GMB - How was BiS SiGMA Americas this year for Online IPS?
Witoldo Henrich Jr. - The fair was amazing, really. Last year was already huge, and this year it was even better. The feedback we received from people who came here is surprising. Many didn't imagine the fair was this big. Ten years ago, I already said it would be this big. We had the perspective that the market outside was enormous, from the fairs we saw, like Malta, ICE, etc.
When you look back 8 years ago, BCG, for example, was the event dominating the market here in Brazil, and it was held in the hotel lobby, with only 300 or 400 people. What's happening here is impressive.
What impact did your products and services receive during the event? What are the technological innovations?
The novelty is CONVRT, which was already presented internationally in London at ICE and now here in Brazil. CONVRT has its own technology. We used to license from various third-party partners, but we decided to develop our own technology here in Brazil to solve various problems. This will allow us to serve all alternative payment methods worldwide. In Colombia, for example, the alternative method will go through this platform and it's working very well, making everyone happy and satisfied.
Is the Brazilian market undoubtedly the biggest market for Online IPS?
Without a doubt. In this industry, Brazil is our biggest market. We have a large operation in Europe in another segment, but here, yes, it's the largest. We have a huge share within the company. One interesting thing happening this year here, unlike previous years, is that today we have national operators coming here asking for help for markets like Mexico, Peru. That is, they are coming to us.
The dynamics have changed. Before, we served international clients who wanted to enter the Brazilian market, and now we have Brazilian companies wanting to go to the international market. It is very gratifying to see this role reversal.
What are the other markets, besides Brazil, that Online IPS is aiming to reach now?
After opening in Brazil, we expanded to Colombia, Peru, and more recently Mexico. Now, we are focusing our efforts on Chile. We plan to enter there by the end of the year or, if not possible, definitely next year. We received visits from some people looking for help to set up an operation that encompasses all of Central America. That's the direction we're heading, expanding our horizons.
And regarding the regulatory changes that happen day by day in Brazil, does that help or complicate the work?
It's an interesting dichotomy. Every time a new regulation is announced, the rule becomes clearer. However, the fact that these changes are gradually disclosed leaves the market apprehensive. People get nervous. They come to us and ask, but I don't know. If someone says they know, they're lying, because things are constantly changing, nothing is set in stone.
The idea is to be in a waiting mode. With each new resolution, we adapt and return to the waiting mode. It's a slow and gradual process, and anyone who expects to solve everything at once is mistaken.
Are your clients also hesitant about this? Are they waiting to make certain decisions?
My advice to them is to wait. Many people are diving headfirst, but before doing that, you need to make sure it's safe. It's like diving into unknown waters. Before jumping, you need to check the depth. We're being cautious not to make hasty decisions. My IT department usually says that if the situation gets bad, we need to run, but it's important to know where to run. We're assessing the situation and planning our next steps carefully.
Source: Exclusive GMB
