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While accounting for just 5% of Brazilian IT services firm Support Informatica's revenues today, cloud computing solutions are expected to produce 50% of earnings by 2015, business director Esequiel Marchetto told BNamericas.
The Business Productivity Online Standard (BPOS) Suite from partner Microsoft (Nasdaq: MSFT) is one of Support's most popular cloud solutions at present, Marchetto said, adding that 95% of the Brazilian company's clients are small and medium-sized enterprises (SMEs) with fewer than 500 computers.
"Everything that a business needs - verification, migration, administration, support, implementation and monitoring - comes in our packages," he said. "With SMEs, when you speak of cloud computing, it saves them from buying hardware and licenses, identifying users and setting up databases, as well as customization, configuration and implementation. They can contract the type of service and number of licenses needed, and pay for the level of support they desire."
As Brazil was introduced to cloud computing less than a year ago, Marchetto noted, many companies are still understandably nervous about the new technology. One of the principal challenges for IT firms such as Support, therefore, is to better explain the cost efficiency of their solutions to clients.
"The directors who sign the contracts oftentimes don't understand all of the technical terms, so we have to talk about the benefits of our solutions to their bottom line," Marchetto said. "You have to discuss the performance and productivity gains that result from having a secure network that never falters."
Support Informatica estimates its sales will measure 2mn reais in 2011, or 15% greater than 2010, Marchetto said. The firm's four pillars are services that increase productivity, continuity, comfortability and security, he added, and it functions as a consultant, implementer, integrator and manager on IT projects. Support also markets the solutions of partners such as Microsoft, Symantec (Nasdaq: SYMC) and VMware (NYSE: VMW).
Support is based exclusively in Rio Grande do Sul, with 70% of its business coming from the northeast part of the state and an additional 30% derived from the area in and around the capital of Porto Alegre. Still, Marchetto said, plans to move into yet-undetermined regions could be set in motion in 2012.