Duel: "Technoserv contra I-Teco" - who whom?

On the first duel met the leader of the Russian market of IT services of Lanit and the Croc company [1] (results) entering the five of the largest integrators of Russia. This time TAdviser referees on a fight of two more IT giant which are also entering in top-5 the Russian market of IT services – Technoserv group and I-Teco holding.

They met with each other on the tenders held by the state departments and state companies it is more than 70 times. The period of assessment included January, 2014 – September, 2016. Let's consider in more detail fights for contracts more than 100 million rubles.

The first such fight took place between the companies in August, 2014. Then Technoserv and I-Teco in private met on the tender of VTB 24 bank for which the simple (non-exclusive) license to use of programs for computers of Hewlett-Packard was necessary. Technoserv wins and takes away "prize fund" in 148 million rubley*. The account on the won large contracts 1:0 in its advantage.

In October, 2014 from under a nose of both competitors the billion contract with Rostelecom leaves. A task of the winner – to supply the equipment of multiservice network and to connect it. 7 companies fought for a victory, as a result both I-Teco, and Technoserv lose. The victory is pulled out by their general competitor – the Inlayn Telecom of Solutions company entering into ITG holding.

Technoserv and I-Teco in the last two years faced on tenders more than 70 times

If to tell from 100 million rubles about tenders, then 2015 passed at Technoserv under the sign of fight against "subsidiary" of I-Teco – Servionica company. Within a year between them three large collisions took place at once.

April, 2015 – a fight for 110 million rubles from Rosreestr which ordered development of the website integrated with the portal of state services. Technoserv wins again: score 2:0.

By the end of 2015 of a rate promptly raise. On a game – nearly one billion rubles. The Federal Treasury is ready to lay out such amount for maintenance and maintenance of the hardware-software complexes. In this, one of the largest fights, I-Teco and Technoserv battle in private again. And again I-Teco (provided by Servionika) suffers a defeat. For 907 million rubles the contract leaves to Technoserv which does not allow the competitor to prove.

Account: 3:0. On the amount of a prize the leader of this duel shot far ahead. In its moneybox already 1.2 billion rubles.

After that does not pass also month as competitors fight almost for one billion rubles again. The fund of social insurance looks for the contractor for service support of the unified information system. But in addition to two considered "duelists" three more companies in the battlefield appear. Even not strongly dumping, rivals are bypassed by USP Compulink and takes away "prize" in 960 million rubles.

By the way, this company not the first time appears on large fights and bypasses all: in a duel Croc and Lanit there was a similar situation when it took away the contract for 600 million rubles from under a nose of other players.

In March, 2016 I-Teco and Technoserv suffer a defeat from other participant again. There is large-scale "slaughter" for the 2-billion tender of "Moscow City Telephone Network". The enterprise needs to supply the subscriber equipment of GPON ONT and it announced an open quotation request.

For such large project fight was entered by 11 companies, including Technoserv and "subsidiary" of I-Teco – Rasse LLC. But there is an unprecedented decrease in the starting price – almost for 80%. One of competitors – Corporation of ZTI-Svyaztekhnologiya which as a result the contract leaves for 480 million rubles made up the mind to such step.

All 2016 on large tenders I-Teco and Technoserv had to compete not only with each other, but also many other companies. In such cases of the company often sacrifice decent money, significantly reducing the starting price.

In March Rostelecom selects the contractor for delivery in 2016-2017 of the equipment of the radio relay E-Band lines. Fight for 0.5 billion rubles joined nine companies. Technoserv half drops the price and takes away the contract for 243 million rubles. The score 4:0 for benefit of Technoserv. I-Teco is not possible to pull out some large contract at the competitor in any way.

The biggest prize fund announces in June, 2016 Sberbank – $330 million **. The bank needs technical support of the equipment of IBM, EMC, Hewlett Packard, Oracle for 2016-2019. It will be the largest fight of I-Teco and Technoserv which one more participant – Jet Infosystems joined. However, Sberbank separated such big tender for 4 lots. As a result nobody left a field offended: each of three companies got the contract. But I-Teco got one lot for the amount to $93 million, and Technoserv managed to take away two lots for the total amount of $215 million. At the same time among themselves the companies competed only on lots No. 1 and No. 3 (I-Teco Technoserv - on all lots came only on them).

Each lot in this tender is worthy a separate point therefore the account becomes 5:1 for benefit of Technoserv company. I-Teco, at last, is possible "be" the first to score, but the company all the same lags behind on the amount: Technoserv and more than 5 billion have about 9.3 billion rubles at I-Teco.

On it fights for tenders over 100 million rubles reach a limit. Technoserv won a convincing victory and by the number of victories, and on the amount of prize-winning.

It should be noted that, despite the impressive number of the general fights (it is more than 70 meetings), other players very often interfered with this duel. Several times I-Teco was possible to bypass the competitor on smaller tenders. In its moneybox – 6 victories over Technoserv. But the leader of this duel after all bypassed the rival and on the amount of a prize, and by quantity of points.

The final score 11:6 on the number of victories and 9.5 billion against 5.7 billion rubles on the amount of the won money for benefit of Technoserv.

Technique

In the analysis the tenders held from January, 2014 to September, 2016 in which structures of the I-Teco and Technoserv group participated at the same time were considered. Only purchases which came to the end with contract signature, information on which is in tender documents, were taken into account. The price specified in USD was transferred to the ruble equivalent specified in the contract or on the fixed rate specified in the tender documentation. Results of tenders in which Technoserv of AS LLC, TEKHNOSERV A/S Ltd, Technoserv Consulting LLC, Reksoft LLC (affiliated enterprise of Technoserv), JSC I-Teco, BI Partner Ltd participated (enters into the I-Teco group), Servionica LLC and RASSE LLC (I-Teco affiliated enterprises) were analyzed.

Data of the website of state procurements and Circuit Focus base were used.

* the Ruble equivalent is calculated on a fixed rate – 58 rubles for 1 US dollar (as it is specified in the additional agreement to the agreement).

** The ruble equivalent for each lot is considered, proceeding from a rate of 60 rubles as 1 US dollar (as in several contracts on the specified lots).