Director General, Process, Power & Marine, Intergraph Mexico
Vice-President Latin America, Bentley (Bentley Systems de México)
ADRIÁN HERNÁNDEZ LÓPEZ When we began in 1982, the solutions we offered were more focused on hardware rather than software. We used to produce software for technical publications, mechanical design, mapping and cartography, and printed circuit board design for electronics, among others, but we decided to keep the businesses where we were either number one or number two in the market and sold off the rest of the units. We kept just two main areas; one is process, power, and marine, which focuses on solutions for different industries like chemical, petrochemical, oil and gas, construction, mining, consumer goods, and pharmaceuticals, while the other is security, government, and infrastructure.
ALFREDO CASTREJÓN Mexico provides great opportunities, because it has vast natural resources, long coastlines, agricultural fields, mines and minerals, and oil and gas. We want to go beyond only extracting and transforming these resources. The interface that connects the planet and all these resources, people and communities, is infrastructure.
When an infrastructure project develops, there is a planning phase, a design phase, a construction phase, and then you deliver the infrastructure asset for operation and maintenance (O&M). The market has grown significantly on the design and construction fronts instead of in O&M, whose time-span lasts from 20 to 30 years. Bentley goes beyond design and construction and extends out, offering our technology to cover O&M; and we believe this is going to be one of our main areas of growth, because our competitors and many technology firms do not cover all that in an integrated manner.
AHL Most of our clients have offices in Mexico, even though they are mostly foreign companies. With the new law coming into effect that will open up the Mexican energy sector to outside competition, our relationship will develop because these companies will now seek to bid for new projects that they would not have been able to do before. I think we are well positioned for this. There are major owner-operators like Exxon Mobil or ConocoPhillips that might also start investing in Mexico. In the first years of the process they will probably start operating from their headquarters abroad and open offices in the country, starting with business development and sales operations, but probably not on the engineering side.
AC This is a great opportunity, because we are going to sell a lot of software to many projects. There is going to be an increased flow of projects and more investors and stakeholders. It is important that we, and our government, understand that the right technology is crucial. We need a different attitude from our government to accept and implement innovative and ambitious technology early in the assets’ lifetime. Supporting technology from the initial stages will create an additional burden. We will have to work harder in the beginning, because we will have to convince people that there will be benefits that they cannot see or touch today; however, they will see them after all these assets are built.
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