generale de gestionare a datelor, cum ar fi business intelligence (BI) sau managementul rela\u021biilor cu clien\u021bii (CRM).<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><a href=\"https:\/\/hermix.com\/ro\/sign-up\/\" target=\"_blank\" rel=\"noopener\" title=\"\">Hermix<\/a> este o platform\u0103 nou\u0103 care \u00ee\u0219i propune s\u0103 automatizeze \u0219i s\u0103 sprijine v\u00e2nz\u0103rile publice \u0219i accesul la fonduri publice. Hermix ajut\u0103 companiile s\u0103 \u00een\u021beleag\u0103 \u0219i s\u0103 c\u00e2\u0219tige contracte publice. Ofer\u0103 func\u021bionalit\u0103\u021bi precum:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Monitorizarea licita\u021biilor, cum ar fi notific\u0103ri prin e-mail \u0219i notific\u0103ri \u00een aplica\u021bie;<\/li>\n\n\n\n<li>Calificarea oportunit\u0103\u021bilor ofertelor, cum ar fi analiza bugetelor clien\u021bilor, proiecte similare, concuren\u021b\u0103, c\u00e2\u0219tig\u0103tori anteriori, poten\u021biali parteneri, cump\u0103r\u0103tori similari;<\/li>\n\n\n\n<li>Inteligen\u021b\u0103 aprofundat\u0103 a pie\u021bei \u0219i segmentare a pie\u021bei, cu analize big-data \u0219i AI\/ML: rapoarte cu informa\u021bii despre unde sunt banii, cine cump\u0103r\u0103 \u0219i vinde, ce, c\u00e2nd, cum, unde \u0219i c\u00e2t, pentru fiecare pia\u021b\u0103.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Sursele de date ale Hermix sunt \u00een mare parte publice, cum ar fi portalul european de achizi\u021bii publice (TED), Eurostat, Banca Central\u0103 European\u0103 (BCE), Comisia European\u0103 (CE), portalul european de date deschise.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u00cen ultimii 2 ani, tehnologia \u0219i studiul de pia\u021b\u0103 al Hermix au fost testate \u00een scopuri de evaluare \u0219i validare \u00een aproximativ 600 de ateliere, cu 350 de utilizatori, exper\u021bi \u0219i cercet\u0103tori, inclusiv 22 de clien\u021bi pre-comerciali.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Unul dintre studiile de caz majore care a fost utilizat pentru evaluarea \u0219i validarea implement\u0103rii, rezultatelor \u0219i beneficiilor Hermix a fost implementat \u00eempreun\u0103 cu o companie european\u0103 de inginerie software, o filial\u0103 a unei companii globale de IT \u0219i comunica\u021bii cu sediul central \u00een Europa, dar cu o afacere global\u0103. Compania de\u021bine o activitate semnificativ\u0103 de servicii IT pentru Comisia European\u0103 \u0219i alte institu\u021bii europene, oferind servicii clien\u021bilor precum Direc\u021bia General\u0103 Re\u021bele de Comunica\u021bii, Con\u021binut \u0219i Tehnologie, Direc\u021bia General\u0103 Educa\u021bie \u0219i Cultur\u0103, Direc\u021bia General\u0103 Servicii Digitale, Direc\u021bia General\u0103 Cercetare \u0219i Inovare, Centrul Comun de Cercetare al UE, Agen\u021bia European\u0103 de Mediu, Cump\u0103r\u0103torul European pentru Siguran\u021ba Alimentar\u0103. Proiectul a fost finan\u021bat par\u021bial de Agen\u021bia Regional\u0103 de Dezvoltare Bucure\u0219ti-Ilfov.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Fundal<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Pia\u021ba european\u0103 a achizi\u021biilor publice (Business-to-Government, B2G) este imens\u0103 (2 trilioane de euro), complex\u0103 \u0219i dificil de accesat. Cump\u0103r\u0103torii \u0219i contractorii au o nevoie critic\u0103 de a-\u0219i \u00een\u021belege ecosistemul \u0219i de a-\u0219i automatiza procesele.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Sunt disponibile cantit\u0103\u021bi uria\u0219e de date multilingve deschise, dar c\u0103rora le lipsesc standardizarea, integrarea \u0219i calitatea semantic\u0103, fiind astfel insuficient exploatate. Accesarea fondurilor publice \u0219i a licita\u021biilor este un proces manual care necesit\u0103 investi\u021bii, eforturi \u0219i resurse incredibile. Prin urmare, pia\u021ba este dominat\u0103 de c\u00e2\u021biva actori specializa\u021bi.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Tehnologiile \u0219i metodele noi, disruptive (inteligen\u021ba artificial\u0103, \u00eenv\u0103\u021barea automat\u0103, modelele lingvistice mari) nu sunt \u00eenc\u0103 utilizate pe pia\u021ba B2G. Prin urmare, exist\u0103 o diferen\u021b\u0103 uria\u0219\u0103 \u00eentre tehnologiile \u0219i metodele B2C\/B2B utilizate, fa\u021b\u0103 de v\u00e2nz\u0103rile din sectorul public.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">B2G de la companie la guvern<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Pia\u021ba sectorului public, cunoscut\u0103 \u0219i sub numele de Business-to-Government sau B2G, este imens\u0103, distinct\u0103 \u0219i relevant\u0103. Fondurile publice rezolv\u0103 nevoi economice \u0219i sociale critice. De exemplu, CE a debursat deja 807 miliarde de euro prin intermediul Facilit\u0103\u021bii de redresare \u0219i rezilien\u021b\u0103. Infrastructura, educa\u021bia, transporturile, s\u0103n\u0103tatea, asisten\u021ba social\u0103 \u0219i cercetarea UE sunt \u00een mare parte finan\u021bate public. Un num\u0103r imens de astfel de proiecte sunt executate prin achizi\u021bii publice.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u00cen acela\u0219i timp, \u00een ciuda eforturilor semnificative de politic\u0103 \u0219i reglementare, accesul la fonduri publice este \u00eenc\u0103 o chestiune elitist\u0103, dominat\u0103 de c\u00e2\u021biva juc\u0103tori mari \u0219i specializa\u021bi. Pia\u021ba este denaturat\u0103. Doar 400.000 de companii, adic\u0103 1,31 TP3T din totalul de 30 de milioane de companii din UE, acceseaz\u0103 contracte publice (Eurostat, 2022). Pe baza analizei noastre a datelor din Sistemul de Transparen\u021b\u0103 Financiar\u0103 (FTS) al Comisiei Europene, doar 1,51 TP3T dintre beneficiarii granturilor CE pentru cercetare \u0219i dezvoltare primesc 571 TP3T din bugetul total CE pentru cercetare \u0219i dezvoltare.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Spre deosebire de B2B \u0219i B2C, nu exist\u0103 instrumente de automatizare sau analiz\u0103 care s\u0103 sprijine p\u0103r\u021bile interesate din domeniul B2G. Tabelul 1 prezint\u0103 nevoile principale \u0219i principalele probleme cu care se confrunt\u0103 actorii B2G.<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"721\" height=\"362\" src=\"https:\/\/hermix.com\/wp-content\/uploads\/tabel-case-study.png\" alt=\"\" class=\"wp-image-2170\"\/><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\">Platforma de analiz\u0103 a v\u00e2nz\u0103rilor din sectorul public implementat\u0103 \u2013 Hermix<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Hermix sprijin\u0103 companiile s\u0103 c\u00e2\u0219tige contracte publice. Ofer\u0103 func\u021bionalit\u0103\u021bi precum monitorizarea pie\u021bei \u0219i furnizarea de rapoarte de cercetare de pia\u021b\u0103. Ofer\u0103 caracteristici care acoper\u0103:<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li>Cercetare strategic\u0103 de pia\u021b\u0103, pozi\u021bionare, direc\u021bionare, predic\u021bie \u0219i suport decizional, cu infografice avansate, utiliz\u00e2nd segmentarea tradi\u021bional\u0103 (cum ar fi firmografic\u0103, geografic\u0103, demografic\u0103, monetar\u0103), precum \u0219i segmentarea inovatoare: grafic\u0103 guvernamental\u0103, h\u0103r\u021bi de afinitate (Morcov, 2022).<\/li>\n\n\n\n<li>Calificarea inteligent\u0103 a oportunit\u0103\u021bilor. Analiza probabililor c\u00e2\u0219tig\u0103tori, a modelelor de comportament,<br>comportament anormal.<\/li>\n\n\n\n<li>Generarea de clien\u021bi poten\u021biali, identificarea oportunit\u0103\u021bilor relevante, monitorizarea inteligent\u0103 a pie\u021bei (Hermix,<br>2023).<\/li>\n<\/ol>\n\n\n\n<h2 class=\"wp-block-heading\">Un rezumat al modulelor Hermix este prezentat \u00een Figura 1.<\/h2>\n\n\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"512\" height=\"178\" src=\"https:\/\/hermix.com\/wp-content\/uploads\/unnamed.png\" alt=\"\" class=\"wp-image-2171\"\/><\/figure>\n\n\n\n<p class=\"has-text-align-left wp-block-paragraph\">Fig. 1. Module principale Hermix<br>Surs\u0103: Realizat de autori pe baza descrierilor produselor Hermix (Hermix, 2023)<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Metode<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Aceast\u0103 lucrare studiaz\u0103 impactul implement\u0103rii unui instrument specializat de analiz\u0103 de pia\u021b\u0103 \u0219i de facilitare a v\u00e2nz\u0103rilor, Hermix, pentru sus\u021binerea v\u00e2nz\u0103rilor din sectorul public \u00eentr-o companie IT mare.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Este un studiu longitudinal, bazat pe un singur studiu de caz, const\u00e2nd \u00een implementarea platformei Hermix pentru o mare companie de software IT.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Aceast\u0103 cercetare a fost realizat\u0103 ca un singur studiu de caz longitudinal. Pe l\u00e2ng\u0103 implementarea platformei, aceasta a constat \u00eentr-un set de 7 ateliere \u0219i 2 interviuri cu un total de 8 participan\u021bi din partea companiei gazd\u0103.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Cercetarea bazat\u0103 pe studii de caz este o metod\u0103 de cercetare calitativ\u0103, exploratorie. Cercetarea calitativ\u0103, \u0219i \u00een special cercetarea bazat\u0103 pe studii de caz, poate ajuta cercet\u0103torii s\u0103 dezvolte \u00een\u021belegeri ini\u021biale \u00een domenii noi, cum ar fi B2G, care este un domeniu insuficient analizat \u0219i \u00een\u021beles (Levitt et al., 2018; Gummesson, 2000). Aceast\u0103 metodologie este deosebit de util\u0103 \u00een proiectarea, construirea, precum \u0219i \u00een validarea extern\u0103 a noilor teorii (Gibbert &amp; Ruigrok, 2010).<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Metodologia de cercetare utilizat\u0103 \u00een cadrul studiului de caz a inclus colectarea datelor prin ateliere \u0219i interviuri, precum \u0219i aplicarea \u0219i evaluarea instrumentului implementat (Yin, 2011).<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Datele au fost colectate prin intermediul a 7 ateliere online \u0219i 2 interviuri, cu 8 participan\u021bi. Nu au fost utilizate chestionare scrise sau instrumente de colectare a datelor offline. Interviurile live sunt instrumente tipice utilizate \u00een cercetarea calitativ\u0103 \u0219i \u00een studiile de caz, deoarece ajut\u0103 la descoperirea de noi perspective prin discu\u021bii deschise \u0219i \u00een special prin \u00eentreb\u0103ri deschise. De asemenea, sunt utile \u00een clarificarea terminologiei, av\u00e2nd \u00een vedere c\u0103 termenii utiliza\u021bi \u00een B2G sunt uneori supra\u00eenc\u0103rca\u021bi \u0219i nu sunt suficient defini\u021bi sau specifici. \u00cen timpul atelierelor \u0219i interviurilor, s-a pus o importan\u021b\u0103 mai mare pe r\u0103spunsurile \u0219i feedback-ul negativ, mai degrab\u0103 dec\u00e2t pe cel pozitiv. Atelierele au avut ca scop descoperirea argumentelor, a poten\u021bialei cauzalit\u0103\u021bi dintre argumente, precum \u0219i analizarea contextului mai larg al studiului de caz \u0219i al organiza\u021biei gazd\u0103 (Wieringa, 2014).<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Discu\u021biile din timpul atelierelor \u0219i interviurilor nu au fost \u00eenregistrate din motive de confiden\u021bialitate, dar s-au luat noti\u021be, iar r\u0103spunsurile au fost documentate \u00een scris, pentru o analiz\u0103 aprofundat\u0103 a textului \u0219i a feedback-ului, precum \u0219i pentru a asigura validitatea de construct.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Cercetarea pentru studiul de caz a constat \u00een urm\u0103toarele activit\u0103\u021bi principale, detaliate mai jos.<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li>Activitatea de proiectare a cercet\u0103rii a constat \u00een definirea metodelor de cercetare, proiectarea structurii atelierelor \u0219i interviurilor \u0219i selectarea studiului de caz \u0219i a participan\u021bilor la acesta.<\/li>\n<\/ol>\n\n\n\n<p class=\"wp-block-paragraph\">Participan\u021bii implica\u021bi au reprezentat mai multe func\u021bii \u0219i niveluri organiza\u021bionale:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>4 directori de v\u00e2nz\u0103ri \u0219i directori executivi;<\/li>\n\n\n\n<li>1 manager pre-v\u00e2nz\u0103ri;<\/li>\n\n\n\n<li>1 expert pre-v\u00e2nzare\/licita\u021bii;<\/li>\n\n\n\n<li>2 directori executivi.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Participan\u021bii au o implicare personal\u0103, adic\u0103 se pun pe treab\u0103. Acest lucru le asigur\u0103 implicarea \u0219i interesul fa\u021b\u0103 de rezultatele directe ale cercet\u0103rii.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">   2. Executarea studiului de caz a constat \u00een:<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">a) cercetare preliminar\u0103 la birou;<br>b) 7 ateliere cu participan\u021bi la studiile de caz ale proiectului.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u00cencep\u00e2nd cu 24 octombrie 2022, modulele Hermix au fost puse la dispozi\u021bia unei echipe de manageri de conturi \u0219i pre-v\u00e2nz\u0103ri din cadrul companiei, treptat, pentru testare \u0219i evaluare. Hermix a sprijinit echipa companiei IT \u00een automatizarea mai multor procese cheie de v\u00e2nz\u0103ri \u0219i licita\u021bii, a\u0219a cum este descris mai sus. Proiectul pilot a oferit informa\u021bii esen\u021biale. \u00cen timpul proiectului pilot, au fost organizate 7 ateliere pentru extragerea de feedback \u0219i validarea produsului, func\u021bionalit\u0103\u021bii \u0219i a cazului de afaceri.<\/p>\n\n\n\n<ol start=\"3\" class=\"wp-block-list\">\n<li>Analiza \u0219i interpretarea rezultatelor cercet\u0103rii au fost calitative. S-a utilizat metoda sort\u0103rii cu carduri.<br>pentru analiza datelor (Spencer \u0219i Warfel, 2004).<\/li>\n<\/ol>\n\n\n\n<h2 class=\"wp-block-heading\">Limit\u0103ri, validitate \u0219i fiabilitate<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">\u00cen studiul de caz \u0219i, \u00een general, \u00een cercetarea calitativ\u0103, cercet\u0103torul are un rol activ, juc\u00e2nd \u0219i rolul de consultant. Adesea, nu exist\u0103 o delimitare clar\u0103 \u00eentre aceste 2 roluri. Acest efect este c\u0103 cercetarea calitativ\u0103 a studiilor de caz este de obicei o c\u0103l\u0103torie personal\u0103, adesea influen\u021bat\u0103 de contribu\u021bia personal\u0103 \u0219i subiectivitatea cercet\u0103torilor \u0219i a participan\u021bilor. Cercetarea \u00een management recunoa\u0219te acest fenomen ca fiind \u201dparadigma cercet\u0103rii-ac\u021biune\u201d (Gummesson, 2000).<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u00cen acela\u0219i timp, acest lucru prezint\u0103 limit\u0103ri specifice, de exemplu, validitatea de construct \u0219i fiabilitatea. Pentru a le \u00eembun\u0103t\u0103\u021bi, au fost utilizate mai multe surse de date, pentru a asigura triangularea, de exemplu, au fost 8 participan\u021bi, \u00een 7 ateliere \u0219i 2 interviuri. Acest lucru a permis asigurarea convergen\u021bei rezultatelor, dar \u0219i explorarea unor posibile c\u0103i \u0219i perspective suplimentare, divergente.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">A fost stabilit \u0219i documentat un lan\u021b de dovezi. Notele de \u0219edin\u021b\u0103 sunt p\u0103strate pentru fiecare \u00eent\u00e2lnire \u0219i atelier. Se utilizeaz\u0103 managementul standard al configura\u021biei, de exemplu Google Docs pentru gestionarea versiunilor documentelor \u0219i Hubspot pentru organizarea, gestionarea \u0219i documentarea \u00eent\u00e2lnirilor.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Validitatea extern\u0103 a metodologiei de cercetare ar putea fi afectat\u0103 de limit\u0103ri legate de contextul studiului de caz. Un singur studiu de caz, desf\u0103\u0219urat \u00eentr-o singur\u0103 organiza\u021bie, ar putea avea o relevan\u021b\u0103 limitat\u0103. Studiul de caz, organiza\u021bia gazd\u0103, precum \u0219i participan\u021bii au fost selecta\u021bi \u00een func\u021bie de convenien\u021b\u0103, adic\u0103 s-au oferit voluntari pentru participare. Prin urmare, rezultatele acestei cercet\u0103ri ar putea pune dificult\u0103\u021bi \u00een generalizarea la alte tipuri de organiza\u021bii, la alte roluri sau la alte sectoare industriale. Pentru a \u00eembun\u0103t\u0103\u021bi generalizabilitatea \u0219i validitatea extern\u0103, ar trebui efectuate cercet\u0103ri suplimentare, inclusiv analizarea unor studii de caz suplimentare, \u00een alte organiza\u021bii.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Cercetarea a fost calitativ\u0103. Nu au fost utilizate metode cantitative. Analiza \u0219i interpretarea datelor au fost calitative \u0219i au explorat elemente precum tipul de argumente utilizate de participan\u021bi. Au fost luate \u00een considerare caracteristicile participan\u021bilor \u0219i contextul organiza\u021bional specific.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Rezultate \u0219i discu\u021bii<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Compania analizat\u0103 \u00een studiul de caz are sediul \u00een Europa, dar face parte dintr-o corpora\u021bie global\u0103 de mari dimensiuni. Principala lor activitate este dezvoltarea de software \u0219i serviciile conexe. Activitatea lor \u00een sectorul public vizeaz\u0103 clien\u021bi precum Comisia European\u0103 \u0219i agen\u021biile UE din diverse \u021b\u0103ri europene, cum ar fi Belgia, Luxemburg, Italia, Danemarca, Olanda \u0219i Spania. Are 500-1000 de angaja\u021bi. Are o echip\u0103 format\u0103 din 3 manageri de v\u00e2nz\u0103ri implica\u021bi \u00een v\u00e2nz\u0103ri \u00een sectorul public \u0219i 5 exper\u021bi \u00een pre-v\u00e2nz\u0103ri \u0219i licita\u021bii.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Principalele procese pe care compania le utilizeaz\u0103 pentru v\u00e2nz\u0103rile c\u0103tre sectorul public sunt urm\u0103toarele:<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li>Planificare strategic\u0103, adic\u0103 definirea strategiei de pia\u021b\u0103 \u0219i construirea portofoliului de produse pe termen lung. Aceasta se realizeaz\u0103 anual \u0219i se actualizeaz\u0103 trimestrial, \u00een diapozitive, foi de calcul, aplica\u021bii de creare de diagrame.<\/li>\n\n\n\n<li>Studiul de pia\u021b\u0103 necesit\u0103 2-3 s\u0103pt\u0103m\u00e2ni de efort pe an.<\/li>\n\n\n\n<li>Monitorizarea licita\u021biilor. Aceasta se face zilnic. \u00cenainte de Hermix, acest lucru se f\u0103cea prin monitorizare.<br>portaluri precum TED \u0219i UNGM. Licita\u021biile relevante sunt \u00eenregistrate \u00een CRM-ul companiei,<br>dar numai dup\u0103 o precalificare ini\u021bial\u0103.<\/li>\n\n\n\n<li>Calificarea comercial\u0103 a ofertelor. Aceasta se efectueaz\u0103 zilnic. Rezult\u0103 \u00eentr-o ofert\u0103\/neofert\u0103.<br>decizie. \u00cenainte de Hermix, acest lucru se f\u0103cea prin c\u0103utarea informa\u021biilor relevante \u00een TED, cu<br>pe Google sau citind site-ul web al clientului \u0219i pe re\u021belele sociale. Acesta a fost un proces care a necesitat<br>\u00eentre 30 de minute (pentru licita\u021bii simple \u0219i mici) \u0219i peste 2 zile (pentru licita\u021bii critice \u0219i complexe).<br>Datele au fost colectate manual \u0219i analizate \u00een fi\u0219iere Excel.<\/li>\n\n\n\n<li>Calificarea tehnic\u0103 a ofertelor. Aceasta se face zilnic, \u00eempreun\u0103 cu calificarea comercial\u0103.<br>calificare \u0219i, de asemenea, are ca rezultat o decizie de licitare\/nelicitare. Analiza tehnic\u0103 este \u00een curs de desf\u0103\u0219urare<br>se face prin citirea caietului de sarcini al licita\u021biei \u0219i necesit\u0103 \u00eentre 2-3 ore per licita\u021bie<br>analiz\u0103 preliminar\u0103 ini\u021bial\u0103 \u0219i peste 2 zile pentru o analiz\u0103 detaliat\u0103 ulterioar\u0103. Analiza este<br>\u00eenregistrate \u00eentr-un \u0219ablon standard. Ofertele selectate sunt \u00eenregistrate \u00een CRM.<\/li>\n\n\n\n<li>G\u0103sirea \u0219i validarea partenerilor. Aceasta este o sarcin\u0103 similar\u0103 calific\u0103rii comerciale a<br>licita\u021bii. Se face doar pentru ofertele precalificate. Datele au fost ob\u021binute din c\u0103utarea public\u0103<br>motoare de date, site-uri web ale companiilor, registre oficiale ale companiilor, precum \u0219i din datele comerciale<br>baze de date ale companiilor.<\/li>\n\n\n\n<li>Preg\u0103tirea propunerii. Procesul \u0219i fluxul de lucru al propunerii sunt gestionate folosind instrumente precum<br>Jira sau instrumente personalizate. Fi\u0219ierele sunt organizate \u00een instrumente de gestionare a documentelor, cum ar fi MS<br>OneDrive\/Office 365 sau Google Drive\/Aplica\u021bii.<\/li>\n<\/ol>\n\n\n\n<p class=\"wp-block-paragraph\">Rezultatele implement\u0103rii Hermix au fost urm\u0103toarele, pentru fiecare proces cheie:<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li>Pentru procesul de planificare strategic\u0103: Hermix a automatizat cu succes acest proces, furniz\u00e2nd date de cercetare de pia\u021b\u0103 deja agregate, \u00een rapoarte vizuale \u0219i tabele.<\/li>\n\n\n\n<li>Pentru monitorizarea procesului de licita\u021bii zilnice: Hermix a automatizat cu succes acest proces, prin<br>oferind func\u021bii de colaborare, cum ar fi semnalizarea oportunit\u0103\u021bilor \u0219i trimiterea de e-mailuri.<\/li>\n\n\n\n<li>Pentru calificarea comercial\u0103 a ofertelor, Hermix a automatizat o parte a acestui proces.,<br>prezentarea de rapoarte cu informa\u021bii relevante privind contextul unei licita\u021bii sau<br>cump\u0103r\u0103tor. Rapoartele nu sunt complet automatizate; unele filtre \u0219i parametri necesit\u0103 procesare manual\u0103<br>ajustare pentru a rafina rapoartele.<\/li>\n<\/ol>\n\n\n\n<p class=\"wp-block-paragraph\">Urm\u0103toarele procese cheie nu au fost automatizate. Acestea ar putea face obiectul unor cercet\u0103ri, dezvolt\u0103ri \u0219i evalu\u0103ri suplimentare:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Automatizarea calific\u0103rii tehnice a ofertelor, adic\u0103 analiza specifica\u021biilor licita\u021biei \u0219i a documentelor contextuale suplimentare, cum ar fi programele de lucru, metodologiile, documentele de politici \u0219i planurile strategice. De\u0219i Hermix indexeaz\u0103 documenta\u021bia licita\u021biei \u0219i permite c\u0103utarea \u00een specifica\u021biile licita\u021biei, procesul de calificare este \u00eenc\u0103 \u00een mare parte manual.<\/li>\n\n\n\n<li>Automatizarea preg\u0103tirii propunerii. Hermix nu ofer\u0103 suport pentru acest proces \u00een momentul execut\u0103rii studiului de caz.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Per total, impactul Hermix asupra organiza\u021biei \u0219i proceselor companiei a fost pozitiv.<br>Exemple de feedback calitativ primit \u00een timpul atelierelor sunt prezentate pe scurt mai jos:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Hermix livreaz\u0103 zilnic informa\u021bii relevante, prin e-mail;<\/li>\n\n\n\n<li>Hermix permite prioritizarea ofertelor pe baza informa\u021biilor de pia\u021b\u0103;<\/li>\n\n\n\n<li>Permite urm\u0103rirea \u0219i gestionarea st\u0103rii calific\u0103rii licita\u021biilor;<\/li>\n\n\n\n<li>Platforma \u00ee\u0219i propune s\u0103 devin\u0103 o surs\u0103 unic\u0103 autorizat\u0103 de informa\u021bii referitoare la achizi\u021biile publice europene;<\/li>\n\n\n\n<li>Raportul de calificare a licita\u021biei \u0219i rapoartele de analiz\u0103 a pie\u021bei agreg\u0103 date din<\/li>\n\n\n\n<li>mai multe surse cur\u0103\u021bate de date brute;<\/li>\n\n\n\n<li>Hermix ofer\u0103 informa\u021bii despre peisajul achizi\u021biilor publice, despre concuren\u021bi \u0219i despre<\/li>\n\n\n\n<li>cump\u0103r\u0103tori publici;<\/li>\n\n\n\n<li>Curba de \u00eenv\u0103\u021bare a utiliz\u0103rii Hermix este abrupt\u0103 din cauza cantit\u0103\u021bii de date, a\u0219a c\u0103 prima experien\u021b\u0103 poate fi cople\u0219itoare, necesit\u00e2nd o perioad\u0103 de acomodare;<\/li>\n\n\n\n<li>Viitoarele caracteristici utile ar putea fi legate de extragerea informa\u021biilor din documentele de licita\u021bie.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Printre impactul direct al implement\u0103rii instrumentelor de analiz\u0103 a v\u00e2nz\u0103rilor putem enumera:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Cost: automatizarea unei p\u0103r\u021bi din efortul depus pentru c\u0103utarea manual\u0103 \u0219i agregarea \u0219i interpretarea manual\u0103 a datelor folosind fi\u0219iere Excel. Echipele de cercetare de pia\u021b\u0103, v\u00e2nz\u0103ri \u0219i pre-v\u00e2nz\u0103ri \u00ee\u0219i pot reorienta eforturile de la introducerea datelor la analiza datelor.<\/li>\n\n\n\n<li>Eficien\u021b\u0103: o mai bun\u0103 selec\u021bie a oportunit\u0103\u021bilor \u00een care s\u0103 se investeasc\u0103.<\/li>\n\n\n\n<li>Cre\u0219terea ratelor de succes ale propunerilor, printr-o mai bun\u0103 aliniere a pre\u021burilor \u0219i propunerilor la nevoile \u0219i cerin\u021bele clien\u021bilor.<\/li>\n\n\n\n<li>Cre\u0219te\u021bi calitatea livr\u0103rilor prin alegeri mai bune \u00een ceea ce prive\u0219te tehnologia \u0219i partenerii.<\/li>\n\n\n\n<li>O mai bun\u0103 aliniere a strategiei pe termen mediu \u0219i lung, prin utilizarea analizei big-data a pie\u021bei, clien\u021bilor, concuren\u021bilor \u0219i partenerilor.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Pe l\u00e2ng\u0103 implica\u021biile directe pentru contractorii publici, instrumentele de analiz\u0103 a datelor prezint\u0103 \u0219i un impact indirect:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Impact societal: deschiderea pie\u021belor pentru IMM-uri, noi juc\u0103tori mai mici, inovare;<\/li>\n\n\n\n<li>O mai bun\u0103 guvernan\u021b\u0103 public\u0103: cre\u0219terea transparen\u021bei \u0219i a eficien\u021bei cheltuielilor publice.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">Concluzii<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Lucrarea prezint\u0103 un studiu de caz pentru implementarea unui instrument de analiz\u0103 a v\u00e2nz\u0103rilor din sectorul public \u00eentr-o companie IT mare, pentru automatizarea \u0219i sus\u021binerea proceselor legate de v\u00e2nz\u0103ri. Studiul de caz a fost analizat din perspective multiple, cu mai mul\u021bi participan\u021bi, pentru triangulare. Abordarea cercet\u0103rii a fost longitudinal\u0103, const\u00e2nd \u00een 7 ateliere de lucru \u0219i 2 interviuri, pe parcursul unui an, cu 8 participan\u021bi.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Am analizat impactul unei platforme de analiz\u0103 a v\u00e2nz\u0103rilor din sectorul public \u00een cadrul organiza\u021biei.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Instrumentul \u0219i-a demonstrat capacitatea de a \u00eembun\u0103t\u0103\u021bi \u0219i eficientiza procesele de v\u00e2nz\u0103ri pentru public<br>sectorul \u2013 B2G.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Principalele beneficii ale implement\u0103rii instrumentelor se refer\u0103 la eficien\u021ba costurilor, cre\u0219terea ratelor de succes, con\u0219tientizarea \u00een timp real, optimizarea planific\u0103rii strategice, monitorizarea licita\u021biilor \u00een timp real, procese de calificare mai eficiente \u0219i \u00eembun\u0103t\u0103\u021birea valid\u0103rii partenerilor \u0219i a preg\u0103tirii propunerilor.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Beneficiile indirecte se refer\u0103 la \u00eembun\u0103t\u0103\u021birea calit\u0103\u021bii livr\u0103rilor, datorit\u0103 unei mai bune alinieri a propunerilor la cerin\u021bele \u0219i nevoile clien\u021bilor.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Direc\u021biile viitoare de cercetare s-ar putea concentra pe analiza cantitativ\u0103 a beneficiilor implement\u0103rii instrumentelor de automatizare \u0219i analiz\u0103 \u00een v\u00e2nz\u0103rile din sectorul public \u0219i pe compararea cu instrumentele care sunt deja implementate \u00een v\u00e2nz\u0103rile B2C \u0219i B2B.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Direc\u021biile viitoare de cercetare \u0219i dezvoltare s-ar putea concentra pe extragerea \u0219i rezumarea informa\u021biilor din caietul de sarcini al licita\u021biilor \u0219i din alte documente, precum \u0219i pe automatizarea procesului de propunere.<br>procesul de preg\u0103tire.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Referin\u021be<\/h2>\n\n\n\n<ol class=\"wp-block-list\">\n<li>Dic\u021bionar Cambridge (nd). B2G | Semnifica\u021bie englez\u0103. Accesat la 22 martie 2023 de pe https:\/\/dictionary.cambridge.org\/dictionary\/english\/b2g<\/li>\n\n\n\n<li>Comisia European\u0103 (nd). Achizi\u021bii publice. Accesat la 22 martie 2023, de pe https:\/\/single-<br>market-economy.ec.europa.eu\/single-market\/public-procurement_ro<\/li>\n\n\n\n<li>Comisia European\u0103 (2021). O analiz\u0103 a nevoilor IMM-urilor \u00een domeniul achizi\u021biilor publice. Pia\u021ba intern\u0103, industrie, antreprenoriat \u0219i IMM-uri. Accesat la 16 iunie 2022, de pe https:\/\/single-market-economy.ec.europa.eu\/publications\/analysis-smes-needs-public-procurement_en<\/li>\n\n\n\n<li>Eurostat (2022). Government expenditure by function &#8211; COFOG. Eurostat &#8211; Statistics Explained. Retrieved June 16, 2022, from https:\/\/ec.europa.eu\/eurostat\/statistics- explained\/index.php?title=Government_expenditure_by_function_%E2%80%93_COFOG<\/li>\n\n\n\n<li>Gibbert, M. \u0219i Ruigrok, W. (2010). \u2018Ce\u2018 \u0219i \u2019Cum\u2019 rigurozitatea studiilor de caz: trei aspecte<br>Strategii bazate pe lucr\u0103ri publicate. Organizational Research Methods, 13(4), 710-737.<br>https:\/\/doi.org\/10.1177\/1094428109351319<\/li>\n\n\n\n<li>Gummesson, E. (2000). Metode calitative \u00een cercetarea managerial\u0103. Sage.<\/li>\n\n\n\n<li>Hermix (2023). Hermix \u2013 Sectorul public \u2013 Business-to-Guvern. Accesat la 6 octombrie 2023 de la<br>www.hermix.com<\/li>\n\n\n\n<li>Josephson, BW, Lee, J.-Y., Mariadoss, BJ \u0219i Johnson, JL (2019). Unchiul Sam se ridic\u0103:<br>Implica\u021bii asupra performan\u021bei \u00een rela\u021biile dintre companii \u0219i guverne. Journal of Marketing, 83(1),<br>51-72. https:\/\/doi.org\/10.1177\/0022242918814254<\/li>\n\n\n\n<li>Kenton, W. (30 august 2021). Business to Government (B2G): V\u00e2nzarea c\u0103tre guvern. Investopedia. Accesat la 10 octombrie 2023 de pe https:\/\/www.investopedia.com\/terms\/b\/business-to-government.asp<\/li>\n\n\n\n<li>Levitt, HM, Bamberg, M., Creswell, JW, Frost, DM, Josselson, R. \u0219i Su\u00e1rez-Orozco, C.<br>(2018). Standarde de raportare a articolelor de revist\u0103 pentru analize primare calitative, meta-analitice calitative \u0219i<br>Cercetare cu metode mixte \u00een psihologie: Sarcina Comitetului pentru Publica\u021bii \u0219i Comunica\u021bii APA<br>raport privind for\u021ba. American Psychologist, 73(1), 26\u201346. https:\/\/doi.org\/10.1037\/amp0000151<\/li>\n\n\n\n<li>Morcov, S. (2022). Manifestul B2G: Abordare structurat\u0103 a marketingului business-to-government<br>\u0219i segmentarea pie\u021bei din sectorul public. https:\/\/doi.org\/10.13140\/RG.2.2.22267.39203\/2<\/li>\n\n\n\n<li>Morcov, S., Pintalon, L. \u0219i Kusters, RJ (2021). O evaluare practic\u0103 a proiectelor IT moderne<br>Instrumente de gestionare a complexit\u0103\u021bii: \u00cembl\u00e2nzirea complexit\u0103\u021bii pozitive, adecvate \u0219i negative. Interna\u021bional<br>Revista de Management al Proiectelor \u00een Tehnologia Informa\u021biei (IJITPM), 12(3), 90-108. Articolul 6.<br>https:\/\/doi.org\/10.4018\/ijitpm.2021070106<\/li>\n\n\n\n<li>Ghidul IMM-urilor (7 octombrie 2021). Ce este Business to Government (B2G)? Ghidul IMM-urilor. Accesat<br>pe 10 octombrie 2023, de pe https:\/\/www.thesmbguide.com\/business-to-government<\/li>\n\n\n\n<li>Statista (2020). Rata cheltuielilor publice \u00een statele membre ale Uniunii Europene \u00een 2020. Accesat la 16 iunie 2022, de pe https:\/\/www.statista.com\/statistics\/263220\/public-spending-ratio-in-eu-countries\/<\/li>\n\n\n\n<li>Economie comercial\u0103 (nd). Uniunea European\u0103 | Indicatori EUROSTAT: PIB-ul \u0219i componentele principale. Accesat la 16 iunie 2022, de pe https:\/\/tradingeconomics.com\/european-union\/indicators-eurostat-data.html?g=gdp+and+main+components<\/li>\n\n\n\n<li>Wieringa, RJ (2014). Metodologia \u0219tiin\u021bei designului pentru sisteme informatice \u0219i software<br>Inginerie. Springer.<\/li>\n\n\n\n<li>Banca Mondial\u0103 (2022). Un parteneriat global pentru achizi\u021bii publice \u00een vederea dezvolt\u0103rii durabile: Un<br>Bilan\u021bul interna\u021bional al evolu\u021biilor \u00een achizi\u021biile publice. Accesat la 10 octombrie 2023 de pe https:\/\/www.worldbank.org\/en\/events\/2022\/01\/06\/a-global-procurement-partnership-for-sustainable-development-an-international-stocktaking-of-developments-in-public-proc<\/li>\n\n\n\n<li>Yin, RK (2011). Cercetare calitativ\u0103 de la \u00eenceput p\u00e2n\u0103 la sf\u00e2r\u0219it. Guilford.<\/li>\n<\/ol>","protected":false},"excerpt":{"rendered":"<p>Published as: Morcov, S., &amp; Puiu, A.M. (2023).&nbsp;Implementation of a Business-to-Government (B2G) Sales Analytics Tool &#8211; Hermix. Economic Insights \u2013 Trends and Challenges, 12(4), 61-69. doi:10.51865\/EITC.2023.04.05 Abstract: The public sector sales market, i.e. Business-to-Government(B2G) market is large and relevant. It is similar, yet differs in several key aspects from other markets such as retail, consumer [&hellip;]<\/p>\n","protected":false},"author":4,"featured_media":6623,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"content-type":"","inline_featured_image":false,"page_builder":"","footnotes":"","_ppma_block_editor_authors":""},"categories":[13],"tags":[],"ppma_author":[18],"class_list":["post-2169","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-insights"],"aioseo_notices":[],"aioseo_head":"\n\t\t<!-- All in One SEO 5.0.1.1 - aioseo.com -->\n\t<meta name=\"description\" content=\"Published as: Morcov, S., &amp; Puiu, A.M. (2023). Implementation of a Business-to-Government (B2G) Sales Analytics Tool - Hermix. 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