Propuesta Estratégica para la expansión Y diversificación de la empresa INSSYDE
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2026-08-01
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Universidad TecnológicaCentroamericana UNITEC
Resumen
La investigación tuvo como propósito formular, al cierre del primer semestre de 2026, una
propuesta estratégica de expansión y diversificación comercial para INSSYDE, sustentada en el
análisis de su dependencia comercial, las oportunidades de mercado y sus capacidades internas, e
integrada por un plan de implementación de doce meses. La población interna estuvo conformada
por 17 empleados permanentes: 14 técnicos y tres personas en cargos gerenciales y administrativos.
La recolección incluyó cinco encuestas internas válidas (29.4% de cobertura), dos consultas
externas de alcance exploratorio, una entrevista semiestructurada con una persona informante de
la gerencia y una revisión documental. Los resultados mostraron que aproximadamente el 95% de
los ingresos dependía del cliente principal. Debido a la falta de partes de horas y registros completos
de asignación por proyecto, no se calculó la ocupación real; únicamente se estimó una capacidad
laboral teórica anual de 42,432 horas-persona para toda la estructura y de 34,944 horas-persona
para el personal técnico. La matriz de priorización ubicó el mantenimiento especializado como la
principal alternativa, con 4.68 de 5 puntos. Para enero-diciembre de 2027 se proyectan L
960,000.00 en ventas nuevas, que reducirían la dependencia a 79.2 %; alcanzar 75 % requeriría L
1,280,000.00 adicionales. Los escenarios financieros se presentaron como simulaciones
académicas sujetas a validación contable y gerencial.
The research aimed to formulate, by the end of the first half of 2026, a strategic proposal for INSSYDE's commercial expansion and diversification, based on its commercial dependence, market opportunities, and internal capabilities, and supported by a twelve-month implementation plan. The internal population consisted of 17 permanent employees: 14 technical staff members and three employees in managerial and administrative positions. Data collection included five valid internal surveys (29.4% coverage), two exploratory external consultations, one semi-structured interview with a management informant, and a documentary review. The results showed that approximately 95% of revenue depended on the main client. Because complete timesheets and project-assignment records were unavailable, the actual utilization rate was not calculated; only a theoretical annual labor capacity of 42,432 person-hours for the full organizational structure and 34,944 person-hours for technical staff was estimated. The prioritization matrix ranked specialized maintenance as the leading alternative, with a score of 4.68 out of 5. For January-December 2027, L 960,000.00 in new sales is projected, reducing dependence to 79.2%; reaching 75% would require an additional L 1,280,000.00. The financial scenarios were presented as academic simulations subject to accounting and managerial validation.
The research aimed to formulate, by the end of the first half of 2026, a strategic proposal for INSSYDE's commercial expansion and diversification, based on its commercial dependence, market opportunities, and internal capabilities, and supported by a twelve-month implementation plan. The internal population consisted of 17 permanent employees: 14 technical staff members and three employees in managerial and administrative positions. Data collection included five valid internal surveys (29.4% coverage), two exploratory external consultations, one semi-structured interview with a management informant, and a documentary review. The results showed that approximately 95% of revenue depended on the main client. Because complete timesheets and project-assignment records were unavailable, the actual utilization rate was not calculated; only a theoretical annual labor capacity of 42,432 person-hours for the full organizational structure and 34,944 person-hours for technical staff was estimated. The prioritization matrix ranked specialized maintenance as the leading alternative, with a score of 4.68 out of 5. For January-December 2027, L 960,000.00 in new sales is projected, reducing dependence to 79.2%; reaching 75% would require an additional L 1,280,000.00. The financial scenarios were presented as academic simulations subject to accounting and managerial validation.
Palabras clave
Capacidades organizacionales, Diversificación comercial, Estrategia empresarial, Sector de la construcción, Sostenibilidad empresarial