Delphix 'Magic' Gives Hope to CIOs in Latin America
Thomas Todd says his business contacts sometimes call him a “Bras-ingo” because he speaks Portuguese without a trace of accent. As VP of Latin America Todd understands both the US culture and the Brazilian culture — his fluency in both is a tremendous asset for Delphix. “I'm blessed with a fantastic team here," says Todd. “I call them the 'Seleção' [Portuguese for an All-Star team and the moniker for the Brazil national soccer team], they are the best of the best and well equipped for the fabulous market opportunities here." He says the Brazilian economic recession puts a lot of pressure on local CIOs who have to do more with the same or even smaller budgets, made more challenging with a strong US dollar. “The line of business executives and capital markets demand more and more from IT people and systems. B2C consumers and B2B customers demand more and more from companies — more personalized service, convenience, value, variety,” says Todd. “At the epicenter of the delivery chain, at the intersection of desired progress and execution ability, squeezed by market and management, stands the IT executive whose budget is not increasing. Their resources and infrastructure are finite. Their people work overtime and chase fire after fire, hindered from executing strategic imperatives or the corporate vision set forth early in the year. We step into that noise and tease out a new belief, a message of hope." He spoke about a recent meeting with a large educational company transforming children’s play into learning; and a large financial services company helping small businesses create jobs through improved exports. He says the look on the IT executives’ faces when they understand what Delphix can do for them is one of the most satisfying parts of his job. "What I see on their faces is a sense of hope, belief in the yet unseen to make a transformational impact in their current paradigm," Todd says, when he shows CIOs what Delphix can do. “They are both hopeful and incredulous about what they refer to as the ‘magic’ of Delphix.” Recently, Todd and his team hosted their first customer User Group where he noted the excitement and even joy that each customer would share regarding how their world has changed after using Delphix, reducing tasks that took months down to a day or even hours. "Several of them even laugh when saying their co-workers ask if they are being paid to promote Delphix because of their admiration for the solution," he says. "Sitting away from the group at one point, I watched the facial and personal expressions that you just don't see from using a typical IT product. It's an almost indescribable emotion watching the customer interactions, gleefully and proudly sharing their results with one another." Todd admits that representing Delphix requires a different approach than selling mainstream enterprise software suites. He spent more than twenty years at brand names such as Siebel and SAP before joining Delphix nearly four years ago. He’s bullish about the momentum he and his team have built in Brazil and with Delphix investments in Brazil paying-off even as other IT companies under-invest or fall short in their value delivery. “To overcome the lack of awareness, our primary objective is to evangelize, evangelize, evangelize,” he says. “Almost like a missionary going door to door, we are taking a message of hope and transformation, one that is already validated globally and being realized daily in our growing local customer base. It's not an easy task and we leverage every proven result and opportunity to help build Delphix brand name recognition. This matters. It makes a significant and tangible difference in the lives of CIOs around the globe.” Delphix makes a big difference in the IT world — it would be a crime to keep it a secret (even though some customers would prefer it that way for competitive reasons). Todd is at HQ this week message him to say hello.