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21
nov
2018
21
nov
2018

Javier de la Cuerda interview in Cinco Días

Javier de la Cuerda is a veteran of the Spanish technology industry. For several years he was the CEO of Telvent Global Services, a company that was later named Itconic after being acquired by the venture capital fund Carlyle in 2015. Just a year after that operation, the manager left the company, which shortly after, in September 2017, it ended up being sold to US giant Equinix data centers for 215 million euros. De la Cuerda was clear that he wanted to start a project of his own, and from there arose Enimbos, a company specialized in the transformation of companies through the use of cloud infrastructures.

The firm, which promises significant savings to its customers in the costs associated with IT infrastructures, started operations in September 2016, with six people. Today they are already 58 and this year plans to reach a turnover of 3.4 million euros. The figure is still not very large, especially when compared to some of its competitors, large outsourcers such as IBM, Accenture or Cap Gemini, but it represents a growth of more than 580% compared to the 480,700 euros it achieved in 2017, a year in which he also achieved positive figures in terms of cash and EBITDA. The goal of Enimbos, which already exceeds 100 clients (about 15 of the Ibex), is to reach a turnover of 8 million by 2019 and 20 million by 2020.

De la Cuerda sees that there is a big business ahead, as he relates that more and more companies and public organizations are betting on consuming IT resources in the cloud compared to a traditional model that usually led them to acquire infrastructures. "And in that context, our goal is to guarantee companies an optimal migration to the cloud. We help them in that process carrying out an exhaustive control, planning and optimization of resources. For that, we analyze the specific needs of each client and define which architectures are the best suited to each case ".

 The founder and CEO of Enimbos says that the movement or migration to the cloud is something simple, that does not require experts to start deploying services in cloud environments, but warns that if the process is not well controlled "it ends up generating an environment very complex, where a lot of entropy is generated. Hence, the value of a company like ours and that companies must monitor more the cost of IT resources in the cloud, because our experience shows that many companies are paying for cloud resources that they do not use later". "That's because they prepay resources that they plan to use for 1 or 3 years (that's what they call sale by reserved instances) and then they do not need them." 

Enimbos currently offers several lines of business, but the one that has more weight today on its billing (90%) is the cloud managed services, with which they help medium and large companies to "migrate, optimize and manage their hybrid environment and multicloud, because the most common scenario that we are today, "says De la Cuerda," is that customers use both types of cloud, public and private. "According to the manager, thanks to these services they are able to reduce IT spending in this environment by 30-35%. The company started with the exclusive distribution to Spain of Cloudyn, a company recently acquired by Microsoft. 

Another line of business in which Enimbos relies to boost its growth is its software platform as a Skytuneup service. So much so that if everything goes according to the planned plans, it could raise the company's income to 50 million euros in three or four years. "With this platform we can achieve our customers savings of up to 80% in their costs in infrastructure in the cloud," stresses the manager. De la Cuerda explains that this is possible because of the sales model used by the platform. "In this case, the customer pays for use, the most widespread formula in the cloud, but instead of working with a fixed price per minute of IT resources consumed, the platform works with a variable price that is established based on the offer and the demand. "The Skytuneup platform has a cloud price prediction analysis engine, so it makes decisions in real time and moves the productive load of customers from one cloud to another, always looking for the lower cost. "The sales model is reminiscent of the Operator of the Iberian Energy Market (OMEL), although here the complexity is even greater because in each data center each resource may have a different demand and, therefore, a different price," he continues. 

At the moment, this second business provides little income to the company, because it is still working on its marketing model, "which should be more like an ecommerce, selling unattended through digital networks," De la Cuerda says. The manager admits that they are also looking for how to finance the project, and the idea is to do it through the SME Horizon SME support program. " After overcoming the first phase, the project has received 50,000 euros to develop its business plan, but Enimbos has been submitted to the second phase of the call in which it could get between two and three million through loan and subsidy. The idea is to promote the internationalization of the platform towards markets such as the United Kingdom, the US or northern Europe. 

De la Cuerda admits that they considered giving entry to some financial partner to go faster with the platform, but in the end they ruled it out. "Since the project still did not have the associated financial track record, many venture capital companies wanted the management in exchange for little money, but fortunately we are already a profitable company and we do not need anyone to come out of the mud in exchange for getting on our feet in the head for life".

Enimbos, which also markets the Itsafer security solution and has created a spinoff of its Cloud Business Continuity business (with which it supports the infrastructures of SMEs, which it secures before cyber attacks), defends that they are "agnostic" to the public cloud. "We work with Amazon, Microsoft and Google, although the latter has less presence in this environment today." The firm does not work with the IBM cloud, although they are partners. "His approach, closer to his technology, does not convince us. They are not as open as the others. "In this sense, the executive warns that it is very important that companies use tools that allow them to pass workloads from one cloud to another without complication. "It's key to have flexibility and avoid being taken captive by a platform, and there Enimbos can help them," he says. 

The executive also highlights the "differential" model with which they operate. It ensures that they work as some American firms do, with systems management cells. "They are multidisciplinary teams, formed by six people plus a leader, that allow us to be more agile in the face of any incident. In addition, they are capable of responding in a much more accurate and economic way at a structural level than our competitors do, operating with equipment that is vertically separated by technological domains (networks, storage, databases) and isolated ones". 

Enimbos has three cells in Madrid today, one in Mérida and two in Cáceres. The objective, he says, is to build two more in this last city and, from there, create them outside of Spain. For this, they have signed separate agreements with the universities of Extremadura and Eindhoven (Netherlands), one of the most patents in the world in the field of technology. 

To reed the full interview click here.

 

 
Javier de la Cuerda interview in Cinco Días

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