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so we're going to call Robert Jansen providing advisory services for business girl and market development for organizations wanting to expand in the North and South America markets Europe and Asia Robert has delivered three hundred presentations around five continents a dual citizen of the United States and Brazil Robert began his career in IT sector in 86 yavapai several a secretary positions in America and receiving corporations and my understandings and you call yourself a video guy is that correct well yeah this part of it nothing after is in African like my friend amines and i have a new one for you admitting gioca because you're also Indian hey I am over video I actually who comes from Rio is called Carioca Caracas into Peabody the native Indians from Brazil and Connie means white man acha means house so who is typically from Rio and I'm gladly for me as well it's called kanyaka so I am half American half as in my presence I to raise a video so I all will call myself a mediocre but Miami the media's beat me I'm actually copy shop Oh got you stop okay well sure you gonna be a very even in Shaba there you go by the way who has been to Brazil raise your hand who has been to somehow who has been to real well those have been to Sao Paulo and I've not been to Rio go back you have never been to this okay I would I take a little example from what I need to mention living in a high efficient area environment what it represents because he was going date today and trying to get a hot dog and I was telling American citizens American business people here in 1994 that high inflation times with the basic difference was when you got the big one who is their port nacelle Apollo you negotiated kept right on the way in if you get in the way out it would be already more expensive so you know it is not only in a date with an hourly basis right but yeah also while he was talking and the previous people had talked as well mentioned about you know the high inflation era era all of the economic plans that we lived through which today is a very key for us understanding and if i were to sympathize in a one single sentence the bazillion value prop is hit the ground running what we call jtu brazil today in this country is hit the ground running and that has a lot of costs for business because you know it's going to go down there by yourself or and try to find in testa water who is not a direct connection on the ground you're going to spend more time you spend more money so when you see all these slides going up finding a local partners key i also want to miss my friend Rodney because you know will help but we hear about the bureaucracy in Brazil do the business yes it's true but wouldn't forgot to say that bureaucracy is based on the same premises of that Portuguese guy had opened the door when he was trying to run over the girl the old lady but see our Portuguese heritage is what makes the foundation of our legal system and all the bureaucracy we see on the ground so coming the agenda today we would like to see well first Mozilla's definitely opened for business I've always said in the past that till one day will rise because it will be the last version the ground so I will show a bit of Brazil economics indicators and IT what is called computing because this was always actually brief in the beginning so try to rush through that because it's not so broken to what the audience wants is a survey there at some future trends in Brazil and some last comments so this was 1986 into 1997 and put this on purpose at the last minute after one made so many comments about how many different plans would live through you know I remember exactly where I was in March fifteenth nineteen ninety wouldn't call it a mellow our first directed elected president he just slammed the door on us and took everything we have all assets were gone yeah I was crying because I was left just sucking my thumb but look at that it seemed from 86 294 there's seven different comic plans and this is what made us have the best economics and analyst this is it made us to be able to adjust to adversity to adjust to different hostile environments so I'm just glad I better in every all those comments but there is one thing that people to realize a Brazil is this your size it represents and we have a slide here where we try to combine three criteria one single snapshot so as a country with over four million square kilometers countries with over a 1 million population size and country with over 1.5 trillion GTD only three countries match those criteria of one single shot US China Brazil now if you look at what that does to general economic indicators you'll see that we have the second largest commercial air fleet in the world despite our issues with currently airports that we have the second largest private executive jets market in the world it goes on you see that in that people who realize and the number not associated especially here in Silicon Valley we were always targeting I team or something in that nature most multinationals have been on the ground for over 40 50 years and what this does is just best business practices you know when you go down there you're going to be doing the same type of environment that you still here of course with more bureaucracy with a different type of business dynamics with writing mention about being relationship intensive I believe that every market is relationship intensive we were just born but sometimes having the best solution or not guarantee that that door open for you but will guarantee that that we're open for you is the relationship you have behind that door and still when you go through that door it might not still be your best skill steps that will make you or give you the chance of having voice active voice what we'll do is a trust that you have built within that relationship and yes you've got to be good what you do after that because otherwise get cooking you're banning in your Fanny outside the room so looking at some of the other indicators Brazil has had a very low employee turnover overall we ask me have a he loved it now a lack of highly skilled labor but what you'll find is there is a low turnover and there's a lot of loyalty on the ground now you are asking about how to internet and mobile business in Brazil you're going to find different dynamics there where you going to probably focus first in the corporate sector we will have to do like you do here you have to have immediate and relationships with the handset manufacturers and with the carriers otherwise you're going nowhere so it's going to be the same thing probably here right technical domain people don't realize the second largest frame installed base outside US is it was ill well because the high inflation area the banks had to keep ahead of the spread head of inflation sending this heavily in technology at the time is mainframes well on the same side though the second-largest java community outside us is in Brazil two or so technically speaking Brazil can fit all the way from main train down to open source quality the cuisine IT professional again we don't dispute the quality we dispute that you know the amount of high qualified professional skills we have and the cost of it when you compare it to other destinations there with you that sum of money information my data here is targeted more for services industry where we compete with indiana compete with China with Mexico and the Eastern European markets so some of the information is after you target for that we look at the overall stay I t spend internally Brazil whether been the big countries is only second to shining but shine i think is just you know a country we can all i can compare itself to because their numbers are just gigantic by the way you guys hear about Russia that there's no more mafia yeah they all good enough well Brazil IT sector if you kids know a brick silicas you know everything in always about the pics and I want to make a comment here what they talked about the 2008 recession which Brazil was the least hit in the first to come out there if you dine annotated a very interesting first resent a very diverse economy there's over 45 strong economic sectors has everyone flown American he'll in this country american eagle west loaning you flutter visit any aircraft in brea 145 so the fact that we have a very strong the diverse economy helped us and then again the commodities brazil's very big commodity producer commodity will still had a high-priced the other thing is the fact it's brazil and this goes again out the question made to a meet by the german they're watching his blackberry right now what's your name Todd yeah I thought what happens with Brazil is that we were never born globally or Never with our global mindset we're closed country we have 45 50 strong economic sectors we got to take care of here most of businessmen you talk to your Brazilian school how can I think about going outside we have never learned the bazillion business person on average has never looked outside he doesn't know what to be what is to be international he doesn't look automatically across to Silicon Valley he looks next door who's to come peanuts who looks to some ball he looks to both our lab you therefore this is what we're learning right now this is one of the biggest challenge for visiting businessman is to learn that now we live in a global environment the other issue is and it goes back to bureaucracy I'm going to check out the visiting guys you know this table how many blue / points we have until too many dozens yeah what's the exact number no idea no idea there's 28 there's 20 political parties very fully to be fragmented think about governing Brazil no really nice HR cousin to a bipartisan structure the Republicans right it is a president there's American political scientist who was represented it was those specialists Albert Fischer and he was saying the other day that the basic difference between Brazil and us is it while us who are blind person is Democratic Republicans so what changes are the politicians the parties are always the same this is the reverse what changes the other parties the politician is already saying and think about governing of trying to get a bill through Congress when you have 28 different political parties all the give and take in all the wheeling and dealing they go through and especially their wheeling dealing with our Portuguese heritage so that makes a lot for what we still experience as far as being in country and tied into our heritage and at the same time you have a global market become a global player we have a huge challenge of us but it's a business mindset you know in Brazil we are right now the process of in the IT space taking business people and trying to squish them in this mindset when you leave this hill and come to the u.s. and go to Europe leave them teaching resonator will be called leave that the same mindset home it doesn't work there yes it's good to be very flexible and I have a little story at the end to show that our biggest value proposition is that hit the ground running but when you go to these markets it's like we say here in u.s. in Rome you do it as long as do so the metric market Brazil Russia and China Brazil second design as I mentioned before we have a very mature drain of capabilities the physics party skills are their financial sector Brazil is top three worldwide in financial IT services again because the high inflationary period of too fast now here's one slide here that I wanted to mention is here global reach see maturing our mobile reaches maturity is exactly that lines mentioning before so then again we look at the geographical facts you know is that what you're going to different markets it's a good difference I can hit the ground running here in California taking a nighttime flight out of some follow-up or rio and i'm here today am ready to rock and roll country dallas get on slide 11 p.m. in dallas 6am three hours flight back west 940 sss well so it's not going across several time zones it's not going across you know long distances horizontality it's just going down and I flight so that's sometimes is also a key advantage ok they ask you to talk about cloud computing I'm going to run a little bit about this Brazil and of course it's always been a early adopter abid meant to mention about how well the penetration is for internet usage actually it's the amount of time spent on your head and on social networks where Brazil really excels we still have a lot work to do because I've they see 120 million in chronic active people only 30 million 35-minute have access to internet so far so we have a lot of ground to cover but that's the opportunity so cloud computing yeah I just put a slightly to make sure we all understand what called computing means because it's still a new technology a lot of people say one thing a lot of people say another by the end of the day we're talking about anything as a service and I put that up here at the next slide well anything has a service that they can put out there a platform to service infrastructure as a service software as a service and so on here was some of the assumptions that God was giving to us and employ me my slide as far as the formatting it seemed it doesn't fit well the screen anyways it just shows that the adoption of cloud computing is really going forward as its leveling the playing field now a lot of smaller companies can have the same type of computing power of the large sized companies I'm not on these three Lucas this is not exactly what the audience L was expecting but it was like was my briefing but i like to say though is so i can close up and then we can move on to the next speaker um at the end of the day when you go down to Mozilla to business first like anywhere else you have to find someone that has navigation intelligence navigation intelligence means right relationships means he knows which doors to knock on and there are doors open when he walks on them so that's very key culturally speaking we are probably the most a lion culture there is anyone in this room can have a Brazilian Passport in 2006 the Business Review Institute went out to study the mixes of the races and they concluded for a fact that the most to mixed race on the planet is a visiting race you know I can give you a really negative type of example which is if you had to go underground and his guys yourself because your money raised from Scotland Yard and you're going to buy a passport which nationality passport you think will be the more expensive one is it why anyone can be visit but there's a scientific evidence to that if Michael hey what's your name Brenda another feather strippers in it and if your Lego fortunately he doesn't have it but if you had to go under go and a spleen transplant he cannot do it here he cannot do it here he has to do it in Brazil can that would that's where they will find a match for displaying transplant that's the scientific evidence for the mixes so what that doesn't the other day we have no quibbles as far as cultural differences to understanding a problem that the other day what we're looking for someone to solve a problem we have a problem we need a solution and problem solving takes a lot of understanding and it takes a lot of flexibility and this is where we say in Brazil we take a square ball and trap it on our chest and put it round on the ground that's a soccer expression that we normally use that we can click any type of probably have and round it off and off we go so the culture barriers going to come in place just think about any given product you have papers beautiful right taixing everything and anything when you take that project off your paper and roll it out yo shoot this verse right here it's not working gotta take it out and that's what's so happening over there it's working very well it's not in here in my product I got to put it in so you make little adjustments to your project and you have sugar a quickly is first team in different culturally influenced areas so you have to bring them all to the same new level the same new common language and what happens is if you have geographical and cultural differences that you language would take longer for you to align it would resilient meet the girl runn ng there is no cultural missile coming to play that will prevent them from the immediate understanding what the problem is in front of them if they have the technical capability to close up it's a little small piece of story that I can tell what I'm actually going out there talking about Brazil so people understand what is our true value when you compare going to the other markets okay so well let's peace in this room who knows about North each pizza here the Bay Area he used to be a woodshop he's three now but that shop is owned by John a great guy and I love his pizza because it's very thin and crispy every time I come to the bear I stop there and have my piece of a job and the other day was there and John was laughing his way all the way to the bank Heather's huge grin in his face I said Thomas what's up why he's so smiley right what's up he said no Robert I beat those guys to the punch what do you mean to meet those guys too yeah I be Domino's Pizza pieces huh how come no I delivered a more modern pieces in one single day to the entire thing area and those guys did I said come on get out of here you a single shop one door those guys are franchise units all over the Bay Area how could you possibly do that you said you know Robert I have a very tight delivery team here I have 40 mortal cyclist 40 motorcyclist Wow where'd you find these guys says you don't only have one criteria to hire them which is you present it say what do we be visited what's going on there there's no rubber okay they bring three critical success factors to my business one business expertise if they can travel the model cycle if they do that in Sao Paulo you can drive anyone else even compete with a rich cars in mumbai to reliability they're not committed to a nine-to-five job that not committed to a job description dear commit to getting things done whatever it takes three flexibility it doesn't matter what unforeseen event that happens in the front line they take care of it right then and there they don't come back to me with a problem is tell me what solution they gave now I ask normally goddess to take those three principles business expertise through life building commitment and flexibility and tell me that in any given space you're involved in those three are not critical well those are part of our cultural DNA which inevitably has been called in the passage 'he was a good today i call it positively hit the ground running every time ladies and gentlemen thank you very much