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ACCUCOMS LATAM TEAM IN SPOTLIGHT

Alexandra Oltra Sales Support and Marketing Executive

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TABLE OF CONTENTS

I. TEAM INTRODUCTION 4

II. START OF TEAM 7

III. KEY FACTS ABOUT ACCUCOMS IN LATAM 8

IV. MAJOR SUCCESS STORY 8

V. PUBLISHERS WE REPRESENT IN LATAM 10

VI. EVENTS ATTENDED IN 2015 AND FIRST HALF OF 2016 12

VII. TESTIMONIALS 16

“The staff is very helpful and usually responsive to questions and information we send. ACCUCOMS has helped reach new areas that we did not have sales representation in before”. - Brittany Campbell, Marketing Manager, PNAS, Proceedings of the

National Academy of Sciences Page 16

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L- Leadership A- Ambition T- Talent A- Action M- Multicultural

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I. Team introduction

Eva Barboza Commercial Manager, Latin America and Caribbean eva.barboza@accucoms.com Eva Barboza, occupies the Commercial Manager position for Latin America and the Caribbean, being responsible for all sales and customer service operations in the region. Eva is originally from Venezuela and has a Bachelor’s degree in Library and Information Sciences from Universidad Central de

Venezuela and fluently speaks Spanish and English. Her professional background is in information sciences, she has been working with libraries and research more than ten years. Having that combination of experience and knowledge helps her to collaborate in growing the publishers market and company in LATAM. Previously, she held the position of Director at an academic science and technology library in Venezuela. “In addition, LATAM has its own characteristics that make our territory special. Many countries in a large space, so many colors and cultures, all that makes selling in LATAM a beautiful adventure!”. Eva Barboza.

Anouk Snijders Regional Manager, Central & South America anouk@accucoms.com Anouk has a Master of Arts degree in Latin American Studies from the University of Leiden. Anouk joined ACCUCOMS in 2004 and gained experience in market research and library customer service. In her role as

Sales Manager since 2007, she has built many successful relationships with librarians in Latin America and has gained extensive experience in the region. Anouk is fluent in Dutch, English, Spanish and Portuguese. She is located in Costa Rica. “I like the international environment, the flexibility, the challenge to explore new territories, the opportunity to travel and the contact with many different people (colleagues, librarians, publishers). I also like having been at ACCUCOMS from the very beginning and having seen the company develop from just 3 or 4 people in a Dutch office to what it is now: a successful company with people working everywhere in the world!”. Anouk Snijders.

Jorge Elizondo Espinoza Sales Representative, Central & South America jorge@accucoms.com Jorge joined ACCUCOMS in 2013. He studied Tourism focused on Hotels & Restaurants Management and gained experience in customer service and sales at previous jobs at several companies in the tourism and information

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technology services industries. Jorge is located in Costa Rica and is fluent in Spanish, English and French.

“This is an international, multicultural environment where we are able to innovate and find

different ways to perform our roles and activities in order to succeed. The learning and

development process where staff contributions are important for building stronger relations with

other colleagues and with the customers we represent around the world. I am very thankful for

this opportunity.” Jorge Elizondo Espinoza

Julia Rebuzzi Regional Manager Brazil julia@accucoms.com Julia Rebuzzi joined ACCUCOMS in March 2015. She graduated in Portuguese and English Language and Literature at Universidade Federal do Rio de Janeiro, and is certified in Business Administration Strategic Marketing.

She has a background working as a translator, proof-writer and teacher. She speaks Portuguese, English, French and Spanish. “It’s been a year that I am working for ACCUCOMS, and I can say I am privileged for working with an international team in an innovative and growing company. I am also proud to help bringing knowledge and information to those who need it”.

Arturo Diaz Colonia Account Manager Elsevier, Mexico arturo@accucoms.com Arturo joined ACCUCOMS in January 2016. He has a Bachelor´s degree in Sales Management from Universidad del Valle de México and is currently pursuing a Master’s degree in Senior Management at the UNAM (Universidad Nacional Autónoma de México). He has experience in Marketing and

Commercial fields in products and services from different industries. Previously, he held the position of Field Promotions Manager at an American manufacturer of gaming products for casinos in México. Arturo is originally from México and is located in Mexico City. He is fluent in Spanish and English. “Despite the distances I also have the pleasure to have met in person to all LATAM team. All of them with a great talent and a particular esteem endemic of their natal countries, that complements and makes this team very unique”. Arturo Diaz Colonia.

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Alexandra Oltra Marketing Executive and Sales Support, Latin America alexandra@accucoms.com Alexandra recently joined ACCUCOMS. She graduated from “Groupe Ecole supérieure de Commerce de Dijon-Bourgogne”, in France and holds a bachelor degree in International Marketing and Management. She also holds a Master of Science in International Business Administration from “ICN

Business School”, in Nancy, France. She has a multi-disciplinary and international experience, gained from her passion for working with different cultures, languages and nationalities. She has worked in Europe, Asia, Africa and Latin America. She is also experienced in the education and academic industry by working as a Student Recruitment Coordinator, Language Teacher, and Translator/Interpreter Consultant. Alexandra is originally from France, and is currently located in Mexico City. She is fluent in English, Spanish and French.

Juan José Gamboa Regional Manager Mexico & the Caribbean juan@accucoms.com

Juan recently joined the Latin America Sales Team, as Regional Manager for Mexico & the Caribbean. He has an extensive experience in the publishing industry of more than 8 years, including a successful career in Elsevier managing the academic market in Mexico. Juan graduated in Industrial

Engineering from the University del Valle de México. I had over 10 years of selling experience in all sort of industries corporate and government. Then, Juan also took the opportunity to extend his experience as a Higher Education Solutions Specialist and in Business Intelligence in the SMT Publishing Industry (Scientific, Technical and Medical) in Latin America and the Caribbean dealing with Academic & Government Institutions. Juan is originally from Mexico, and is based in Mexico City. He speaks fluently Spanish and English with full proficiency. In his free time, Juan enjoys Jogging, Bicycling, Reef Tank Aquarium.

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II. Start of team The ACCUCOMS’ LATAM journey started over 9 years ago, in 2007 more precisely. This untrodden initiative came from the decision of one of ACCUCOMS’ most long-time experienced colleague Anouk Snijders, who occupies today the position of Regional Manager for Central & South America. Due to her strong knowledge of the continent and her presence in Costa Rica combined with her familiarity ACCUCOMS; the potential on this new territory was rapidly perceived and consequently the logical decision to continue its expansion in the southern part of the new world in order to explore news sales opportunities token. “In the first years, I was the only one based in LATAM and responsible for the whole region. As several years went by and we had more publishers to represent in the region, we were able to grow the LATAM team” Anouk Snijders. Latin America was a promising growth market, where institutions were just starting to migrate from print to online, and a very interesting territory to start working on, due to a large potential as most publishers only had a few current subscriptions in the whole region. Since its beginning, with a management based in Costa Rica, the whole Latin American continent had been explored from its beginning including Brazil. The main focus was on Mexico, Argentina, Brazil, Chile, Costa Rica. Later, and added activity quickly arrived in Peru, Colombia, the Caribbean, and Uruguay. The very first publisher to be represented were ACCP-CHEST. A few months after, several other medical publishers joined the list, such as AAP and AMA, then ASCO and ASN.

The LATAM continent has also been touched by SWETS bankruptcy but the team has been able

to pull through it successfully. There were several weeks of a lot of uncertainty, but ACCUCOMS

quickly pulled came out the crisis, and even stronger than before, thanks to its professionalism,

motivation and the trust of its clients.

With a composition of over 20 countries, a multi-ethnic and cultural population, language diversity, like longer sales cycle, the culture of “not saying no”, importance of personal visits, etc, LATAM is a vast and contrasted region but also very rich culturally with promising potential. “LATAM has its own characteristics that make our territory special. Many countries in a large space, so many colors and cultures, all that makes selling in LATAM a beautiful adventure” Eva Barboza.

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III. Key Facts about ACCUCOMS in Latin America Total Population: 626,741,000 (2015 estimation.)

Countries: 20

Languages: Spanish and Portuguese (Others: Quechua, Mayan languages, Guaraní,

French, Aymara, Nahuatl, Italian, English, Dutch).

Number of Higher Education Institutions: More than 3,000 (Tiana Ferrer, A. (2014) "The impact

of the Bologna process in Ibero-America: Prospects and challenges". In A. Teodoro, & M. Guilherme (Eds.), European and Latin American higher education between mirrors: Conceptual frameworks and policies of equity and social cohesion (pp. 125-136). Rotterdam: Sense Publishers.)

Publishers represented by ACCUCOMS in LATAM: 21

Fairs, Seminars & Conferences Attendance: 10 in 2015 (9 in 2016).

Consortium in collaborating with ACCUCOMS: 8 (Academic, Government, and

Research). 1. MinCyT / CONICET consortia, Argentina

2. CINCEL consortium, Chile

3. COLCIENCIAS consortium, Colombia

4. CONARE consortium, Costa Rica: 4 public universities of the country

5. ANII consortium, Uruguay

6. CONRICYT, Mexico: over 500 member institutions

7. CAPES, Brazil: members are all federal universities, the most important state and

private universities, and federal research institutes. It has around 280 members.

8. ITSEC, Mexico: 88 active members such as academic, government and business

organizations.

IV. Major Success Story

“Many achievements had been reached! I can mention that we have worked with most of the consortia in LATAM. In some of them we have the representation of at least 6 publishers, which per all requirements of this kind of customers is a big challenge for any agent”. Eva Barboza, Commercial Manager, Latin America and Caribbean. LATAM is a challenging territory; due to variations in the economic and political stability in many of the countries. However, there is a real uncovered need from existing end-users to access information and contents of quality, facing strict budgets, which creates a difficult equation to solve. However, the ACCUCOMS LATAM Team acts as translators of the current situation to publishers from all around the world and together, design solutions that support our customers

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to acquire the content they need. Collaborating with consortia and buying groups already provided good results, combined with an ongoing carefully designed promotion activities of content to enhance publishers brand image and notoriety in the region.

10 most successful deals over the past 5 years:

2011 1. Sale of OECD to the CONARE Consortium (Costa Rica) to the four public universities of the country.

2012 2. CAPES consortium (Brazil): 1st Big deal in ACCUCOMS LATAM history, for the publishers AAP and ACCP.

2013 3. Sale to the CONICET Consortium (Argentina), after two years of negotiation, to a selection of 11 Institutions, for RSC.

2014 4. The most successful deal so far in LATAM was for the publisher Royal Society of

Chemistry with the CONRICYT consortium (Mexico) with a sale of its complete journals collection to a selection of 30 Institutions.

5. Perpetual purchase from the “Pontificia Universidad Católica de Chile” for RSC Archive.

2015 6. Three years’ agreement sold to the University of Costa Rica, after a three years of

negotiation process, for the subscription to RSC complete gold package.

7. ASCE’s complete package and perpetual purchase to the Tecnológico de Costa Rica.

2016 8. In Brazil: Complete Chicago University Press Package sold to “Universidade de Campinas”.

The same year, Subscription sale of NRC Journals to “Universidade de São Paulo, Brazil” State owned University

9. CONRICYT Consortium (Mexico) three years’ agreement for the subscription to five different publishers: RUP, ASCE, MAL, Microbiology Society, OECD.

10. Elsevier: “Geofacets Tool Solution” sale to SGM Organization’s library (Service of Mexico Geoscientific Information) specialized in Earth Sciences, responsible at national level of Geosciences through CEDOCIT, the National Documentation Center of Earth Sciences, after one year and a half of negotiation process.

The very personalized attention both to publishers (through calls with experts, frequent updates and reports, etc) and to librarians (through site visits, telemarketing, strong relationships and careful listening of their needs) made the major success of ACCUCOMS in Latin America. In addition, the combination of so many cultures and languages in one single company enables the

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team to offer publishers a very strong presence in all regions, not only by local presence but also by speaking people's language and understanding their culture and environment. “With the participation of ACCUCOMS at the CONRICYT Consortium, and supporting the UNAM with its direct subscriptions, ACCUCOMS really facilitate above all the negotiations with the publishers”. Sergio Marquez, Acquisitions Librarian, National Autonomous University of Mexico (UNAM).

V. Publishers we represent in LATAM

Biology / Chemistry / Physiology Sciences ______________________________________________________________________

Engineering Sciences

Humanities and Behavioral Sciences

Physico-Mathematical and Ground Sciences

Medicine and Health Sciences

______________________________________________________________________

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Multi-disciplinary Research______________________________________________________________________

Business and Entertainment ______________________________________________________________________

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VI. Events attended in 2015 and first half of 2016

1. SEMINARIO DE BIBLIOTECAS BIOMÉDICAS CHILENAS

Location: Santiago, Chile Dates: May 2015, 29th Representative: Anouk Snijders & Jorge Elizondo Theme Subject: Efficient search of information Systematic Reviews – Digital Skills – Business Intelligence Event Description: Seminar for library decision makers with publisher and librarian presentations, sponsored by the Association of Librarians of Chile & the Cultural Corporation of Las condes. Number of attendees: 150, including 70 to 80 Institutions such as Universities, Hospitals, Health Institutes, Pharmaceutical Companies.

2. 2DO CONGRESO DE BIBLIOTECAS UNIVERSITARIAS

Location: Santiago, Chile Dates: June 2015, from 4th to 5th Representative: Anouk Snijders Theme Subject: New technological tools for librarians and information professionals. Event Description: Meeting discussing the current situation of university libraries, research, and the impact of the digital age. Number of attendees: 400 attendees from academic institutions from Chile and other countries in the region.

3. BRAZILIAN CONGRESS OF BIBLIOTHECONOMY Location: Sao Paulo, Brazil Dates: July 2015, from 22nd to 24th Representative: Julia Rebuzzi Theme Subject: Art Library and Information Science Event Description: CBBD conference aims to discuss the state of the art Library and Information Science and integrate professionals from Brazilian libraries of all types: school, public, community, university and specialisations. Number of attendees: 1000

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4. ENTRE PARES Location: Mérida, Mexico Dates: October 2015, from 5th to 6th Representative: Eva Barboza Theme Subject: Conferences and workshops for all areas. Event Description: Meeting of the national consortia in Mexico CONRICyT. Number of attendees: 2,000 visitors

5. JORNADA SOBRE LA BIBLIOTECA DIGITAL UNIVERSITARIA (JBDU)

Location: Montevideo, Uruguay Date: November 2015, 11th Representative: Jorge Elizondo. Theme Subject: All areas. Event Description: The 13th Digital University Library Conference was directed to private and public universities with Seminar for Academic Librarians (Public and Private Universities). Number of attendees: 200 visitors from

Argentina and Uruguay, of which 57 Public and Private Universities 6. VI JORNADA TEMAS ACTUALES EN BIBLIOTECOLOGIA

Location: Mar del Plata, Argentina Date: November 2015, 13th Representative: Jorge Elizondo Theme Subject: Issues of the national and regional libraries. Event Description: Conference for professionals, students and researchers in Information Science. Number of attendees: Approximately 150-200 attendants of medical libraries including hospital and academic libraries, mostly from Argentina, but also from other surrounding countries (Chile, Uruguay).

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2016

7. 3er CONGRESO NACIONAL DE BIBLIOTECAS EN CIENCIAS DE LA SALUD Location: Cuernavaca, Mexico Dates: March 2016, 3rd to 4th

Representative: Eva Barboza Theme Subject: “The Role of the Library in Health Sciences: Innovation and Technology” Event Description: The object of the event is to reflect on the importance of libraries as indispensable sources for the advancement in research, improvement in education and decision making in the medical field. Number of attendees: 498 from 9 different countries of LATAM.

8. FIL BUENOS AIRES, (43.ª FERIA INTERNACIONAL DEL LIBRO DE BUENOS AIRES)

Location: Buenos Aires, Argentina Dates: April 2016, from 19th to 21st Representative: Jorge Elizondo Event Description: One of the most important annual literary events in the Spanish speaking world. Number of attendees: 12,000 librarians from different types of institutions and subject areas.

9. 3ER CONGRESO DE BIBLIOTECAS UNIVERSITARIAS Y ESPECIALIZADAS Location: Santiago, Chile Dates: June 2016, 1st to 2nd

Representative: Jorge Elizondo Event Description: Seminar for librarians of University Libraries and Specialized Libraries. Number of attendees: 500 librarians from different types of institutions and subject areas mainly Chile, some other countries in Latin America.

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Upcoming Events 10. XV MRS MEETING BRAZIL

(BRAZILIAN MATERIALS RESEARCH SOCIETY B-MRS) Location: Campinas, Brazil Dates: September 2016, 25th to 29th Venue: Expo Dom Pedro Convention Center Attendees expected: 2,000 Events website: http://sbpmat.org.br/15encontro/home/

11. ENTRE PARES CONFERENCE Location: San Luis Potosi, Mexico Dates: September 2016, 5th to 6th Venue: Universidad Autónoma de San Luis Potosí (UASLP) Attendees expected: 3,500 Events website: http://entrepares.conricyt.mx/

12. JBDU 2016 - JORNADA SOBRE LA BIBLIOTECA DIGITAL UNIVERSITARIA Location: San Miguel de Tucumán, Argentina Dates: November 2016, 3rd to 4th Venue: Universidad del Norte Santo Tomás de Aquino San Miguel de Tucumán - Tucumán Argentina Attendees expected: 250 Events website: http://www.amicus.udesa.edu.ar/index.html

13. COBEM – COGRESSO BRASILEIRO DE EDUCACAO MEDICA Location: Brasilia, Brazil Dates: October 2016, 13th to 16th Venue: Campus da UniCEUB – Centro Universitário de Brasília Attendees expected: 2000 - 3000 Events website: http://cobem.com.br/2016/

14. SNBU: XIX Seminário Nacional de Bibliotecas Universitárias

Location: Manaus, Brazil Dates: October 2016, 17th to 21st Venue: Centro de Convenções do Tropical Manaus Ecoresort Attendees expected: 1,000 Events website: http://www.snbu2016.com

15. FIL GUADALAJARA (FERIA INTERNACIONAL DEL LIBRO): Location: Guadalajara, Mexico Dates: December 2016, from the 4th to 24th Venue: Centro de Exposiciones - Expo Guadalajara Attendees expected: 809,000 Events website: http://www.fil.com.mx/info/info_fil.asp

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16. PRIMER CONGRESO DE GESTORES DE INFORMACIÓN CIENTÍFICA Y VIII SEMINARIO DE BIBLIOTECAS BIOMÉDICAS Location: Santiago, Chile Dates: Octuber 2016, 14th Venue: Salon de eventos Corporación cultural de las condes Attendees expected: 200-300 Events website: http://www.bibliotecasbiomedicas.cl

VII. Testimonials

From Publishers

“We are very happy to be able to count on a very strategic business partner such as ACCUCOMS with Arturo Diaz, who is the responsible in Mexico. Customers perceived this new collaboration with ACCUCOMS as an aggregated key contact for the development of its relationship with Elsevier, also the service and value it has generated, from the very wise identification of key decision makers and key players, has allowed to go forward according to the customer needs. Our approach with customers has been facilitated with the careful listening about issues and identification needs of our customer. We definitely recommend ACCUCOMS, counting with the support of a serious, strategical and professional agent on a project to reach mutual objectives and business coverage is indispensable”. Lizbeth Ortega, Solution Sales Manager LATAM, Engineering & Geosciences Solutions, Elsevier Research Solutions Sales. “This is our third year collaborating with Accucoms. For those members of the Latin America team that have engaged me, there is a real drive for success, both in their efforts and in making sure CSP succeeds. I like the fact that the Accucoms staff is able to get trials set up and they are very good at checking in for usage. This has led to real opportunities and some very good closes. I am especially pleased with the inroads we have made in Brazil and Mexico!”. Laurent Gagnier, Manager, Business Development, Canadian Science Publishing. “Mary Ann Liebert has been collaborating with Accucoms in Latin America since 2014. I have worked closely with the Accucoms LATAM sales team and have found them to be responsive and thorough. Their overall knowledge of the Latin America market has contributed significantly to our sales planning processes. Our marketing team has worked closely with the Accucoms team to reach librarians in the territory”. Geoff Worton, Subscription Sales Manager, Mary Ann Liebert, Inc. Publishers. “The staff is very helpful and usually responsive to questions and information we send. Accucoms has helped reach new areas that we did not have sales representation in before”. Brittany Campbell, Marketing Manager, PNAS, Proceedings of the National Academy of Sciences.

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From Libraries

“The library of the “Tecnológico de Costa Rica” has been collaborating with ACCUCOMS, by

representation of Anouk since five years now. ACCUCOMS in the person of Anouk, shown professional abilities, responsible, attentive, agile, responds in a timely manner, and knows about the specialties of the Institution. The resources subscribed are for an Institutional interest and for the needs in information from our users, and this need had been covered and satisfied by ACCUCOMS. Anouk really helped us in the work of selecting contents of quality. It is also important to be aware of the budget reality of our Institution to reach better options in prices and offers when subscribing and renewing those resources and this what ACCUCOMS did”. Lidia Gómez Valverde, Tecnológico de Costa Rica, Tecnológico de Costa Rica. “During the six years I've been centralizing the bibliographic acquisitions of the UChile libraries, Anouk has been our point of contact at ACCUCOMS. Knowledge of the bibliographic acquisitions area, a clear comprehension of the complex university reality, her commitment and seriousness for the client are for us indispensable qualities in this field of action, and Anouk entirely counts with those qualities. Anouk always maintained us informed of the new notices and possibilities in terms of bibliographic subscriptions and purchases emanating from ACCUCOMS towards our geographical area. I would like to highlight Anouk’s qualities about being welcoming and empathic which makes working with ACCUCOMS very pleasant”. Mrs. Angela Peragallo, Head of Subscriptions, Universidad De Chile. “The Faculty of Economics from the “Universidade do Estado de Santa Catarina (UDESC)” in Brazil has been collaborating with ACCUCOMS about 18 months until now. The representation services from ACCUCOMS of its pubishers, is resourceful and very pro-active. Besides contacting via email and phone, Julia Rebuzzi, took her time to come to my institution and have a more formal presentation. I have nothing to criticize in Julia’s posture”. Fernando Pozzobon, Head of the Faculty of Economics from Universidade do Estado de Santa Catarina (UDESC), Brazil. The library of the Faculty of Economic Sciences from Universidade Federal do Rio Grande do Sul (UFRGS), Brazil, had been in contact with ACCUCOMS, in the representation of Julia Rebuzzi since March 2016. ACCUCOMS showed objectivity qualities and fast returns results. Up to now, ACCUCOMS supported the library to have trials from publishers E-libraries, that are useful to the Faculty of Economic Sciences community”. Eliane Gonçalves, Head librarian at the Faculty of Economic Sciences from Universidade Federal do Rio Grande do Sul (UFRGS). The UNAM (Universidad Nacional Autónoma de Mexico) has been working with ACCUCOMS since 2010 until now. I can testify about the quality of Eva’s representation services. She is a very hard working person and enterprising professional. She demonstrated to be an excellent negotiator, intermediate and conciliator between UNAM and the publishers ACCUCOMS represent. With the UNAM, ACCUCOMS has always been responsible and punctual. The Publishers represented by ACCUCOMS have a very high quality of contents and had been a very great added value for the UNAM.

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The support given for the administration and management of electronic and printed subscriptions for the UNAM with those publishers allowed our academic and university community to count with access to information of quality, in a timely manner. For the UNAM it is very important to count with the support of a company that solve problems such as access issues, management and training to all the resources we subscribe with the help of ACCUCOMS. That readiness and responsiveness we get from the team, is what we value the most”. Sergio Marquez, Acquisitions Librarian, National Autonomous University of Mexico (UNAM). “The services provided by ACCUCOMS through Julia was useful and compatible with the complexity of the moment. We are all adapting to new times! Our library is well and improving, preparing a move to a new space. I want to thank ACCUCOMS in my name and on behalf of the Foundation, I am looking forward to see them next year!” Evelyse Freire, Library Director, Fundacao Getulio Vargas - Rio de Janeiro, Brazil.

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