Jorge Mandujano

TBY talks to Jorge Mandujano, CEO of Beyond Technology, Mexico, about the company’s strategy for the market, international expansion, and plans for the coming years.

What is Beyond Technology’s overall strategy for the Mexican market?

In Mexico, Beyond Technology holds a strong position with offices in Mexico City, Monterrey, Mérida, and Puebla. Our focus areas include telecommunications, mobility, and optical solutions, particularly with partners like Infinera and Juniper for networking and wireless technologies. We are also engaged in virtualization and cloud services with Broadcom, AWS, and Google, with whom we maintain a close relationship. In line with Mexican technology market trends, our expansion strategy focuses on adopting and developing emerging technologies such as artificial intelligence (AI), and the Internet of Things (IoT). Mexico is rapidly advancing, and Beyond Technology is positioned as a key player in providing infrastructure and solutions to support this transition. In addition, we are investing in AI to improve operational efficiency and offer personalized services, enabling us to respond to the specific needs of our customers in sectors such as healthcare, manufacturing, cattle raising, and retail. Regarding our expansion strategy in Mexico, we prioritize IT over specific cities or states, aiming to establish a global presence. Over the past four to five years, we have opened offices in Miami, Dallas, and Bogotá, with plans to open in Panama soon, thanks to our strong relationship with significant local clients. Internationally, we are already present in Madrid, Barcelona, Dubai, Qatar, Morocco, Karachi, and Islamabad. Our current focus lies in expanding globally, as evidenced by our growing client base spanning 26 countries, with aspirations to reach USD100 million in revenue within the next five years. Our notable recent achievements include securing contracts with major airlines in Central and South America, an important project across 26 countries in 4 continents with one of the largest Mexican manufacturing company, and serving prominent telecommunications companies in Mexico and Dubai. Presently, we count three of the top 10 global telcos among our clients, emphasizing our commitment to this sector.

What are the major challenges of expanding internationally compared to operating solely within the Mexican market?

We have encountered various opportunities to understand and grow according to the different cultures, , particularly in cultural differences between markets, such as the Middle East versus Europe or the US, and also LATAM, considering that Latin America has few differences but it’s similar to Mexico. However, these markets also offer opportunities due to different forms and paces to adopt new technologies, , which makes penetration easier. Despite facing obstacles, we have invested significantly in regions like the Middle East and Africa, yielding profits and building our reputation with important clients. For example, in Qatar, although we lacked a physical presence, we successfully implemented optical infrastructure for a major event like the 2022 World Cup, earning us a significant customer, and today it’s one of our strongest customers in Qatar, with whom we’re building a recurrent and long-lasting relationship. Similarly, we have secured projects in countries like Kuwait, Saudi Arabia, and Egypt, with extensions to Europe. Still, managing projects across diverse regions poses logistical challenges, requiring robust technical support. Additionally, navigating economical, financial, and political regulations has been challenging, particularly regarding currency exchange . This has led us to decline projects in certain countries where payment collection is uncertain, despite our ability to sell our services effectively. Our goal is to spread this ethos globally as we expand, prioritizing culture over solely financial gains. Furthermore, social responsibility is integral to our mission. Through programs like our cup collection initiative, we assist families dealing with childhood cancer, providing support regardless of financial constraints until a solution is reached. We have an internal department dedicated to various initiatives, including assisting individuals with paralysis and Down’s syndrome, as well as engaging in environmental projects like seeding plants. Collaborating with some of our largest customers , who share our commitment, is crucial in these endeavors.
We encourage other companies to consider international expansion as a growth strategy and a way to innovate and adapt in a dynamic global environment. The key is approaching each market with an open mind and a willingness to learn and adapt. Doing so opens up new business opportunities and contributes to the economic and social development of the regions where it operates.

What specific technological preferences have you identified in the various countries where you operate?

It varies depending on each company’s momentum. In optical solutions, we assist in illuminating optical fibers and integrating data into routers for digital management. Wireless technology, particularly AI, is rapidly expanding. Juniper offers a unique AI solution for infrastructure implementation.

What can we expect from Beyond Technology in the coming years?

We are demonstrating to ourselves and our customers that achieving goals is simply a matter of defining them. Initially, as a Mexican company, the idea of global expansion seemed daunting. However, after four to five years, we have established productive areas and garnered worldwide clientele, including significant players like a leading jewelry company for whom we manage global POS systems supported by mobile devices. Beyond Technology is consolidating its presence in various countries, opening new facilities based on customer needs. Our commitment to customer satisfaction, reflected in our Net Promoter Score (NPS) of 76, with a customer satisfaction rating of 95, sets us apart. We prioritize gradual, deliberate expansion, recognizing the importance of building strong relationships with both customers and vendors. Rushing risks failure; therefore, we proceed methodically, ensuring sustainable growth.