JAVIER DE LA CUERDA

Spain 2020 | TELECOMS & IT | VIP INTERVIEW

TBY talks to Javier de la Cuerda, CEO of Enimbos, on cloud migration technology, disrupting the sector, and expansion plans in the coming years.

How did the idea behind the venture come about three years ago?

We started this project with a deep knowledge of how the traditional IT business in Spain was running. Personally, I was involved in the first Spanish company listed on NASDAQ in 2003. Since then, we have been developing IT in Spain via the traditional model, which means outsourcing the IT infrastructure and platforms of big customers and companies, though that is changing in a dramatic way. Now, the scope of services and what customers are demanding are completely different. During the financial crisis, Spanish companies completely froze their IT investment, and they have had the same platforms since 2011. Following the crisis, there was a huge opportunity to change the systems, platforms, and applications. Now, the idea is that one does not need to make a big investment on CAPEX to build their platform because cloud technology allows them to have the best and most innovative services while only paying for what they use. In 2016, we decided to move from being a traditional player to building a new way of doing things, which is the reason why we decided to start this cloud venture.

How did the company become a leader in the cloud migration technology in such a short period of time?

First, it is a matter of bringing the right people to the team, and once we had that we gave them the best training and tools to develop themselves and have the opportunity to change and innovate with complete freedom. Second, we use the best technology and provide the best training for the team. Our approach depends on providing customers full flexibility to adapt to their real needs. This is something that traditional players are not in the position to develop.

What sectors are most important in the breakdown of your client base?

We provide services to every single sector, although some sectors are more interesting than others because of the culture and circumstance. For example, banking is fairly traditional today, and it is fairly difficult to find a slot to start developing cloud services in banking; however, now we start to see that new cloud services can provide many solutions. The cloud brings the opportunity to manage a great deal of information that is otherwise difficult to manage. We have seen traditional markets moving to the cloud extremely rapidly, while others are starting with it. New companies seem to have been working all their lives with cloud services, and therefore it is fairly easy to develop new functionalities to bring new ways of doing things for their business.

How do you ensure that a company's business migrates successfully in a safe and efficient manner?

When one moves to the cloud, everything is more secure than what they have on the premises or in a traditional data center, although convincing people of this has proved challenging. Everything is completely tracked on the cloud and does not depend on people managing the platform. Secondly, large sums of money have been invested in protecting that infrastructure and platform, much more than any single customer might invest. We can protect and secure that for our customers because we follow all the best practices related to the ISOs. From the beginning, we decided to move to the ISO 20000 for service management and ISO 22301 related to business continuity and finally ISO 27001.

Enimbos was named one of the top 10 innovative ICT disruptors in 2019. What does winning awards mean to the company?

It is significant because we invest large sums of money here, and from the beginning we decided we wanted to be a well-known cloud company providing managed services for the cloud. There is a second horizon related to innovation, where we have been investing in our own software as a service platform with which we will take the next step and grow outside of Spain. In such platforms, there are many players in the US and some in the UK, though no others in Europe. When we look at the players around, we are the only ones with a competitive platform with which to automate and save, in order to use spot instances in the multi-cloud environment. It is therefore extremely important to be recognized as one of the top companies in this regard.

Which other regions are you interested in?

Portugal is the first step for growing and an important step for us because we can test what we can deliver. It is also a fantastic environment for providing services to English and French-speaking people. The idea is starting with business development and creating a new cell for customer care to move forward, first to the UK and then to the north of Europe. We are focusing mainly on European markets, though we received the first order from Brazil in May. We are not ready to take the step into Latin America, as it is not only extremely expensive but also the market is not mature as it is in Europe. We work where we see an opportunity to add value, like in Malta, where we provide the full public transport system platform. Tactically, we will do things when a project is interesting, though our strategy is to develop the north of Europe and the UK.

What do you consider the main trends in the ICT industry?

There are some areas of the sector that are not growing, such as hardware and the reselling of software. Also, the professional service of outsourcing people to customers is no longer growing, as this is more related to the traditional way of doing things. Growth is happening in the movement to cloud technology and will be much higher than 20% per year. Cloud providers are doubling their numbers year after year, so it is a different market opportunity. In Spain, in the ICT market the first trend is related to the change to the cloud, which is on the agenda of every CEO of a big company. The second is securing the environment so that the cloud can be easily managed, and third is data analytics, using the data coming from the systems and different platforms and being able to easily make decisions.

What are your objectives for Enimbos for 2019?

Everything is related to growth. On average, we are awarded 78% of projects, which means we have a high level of success in the market that we want to maintain. I want to be successful with the right awareness in the market. We are investing in new business development people to join the team. The second objective is to have the service platform fully ready and sold in the market. It is something we are using today though it lacks some of the developments we need to have a fully automated reselling of the platform. The third goal is more internal, as we are willing to continue to create a different culture in the market to have people fully involved in the company. One area of interest is to collaborate on projects with social responsibility. This is important for us, as it is important to our team.