Estandarización de bases de datos y dashboards de seguimiento para la gestión comercial en Wherex: Un enfoque estratégico desde la práctica profesional

Abstract

This report describes the professional internship I completed in the Revenue – Pre-Sales & Marketing area of ​​Wherex, a B2B SaaS platform for sourcing based on artificial intelligence with a presence in several Latin American countries. During the internship, the central problem identified was the lack of standardization in the processes for finding and managing leads, which resulted in duplication, loss of traceability, and excessive reliance on manual tasks performed by interns. Based on this diagnosis, an improvement plan was formulated and implemented. This plan focused on structuring sales prospecting using criteria and buyer personas, defining ideal customer profiles (ICPs), and creating a weekly reporting system supported by Google Sheets and the Salesforce CRM. The plan included building and cleaning B2B databases for the Colombian, Mexican, Peruvian, and Chilean markets, mapping Buying Centers, and classifying key contacts (Economic Buyers, Decision Makers, and Referrers) to strengthen the international sales pipeline. As a result, the quality and traceability of business information were improved, a foundation was laid for future process automation, and the creation of the Revenue Operations Lead role within the organization was supported. From an academic perspective, the experience allowed students to apply their knowledge of international business, supply chain, and business intelligence in a real-world context, contributing to the development of their analytical and strategic skills.