Publish in Special Reports - Wednesday, May 15, 2013
Mobility Global client Grupo Macias has dubbed TV series like Friends. (Photo: Warner Bros)
Carlos Triviño and Alejandro Herrera, the founders of Mobility Global.
Cloud startup targets SMEs in Latin America.
BY JOACHIM BAMRUD
US-based Mobility Global
is targeting SMEs in Latin America, especially in Mexico and Colombia, with its
cloud solutions. Key niche sectors include contact centers and evangelical
The company was founded in November by Carlos Triviño and Alejandro Herrera, two former high-ranking executives at Avaya with plenty of experience with vertical markets in Latin America and the United States. Triviño is a native of Colombia while Herrera is a native of Mexico.
“We know the markets, we know Latin America, and we’re natives from Colombia and Mexico,” Triviño says.
Among Mobility Global’s current clients is US-based Grupo Macias, a dubbing industry company with offices in Mexico and Brazil. Mobility Global has deployed its IT infrastructure in the United States and the next phase will be infrastructure in Mexico. Grupo Macias dubs content for such companies as Warner Bros, MTV, NBC/Universal and Brazil’s TV Globo.
In Colombia, Mobility Global is targeting the main cities, including Medellin, Cali, Barranquilla and Manizales. There, the company is mainly focusing on contact center virtualization.
“We are seeing a very good opportunity in Colombia,” Triviño says.
Colombia’s economic indicators are very promising, he points out. The country’s GDP is set to grow by 4.1 percent this year, according to new projections from the International Monetary Fund (IMF).
Continued sustained economic growth, coupled with political stability, make Colombia a very attractive market, Triviño points out.
Last year, Colombia ended up as Latin America’s third-leading destination for foreign direct investment, according to a Latinvex ranking of new data from the United Nations Economic Commission for Latin America and the Caribbean (ECLAC).
Triviño points to a dramatic change compared to previous years. “If you looked at Colombia eight or ten years ago, the average hotel occupancy rate in the high season of June was 35 to 36 percent,” he says. “If you don’t have reservations, it is almost impossible to get a room now, with occupancy rates around 96 percent.”
Mexico, Latin America’s second-largest economy, is also key to Mobility Global. “Mexico’s GDP is growing faster than Brazil at this moment,” Triviño says.
Mexico’s economy is expected to grow 3.4 percent this year, while that of Brazil will likely expand by 3 percent, according to the projections from the IMF. Meanwhile, reforms by the new president, Enrique Pena-Nieto, are attracting more interest from foreign companies, he points out.
“We see that as a huge opportunity for us,” Triviño says.
Within Mexico, the firm is looking not only at capital Mexico City, but also other cities like Monterrey and Guadalajara.
Another key market is the Dominican Republic, the largest economy in the CAFTA trade block.
“There are a lot of contact centers and the church market is growing in the Dominican Republic,” Triviño says. “We are seeing these two vertical markets as a good opportunity.”
Mobility Global’s strategy is a combination of competitive prices and an easy message.
“One of the most important things when we are talking with customers is that we don’t want to talk about technology,” Triviño says. “Technology is seen as a data center in the corner, or in a cold room, and nobody wants to be there. However, right now technology and IT infrastructure is part of a growing company. So we don’t want to talk don’t talk about storage, virtualization, cloud. We want to talk about business.”
The majority of SMEs in Latin America typically don’t have dedicated IT managers or it is a role that is shared by the owner or the CFO, he points out.
As a result, solutions such as the ones offered by Mobility Global, including monthly payments, offer a less expensive way to boost technology without having to hire fulltime IT people or even buying outright equipment and solutions, Triviño says.
“They don’t have enough budget to buy the whole solution, but we can help them to grow [their] technology,” he says.
Triviño is optimistic about the outlook this year.
“We are seeing in our
outlook and forecast a very good growth in terms of revenues and opportunities,
double digit in each of them,” he says. “Our first fiscal year we will surpass
our expectations, not only of new customers. but also in revenues and new solutions.”
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