Transcript
and I would like to know, Santi, what is it that brought you originally to the world of technology and how did you decide that it was going to be your professional career? Well, first of all, thank you Santi for inviting me to be able to give you my vision or comments at this time. Well, it's a bit of a mixed answer. The first thing is, well, at that time, many years ago, I was doing well in mathematics and while I was at the institute, I had a teacher from the EGB who told me, Hey Santi, don't stop looking at this world of computer science, that people in mathematics apply well here and here, right? And then, because while I was at the institute, I had the fortune of having a teacher, then a client, at that time a teacher, who created the first subject, which was adaptive, which in that case was computer science. So that impacted me a lot and perhaps marked that next step for me. What technological change has forced you to relearn more things in technology throughout all this time? Well, I think probably security. It was not a very, very native field of mine and it really is what I live with the most when I propose solutions or projects to clients, right? Living together, the protection areas, now we will talk about resilience, systems, in this world of security, which is very holistic, very changing and very atomized, which is really a challenge that has made me reinvent myself and have to deepen my knowledge. How have you seen BIM evolve over the past 20 years? Well, that's a good question, Santiago. I think it started by facilitating and simplifying, at the beginning of virtualization, which existed in this country, a much more holistic approach, focused on cyber resilience and solving that challenge that greatly compromises the operability and reputation of companies. You have been working in Enterprise solutions, always at SCC, during all these years. What has been the biggest change you have seen since the beginning of technology so far? How do you sell to the client? Well, the fundamental change is that when I started in this, many years ago, I was already in systems. It was a very regulated sector, very marked by manufacturers, by very selective manufacturers, in very selective segments that dominated the market. They already put the branding, they put the brand, and there was a group of distributors or representatives who worked to propose one model or another, based on what was called facts and features, based on functionalities. Today it is the other way around. Today what you have to do is propose solutions to customers, give them a sense within their real integration environment, and above all, look for adoption, rapid adoption of that technology in customers. Speaking of cloud hybrid, sovereign, multi-cloud environments, what is the biggest challenge that customers face today in cloud adoption? Well, Santiago, what I think is that the level of adoption of cloud hybrid is very low in Spain. There is more private cloud than cloud hybrid. What is really there is a distributed service, where there is on-premise, there is SaaS, there are different environments, and the challenge is that. There is an absolutely widespread technology that must be covered, that must be backed, that must be managed, and that must be governed. I think that is the challenge that 99% of customers face today. You have lived different stages in the experience of these years throughout your profession. What do you think is still the problem of customers today that has not been managed to solve over this time? It is a good question because it is the driver of businesses, and it is how to mobilize customers. In this first part, what we see is that customers have a lot of resistance to change, there is still laziness in the decision to change things, sometimes even internal struggles of customers or organizational collisions, not to mention our field, the field that Bin competes in, the security area and the systems area. But then it is also true that there is a problem of talent in the strong industry, so many times customers see that there is a market buy-and-sell, or there is no talent, and they cannot adopt or slow down what they thought, with which they have invested, they do not have the return, therefore again more laziness for new decisions. When you talk about data protection with customers, what is the biggest challenge they are facing today and what level of maturity do you find in the market? Well today, 2026, it is not the same as many years ago, customers at that time did not want to put more tools, today they have understood that they have to live with multiple tools, probably looking for that holy grail that is the only tool, but they can already work with different tools, and now what they have to look for more is what is their map of their sheet that they have to cover, that this map is the largest, not like before, which was the fastest, now it is to cover the largest spectrum, as we mentioned before, that distributed technology environment leads them to have to cover all the areas where applications and data rest, for me that is the fundamental challenge. Is cybersecurity a technical or business issue today? Absolutely business, because once cybersecurity becomes real, and that is really what we are finding, is that the attacks are already real, to any segment, to any customer, to any issue, with or without a rescue request, it is already a plus to have the ability to react. Here we are talking about moving from high availability and cybersecurity to cyber resilience, which is the next step, and it is how to react to these almost safe challenges that are going to attack us as a company. The generative AI is in everyone's mouth, do you think it is a real revolution? For me, without a doubt, much more than Manida Cloud, which is still a place where applications and services run, it is still a liquid data center, the generative AI is really an optimization of reaction or operability, especially that AI linked to processes, to real applications, to cured data, not to global data, really taking it to each of the companies, to cycles and to the operative track of how applications speak to users, how they return the data, that is, in that circuit it is absolutely fundamental. And also everything that has to do, even with customers who have undocumented or historical applications, that they have to evolve them, that they have not found that SaaS as a solution, and that probably code redefinition will help them to have applications, again, very adapted to their real environment, as a private client. Nowadays, technology is advancing very fast, and from your experience, what technical decisions have become strategic, although at first they did not seem so? Well, it's a good question. I think that sometimes they have to put us between a rock and a hard place to make decisions in this area. I remember the pandemic, and this teleworking already existed, but there are decisions that, hey, I have to survive, I have to survive a technical problem, that people work remotely, and it will be perpetuated, and in the end we realize that it helps us as a company. I don't have an application that solves it for me, I do a matching with a SaaS application that solves it for me, I adopt it, and it turns out that it gives me value. I mean, I think that sometimes, capturing that opportunity, even if it is not ideal, allows us to resolve, to pass a situation, something that is perpetuated. Security, not as a, you have to do it, but because I see that it is real and it is applicable. And I think those are the fundamental things, that security is applied, the SaaS, everything that has to do with team collaboration, this is also unthinkable, collaboration in real time. These are decisions that were technical, to solve very specific problems, and that have clearly remained, and that no one now poses a change, or perhaps the intermediate ones. Santi, what advice would you give yourself if you started your professional career again? Well, the advice, I think it has gone well, would be to try to learn from the things that have worked for me, and what has worked for me would be that, would be intense, would be to look for very powerful teams, be consistent, and look for long-distance travel companions, do not leave corpses, that is, do things well, and above all, look for high-performance teams, one thing that a boss told me, Santi, look for high-performance teams that keep you up to date, and that will allow you to react to anything that comes to us, and that is absolutely changing. It is true that being a good team, you do not get anything, you do not get to win a game, you do not even get to win a good game. And of course, never in time, that is, you could do something in a short or instant way, but not in time. I really like what you say about long-distance travel, because it is always an emphasis on a relationship of trust, and it is something that gives it a lot of continuity today, that technology, in the end, and all this. Thank you very much, Santi, for taking this initiative and for spending this time with us today. Thank you.
