Elena Ivanova, EOS Group: Among the first priorities of the market of EDMS – electronic archives and further mobilization

Elena Ivanova: It is not enough in the context of the world market, and for Russia it is a little too - even taking into account narrowness of a segment of software for content management. It is necessary to understand, in my opinion, that it is very approximate digit because IDC takes data from open sources, but not all companies publish project information of implementation of ECM systems. The actual volume of the Russian ECM market, in my opinion, is higher in two – three times, and it by the most conservative estimate.

Elena Ivanova: Customer companies of ECM systems often do not want to publish any detailed project information. In our case, about 20% of clients prohibit us to light details of implementations, including the amounts of contracts. For the most different reasons – information security, the competition, corporate policy.

Elena Ivanova: Dynamics, certainly, positive, we see it on sales. The flow of clients considerably increased.

Elena Ivanova: As well as during the last periods our customers are divided into two equal parts – a half - state customers, a half – business companies of the different industries. As for state clients, the clear regularly appearing new requirements of the legislation push all state agencies to the increasing digitalization of the work, and every time rather tough terms of accomplishment of these requirements are put. Import substitution works in this case as the factor stimulating positive dynamics of activity of state bodies on implementation of IT in general and EDMS in particular too. Further among customers of EDMS traditionally there are financial institutions, energy industry companies, industrial, transport enterprises, representatives of trade. Lately universities, both in respect of automation of the activity, and in respect of use of EDMS when training students became more active.

Elena Ivanova: Is, at many of them the corporate standard – Microsoft SharePoint therefore our product EOS for SharePoint is very demanded.

Elena Ivanova: Even more demand for electronic archives amplified. I will note for understanding that in our product portfolio there are two solutions: the Archiving system focused on archivists and providing compliance to established practices of archiving – those who work both with paper, and with electronic documents, and the product eDocLib intended for storage of any unstructured content, including electronic documents. Increase in demand for electronic archives is connected, first of all, with the fact that in EDMS, in workplaces of staff of any company or enterprise a huge number of electronic documents collected today, including - left operational turnover. These documents it is necessary to store, classify, perform correctly quick search, to write off. Especially relevant it for the state organizations and for banking sector where increased requirements to storage and turnover of finance documents are characteristic. The second factor which caused increase in demand for our archive products, similar to which, I will note in passing in the market is almost not present, - administrative. As you know, last year Rosarkhiv turned into direct subordination to the President (Decree No. 151 of 4/4/2016), and from this point it became noticeable to change and develop in archiving. Archives began to be automated actively, new people, young specialists who do not think of work without modern IT technologies began to come.

Elena Ivanova: In general, all tendencies taking place to be for the end of 2016, continue to be present at the market, but separately it would be desirable to note mobile applications. People want to work completely by means of tablets, smartphones with documents today – to govern, approve, comment, append the electronic signature, and to do it both online, and offline. Earlier for some reason was considered that mobile applications with an opportunity for work with documents are necessary only to heads, the top officials, it absolutely not so, and for a long time. Ordinary managers, specialists actively use mobile applications and it pushes us very dynamically to increase functionality.

Elena Ivanova: As it was already told just, among the first trends – electronic archives, further mobilization, and we actively develop our products in this directions. Conceptual moment: workflow systems already ceased to be perceived by the market narrowly. Clients want that EDMS was organically, is seamlessly integrated with other information systems of the company - "1C Accounting", CRM, the analytical systems, portals and the website, social networks. The customer wants to receive a corporate information system as unified information environment today. Within this concept we also try to develop our products. The second important direction of development of our systems is caused by the needs of the market for vertical solutions.

As a result of implementation of our solutions, the full stroke of works, all process even more often becomes covered. For example, if we tell about processing of the arriving accounts – that all stages from scanning of paper accounts and extraction of attributes of the subsequent routing and approval before unloading necessary information in an accounting accounting system.

Speaking about complex approach to solving of tasks of the client – more and more demanded there is an exchange of documents in electronic form between partners using operators of e-document flow. And here we not only give ability to integrate an EDMS/ECM of solutions with services of operators, but also we study, together with chief operators, the complete solutions covering everything processing stages of documents.

Also we accumulated wide experience of automation of activity of construction, development companies based on EOS for SharePoint, and we now actively work on the specialized solution for the construction industry. In plans – vertical solutions for the financial sector, law, insurance companies.

Elena Ivanova: It not quite agrees. I would tell so: it could work better, than works now. While import substitution in general on the market works slowly, does not "fly up" as it would be desirable. Otherwise, probably, also could not be, EDMS often penetrates all infrastructure of the companies, state agencies, a set of the enterprises. It is impossible to replace a similar system suddenly, it is long process. As for specifically our company, we since the beginning of the basis (1994) released exclusively Russian software so we are engaged in import substitution for a long time.

Elena Ivanova: Such precedents are though so far it is isolated cases. If in our country in respect of domestic policy nothing changes, then the import substitution development vector, in my opinion, will be positive, and projects on replacement western EDMS on domestic will be more and more. Though there are enough problems in respect of implementation of import substitution in practice, of course: the procedure of entering into the register of domestic software in itself is rather difficult, the Russian software products capable to compete with the western systems, in the market are not enough. Domestic vendors in many segments of IT market, in fact, were not ready to import substitution policy.

Elena Ivanova: Under Alt Linux the solutions "Archiving" already work "Karma" "Supervision", transfer of a system Case (fat and thin clients) comes to the end. The thin client works with all browsers which are switched on in Register of domestic software, namely, Sputnik and "Yandex.Browser". As for Postgres Pro DBMS - work is conducted. We very responsibly approach it as it is important to us to release not only the full-function, but also reliable solution for our clients whom more than 7 thousand, among them there are a lot of the large companies and government institutions.

Elena Ivanova: And directly, and through partners. About 80% of sales at us go through partners today.

Elena Ivanova: The partner companies of about 250, the right to sale and rendering services in our products have not everything but only those whose specialists completed a training course in our training center, passed examinations and received the appropriate certificate which should be confirmed annually. We treat it very responsibly as if to allow to installation and setup of a system of unskilled specialists, then we will receive problems with the customer.

Elena Ivanova: The company has three divisions – in Moscow, Minsk and Kovrov. At the Moscow office about 300 employees work, developers prevail, it is more of them, than support technicians and on testing. We lack the last, by the way, very much.

Elena Ivanova: Many companies lay off specialists today, we, on the contrary, recruit both programmers, and testers, and specialists of maintenance. But it, I want to note, it is very heavy because in the market not enough qualified personnel. Speaking about the personnel, I will remind that we have a "Document Flow from a Student's Bench" program implemented more than ten years within which we provide our software for training of students. About 300 universities through the whole country cooperate with us.

Elena Ivanova: In addition to the listed above technologies – mobile, analytical, I especially would note relevance of increase in security of EDMS, information security support of solutions and, of course, cloud computing. I will remind that we already provide to clients cloud versions of systems Case and eDocLib.

Elena Ivanova: With demand of cloud workflow systems so far the situation is is rather heavy. Are interested in them, test, there were even pilot projects, but as a result of the company buy and set traditional EDMS on the platform, and a problem, it appears, in a mental barrier.

Elena Ivanova: The main objectives are traditional – to increase sales, the customer base, the number of partners. There is also a strategic, new objective – we began to enter actively foreign markets in which we observe great interest to our products - it is also requests for demonstration of solutions, for partnership.