An interview to Luisa Crupi, Chief Operating Officer @ Abitare Co.

The residential market has undergone profound changes in recent years, the concept of “home” has evolved to meet the changing needs of users, and new business models have established themselves. People want to live a unique experience, event when at home. The house is no longer considered a safe-heaven asset, but an experience one, aimed at as-a-service logic. The property has therefore gone into the background to give space to services, which take on more and more value thanks to technology as an element of go-to-market and enabling management tool for these new scenarios.

Technological solutions have therefore become the key element, as they have allowed to embrace new flexible business models, as stated Luisa Crupi, Chief Operating Officer of Abitare Co, an important company operating in the Italian real estate market, specialized in the segment of new residential buildings, operating mainly in the city of Milan.

Many are the advantages achievable through smart solutions, not only from the managerial point of view, but also from the one of the final customer. Luisa Crupi gave us a complete overview of the changes that have occurred, in order to make us understand how the market works, the evolution of customers and the market offer. All this is fundamental to design scalable and modular systems, able to respond to the new needs that have emerged.

The digital becomes the main tool of go-to-market, allowing companies in the real estate supply chain to embrace both external changes, from the point of view of construction, both internal, from the point of view of building management. Abitare Co has also embraced the digital revolution by virtualizing processes and operating areas of the business, as stated by the Luisa Crupi.”We started from the single divisions to industrialize all the processes, and finally get to the final consumer, the buyer or the investor through digital platforms for the purchase of the house. In this way, the user can have all the necessary information, such as the history and methods of construction of the property or the elements of the house, up to the booking and purchase online, digitally”. “. The drive for digitalization has been accelerated in recent years. This need has arisen as a result of the change of market players. Before customers operated mainly in the B2B market, they were manufacturers and inventors, while now it is real estate funds, SGR and international investors, who need to face with a totally different market.

The fund thus becomes the customer and encourages the affirmation of new residential solutions, which are flexible and modular, such as the co-living. Entire buildings are rented out and the consultation becomes essential, as it allows to understand the various aspects of the property and the needs of customers. So, the house is no longer a safe-heaven asset, but a place where to enjoy the services that users can not find outside the home for lack of time, it has thus become an extremely welcoming place where the user can optimize the time frames by introducing services such as the gym, the coworking and common areas. The square meters dedicated to the individual are reduced to increase those intended for common services, which can increase the value and quality of life. The concept of home merges with the one of hotelleria and gives life to co-livings. This new business model is the representation of functional spaces, designed to offer complete services.

Spaces and services become smart, but need to be managed according to different needs. Cloud technology has been designed for flexible solutions to enhance their modularity and simplify their management. PropTech solutions of Sofia Locks allow to digitalize the spaces and the access to them, by meeting the needs of the different players of real estate, and by supporting companies in the design of new businesses. Luckey App, the professional manager for the management of the mobile credentials and the use of spaces and resources, provides a modern interface for the real-time management that allows to obtain a a workflow without interruptions and the rationalization of operations with the control environment. Sofia Locks believes that the space virtualization is the key to the success of the business of the future, so it develops cloud native systems designed to meet the needs of flexible spaces and enable the development of new business models.