Technologies have exploded the market in a very short span. Having been in this industry for more than three decades, Jorge Dinares has witnessed this change and believes that the industry is developing as it grows. “The market has certainly been dynamic and the industry today is ripe for any technology to thrive and sustain. There are some differences as well as similarities. Difference lies in the fact that the market has become more customer driven and similarities – at the end of the day is all about trying to solve customer problems in time to help them to do business in the most efficient way,” he said.
Middle East is an emerging market for Micro Focus and Jorge says that they have witnessed significant growth here. “Customers here have an adaptive mindset and do not sulk away from embracing any new technology that can enable them to grow their business.” he said.
Clearly, organizations that succeed in providing good service to customers are the ones that stay and the rest disappear in the effort. “Micro Focus has been in the market for 42 years now which means that it has been doing a good job for a period of time,” says Jorge.
Commitment to customer-centric innovation is the mission of Micro Focus. “Our primary focus lies in addressing the challenges faced by the customer.. We are up to date with the new technologies that can add value to the customer. We also value the investments made by our customers, hence the customer can skip the trouble of changing versions every six months. We queue up our products over time and help our customers to evolve.”
Jorge says that they are the top seventh software company globally and second in the EMEA region for the size of their business. The company has deep seeded willingness to solve customer problems. Not to forget, they have a unique portfolio and focus on 4 niche areas – DevOps, Hybrid IT Management, Security and Predictive Analytics. Jorge says – “The market is moving to DevOps and we are proud to say that we help our customers in any transition phase that they go through. We cover the entire spectrum and support them with a consistent approach.”
Micro Focus has strong solutions on IT management, an application manager service management for customers who want to run their applications partially and on premise on the cloud. They also have solutions for Security, Risk & Governance. “We secure applications and protect businesses with the most comprehensive, accurate and scalable application security solution that work with the DevOps processes. The focus on predictive analytics is to make sure to take the best advantage of what is happening in the system and how to automate as much as possible some of the positions or capturing information that can help an organization to make decisions for the business.”
The company’s go to market strategy is two dimensional. “We first make sure that we are close to the customers and secondly, work with the channels to make sure that they are prepared to deliver our solutions in the market.”
87% of the Micro Focus business is done through its partners. The company makes sure that their partners know their software and are able to deliver it well to the customers. Though Micro Focus has completed 16 acquisitions in the last decade, the company has maintained its products and its commitment to its customers.
As President – International for the company, focusing on customer needs tops Jorge’s priorities. “I want to take Micro Focus a step higher and make it the company customers can rely on. I want to make sure that we give the best customer support and be the trusted advisor,” concluded Jorge.