SKB Kontur The largest B2G web services company in Russia

insidiousbehaviorΑσφάλεια

3 Νοε 2013 (πριν από 3 χρόνια και 7 μήνες)

277 εμφανίσεις

SKB
Kontur


B2G & B2B web services

#1
SaaS

vendor and #5 software developer in Russia


http://
www.skbkontur.ru

History/Facts


Based in Yekaterinburg, Russia


Privately
-
held


Started back in 1988 as an accounting/financial
software development company


Profitable since 1990

(always ;)


Kontur
-
Extern is a core service started 2001


1.000.000
-
th unique customer in 2009


14 PhD’s in staff


Partner network covers 10
timezones

in Russia




People

Employees



1000+ staff members
(FTE)


700 in Yekaterinburg


300+ in branches
(Moscow, …)


200 developers


500+ sales, marketing,
etc







Management


Board of directors
(mostly company
founders)


CEO Dmitry Mramorov


BizDev Director
Grigory Povarov




Location


HQ is in Yekaterinburg, Russia, Ural region


2 hours flight from Moscow (eastern bound)


“3
rd

capital” of Russia, population 1.35M


# of local software companies and R&D offices


Cheaper labor, general expenses and estate


IT
-
friendly local government


Tech
-
oriented universities


here and nearby





Business model


Web services (
SaaS
) for businesses


Main focus areas:

1.
Connect business with Government

2.
Help SMBs be more productive

3.
Enable businesses deal each other electronically


Subscription
billing, direct and partner sales


Upsell existing customers continuously





Remarkable customers

Sales


We sell directly as well as via partners


Kontur
-
owned sales offices operate in largest
cities like Moscow, Yekaterinburg, Chelyabinsk




Methodologies: telemarketing, internet ads,
accounting magazine ads, tax office on
-
site
promotions, strict renewal management and
control,




Overall ~
500
FTEs in sales countrywide

Partner network


400
+ sales partners Russia
-
wide


Partners do sales and basic support as well


We support partners with new and renewal
leads, promo ideas, money/discount
incentives
,..


All Kontur services are partner
-
friendly


Looking for sales partners in new segments

Technology/operations


Almost 100% Microsoft
-
based development and
operations, Gold MS Partner


Two datacenters (rented), ~200 servers


Russia
-
wide span (with partners)


24x7 monitoring and administering


Huge in
-
house development


State
-
certified crypto technology usage


Licensee of State Security Service (FSB)


24x7 toll
-
free support line for all services

Services: Kontur
-
Extern


Core service and revenue generator


Helps 1M+ Russian businesses send tax reports to
the government (strictly B2G)


Legally significant, using GOST
-
digital signature


100% web based service in
SaaS

model


Users: accountants,
incl

outsourced/CPAs


Strong partnership with Russian tax office


Customer base growing 20
-
30% a year


Kontur
-
Extern
market share


50% of businesses do not
yet use electronic tax
reports



25% of businesses send
tax reports through
Kontur
-
extern competitors



25% of businesses use
Kontur
-
Extern



Our 25% market share
generates 1.8B rub
(~$60m) in gross revenues
with 35% growth (2009)

Web services marketplace


Landing page for new and existing visitors


Central marketplace for all own services


Marketplace for 3
rd

party partner services


SMB
-
focused, with strict selection criteria


One service per category, best in class


Piloted Jul, 2010. Full launch at late Sep, 2010


Open platform for integration and interop



Services: Kontur
-
Normativ


On
-
demand law database in SaaS model


Tax, labor and civil legislation, accounting,
analytics, arbitrary practice, professional
auditors advice, standard document
templates,..


Offered 1 year ago, still in active development


Services: Elba


SaaS

accounting for non
-
accountants


Targeted to small businesses and self
-
employed
individuals


Does basic bookkeeping including invoices


Prepare and send tax reports


Integrated with banking services


Reports and payment calendar and reminders


Basic phone consulting by accountants


Russia
-
wide service with toll
-
free support line

Services: more…


Payroll service


allows mid
-
market customers
to calculate salaries electronically and prepare
all necessary reports for Pension Fund and
Social Security Fund


EGRUL


provides legally significant excerpts
from State Directory of Businesses (useful in
case of hostile company takeo
ver attempts)


More data
-
driven services to come…

Services: Certificate Authority


Largest state
-
certified CA in Russia


~980.000

digital certs issued


Certs are used for: SKB Kontur services,
electronic marketplaces, government tenders,
G2C services


Runrate: 25k new certs a month


Aggressive bizdev, looking for new usage
scenarios and partnerships

Investments


We re
-
invest profit to sales/technology
partners acquisition when it make sense


We are ready to invest into new web services
companies in order to help them to build a
product that will be offered in our web
services marketplace


Considering mass
-
scale SaaS services for SMBs

Services: Diadoc


Launched Jul, 2010 to help businesses to
exchange legally significant
e
-
documents


Any format: DOC, PDF, structured data, images


Uses digital signature (all customers have it)


Secured data storage and transmission


Guaranteed delivery and time stamping


Billed per document sent


Open platform for
interop

and integration

Services: e
-
invoicing


Subcase of Diadoc system usage


B2B service with tax office control


Market: 20 billion paper invoices a year


Legislation is 95% ready (est start Jan, 1)


Cross
-
border transit opportunity

Contacts


Dmitry Mramorov, CEO


mdm@skbkontur.ru


Grigory Povarov, BizDev Director
-

gp@skbkontur.ru


Petr Didenko, strategic bizdev manager


pdidenko@skbkontur.ru


Appendix: URLs


Corp website:
http://skbkontur.ru



Kontur
-
Extern:
http://www.kontur
-
extern.ru


Kontur
-
Normativ
:
http://www.kontur
-
normativ.ru



Elba:
http://e
-
kontur.ru


Diadoc

and
e
-
invoicing:
http://diadoc.ru



Cert Authority:
http://ca.skbkontur.ru



Marketplace:
https://portal.kontur.ru