José Marín Pardo, Fibernet’s Chairman: "We anticipated the boom of data centers"
"We anticipated the boom of data centers"
Fibernet is a Spanish manufacturer of fiber optic and a supplier of datacenter services that has been able to rub shoulders with the great companies of the industry, such as IBM, Cisco or HP, thanks to its innovative products and its capacity to adapt to the technological ecosystem of the main banks and public organizations.
Could you please comment Fibernet’s evolution in fiber optic and data centers?
It all started from an initial aspiration, addressing a market with a qualified potential. We knew how to explain our strategy and introduce products and it was easy for us to implement our vision of fiber optic and communications, which became a boom for backup and recovery centers of the main banks.
Which clients were more receptive?
Banco Santander and Bilbao Vizcaya were our first clients. We entered an IT sector that was the core of datacenters. Hitachi, IBM, HP or EMC were already there... We entered the core of communications among mainframes, disks and all datacenter devices.
Which role did Teldat play in Fibernet’s success?
Teldat was Fibernet’s shareholder partner and its area of influence was the access to offices, but not to data centers. It worked as a bridge to decision centers. We had to gain reliability, as it was not easy for a client to give up IBM or Cisco’s recommendations. At present, Teldat and Fibernet are independent from each other, they open market shares for us and vice versa; especially inn Latin America.
Which was the next step?
Fiber optic still represents 90% of our income and 10% comes from the datacenter. We use our data center as a test bed for self-owned technology and as a product comparative platform (routers, SAN, etc.) for those clients who require it. The storage service is open to any offers.
To what extent has cloud computing activated your business?
Cloud computing has activated the storage business. The cloud must mature and be more complete. We should go by the hand of players such as IBM or HP to offer a comprehensive solution.
Which are your weapons against multinationals with a large service portfolio?
The competition was disoriented and did not have the proper approach. Alcatel does not have an enterprise product and their offer is not working, not because their equipment is worst, but because their expertise is unable to implement it properly. A comparative analysis benefits us, as we have been able to resist with our distinguishing label and we are still innovating. We can generate a 30% cost saving and we have an IBM certification.
How is the business developing?
Two years ago we decided to change our strategy and create a photonics company. All our competitors are focused on this evolution of optical technology. They are silicon devices that transmit light. We are announcing new products soon. It is possible to achieve 100 Gb/s through photonics. We already talk about 400 Gb/s and even a Tb/s.
What results do you expect?
We expect to grow with regard to 2014. Nowadays, 15% of our income is international and we hope to be beyond 20%. In Spain we are making a slow progress, but we are still well positioned and we are growing in a vegetative manner. The increase of the business may be about 15%.